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In this episode of Partnerships Unraveled, we sit down with Michal Jankech, Vice President of Enterprise, Small Business, and Managed Service Provider Segments at ESET. With 16 years at ESET, a first decade in product management, and a strategic advisory role shaping how the company evolves, Michal brings rare depth across both technical and commercial perspectives to a conversation about what actually builds durable partnerships.

Michal opens with the story of how a decade in product management shaped his approach to partner strategy. Traveling with clients as a product manager showed him something that still holds: many cybersecurity decisions are partner-led, and the strongest relationships between vendors and technical partners are built engineer to engineer. That foundation now feeds his advisory work with the CEO on how to steer the company through change. In a matrix organization the size of ESET, influence beats authority, and driving transformation depends on relationships, belief, and a clear, consistent story everyone across the business is willing to carry.

From there, the conversation turns to ESET's evolution ahead of its 40th anniversary. The company has been quietly using machine learning in detection long before it was called AI, and the current moment brings new relevance to that engineering-first heritage. Michal shares how perception matters as much as substance, and how the company is modernizing its communication to match what it delivers. He also gets into where data sovereignty is landing for European buyers today. As a fully European vendor with all core processing on the continent, ESET has turned a former disadvantage into a real differentiator.

Michal closes with the pillars that hold the strongest partner relationships together: rock-solid technology, predictable commercials, a clear vision partners can invest in, and the constant work of listening. It's the foundation of trust that keeps ecosystems moving forward.

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