Shows
Le grandi lezioni di giornalismoEpisode 32: Blurring the Line Between Sales and Marketing with Sal PatalanoThe Channel Wisdom podcast welcomes back Sal Patalano, Chief Revenue Officer at Lenovo Software. Steven and Sal discuss how the line between sales and marketing is dissolving and how that's changing the way vendors and partners work together. The old siloed concept of customer relationship management has shifted -- the buyer's journey is now a seamless experience. Listen in to learn more about how Lenovo Software has changed the way they approach channel sales and marketing in a SaaS world.
How to find Sal Patalano:
https://www.linkedin.com/in/salpatalanoLinkedIn
How to find Steven Kellam:
https://www.linkedin.com/in...
2017-10-2527 minLe grandi lezioni di giornalismoEpisode 31: Unconventional Rules of Partner Engagement with Taylor MacdonaldIn this episode Steven Kellam talks with Taylor Macdonald, Senior Vice President at Sage Intacct, about his company's 10 unconventional rules of partner engagement and how their "radically different by design" partner program has led to 50% of new business coming in through the channel.
How to find Taylor Macdonald:
LinkedIn: https://www.linkedin.com/in/taylormacdonald/ Email: tmacdonald@intaact.com Website: http://www.sageintacct.com/
How to find Steven Kellam: LinkedIn: https://www.linkedin.com/in/stkellam
How to find Zyme:
Website: http://www.zyme.com/ Twitter: https://twitter.com/zymesolutions LinkedIn: https://www.linkedin.com/company/4575
2017-10-1127 minLe grandi lezioni di giornalismoEpisode 30: Partner Lifecycle Management with Gary MorrisIn this episode Steven Kellam chats with by Gary Morris, CEO and founder of Successful Channels. Gary expands on his recent blog "The Top Five Wrong & Right KPIs used by VPs of Channel Sales."
How to find Gary Morris:
LinkedIn: https://www.linkedin.com/in/garyrobertmorris/
Twitter: https://twitter.com/SuccessChannels
Website: http://www.successfulchannels.com/
How to find Steven Kellam:
LinkedIn: https://www.linkedin.com/in/stkellam
How to find Zyme:
Website: http://www.zyme.com/
Twitter: https://twitter.com/zymesolutions
LinkedIn: https://www.linkedin.com/company/45751/
2017-08-3021 minLe grandi lezioni di giornalismoEpisode 29: Orchestrating the Digital Marketing Transformation with Chad ReeseIn this episode, Steven Kellam is joined by Chad Reese from Cisco. As the Director, Marketing Technology & Partner Digital Marketing, he leads the digital partner marketing team within Cisco's global channel marketing team. In this role, he understands better than anyone how important it is for a manufacturer to orchestrate the execution of digital marketing with their partners. Tune in to learn how Cisco is doing it.
How to find Chad Reese:
LinkedIn
Twitter
How to find Steven Kellam:
LinkedIn
How to find CCI:
Website
Twitter
LinkedIn
2017-07-0523 minLe grandi lezioni di giornalismoEpisode 28: The Key Components of an Effective Sales Training Plan with Pete KoliopoulosChannel expert Pete Koliopoulos re-joins the Channel Wisdom Podcast for a follow-up to the "5 Elements to Selling in Today's Channel" episode. A consumate professional who has run global channel sales for companies like EMC, Arrow, and VCE, just to name a few, Pete shares his 6 components of a channel sales plan. How to find Pete Koliopoulos: LinkedIn Website How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn
2017-06-0725 minLe grandi lezioni di giornalismoEpisode 27: The 5 Elements to Selling in Today's Channel with Pete KoliopoulosWe're pleased to welcome to the podcast Pete Koliopoulos, a consumate professional who has run global channel sales for companies like EMC, Arrow, and VCE, just to name a few. Pete is here to share with us his 5 elements to successful partner sales in today's tech world. How to find Pete Koliopoulos: LinkedIn How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn
2017-05-2527 minLe grandi lezioni di giornalismoEpisode 26: Acting on the Voice of the Partner with Brooke CunninghamSteven Kellam is joined by Brooke Cunningham, who is AVP of Global Partner Programs and Operations at Splunk. Brooke shares her expertise in driving partner experience and partner loyalty and how that impacts ROI. How to find Brooke Cunningham: https://www.linkedin.com/in/brookecunningham/ How to find Steven Kellam: https://www.linkedin.com/in/stkellam How to find CCI: https://channelmanagement.com CCIchannels https://www.linkedin.com/company/cci-channel-management-solutions/
2017-05-1022 minLe grandi lezioni di giornalismoEpisode 25: The Digital Transformation of the Channel with Norma WatenpaughIn this episode, Steven Kellam chats with Norma Watenpaugh, Founding Principal of Phoenix Consulting Group, about next gen ecosystems and mixed business models in the channel. How to find Norma Watenpaugh: www.linkedin.com/in/phoenixcg/ How to find Steven Kellam: www.linkedin.com/in/stkellam How to find CCI: www.channelmanagement.com/ www.linkedin.com/company/239275 @CCIChannels
