Shows
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast36 - Selectivity in Partnerships + the State of Channel Research + ChannelCon with Carolyn AprilLet us know what you think of the podcast.Carolyn April discusses: the state of the IT channel, research availability, the impact of AI, the importance of quality over quantity in vendor-partner relationships and what to expect at ChannelCon. She also shares exciting details about the upcoming ChannelCon event in Atlanta. As well as taking us through her journey in the tech industry, highlighting significant shifts such as the move from hardware reselling to cloud computing and the current buzz around AI.đ˝ď¸ To watch the video of this podcast, please see here. ...
2024-07-2444 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast35 - How to PE Takeover-Proof Your Channel Program - David ShermanLet us know what you think of the podcast.How does a private equity firmâs takeover typically impact a company's strategic direction and how can it affect their channel partner program?Sometimes, channel partner programs get the axe when a PE firm takes over.In todayâs episode, weâll: explore this issue, investigate the underlying reasons, and discuss strategies to protect your channel program from being eliminated during a PE takeover.Chapter markers:(01:02) Guest Intro: David Sherman(04:09) How a PE firmâs takeover typically impacts a company's...
2024-06-1226 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast34 - Hiring A Fractional Channel Chief vs. In-House - Kameron OlsenLet us know what you think of the podcast.Have you ever heard of a fractional channel chief? This is a concept that's shaking up the industry, and we had the privilege of delving into it with Kameron Olsen, a leading expert with over 15 years of experience.So, what exactly is a fractional channel chief? Unlike a full-time in-house channel leader, a fractional channel chief offers their seasoned expertise to multiple companies, but only for a fraction of their time. This approach allows businesses to benefit from top-tier channel knowledge and experience without the full-time...
2024-04-2431 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast33 - Gen AI & How You Can Add Digital Workers to Your Partnerships Team with Alden HultgrenLet us know what you think of the podcast.How does one begin to integrate AI into their partner programs? Alden Hultgren provides practical advice, from mapping out automation opportunities to designing partner experiences that are not just functional but delightful. She envisions a future where digital workers become integral to partnership teams, streamlining processes and freeing up human talent to focus on strategic initiatives. Her mantra? Dream big â the technology is ready for you.(00:32) Guest intro: Alden Hultgren(03:27) Alden on growing a $1MM partnerships practice to $25MM(05:16) Strategies Alden used at...
2024-03-2130 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast32 - Prioritizing the Partner Experience (PX): The Basics - Bernhard Friedrichs, PartnerXperienceLet us know what you think of the podcast.Bernhard Friedrichs (PartnerXperience) joins us to share his wealth of knowledge on crafting a partner journey that fosters collaboration and drives capital-efficient growth.He takes us through the nuances of treating partners as equals, not customers, and the importance of transparency and trust throughout the partner lifecycle. From recruitment to onboarding, and beyond, discover the strategies that can turn a good partner experience into an exceptional one.We'll explore:PartnerXperience's four C's of partner qualification: Customer Base, Credibility, Capability, and CommitmentThe impact of...
2024-02-0138 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast31 - 3 Partnerships Podcast Hosts Discuss 2023 Trends & 2024 Predictions - Rob Spee, Vince MenzioneLet us know what you think of the podcast.We dissect the past year's partnership trends and forecast what's on the horizon for 2024. Join our guests, Rob Spee & Vince Menzione as we dive into topics such as:co-sellingpartner programspartner relationship managementmarketplacesresellersthe impact of AI on channel sales2024 predictions (and reviewing our 2023 predictions đ)(01:08) Guest Intros(01:30) Co-selling has continued to be a bigger focus area â any notable observations around this?(02:47) Canalysâ âCo-sell Tech Matrixâ report(03:59) Co-sell impact on hyperscalers?(04:59) Traditional resellers in favor of selling in marketplaces - trend in 2023?(07:26) Vendors using marketplace...
2023-12-2843 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast30 - The Importance of C-Level Support for the Success of Channel Partner Programs - Paul BancoLet us know what you think of the podcast.Paul Banco makes the case for why leadership buy-in is critical. Drawing from decades of experience, Paul explains how partner alignment, executive involvement, and presenting a clear vision are key to gaining leadership support. He also outlines how to get executives on board, involve them in shaping the strategy, and secure their ongoing commitment.Hear insights on overcoming challenges, evaluating metrics, and maintaining commitment during difficult times.Chapter markers:(01:19) Guest Intro(03:33) How do you suggest partnership leaders within...
