In this episode of Partnerships Unraveled, we sit down with Bill Bellano, U.S. Channel Leader at Proofpoint, whose 15+ years of experience across cybersecurity vendors like Fortinet, Bitdefender, and SonicWall have shaped a dynamic, on-the-ground view of channel evolution. Bill shares actionable insights on re-establishing partner trust, scaling smart in underserved commercial segments, and building high-performing channel teams in today’s outcomes-first market.

Channel professionals will learn how to navigate the shift from transactional selling to ecosystem-driven engagement, why listening without defensiveness rebuilds partner mindshare, and how to scale indirect revenue through simplicity and enablement. We also dive into the key attributes Bill looks for in channel account managers with emphasis on consistency, partner-centricity, and strategic execution.

If you're focused on improving partner performance, driving predictable pipelines through commercial channels, or building a more resilient partner motion, this episode offers clarity, strategy, and inspiration. Tune in and take away frameworks you can apply immediately.

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