En iyi Channel Journeys podcastleri (2024)

1
Rob Spee: My 10 Top Lessons on Partnering 18:03

12d ago18:03

18:03

I’ve gained and shared a ton of channel smarts over the past 6 years producing 150 episodes of the Channel Journeys podcast. It’s hard to condense all this knowledge into one episode, so I aimed at summarizing the key insights for successful partnering. It’s an almost impossible task given the wealth of knowledge shared by my fantastic guests. It t…

1
How to Build a Booming MSP Program with Dinara Bakirova 34:18

26d ago34:18

34:18

The market for managed services continues to accelerate, but many software vendors are missing out on this huge opportunity. If you’re wondering what it takes to create a game-changing MSP program, this episode is for you. Dinara Bakirova, Director of Partner Experience at Lookout, shares the most important ingredients to their successful MSP progr…

1
10 Tips for Successful GSI Partnerships with Raj Gupta 46:25

1M ago46:25

46:25

One of the most rewarding yet most challenging partnerships I’ve seen over my career is working with the massive Global System Integrators, also know as GSIs. Many vendors embark on this journey looking to cash in the attractive potential of multi-million $ sales in the world’s top accounts. Unfortunately, many vendors struggle for years and eventu…

1
The Art of Building a 9-Figure Channel with Jeff Heilman 50:02

2M ago50:02

50:02

In addition to meeting new people and learning new ideas, one of the things I enjoy the most hosting Channel Journeys is the interesting personal stories I hear from my guests. Today’s guest, Jeff Heilman, has one of those amazing stories. It’s how he was the first employee working for Elon Musk’s first startup, Zip2 Corp. But then the story gets e…

1
How Partners are Driving Customer Success with Nancy Ridge and Norma Watenpaugh 42:34

2M ago42:34

42:34

After the last episode with Jason Beal where we talked about Barracuda’s Partner Success Program, it got me thinking about the book that was recently released with groundbreaking research on how partner success drives customer success. I interviewed the book’s authors when it first came out back in episode 132. Today I’m relaunching that episode fo…

1
How to Build the Ultimate Partner Success Program with Jason Beal 38:56

3M ago38:56

38:56

If you’re a SaaS vendor, partner success is the most important factor in your company’s growth. And your partners’ success in driving customer success is the biggest lever you have in driving more partner originated business. When partners are doing the services work, they’re gaining real life experience. They have stories of solving business probl…

1
Maximizing the Impact of the Channel with Vandan and Mani 44:40

3M ago44:40

44:40

If you’re brand new to the channel world, how can you quickly get up to speed on what partnering is all about? That’s exactly what today’s guests had to figure out. In the podcast episode, I’m speaking with Vandan Jain and Mani Bansal, the authors of a new book titled “Maximizing the Impact of the Channel.” They interviewed 15 partner professionals…

1
Mark Rogers: The Number One Challenge of Partner Leaders 38:12

4M ago38:12

38:12

What is the top challenge you are facing today? Changes in buyer behavior, increased competition going after fewer dollars, longer buying cycles – these changes are driving a huge amount of stress and strain on partner leaders. Today’s episode looks at these challenges and what you can do to address them. Joining me is Mark Rogers, SVP of Global Pa…

1
Rob Spee: Sailing the Bermuda High in a Covid Low 29:06

4M ago29:06

29:06

For this 4th of July holiday week, I’m going back in the archives to replay this story of a sailing adventure. This one took place during the summer of 2021 when we were still under the grip of the covid pandemic. I took a break from the covid madness to sail from Bermuda to New York with my sailing hero, Tania Abei, the author of Maiden Voyage, an…

1
Maximizing Co-Sell Success: Cassandra Gholston’s 11-Step Playbook

5M ago

—

What does co-selling mean to you? Is your company co-selling at scale with your partners or are you still at the stage of random acts of co-selling? The changes in buyer behavior that we’ve all been talking about is making co-selling more important than ever. And the advent of automated partner mapping technologies is enabling co-selling at scale. …

