Channel Voices Podcast - Podcast Details

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Channel VoicesFrom Partner to Vendor: One Channel Leader's JourneyWhat happens when a partner crosses to the vendor side? Brian Hibner brings a refreshingly honest perspective on channel leadership from his journey as a former Deloitte partner who now leads Flexera's global alliance strategy.Brian's guiding principle—"customer first, partner second, Flexera third"—stems from his firsthand experience as a partner dealing with vendors who prioritised their own interests. He reveals how this customer-centric approach has transformed Flexera's partnerships, creating genuine trust that directly translates to business growth. One European partner recently told him, "The stuff you said you would change last year based on our feed...2025-03-2631 min

Channel VoicesRevolutionizing IT Channel Partnerships: Embracing Digital Transformation with Philip WegnerUnlock the secrets of modern IT channel partnerships with Philip Wegner, the CEO of TechGrid. Discover how his remarkable journey from the telecommunications sector to founding TechGrid shaped his understanding of the evolving IT landscape. Philip shares how the limitations of traditional infrastructures fueled his ambition to create a groundbreaking platform for the digital age, revealing the essential role of digital transformation in the channel model.Explore the nuances of shifting from a product-centric to a customer-centric approach, with a focus on real-time tracking, special pricing, and seamless integration across multiple tiers. Philip unpacks the challenges vendors...2024-10-2433 min

Channel Journeys PodcastRob Spee: My 10 Top Lessons on PartneringI’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 took me awhile to come up with a strategy for finding the top advice from 150 episodes. I started by reviewing all 150 podcast episodes and classifying them based on the core topic. I found they all fell into 17 differen...2024-10-2318 min

Channel Journeys PodcastThe Art of Building a 9-Figure Channel with Jeff HeilmanIn 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 even better. Jeff, a serial entrepreneur, sales master and host of The Jeff Heilman Project, goes on to share his philosophy on productivity, influenced by concepts such as “maker vs. manager” time and having a s...2024-09-1150 min

Channel Journeys PodcastMaximizing the Impact of the Channel with Vandan and ManiIf 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 and summarized their channel experience and wisdom into 3 powerful chapters on partnering. We talk about the key lessons in their book and dive into their journey, the purpose behind writing the book, and key insights they’ve gaine...2024-07-3144 min

Channel Journeys PodcastHow to Transform your Channel for SaaS Success with Lisa CitronMany 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 this episode, Lisa Citron, VP of Global Partner Ecosystems at F5 Networks, shares her extensive knowledge and insights on modernizing channel strategies. Lisa shares new partnership dynamics and leveraging innovative technologies for partner success as F5 transitions to a SaaS model. This episode is packed with actionable strategies and e...2024-06-0500 min

Channel VoicesAsimily's Strategic Pivot from Direct to ChannelEmbark on a transformative journey with us as Peter Hancock unravels the secrets behind Asimily's strategic pivot from direct to channel partner sales, a move that has revolutionized their global market presence. With Peter's vast experience, including his tenure at Symantec, he brings to light the critical role of executive backing in such a bold transition. We talk about crafting and ecosystem building, addressing the complex issues customers face in the realm of cybersecurity for connected devices.As we navigate the intricacies of channel program development, Peter lays bare the approaches that have spurred exponential growth. He...2024-04-2939 min

Channel Journeys PodcastYour Blueprint for Successful Channel Transformation with Sam ValmeWondering 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 AvePoint’s thriving channel ecosystem, emphasizing the crucial role of product development, enablement, and agile marketing. KEY TAKEAWAYS Here’s what I learned Sam did at AvePoint to drive channel transformation: After AvePoint went public, Sam gained the support of the AveP...2024-04-1042 min

Channel Journeys PodcastThe 4 Success Metrics of a SaaS Channel with Angus RobertsonThere’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 Robertson who was Axcient’s Chief Revenue Officer. Angus shares how Axcient redeveloped and executed their 100% MSP channel strategy and the 4 key performance indicators he used to measure their SaaS channel success. KEY...2024-02-2838 min

