Scott Eaton - Redefining Trusted Advisors in the Modern Channel

Episode notes

In this episode of Partnerships Unraveled, we sit down with Scott Eaton, Senior Director of Partner Management at Lumen Technologies, for an insightful conversation about the evolving definition and strategic role of trusted advisors in the modern channel. With decades of experience on both the vendor and partner sides of the business, Scott offers a grounded perspective on how channel professionals can navigate shifting partner models, deliver real customer value, and optimize indirect revenue strategies. Together, we explore why the role of the trusted advisor is more critical than ever, especially in complex B2B environments where customers are overwhelmed by choice and under-resourced in technical expertise. Scott also sheds light on where AI is providing the most meaningful gains today from partner enablement to customer retention and offers a sharp take on the future of partner marketing, performance measurement, and the blurred lines between MSPs, VARs, and resellers.

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