1
How to Transform your Channel for SaaS Success with Lisa Citron

5M ago

—

Many software vendors and solution providers are still making the digital transformation to the SaaS business model. This transformation impacts just about every facet of your business – sales, marketing, finance, product development. And it absolutely impacts your channel strategy – in fact your entire go-to-market strategy will likely change. In …

1
Breaking the Discount Cycle: Colin Puckett’s Playbook for Partner Success 42:43

6M ago42:43

42:43

Are you aware of the impact customer discounts are having on your partner ecosystem? Are you wondering how to break the never-ending cycle of discounting and find a better way to drive growth? In this episode, Colin Puckett, SVP of Global Channel and Field Operations at Appfire, talks about their groundbreaking approach to sales discounts. Colin sh…

1
5 Steps to Unleashing the Power of Ecosystem Marketing with Rick van den Bosch 41:37

6M ago41:37

41:37

Looking to amplify your partner marketing strategies? This episode of Channel Journeys features Rick van den Bosch, founder and CEO of the Channext partner marketing platform and co-host of the Partnerships Unraveled podcast. You’ll learn 5 steps you can take to unleash to power of ecosystem-centric partner marketing. And proving that startup CEOs …

1
Building Partnerships that Drive Customer Value with Barrett King 43:43

6M ago43:43

43:43

Is your channel business loosing steam? Classic channel programs and partnering strategies were meant to serve one purpose. Drive more revenue. The world has changed. Focusing solely on more revenue for your company doesn’t fly with your partners or your customers. In this episode, I explore the art and science of building partnerships that drive e…

1
Your Blueprint for Successful Channel Transformation with Sam Valme 42:39

7M ago42:39

42:39

Wondering how you can transform your company to drive more business through the channel and greater partner engagement across your organization? In this episode, Sam Valme, Sr. Director US Channels at Ave Point, shares how they are ramping up sales through Resellers, Integrators and MSPs. Sam unveils the pivotal moments and strategies behind AvePoi…

1
Rob Spee: 5 Levers for Partner Sourced Business 10:37

7M ago10:37

10:37

One thing I hear almost every day is “how can we get our partners to bring us more business?” The shift to the SaaS model and a partner ecosystem approach is designed to add more partner value throughout the buyer journey. More influence, more customer success, more account expansion. The good news is that when done right, the ecosystem can also br…

1
How to Make Partnering a Business Strategy with Jill Rowley 44:30

8M ago44:30

44:30

How does your company view partnering? Is it a functional department siloed from the rest of the organization? Perhaps it’s integrated into your sales strategy. But it stops there. One of the messages I’ve been promoting discussing with ecosystem leaders and analysts is that partnering has to be much, much more. My thinking on this topic was actual…

1
The 4 Success Metrics of a SaaS Channel with Angus Robertson 38:13

8M ago38:13

38:13

There’s a lot of talk about the demonstrating the ROI of the partner ecosystem as we transition to the SaaS model. The SaaS recuring revenue model is so different than the perpetual world most of us came from. How should we be thinking about the impact and ROI of a SaaS channel? To find some answers, we’re going back to my conversation with Angus R…

1
The Future of Digital Distribution with Jen Anaya 32:06

9M ago32:06

32:06

Cloud marketplaces have gotten a ton of buzz, but what’s going on in distribution? How are the classic value add distributors (VADs) responding to the rapid growth of the AWS, Azure, and Google marketplaces? One VAD who’s not resting on their laurels is Ingram Micro. Ingram is rolling out a new digital platform that is a game change for partners an…

1
How to Amplify Customer Experience with Nancy and Norma 42:35

9M ago42:35

42:35

Your gut probably tells you that partners amplify the customer experience, but you’ve lacked the data to prove it. Now I have the data you’ve been looking for and some tips on how you can drive customer success. In this episode, Nancy Ridge and Norma Watenpaugh share the findings of their groundbreaking research on Partner Experience. They are the …