2023-11-1328 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast29 - Structuring Partner Programs as an Entrepreneurial Pursuit: A Dissertation by Dorian R KominekLet us know what you think of the podcast.Our guest, Dorian Kominek, realized the pursuit of partnering and partner programs was in need of a foundational framework. So she has set out to work on changing the minds of partnering organizations to rethink their approach to partner program development.Guest bio: From Channel Manager, to Strategic Partnerships Manager, to Head of Partnerships, Dorian has spanned the partnerships arena for some years before deciding to make an interesting contribution to those who have established partner programs...
2023-10-2633 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast28 - Ultimate Guide to Partnering with Vince Menzione, Rob SpeeLet us know what you think of the podcast.Paul appears on an episode hosted by Vince Menzione. They, along with Rob Spee, explore the dynamics of partnerships and ecosystems, channel marketing, and the pivotal role of the chief partner officer. Other subjects include ecosystem attribution, channel alignment, partner marketing strategies, and the rise of AI adoption. We discuss this and more on today's episode with our Channel Panel members: Rob Spee of Channel Journeys podcast And Vince Menzione of the Ultimate Guide to PartneringŽ podcastThis production is brought to y...
2023-10-1838 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast27 - Partner-Led Growth Report: Results + Key Takeaways - Kelly Sarabyn, HubSpot, and Asher Matthew, Partnership LeadersLet us know what you think of the podcast.Kelly Sarabyn and Asher Mathew are here with us today to discuss key insights from their latest report: The State of Partner-Led Growth Report.This new report promises to shed light on: The power of partner-led growth strategies, Showcasing real-world success stories, Lots of interesting partnerships insights from sales and marketing leaders, And tips to drive business growth through partnerships. To get a better understanding of the implications of the insights they've uncovered, we delve into the specifics behind the results from the r...
2023-08-0334 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast26 - Creating Exceptional Partner Experiences (PX): The Key to Partner Ecosystem Growth - Lindsey TraubLet us know what you think of the podcast.It's not enough to just have partners â understanding them and tailoring the experience to their needs can truly set apart a great partnership from a good one. This episode will cover: Practical Strategies for improving your partner experienceExploring ways to better understand your partners And discussing the potential impact these strategies can have on your overall channel performance.Lindsey Traub brings expertise from: Working on partner programs and operations at Magento â where achievements included: significant strides in enabling partnersWorking at Adobe, as Head...
2023-07-1327 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast25 - Partner Ecosystems: Fueled by Hyperscalers, Sold in Marketplaces, Delivered via the Channel - Rob Spee, Vince MenzioneLet us know what you think of the podcast.Todayâs partner ecosystem: fueled by hyperscalers, sold in marketplaces, and delivered through the channel. What can we expect of the partner experience in light of this new ecosystem model?We discuss this and more on today's episode with our Channel Panel members: Rob Spee of Channel Journeys podcast And Vince Menzione of the Ultimate Guide to PartneringÂŽ podcastThis production is brought to you by Magentrix â¨đ Magentrix is a pioneer in platforms for partner ecosystem management...
2023-06-2935 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast24 - 5 Uncomfortable Truths About Channel Management & How You Can Confront Them - Barb HuelskampLet us know what you think of the podcast.Growing and managing a channel is not without its pitfalls and harsh realities. These uncomfortable truths, often kept under wraps, can hamper the growth and success of your channel strategies if not confronted head-on.Some of these uncomfortable truths include:The Challenge of AlignmentThe Necessity of InvestmentThe Inevitability of ConflictThe Struggle of DifferentiationThe Demand for Constant EvolutionTodayâs guest will share their experiences, insights, and strategies to turn these uncomfortable truths into powerful levers for success. About the guest - Barb Hue...
