In this episode of Partnerships Unraveled, we interview Michelle Ragusa-McBain, VP of Global Channels at SonicWall, about building a successful channel program by listening to partners and acting on their feedback. Michelle explains how SonicWall’s "outside-in listening" approach shaped their SecureFirst program, making it more flexible and partner-focused.
We dive into the specific changes the SonicWall team made to meet partner needs, like introducing flexible consumption models and offering Market Development Funds (MDF) to support co-marketing efforts. Michelle also shares how trust and long-term relationships have kept SonicWall’s partners loyal for decades.
Additionally, we discuss the role AI plays in both enabling partners and defending against cyber threats. Michelle explains how SonicWall is using AI to improve support, training, and protection against cyberattacks, which are becoming increasingly sophisticated.
Join us as we explore practical ways to strengthen partner programs, use AI effectively, and maintain trust in a competitive industry.
Connect with Michelle: www.linkedin.com/in/michelleragusamcbain/
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