1
How to Get Your Reps to Embrace Partners with Jules Johnston 41:37

10M ago41:37

41:37

A big challenge almost everyone in the channel has to face is how do you get direct sellers to embrace partners? Whether you’re just starting in building a channel or you’ve got a long-standing partner program, you’re going to have sellers who don’t understand the value partners bring, or don’t know how to engage partners effectively. That’s the qu…

1
Jay McBain: Top 5 Ecosystem Plays for 2024 31:04

10M ago31:04

31:04

We have entered the ecosystem economy where partners are critical for growth and resilience. Direct sales are suffering losses. Yet despite all the headwinds, partner confidence is high. Partners are hiring and almost two-thirds of partners are looking at revenue and profit growth. What is going on? Find out in this interview with Jay McBain, chann…

1
Christmas Special: Catamaran Sailing in the Grenadines 31:50

11M ago31:50

31:50

Only 5 days from Christmas. You know what that means…time for another Christmas Special podcast! This year I’m sharing my latest catamaran sailing adventure in the Grenadine Islands. I’d dreamed of visiting the Grenadines for years. This past October, I finally made it with my sailing buddies. Enjoy my tales of sailing, snorkeling, and fishing whil…

1
Crystal Ferreira: How to be a Better Vendor to your Partners 29:20

11M ago29:20

29:20

One of the last things you want to hear from partners is “why do you make it so hard to work with you?” That’s not evidence of a great partner experience. But what can you do about it? This episode’s guest knows all about that challenge. Crystal Ferreira, Global Head of B2B Channel & Alliances at Logitech, was on the receiving end of that scary new…

1
Asher & Chip: Growing Ecosystems Around the Globe 40:40

12M ago40:40

40:40

Wondering what partner leaders are doing around the globe to drive the transition from channels to ecosystems? Asher Mathew, CEO Partnership Leaders and Chip Rodgers, Chief Partner Officer at Workspan, have been on a global tour to find out. Listen and get some tips as they share how partnership leaders are growing ecosystems around the world. KEY …

1
Rob Spee: 5 Ways to Manage Channel Change 12:03

12M ago12:03

12:03

Change is difficult. And driving the shift from a channel mindset to a partner ecosystem mindset within your organization is a big task. Rob Spee, SVP Global Channels at Beyond Trust, shares why shifting from a channel to a partner ecosystem strategy can be difficult to manage. Rob offers five things you can do, whatever your role, to drive the cha…

1
Mike Day: How to Build an Ecosystem Partner Program 28:24

1y ago28:24

28:24

This is a great time of year to evaluate your partner program and see if it’s serving the needs of your partner community. But what can you do better when you have a broad and diverse product portfolio? And how can you build a program to support the diverse partner ecosystem needed by your customers? Find out in this conversation with Mike Day, VP …

1
Tiffani Bova: 5 Paths to Consistent Channel Growth 43:01

1y ago43:01

43:01

After hearing author and thought leader, Tiffani Bova, speak at a recent Ingram ONE event, I decided to repost this interview I did with Tiffani soon after the launch of her first book, Growth IQ. Driving consistent channel growth in this era of digital transformation requires new ways of thinking. We discuss 5 paths to channel growth, applying the…

1
Frank Vitagliano: How to Use Distribution to Drive Innovation 45:53

1y ago45:53

45:53

I’ve been placing a bet on distribution. How about you? What role are distributors playing in your partner ecosystem strategy? Is it the right bet? Find out in this episode with Frank Vitagliano, CEO of Global Technology Distribution Council. Frank shares the results of their recent report titled The Innovation Enablement Guide, based on research w…

1
Brent Thurrell: Driving Growth with a Partner Ecosystem 34:40

1y ago34:40

34:40

What is your CRO really looking to accomplish with your partners? Gaining alignment with your executive leadership team, especially your Chief Revenue Officer, is critical to the success of your partner strategy. In this episode, Brent Thurrell, CRO at BeyondTrust, shares why the partner ecosystem is a vital element of his go-to-market strategy to …

