Winning the Channel with Data Hygiene, Intent Signals, and High-Trust Partnerships
In this episode of IAMCP Profiles in Partnership, Anthony Carrano and Rudy Rodriguez sits down with bizcise founding partner Nigel Postings to unpack how data, trust, and clear roles transform partner relationships. You’ll hear how enterprises and channel organizations use precise external and internal data to prioritize partners, focus investments, and build repeatable co-selling motions. Nigel shares practical ways to reduce risk in P2P deals, simplify complex channel decisions, and speed up collaborations so partners show up as one delivery team in front of the customer and turn insight into sustainable, shared revenue.
Guest:
Nigel Postings
Partner, Channel Partner Intelligence at bizcise
Company website: bizcise | Website
Company LinkedIn: bizcise | LinkedIn
Personal LinkedIn: Nigel Postings | LinkedIn
Host:
Anthony Carrano, Managing Partner at Dunamis Marketing
Personal LinkedIn Anthony Carrano | LinkedIn
Company website: Dunamis Marketing | Website
Rudy Rodriguez, Managing Partner at Dunamis Marketing
Personal LinkedIn: Rudy Rodriguez | LinkedIn
Company website: Dunamis Marketing | Website
Key Discussion Points:
1. Three-part channel blueprint: Assess → Intelligence → Activation.
Bizcise helps vendors and distributors first assess their channel, then add market intelligence, and finally run activation motions to recruit partners and generate digitally qualified leads.
2. Data hygiene on your website directly impacts partner and customer pipeline.
Whether you’re a global SI or a small MSP, having the right keywords, clear capabilities, and strong vendor positioning on your website is the foundation for being found in the first place.
3. Combining internal and external data creates a 360° view of channel performance.
When vendors share internal data (MDF, revenue, managed/unmanaged status) and combine it with bizcise’s external signals, they can see share of mind, partner focus areas, and where to invest or divest.
4. High-trust partnerships look like one team in front of the customer.
The most successful alliances have transparent financials, clearly defined “lanes,” joint statements of work, and the confidence to let partners directly face their most important customers.
5. AI raises the bar for partner skills and customer expectations.
As AI and Copilot become mainstream, buyers often know as much as partners. To stay relevant, partners must evolve their skills, protect their IP, and lead with business outcomes—not just tools.
Notable Quotes:
• On partnership risk and ambition: “Take the risk earlier with your own company—and don’t be fearful. Anything’s possible when you focus on the customer.”
• On what true collaboration looks like: “The client knows you’re two organizations, but they should see one delivery team.”
• On data hygiene and being found: “If someone’s searching for a Copilot partner in Atlanta, are you going to be found?”
• On share of mind in the channel: “You may be growing with a partner, but if competitors are getting more of their share, you’re still losing.”
• On what customers really care about: “Always focus on what the customer wants, not what you can deliver. They might want ‘F’ when you’re selling A, B, and C.”
Chapters
00:00 – Intro: Why Data-Driven Partnerships Matter
02:00 – Meet Nigel: From Microsoft to bizcise
05:00 – What bizcise Actually Does: Assess, Intelligence, Activation
09:00 – The Sherpa Partnership & IAMCP Award Story
13:00 – Building High-Trust Partner Frameworks
16:00 – Market Focus: Large Enterprises and Growing Channels
18:30 – When Partnerships Fail (And What to Avoid)
20:30 – AI, Copilot, and the New Partner Landscape
22:30 – Data Hygiene & Advice for Smaller Partners
24:30 – Mixing Internal & External Data for 360° Channel Insight
26:00 – Career & Partnership Advice for the Next Generation
28:00 – Closing Reflections & IAMCP Call to Action