2017-04-2622 minLe grandi lezioni di giornalismoEpisode 24: Who will be the Winners and Loser in the Channel of Tomorrow? with Cameron AveryToday Steven Kellam talks with Cameron Avery, Founder and CEO of Elastic Grid, a through-partner marketing agency. Cameron shares how the vendor's view of partners is changing and the why there's a trend toward a brand marketplace. How to find Cameron Avery: www.linkedin.com/in/cameronavery1/ How to find Steven Kellam: www.linkedin.com/in/stkellam How to find CCI: www.channelmanagement.com/ www.linkedin.com/company/239275 @CCIChannels
2017-04-1222 minLe grandi lezioni di giornalismoEpisode 23: Partner Enablement - Putting Theory Into Practice with Lisa PennLisa Penn, Senior Director of Global Channel Marketing Strategic Initiatives at SAP. re-joins the Channel Wisdom podcast to discuss the nuts and bolts of putting partner enablement programs in place. In Episode 20, she and Steven discussed many theories and best practices. Today, Lisa shares her knowledge about the hurdles vendors face during implementation and how to navigate around (and sometimes through) them. How to find Lisa Penn: LinkedIn How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn
2017-03-1531 minLe grandi lezioni di giornalismoEpisode 22: The Rise of Alternative Channels with Rod BaptieIn this episode, Steven Kellam is joined by Rod Baptie, owner and president of Baptie & Co, which puts on the channel industry's top conferences. Rod shares his insights on alternative channels and what they bring to the table that traditional channels don't. How to find Rod Baptie: https://www.linkedin.com/in/rodbaptie/ How to find Steven Kellam: https://www.linkedin.com/in/stkellam How to find CCI: https://channelmanagement.com CCIchannels https://www.linkedin.com/company/cci-channel-management-solutions/
2017-03-0122 minLe grandi lezioni di giornalismoEpisode 21: The Art & Science of Search Engine Marketing with Brad PetersenSteven Kellam is joined by Brad Petersen, who is Senior Vice President at MatchCraft, a company that has developed algorithms to maximize search engine marketing. Brad explains why vendors don't have to be scared of search engine marketing anymore and, in fact, how it can be used to take your SQL ratio from 7 to 70. How to find Brad Petersen: LinkedIn How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn
2017-01-1129 minLe grandi lezioni di giornalismoEpisode 20: A Look at the Channel from Both Sides with Lisa PennIn this episode, Steven Kellam talks with Lisa Penn, Senior Director of Global Channel Marketing Strategic Initiatives at SAP. Lisa has worked in the channel for the majority of her career, starting as a channel partner and then moving over to the manufacturing side. Today, she shares her expertise in channel management, channel recruitment, channel marketing, and channel sales. How to find Lisa Penn: LinkedIn How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn
2016-12-1431 minLe grandi lezioni di giornalismoEpisode 19: Exploring Channel as a Service with Laz GonzalezThis week Laz Gonzalez, Chief Strategy Officer at ZiftSolutions, joins the Channel Wisdom Podcast. His eight years with SiriusDecisions has given Laz a broad perspective on the evolution of channel sales and in this episode he shares his vision of where "Channel as a Service" is headed. How to find Laz Gonzalez: LinkedIn How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn
2016-11-3029 minLe grandi lezioni di giornalismoEpisode 18: Video Marketing for the Channel-Part 2 with Robert CassardRobert Cassard, co-Founder and CEO of Voodoo Video Marketing Magic, a video software platform for channel marketing and sales, re-joins the Channel Wisdom Podcast to share his 5 tips for getting started in video marketing. Known as the "Video Growth Hacker,” Robert is a web video pioneer, award-winning writer/producer and #1 bestselling author. His strategies have generated hundreds of millions in incremental sales for IT clients and today he shares some of those real-world case studies. Get a free download of Robert Cassard's book "Video Growth Hacking for Channel Chiefs: Simple strategies to help your channel partners achieve double-digit growth" https://goo...
2016-11-0932 minLe grandi lezioni di giornalismoEpisode 17: Video Marketing for the Channel-Part 1 with Robert CassardRobert Cassard, co-Founder and CEO of Voodoo Video Marketing Magic, a video software platform for channel marketing and sales, joins the Channel Wisdom Podcast this week. Also known as the "Video Growth Hacker,” Robert is a web video pioneer, award-winning writer/producer and #1 bestselling author. His strategies have generated hundreds of millions in incremental sales for IT clients including Avnet, Hewlett Packard Enterprise, Logitech, Mitel, Sprint, and many others, along with scores of emerging businesses. Get a free download of Robert Cassard's book "Video Growth Hacking for Channel Chiefs: Simple strategies to help your channel partners achieve double-digit growth" https://goo...