2023-06-1235 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast23 - Partner Marketing: Tips, Advice & Strategies to Stand Out - Ben Wright, PartnerFuelLet us know what you think of the podcast.In this episode, we will explore the key benefits and strategies of partner marketing, and provide practical tips and advice on how to optimize your partner marketing efforts.Partner marketing provides a unique opportunity for businesses to leverage the strengths and resources of their partners to enhance their marketing efforts, reach new audiences, and drive revenue growth. Guest bio: Ben Wright of PartnerFuelOur guest today is one of the most visible members within partnership communities today. If youâre active with...
2023-05-0429 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast22 - Live: The State of Partner Engagement and Partner Portals in 2023 & Beyond - Rob Rebholz, Aaron Howerton, Paul BirdLet us know what you think of the podcast. The current state and future of partner portals (do we even need them?)Partner engagement challenges: How partner management tech is changing to meet partners where they already are (outside the portal) Hear about what other partner tech providers are doing to meet expectations partners have in the current landscapeFor a video version of this episode, see here: https://www.youtube.com/watch?v=5FkPi5I5wdI  The conversation started on these threads. Weâll be addressing the major points brought up by others from these...
2023-04-171h 00
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast21 - How to Align Channel Sales with Your Direct Sales, Darren BibbyLet us know what you think of the podcast.Aligning your channel sales team with your direct sales team can be a great way to maximize your business's potential. This episode will provide an overview of how to align the two.In addition to tips and techniques to help you navigate this tricky situation, we will cover topics such as: the importance of communication and collaboration between the two teamscreating a unified sales strategyand the benefits of having a cohesive sales effort. This production is brought to you by
2023-03-1530 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast20 - The Effects of Hyperscaler Marketplaces on Channel Sales & Partner EcosystemsLet us know what you think of the podcast.Hyperscaler marketplaces are having a significant impact on channel sales. By providing customers with access to cloud-based services, hyperscaler marketplaces have become an increasingly popular way for customers to purchase IT services. This has led to a shift away from traditional channel sales, as customers are now able to purchase what they need directly from the cloud provider. As a result, channel partners must focus on providing value-added services and support in order to remain competitive in the market.Our guest today, Ti...
2023-03-0231 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast19- We asked MSPs: What Are Channel Chiefs Getting Wrong? - Tim Conkle, Jason DittmannLet us know what you think of the podcast.Take a listen to the latest episode of the Ultimate Channel Sales Podcast and hear two MSPs share their experiences and perspectives on managing their channel, from the channel partner's point of view. They share their strategies for success, the challenges they've faced, as well as their advice for other MSPs. Tune in to get an inside look at how channel partners manage their channel!This production is brought to you by Magentrix â¨đ Magentrix is a pioneer in platforms for partner ecosystem management and p...
2023-02-1645 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast18 - Partner Ecosystems: Trends, Predictions & 2023 Forecast with Jay McBainLet us know what you think of the podcast.In todayâs episode, weâre bringing on a world-renowned professional who has been a long-standing expert in the partnerships industry, to discuss the most recent trends in partner ecosystems practices, as well as predictions for 2023, and a general forecast of what we should expect in the evolution of the partnerships space with regards to ecosystems.Today's guest is Jay McBain. Jay is the chief analyst of âchannels, partnerships & ecosystemâ at Canalys â a market analyst firm with a distinct channel focus.This produ...
2023-02-0236 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast17 - 3 Partnerships Podcast Hosts Discuss 2022 Trends & 2023 PredictionsLet us know what you think of the podcast.Weâve brought together three hosts from three different podcasts in the partnerships space to review key insights and trends noticed in the past year from interviews with channel chiefs, partnership leaders and in the overall partner ecosystem landscape.Rob Spee is a seasoned and experienced channel and alliance executive. He has created and executed channel strategies and programs ranging from start-up mode businesses, all the way to a $350M business. Today heâs SVP of Global Channel & Alliances at BeyondTrust as well as the...
2023-01-1748 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast16 - The Current State of Partner Ecosystems: What You Need to Do DifferentlyLet us know what you think of the podcast.In the past year alone: âPartner ecosystemsâ has become the hottest buzzword in the channel space. Forrester reported an even split between channel, direct, and marketplace revenue.And that 90% of IT sales will be partner-assisted before, during, and after a sale.All this to say that the channel looks shockingly different than it did just five years ago.If a vendorâs channel team fails to jump on this partner ecosystem trend, will they be left behind?Todayâs guest is Balth...