Channel Journeys PodcastRob Spee: 5 Ways to Manage Channel ChangeChange 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 change to this partner model in your organization. KEY TAKEAWAYS Here are five things you can do to drive the change to a partner ecosystem strategy: Get educated. You need to really understand all th...2023-11-0812 min

Channel VoicesFrom Direct Sales to Channel Strategy: Monica Walton's Success Story at EvoqueEver wonder how to navigate the shift from direct sales to leading a channel strategy? Let us introduce you to Monica Walton, Senior Vice President of Channel at Evoque, who shares her compelling journey and the secret to quadrupling her team's results year over year. Monica's unique perspective on trust and integrity in channel partnerships has shaped Evoque's phenomenal success.Monica's secret weapon? A balanced approach to choosing partners, rewarding performance and maintaining strong relationships. She leverages her experience to ensure responsiveness and accuracy, key factors in building trust with channel partners. You'll be intrigued by how...2023-10-2729 min

Channel Journeys PodcastTiffani Bova: 5 Paths to Consistent Channel GrowthAfter 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 strategies from her bestselling book . You’ll learn that the path to growth is never about doing just one thing. Successful companies execute a combination of Growth IQ paths in a well thought out sequence. KEY TAKEAWAYS Th...2023-10-1143 min

Channel VoicesCrafting Unique Joint Value Propositions in the ChannelIn this episode, we dive into the fascinating world of creating unique joint value propositions in the channel with our guest, Philip Strange - VP Channel Sales at OpsHub, Inc., a seasoned expert in the field.We kick things off by defining what a unique joint value proposition actually means and why it's a game-changer in the channel. Understanding this concept is pivotal to crafting mutually beneficial partnerships.Philip shares his insights on evaluating and recruiting partners while keeping the joint value proposition in mind. Discover the strategies and tactics that can help your organization...2023-09-0529 min

Channel Journeys PodcastLana King: What do Saas Companies Need from the Channel?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 Lana: First, know why you want to attract partners. What do you want from them? Are you wanting partners to grow sales, do you want them to take on implementation or post sales support? It’s pro...2023-08-1642 min

Channel Journeys PodcastChannel Pro Panel: Impact of Hyperscalers on the Partner EcosystemWondering 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 ecosystem, why they are so important, and some things you need to know to be successful. KEY TAKEAWAYS Here are some of key impacts cloud hyperscalers are having on partner ecosystems and what IT vendors can do to ...2023-06-2141 min

Channel VoicesThe Evolution and Future of Channel DistributionIn this episode, I sit down with Frank Vitagliano, a seasoned industry expert, to discuss the evolution of channel distribution and the role of the Global Technology Distribution Council (GTDC). Join us as we explore the impact of cloud computing and SaaS on the IT channel distribution landscape and dive into the most innovative strategies and tactics implemented by distributors in recent years.Frank shares his insights on the biggest trends and developments we can expect to see in IT channel distribution in the near future. We also explore how companies can leverage technology to optimize their...2023-06-1243 min

Channel Journeys PodcastDaniel Nissan: The Unlimited Power of GPT for Channel MarketingIf 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 products and launch new careers. One such individual is Daniel Nissan, Founder and CEO of StructuredWeb. Daniel has the mind of an engineer and the spirit of an entrepreneur. He and his company have developed the first channel content gene...2023-06-0736 min

Bigger Sister Channel Community PodcastInterview with Gina Sinclair | Bigger Sister Channel Community Podcast Episode 2Welcome to the Bigger Sister Channel Community Podcast, where we believe in the power of storytelling to foster connectedness, facilitate learning, and inspire others. In this episode, Estelle Lucas sits down with Gina Sinclair, a remarkable guest who shares her experiences and insights into their financial journey as a sex worker.Gina takes us on a journey through her upbringing, emphasising the profound impact of family, culture, and environment on our financial mindset. She delves into the challenges of navigating the sex work industry, sharing valuable lessons learned from both successes and setbacks.Through this...2023-05-2444 min