1
Dave Taylor: Why Next Era Partnering is Here to Stay 38:31

1y ago38:31

38:31

There’s a lot of buzz around ecosystems and the next era of partnering. Is it just a fad driven by the tough economy? Dave Taylor, Chief Marketing Officer at Impartner, explains why this next era is here to stay. Find out how you can weave partnering into your go to market strategy and improve the overall business health of your company. KEY TAKEAW…

1
Lana King: What do Saas Companies Need from the Channel? 42:19

1y ago42:19

42:19

I recently had the opportunity to host a live SaaS Partnership Podcast with channel programs and enablement expert, Lana King. We discussed what SaaS companies really want from channel partners, what it takes to be successful, and how to create a better partner experience. KEY TAKEAWAYS Here are just a few of the takeaways from my conversation with…

1
Katie Landaal: Five Ways to Scale Your Partner Business 41:30

1+ y ago41:30

41:30

At some point every company outgrows it’s partner program and even some of it’s partners. For ZoomInfo, that point came after concluding a very successful IPO during the height of the Covid pandemic. Katie Landaal, AVP Global Partnerships and Ecosystem at ZoomInfo, shares how ZoomInfo was able to revamp their partner program to make it more scalabl…

1
Rob Spee: 10 Ways to Measure Partner Ecosystem Performance 13:23

1+ y ago13:23

13:23

Building a partner ecosystem requires a substantial investment in your channel team and your partners. How do you know if you’re making progress? How can you measure the performance of your partner ecosystem with so many different partner roles and types? Knowing what to measure and setting goals on those key performance indicators (KPIs) drives in…

1
Rob Spee: My High Seas Summer Sailing Adventure 27:33

1+ y ago27:33

27:33

In celebration of summer vacations, I’m taking a break from our usual channel topics to share my story of sailing 1500 miles across the Atlantic Ocean. This is a replay of episode 60, A Sailing Journey Through Covid. Hear what it’s like to sail from the Virgin Islands in the Caribbean to Rhode Island in the middle of the global pandemic. This is my…

1
Channel Pro Panel: Impact of Hyperscalers on the Partner Ecosystem 41:26

1+ y ago41:26

41:26

Wondering what role the three cloud hyperscalers, AWS, Microsoft, and Google can play in your partner strategy? Today I invite my fellow podcast hosts, Vince Menzione of the Ultimate Guide to Partnering podcast and Paul Bird of the Ultimate Channel Sales podcast, for a channel panel chat. We talk about the impact of hyperscalers on the partner ecos…

1
Daniel Nissan: The Unlimited Power of GPT for Channel Marketing 36:35

1+ y ago36:35

36:35

If you’re like me, you’ve been testing out the unbelievable capabilities of generative AI on sites like ChatGPT and DALL-E. Their ability to generate text and images from natural language defies comprehension. While new technology is always a threat to the status quo, smart folks are thinking about how to leverage this technology to develop new pro…

1
Hope Galley: How to Leverage Partners to Drive Customer Success 33:33

1+ y ago33:33

33:33

As the IT channel transitions from large on-premise deals to smaller recurring revenue SaaS deals, customer success is more important than ever. And while vendors are very accustomed to using partners to drive new sales, many have not yet realized the important role partners can play in customer success. In this podcast reboot, Hope Galley shares h…

1
What Partners Really Think of Your Ecosystem Strategy – CJ113 31:51

1+ y ago31:51

31:51

Last week I was busy enjoying the BeyondTrust Go Beyond partner and customer event in Miami. The theme, tied to the Formula One race taking place, was Accelerate. We kicked off the event with Partner Connect day, discussing how we can accelerate our partner ecosystem to drive faster growth and faster time to value for customers. I sat with three of…

1
Taylor Macdonald: Driving Growth through Alternative Channels 38:37

1+ y ago38:37

38:37

Where do you look for completely new partner types to add to your ecosystem? How do you build a SaaS partner program that attracts new partners? To answer these questions, I went back to an earlier podcast with channel veteran Taylor Macdonald. In this episode reboot, Taylor shares how he won big with a modern partner program and a less conventiona…

