Every successful Partner business is built differently, but the highest performers share common habits. At the 2026 Sandler Partners National Summit, members of the Sandler Partners sales team welcomed top Partners to the stage for Inside the Business of High-Performing Partners. Caleb Tucker accompanied Nicole Folino, Senior Vice President, Sandler Partners; Ben Magday sat with Kirk Horton, Chief Revenue Officer & Managing Partner, SecureX; Michele Johnson welcomed Rachelle Schmersal, Co-Founder, CloudNow Consulting; and Jamie Basham was joined by Kandace Dato, Founder, Carrier Consulting International on the Mainstage to discuss strategies and insights from deals that have been pivotal to their success.
Each Partner shared how a single relationship grew into a larger account, and what it took to get there.
A few highlights from the discussion included:
- Think Beyond the Next Customer: Nicole Folino shared how approaching industry associations can create a path to become a trusted resource for its members, going beyond a single deal and opening the door to many potential clients.
- Security Expands the Conversation: Kirk Horton discussed how they lead with security expertise, as it touches every part of the business and renewal cycles often reveal larger managed and professional services opportunities.
- Persistence Builds Trust: After a first meeting that went poorly, Rachelle Schmersal persisted and found a new entry point into an organization with a technology she knew well, eventually earning trust across the account and winning a major contact center deal.
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Mindset Matters: Kandace Dato encouraged Partners to treat change as an opening and set goals specific enough that a few small deals don’t feel like success.
A common takeaway theme: no Partner grows alone. The panelists credited Sales Engineering, Provider teams, and fellow Partners with helping them win deals outside their own expertise.
The Sandler Partners National Summit
The annual Sandler Partners National Summit is the largest independent technology community channel event held each year. It brings together Partners from across the US and Canada – influential leaders, and Providers – sharing information on solutions, selling approaches, and personal development. The atmosphere is always energetic, reinforcing the family “safe home” reputation Sandler Partners has developed over two decades. While other TSDs may focus on private equity plays, Sandler Partners continues to help solve problems that encourage trust, deeper long-term customer relationships, and ultimately success.