Channel VoicesBuilding Sustainable Relationships in the Channel: Moving Beyond TransactionsIn this episode, we explore the importance of building sustainable relationships in the channel and moving beyond just transactional deals. We sit down with Antoine Jebara, Co-founder and GM, MSP Products at JumpCloud to discuss various strategies for fostering long-term relationships with channel partners.Our guests share insights on how to define success in the channel beyond just closing a deal, and how vendors and their channel partners can build sustainable relationships. We also discuss how to balance short-term revenue goals with long-term relationship-building in the channel, and measure the success of a channel partnership beyond just...2023-05-0537 min

Channel VoicesUnlocking the Potential of Channel Partners with Effective OnboardingIn this episode of Channel Voices, I sit down with Patrick Goedhart, Team Leader Channel Sales at Mimecast, to discuss the key elements of a successful channel partner onboarding strategy. Our guest also shares his experiences in implementing successful channel partner onboarding programs in the past and we dive into common challenges that arise during the onboarding process and best practices for addressing them.Patrick also shares insights on measuring the success of a channel partner onboarding program and ensuring that partners have the necessary resources and support to be successful.The importance of training...2023-04-2128 min

Channel Journeys PodcastBart Fanelli: Moving from Channel Leader to Channel CoachDriving 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 coaching and collaboration in an interview with Karen Mangia. In today’s podcast, Bart shares how to apply his five step approach to turn channel leaders and managers into effective coaches to drive the ecosystem transformation. KEY TAKEAWAYS Here are th...2023-04-0541 min

Channel VoicesEducation System for Partner EcosystemsIf you have listened to episodes of Channel Voices podcast before, you might remember one, two, three or maybe even more of our guests mentioning lack of education for the channel industry.The only viable option people have to learn about partnerships, channel and ecosystems is on the job. If you’re lucky you might get to work with a great mentor but more often you just find yourself being thrown into the deep-end.The wait for a focused and well structured education system might just have come to an end. Today, I speak with To...2023-03-0722 min

Channel VoicesBreaking the Barrier: Closing the Gender Gap in Channel LeadershipIn this episode, we're discussing the importance of women's representation in leadership roles in the channel industry. Our guest today is Heather Zindel - Board Member and Vice President of Strategy & Operations at Women Executives Channel Advisory Network (WECAN), a leading organization that champions women's advancement in the channel.We start the conversation by asking our guest to tell us about her background in the channel. …and it’s extensive!Heather goes into the detail of WECAN, a non-profit organizastion and explains their primary mission. She explains that the main aim is to empower women in t...2023-02-2126 min

Channel Journeys PodcastMaciej Danielski: The Role of a Channel ChiefLast 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 top channel seat. LINKS & RESOURCES Connect with Maciej on LinkedIn Subscribe to the Partner Voices Podcast Learn How To Turbocharge Your Channel Career The post Maciej Danielski: The Role of a Channel Chief first appeared on...2023-01-2532 min

Channel Journeys PodcastJay McBain: How to Turbocharge Your Channel CareerAfter 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 Analyst at Canalys, shares how to turbocharge your channel career and thrive in this new brave world of layoffs and massive channel transformation. KEY TAKEAWAYS Here are 10 things I learned from Jay about how to navigate your channel career in...2023-01-1138 min

Channel VoicesThe Role of a Channel Chief with Rob SpeeI've had the pleasure to speak with a fellow podcaster and the SVP, Global Channel & Alliances at BeyondTrust Rob Spee, on the role of a Channel Chief. Previously he has held channel leadership positions with companies like Carbonite, SAS and Outsystems as well as running his own Channel Consultancy business. Rob shares his channel journey and how he got to this point in his career. He takes us through some of the responsibilities of a channel chief, we learn about his typical day in the role and what are the areas of his focus. He also shares w...2023-01-0932 min

Channel Journeys PodcastRich Blakeman: The Power of the Hybrid Sales ChannelGo-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 The Hybrid Sales Channel, shares how to drive revenue and profits through a sales methodology that reduces conflict and leverages the unique strengths of direct and channel sales. KEY TAKEAWAYS Here are 5 things I learned from Ri...2022-12-1435 min