2016-10-2629 minLe grandi lezioni di giornalismoEpisode 16: Evangelizing Social Syndication with Mike CottonIn this episode, Steven Kellam interviews Mike Cotton, vice president at purechannelapps. As one of the first companies to develop social media syndication for the channel, Mike was on the ground floor as vendors started to recognize the increasing role social media would play in the channel sales process. In today's podcast, Mike talks about the challenges vendors face in getting their partners engaged in social media and the nuances inherent in a channel social media program. How to find Mike Cotton: LinkedIn How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn
2016-10-1324 minLe grandi lezioni di giornalismoEpisode 15: When Sales and Marketing Collide with Vaughn AustVaughn Aust, EVP Marketing and Product at MarketStar, joins the Channel Wisdom podcast to discuss how the millenial mind set is spilling over into the sales environment and how it's changing channel sales. How to find Vaughn Aust: LinkedIn How to find Steven LinkedIn How to find CCI: Website Twitter LinkedIn
2016-09-2130 minLe grandi lezioni di giornalismoEpisode 14: Digital Agencies: To Partner or Not to Partner – Kim King’s Real-world Success StoryKimberly King, VP of Global Partners and Channels at Progress software joins this episode to talk about the benefits and challenges of working with the digital agency partners. According to Kim, these agencies will transform your business. Here are a couple of the resources Kim mentions in the episode: Are Businesses Living in Digital Denial? Why Businesses Must Digitally Transform to Survive - and Thrive How to find Kimberly King: LinkedIn How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn
2016-09-0724 minLe grandi lezioni di giornalismoEpisode 13: "C-ing" Your Partners Clearly with Richard FlynnRichard Flynn, Senior Principal at The Spur Group, joins the Channel Wisdom podcast to share the 4 key "Cs" every partner scorecard should include - Contribution, Commitment, Capability, and Coverage. How to find Richard Flynn: LinkedIn How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn
2016-08-2426 minLe grandi lezioni di giornalismoEpisode 12: The Role of Distribution in the New Buyer's Journey with Pete KoliopoulosPete Koliopoulos, VP of Global Channels and Alliances at Dell Software joins the podcast to talk about distribution - what distributors need to do in terms of digital marketing, SEO and partner enablement. How to find Pete: LinkedIn How to find Steven LinkedIn How to find CCI: Website Twitter LinkedIn
2016-08-1031 minLe grandi lezioni di giornalismoEpisode 11: Vuja De - Driving Channel Innovation with Sal PatalanoSal Patalano of Lenovo software returns to the podcast to discuss Vuja De - an idea originally from comedian George Carlin. Sal takes this idea to discuss why we as channel professionals need to reject the status quo. Instead, we should look at our daily practices from different angles to find better ways to accomplish our end goals. Sal originally presented this idea during his Channel Visionaries presentation in June and will be doing a reprise presentation via webinar on August 2nd. You can register for the webinar here. How to find Sal: LinkedIn How to find Steven LinkedIn How t...
2016-07-2725 minLe grandi lezioni di giornalismoEpisode 10: Creating an Innovation Task Force with Meaghan SullivanMeaghan Sullivan, head of Global SME and Partner Marketing at SAP, joins the Channel Wisdom Podcast to share the interesting things SAP is doing around digital marketing. You'll hear about social syndication, partner education and their new innovation task force. How to find Meaghan: LinkedIn How to find Steven LinkedIn How to find CCI: Website Twitter LinkedIn
2016-07-1327 minLe grandi lezioni di giornalismoEpisode 9: Social Selling with Kurt ShaverKurt Shaver of The Sales Foundry joins this episode to talk about social selling and how LinkedIn should be used more effectively in B2B channels How to find Kurt: LinkedIn Twitter How to find Steven LinkedIn How to find CCI: Website Twitter LinkedIn
2016-06-2226 minLe grandi lezioni di giornalismoEpisode 8: Market with a magnet, not a sledghammer - Mike Moore on Inbound MarketingMike Moore of Averetek joins this episode to talk about inbound marketing - why channel is lagging behind direct, what the steps for a successful strategy, and how to measure the results. Here are a couple of the resources Mike mentions in the episode: Inbound Channel Marketing Checklist State of Inbound Channel Marketing Report How to find Mike LinkedIn How to find Steven LinkedIn How to find CCI: Website Twitter LinkedIn
2016-06-0829 min