1
Bart Fanelli: Moving from Channel Leader to Channel Coach 41:29

1+ y ago41:29

41:29

Driving the transformation to a partner ecosystem strategy requires new skills and new conversations. How do you enable your CAMs, your sales reps, and your partners to behave differently, to work together in new ways? Bart Fanelli, CEO and Founder of Skillibrium, recently shared how leaders and managers can shift from command and control to coachi…

1
Darren Bibby: Five Ways to Scale Your Partner Business 42:30

1+ y ago42:30

42:30

Many times I’ve come across the beginnings of a partner business that lacks the discipline to really take off. How do you take a fledgling partner business from a bumpy dirt road into a high capacity freeway? Darren Bibby, CEO and Founder of AlignedPartner, shares the five top things you can do to scale your partner business to maximize growth and …

1
Josh Lewis: Driving Breakthrough Partner Performance 44:22

1+ y ago44:22

44:22

With all the focus on building partner ecosystems, we can’t forget about driving partner performance. This interview was recorded four years ago when Josh Lewis was the Vice President of Global Channels at Alteryx, an analytics firm on hyper-growth. The lessons learned are just as relevant and impactful today. The channel strategy that got Alteryx …

1
Olli Fleischhut: How to Simplify to One Partner Program 38:50

1+ y ago38:50

38:50

Over time, many vendors have created multiple partner programs to cater to different partner types, markets, and business units. But partners want simplicity, predictability, and ease of doing business. Multiple partner programs do just the opposite. Olli Fleischhut, VP Marketing at Honeywell Building Technologies, faced this very challenge. He sha…

1
Janet Schijns: Top 10 Skills of Ecosystem Leaders 47:57

1+ y ago47:57

47:57

What’s a partner ecosystem leader? Who can become one? What are the most important traits? Those are questions I posed to Janet Schijns, CEO of the JS Group. Janet shares the top ten skills sales and channel leaders need to become ecosystem leaders. If you’re a sales rep looking to leverage the ecosystem or a channel leader with your eyes on becomi…

1
Maciej Danielski: The Role of a Channel Chief 32:19

2y ago32:19

32:19

Last episode, I spoke with Jay McBain about how to turbocharge your channel career. In this episode, I join Maciej Danielski, host of the Channel Voices podcast, to discuss my role as Global Channel Chief at BeyondTrust. I share my channel journey, the responsibilities of a channel chief, and some practical advice for those who aspire to sit in the…

1
Jay McBain: How to Turbocharge Your Channel Career 38:14

2y ago38:14

38:14

After years of non-stop growth and massive hiring by the big tech companies, we’re suddenly seeing large-scale layoffs. Amazon, Meta, and Salesforce together have announced 29,000 people being let go in just the past 3 months. What impact will this have on your channel career? What impact with it have on your partners? Jay McBain, Chief Channel Ana…

1
Christmas Special: Catamaran Cruising in the Caribbean 21:02

2y ago21:02

21:02

It’s the last week of 2022 and time to take a break from the channel. In this Christmas special episode, I share the story of my sailing adventure in the US and Spanish Virgin Islands. This time I’m on a 40′ catamaran with three sailing buddies to explore the islands and teach ourselves how to sail a cat. Hear the joys and risks of sailing during h…

1
Rich Blakeman: The Power of the Hybrid Sales Channel 35:39

2y ago35:39

35:39

Go-to-market strategies keep evolving, but one thing that hasn’t gone away is the ever present challenge of channel conflict. This is especially true in regions or market segments where you co-sell with your partners. How do you get your own reps to give up control in exchange for the powerful returns partners can bring? Rich Blakeman, author of Th…

1
Conill and Manks: How to Win on the AWS Marketplace 46:44

2y ago46:44

46:44

There’s no doubt that customers are increasingly making their technology purchases on B2B marketplaces. I wrote about the impact of this shift recently in my blog on Channel Predictions: 2023 and Beyond. To learn why marketplaces are gaining so much steam and how ISVs and partners can take advantage of this shift, I turned to Felipe Conill, WW Lead…

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