Channel Journeys PodcastGary Morris: How to Create a Successful Channel ManagerOne challenge channel managers still face is finding time to sit down with partners and develop proper business plans. But it’s not just an issue of time. Channel managers struggle with the skills needed to talk about business goals, document goals and action plans with their partners, and effectively meet to review progress. To address this challenge, I dusted off the first episode of the Channel Journeys podcast. My guest is Gary Morris, founder and CEO of Successful Channels, who developed an innovative solution to a classic problem – how to increase the performance of channel managers. 2022-11-1625 min

Channel Journeys PodcastVince Menzione: The Art of Running a Channel PodcastIt’s been almost four years since I launched Channel Journeys, on a mission to help all of us become better channel professionals. From day one I’ve been talking with channel experts, hearing their real life stories of what works and what doesn’t, learning about their own channel journeys, and what they do on and off the job.In this 100th episode of Channel Journeys, I chat with Vince Menzione, host of the Ultimate Guide to Partnering podcast and CEO of Ultimate Partnerships. You’ll hear how we each got started and what we’ve learned cr...2022-11-0232 min

Channel Journeys PodcastNancy Sperry: How to Build a Greenfield ChannelWhen you need to build a channel from scratch or create a new channel on top of existing partnerships, where do you start? Nancy Sperry, VP of Strategic Partnerships and Business Development, shares how Allego is creating a greenfield channel in the emerging market of sales enablement technology. KEY TAKEAWAYS Here are the top 3 things I learned from Nancy about building a greenfield channel: Identifying the need for a greenfield channel starts with the customer. Find out what partners they are working with. Listen for partner names and types that you’ve never worked wi...2022-09-2836 min

Channel Journeys PodcastDave Thomson: How to Gain Executive Channel Buy-InExecutive buy-in is always at the top of the list of key success factors for a successful channel strategy. Dave Thomson, Chief Revenue Officer at Allbound, describes what you can do to gain that executive support. Apply these tips to gain buy-in for your partner strategy, your channel budget, and for reseources you need to execute. KEY TAKEAWAYS Here are 5 tips I learned from Dave about gaining executive support: Gaining support starts with managing up. Get to know your boss and your executive leadership team, and what they are trying to accomplish. Build a c...2022-09-1435 min

Channel VoicesAccelerate your channel career through Startups with Joe O'CallaghanI've really enjoyed speaking with Joe O'Callaghan - Managing Partner at Vation Ventures. Joe tells us more about what Vation Ventures do and how they help technology companies start and enhance their channel journey. We also spend quite some time discussing how to start, elevate and accelerate a career in the channel. Joe shares his knowledge and experience on what to concentrate on when starting your channel career and what to focus on next.He tells us how he started his channel career and also gives us his TOP tips for anyone thinking of...2022-08-1537 min

Channel VoicesWhat Vendor Channel Teams Need Today with Jacqui RandGreat conversation with Jacqui Rand of The Channel Consultants Limited and the person behind The Channel Meet Up event. Jacqui gives us an insight into the needs of today's channel teams and explains why these teams are typically the smaller ones in terms of number of employees. We also get her perspective on current best practice when hiring talent for the channel. External Links:Jacqui's LinkedIn ProfileThe Channel ConsultantsThe Channel Meet Up EventChannel Acronyms Infographic - Th...2022-06-2033 min

Channel Journeys PodcastCarolyn April: 2022 IT Channel Trends You Need to KnowCompTIA is a non-profit trade association that provides IT channel education, training, and certifications. They also provide valuable market research on the IT industry and channel, which is where today’s guest, Carolyn April, comes in. Carolyn is the Senior Director of Industry Analysis. Each year she works on the IT Industry Trends Report, based on surveys of both IT customers and partners. This year’s report reflects strong optimism in the IT channel with some important findings for channel chiefs. KEY TAKEAWAYS CompTIA’s 2022 IT Industry Trends report includes 10 key trends to watch. Here are 3 I...2022-03-0243 min

Channel Journeys PodcastRob Spee: 10 Channel Lessons Learned in 2021In this year end special episode, I took a look back at all the knowledge shared by the awesome Channel Journeys guests in 2021. It’s always fun for me to listen to prior podcasts and remind myself of their advice that I can apply in my own role as channel chief. KEY TAKEAWAYS Here are my Top 10 Channel Lessons from 2021: No matter where you launch your company, have the international opportunity in mind from day 1. Before building a channel in a foreign country, get in and land a few deals so you can attract the...2021-12-2913 min

