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In this special Pax8 Beyond '26 feature of Partnerships Unraveled, we sit down with Scott Sacket, Senior Vice President of Partner Strategy at AvePoint. With 19 years at AvePoint and a background as a former managed service provider, Scott brings a rare blend of vendor and channel perspectives on how partnership programs and data governance are evolving in the AI era.

Scott opens with the story of AvePoint's shift from direct-first to a channel-driven business, one that now sees 100% growth in partner-sourced bookings for multiple quarters. He then explains how AvePoint has redesigned its partner program, moving away from the traditional revenue-tiered model to a points-based system that recognizes the many ways partners create value. Certifications, product mix, team training breadth, co-marketing, pre-sales, technical support, and renewal rates all count alongside revenue. It's a program built around the idea that partners come in all shapes and sizes, and every large partner today started as a small one worth investing in.

From there, the conversation turns to what's happening now in the market. Scott makes the case that AI has kicked off a governance gold rush for managed service providers. AvePoint has been doing data governance for 25 years, well before the term was popular, and the current AI moment is bringing new relevance to that expertise. He shares a striking gap: 75% of companies have already built or tested AI agents, and 70% have no governance plan in place. Every agent needs an owner and a governance framework, and the partners delivering that will be in the strongest position ahead.

Scott closes with a mantra that fits the pace of the AI era: fail forward. Move fast, try things, focus on the partners and customers you serve, and remember that what's important today probably won't be in twelve months.

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