Everyone Owns Pipeline: Inside Nasuni’s Co-Sell Culture

Ryan de la Parra, Head of Global Partner Marketing at Nasuni, sits down to reveal how a channel-only go-to-market model transforms when a company commits to genuine co-selling. Nasuni's evolution from traditional partner fulfillment to a culture where everyone owns pipeline demonstrates what's possible when leadership aligns incentives across the organization. The conversation explores the real mechanics of partner marketing at scale, examining how AI is being thoughtfully integrated into workflows without disrupting the human relationships that drive ch

Show Notes

Co-sell Culture

In this episode of Margins and Mandates, Jeff sits down with Ryan de la Parra, Head of Global Partner Marketing at Nasuni, to unpack what it takes to scale a channel-only go-to-market model in a hypergrowth environment.

Ryan shares how Nasuni evolved from partner fulfillment to true co-selling, why “everyone owns pipeline” isn’t just a mantra—it’s a culture—and how AI is being thoughtfully deployed across functions.

From private equity pressure to partner engagement metrics, this episode is a masterclass in modern partner marketing and sustainable scale.