Channel Journeys PodcastJay McBain: 10 Channel Predictions for 2022It’s that time of year when we’re mapping out our channel strategies for the new year, making our wish lists for what want our CFO and CEOs to approve, and what we want from our channel partners. And it’s that time of year when Jay McBain, Forrester’s Analyst for Channel, Partnerships, and Ecosystems, comes back to Channel Journey’s with his vision of the future. Jay shares his top ten IT channel predictions for 2022 and beyond. Find out what you need to plan for in building your partner ecosystem of the future. KEY TAKEAWAYS 2021-12-1547 min

Channel VoicesBest Practices for Driving Channel Sales with Christian AlvarezI've had a lot of fun speaking with Christian Alvarez - Senior Vice President of Worldwide Channels at Nutanix. Christian tells us about his proven strategies to drive sales through channel. We learn how these strategies differ between the traditional software vendor and a SaaS vendor.He shares his knowledge and experience on what type of partner incentives have the biggest impact on new logo acquisition as well as increasing wallet share from existing channel customersChristian also gives us his TOP 3 tips for driving channel sales. External Links:...2021-12-0227 min

Channel Journeys PodcastChanan Greenberg: How Supply Chain Shortages are Impacting the ChannelWe are all seeing the impacts of supply chain shortages, from empty shelves to higher prices on just about everything. I’ve been waiting over a year for the bike I want to become available, and it’s hard to find the parts to keep my existing bike in top performance. In this episode, Chanan Greenberg, SVP Corporate Strategy at Model N, discusses causes of the technology supply chain shortages, impacts on channel partners, and what you can do to best serve your customers. KEY TAKEAWAYS Causes of the supply chain problems: The first supp...2021-11-2441 min

Channel VoicesThe Role of an MSP Partner in the Channel with Jason BealIt's a delight to speak with Jason Beal - SVP, Global Channel & Partner Ecosystems at AvePoint who advocates for Managed Service Providers and the value they bring to channel. Jason shares his knowledge and experience around MSP partnerships and the importance and benefits of their role in the channel .We learn how vendors should choose, work with and measure Managed Service Provider partners. Jason also highlights his TOP 3 tips for any vendor thinking about introducing MSP type partners into their ecosystem.External Links:Jason's LinkedIn ProfileAvePoint's P...2021-11-1130 min

Channel Journeys PodcastAlly Murtlow: How to Manage Explosive Channel GrowthHow do you build a channel team to support and drive explosive channel growth? Ally Murtlow, Director of National Channel Sales at Dialpad, shares how they grew their channel team by over 400% to manage and drive their channel bookings that are growing 150% year over year. KEY TAKEAWAYS Dialpad expanded their channel team from less than 10 people to over 40 in one year Ally runs the National Channel Team, each responsible for 2 or 3 Master Agents 13 Regional Channel Managers on the RCM team who each cover their top 40 partners in their patch that they select as their most strategic p...2021-11-1036 min

Channel VoicesGuide to Channel Partner Recruitment with Paula CarvalhoIt's an absolute pleasure to speak with Paula Carvalho, an international channel strategist who's passionate about partner recruitment as this is the foundation of channel success. Paula takes us on a journey and we explore three areas crucial to building a vendor's channel ecosystem:Organisational ReadinessEnter the market with a bang!Select partners right for the job We learn tips on how vendors should approach potential partners and get them excited about working together.Paula also shares how she sees the channel management evolving and what the future might look like....2021-09-2333 min

The Channel Black PodcastThe Channel Black Podcast “Vaccinated vs. Non-Vaccinated”The Vaccinated vs The Non-Vaccinated The Kingz are back! Greene, King and Irv are back behind the mic!! The Channel Black Podcast, South Florida's very own voice to discuss all things black from a male point of view. Three Kings, three different views. On today's episode the Kingz discussed the beef between the “vaccinated vs non-vaccinated people. (What side are you on!?!) Then they talked about President Biden and wondering are things back to status quo now that “45” is out of office and so much more. Tune in to be entertained, be informed or just to join the discussion. Like, Commen...2021-08-1835 min

Channel Journeys PodcastPaul Bird: 3 Tips for Finding the Right Channel PartnersWhat percentage of your channel partners are achiveing their sales targets? Recruiting partners who are non-productive or a bad fit with your company is a costly waste of time. Paul Bird, Salesforce enthusiast and portal wizard at Magentrix, comes back for another Channel Journeys interview to share how you can find the right channel partners to grow your business. KEY TAKEAWAYS Here are 3 tips to finding the right channel partners: Finding the right partners stars with having a solid, well defined channel strategy. That’s first and foremost. Like the old adage, if you fa...2021-06-0239 min

Channel Journeys PodcastRob Spee: It’s Time to Ditch Your Channel ProgramWhen creating or transitioning your technology offering to the software subscription as-a-service model, the traditional tiered channel program is going to look as old and outdated as the lump sum perpetual license. In this episode, I share how and why we updated our channel program at OutSystems to benefit our partners, customers, and internal sales and services teams. KEY TAKEAWAYS Why you may need to update your old Partner Program You’ve transitioned your business model but still have your old channel program You need a way to attract and motivate partners to participate in d...2021-05-1918 min

Channel VoicesLaunching Channel During Pandemic with Jasmina MullerToday, I have the pleasure to speak with the Vice President Global Channel Partnerships at Everbridge. She has worked in the channel for over 5 years and we'll dive in to her experience of launching new channel during the Covid-19 pandemic.External Links:Jasmina's LinkedIn ProfileRoad to Recovery Spring SymposiumYou can now also send us a text. 😀Support the showTo stay up to date follow us on LinkedIn.You can of course contact us on our social channels or by visiting our web...2021-05-1024 min

Channel Journeys PodcastTaylor Macdonald: Double Revenue with a Hybrid SaaS ChannelWhat exactly is a hybrid SaaS channel and what can it do for your company? That depends on who you ask. I spoke with channel pro Taylor Macdonald, SVP of Channel Sales at Sage Intacct, to get his view. Taylor built an indirect SaaS channel that now contributes 50% of the company’s overall revenue. Learn the benefits of his hybrid SaaS channel model and how to live in harmony with your direct sales force. KEY TAKEAWAYS Here are the key lessons I learned from Taylor on Sage Intacct’s hybrid channel strategy and how they are...2021-04-2854 min

Channel Journeys PodcastJay McBain: Channel Disruptions You Need to Prepare for in 2021When I want to know what’s happening or going to happen in the channel, I turn to Forrester’s Principal Channel Analyst, Jay McBain. In this year-end special episode of Channel Journeys, Jay shares channel lessons from 2020 and makes his predictions for what we need to plan for in 2021. KEY TAKEAWAYS Here are five channel disruptions we need to prepare for in 2021: Incentives. Instead of front-end discounts and back-end rebates, partners will be most interested in your multiplier effect. How much can they earn for every dollar of software that the vendor sells? Prof...2020-12-3043 min

Channel VoicesMatt Scotney-Jones on The Role of Channel Account ManagerChannel Account Manager - a vendor's frontliner in the channel ecosystem.Matt Scotney-Jones educates us on what the job of a Channel Account Manager entails, what it looks like in reality and tells us how this role has been changing and evolving throughout challenging 2020. From webinar fatigue to what keeps a Channel Account Manager up at night... External Links:Blog Post -> 9 Channel KPIs Every Manager Should TrackYou can now also send us a text. 😀Support the showTo stay up to date follow us on...2020-12-1843 min

Channel VoicesJay McBain Reveals The One Thing He Wish He Knew Before Starting His Channel CareerJay McBain goes back in time to tell us about his career in channel and also reveals the one thing he wish he knew before starting in channel 26 years ago.The IT Channel is an ever evolving and complex ecosystem. Keeping rules of engagement simple is one of the most important aspects of a channel leader's job. Jay gives an example from the past, where partner organisations had to employ full-time staff to go through vendor's legal small print in order to understand how to earn or generate revenue.It's not all about the past...2020-12-1832 min