2023-01-0544 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast15 - The State of Partner Ops & Programs Report: Results & Key TakeawaysLet us know what you think of the podcast.The first-of-its-kind report on the state of the partnerships industry. Hear the latest trends in Partner Ops, partner programs, and ecosystem strategy â all from an impressive roster of partnership leaders.Weâve invited two key contributors, Kelly Sarabyn (Platform Ecosystem Advocate @ HubSpot) and Asher Mathew (Founder @ Partnership Leaders), to discuss their findings and key takeaways. On todayâs episode, youâll hear discussion around:Insights from vendors leading the world's most successful partner ecosystems Whatâs to come for partner professionals in the evolving eco...
2022-12-1241 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast14 - Five Principles of Successful Partnerships & How to Avoid DysfunctionLet us know what you think of the podcast.Thereâs a simple set of principles the worldâs best partnership teams tend to follow and some common dysfunctions that hold many teams back.Ecosystem thought leader Vince Menzione shares how to spread these five principles throughout your partnerships.Listen to todayâs episode to:Â Leverage the one communication hack that aligns internal and external teamsDrive a partnership-first culture throughout your entire companyAnd, stand out in saturated marketsVince Menzione is:The Founder of Ultimate Partnerships â a consultancy helping p...
2022-11-1532 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast13 - How Not to Lose a Channel Partner in 30 Days: Partner Retention TipsLet us know what you think of the podcast.Some partnerships fail incredibly fast. Some in as few as 30 days.So, be careful with what you do in the early days of a partnership â as it can set the tone for the rest of the relationship. At the start of the partnership, itâs important to be careful and leave first impressions that can help create partners who are:Confident in your brandCome forward for supportAnd want to promote your productThe attention you pay to partners during this critical timeframe can result in e...
2022-10-2549 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast12 - How Partners Vet Vendors & Cringey Things Vendors Need to Stop Doing NowLet us know what you think of the podcast.Itâs no secret, potential partners start scoping you out long before approaching you.Sure, itâs easy to brush off anonymous complaints as âunimportantâ. But donât forget, the channel community is listening. Todayâs episode brings a new perspective on partnerships. We welcome someone representing the other side of the channel: a channel partner, straight from the MSP community.Listen to this episode to find out:How partners vet vendorsManaging your reputation in the channel communityWhich common practices tur...
2022-10-0334 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast11 - Is Your Partner Ecosystem Healthy? Check These 3 Things ImmediatelyLet us know what you think of the podcast.Partner ecosystems are like ecological ones: when healthy, all connected parts can nurture and support one another. But how do you know if your partner ecosystem is healthy?Are there any measurements that can help monitor ecosystem health? And how can you identify deficiencies within your ecosystem before itâs too late?Norma Watenpaugh shares insights on: How you can sustain a healthy partner ecosystem What you can do to optimize ecosystem healthTodayâs guest, Norma Watenpaugh, has been a visionary in the IT world...
2022-08-3129 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast10 - How to Create and Best Leverage Strategic Channel PartnershipsLet us know what you think of the podcast.Itâs important to find partners that are right for you, but just as important, if not more, is knowing how to make the most of those partnerships. One way that can almost guarantee a deep understanding of how to navigate your partnerships and best leverage them is the practice of partner segmentation. That is, segmenting partners within the different markets they service.  Manuel Rivera shares insights on: how to identify different partner segments, what you can do to build partnersâ strengths, minimize their weak...
2022-06-1441 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast09 - 3 Expert Tips on Building a Successful Partner ChannelLet us know what you think of the podcast.Our guest today, Hans Peter Bech, has been involved in the channel space for over 3 decades. With more than 25 years in executive roles growing global market shares for information technology companies under his belt, he decided to focus all his energy on strategic business development projects and founded TBK Consult. And as if that wasnât enough, throughout this time, he has also written not one but 3 published books on channel-related topics. Topic summary: Channel sales is a great way to r...
2022-05-1040 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast08 - How Nurturing Partners is Crucial to Untapped Channel SalesLet us know what you think of the podcast.Preparing your channel partners for success involves taking a customized approach, consistent attentiveness and active listening skills. Your work doesnât end after partner onboarding - it is a continuous effort. Pay careful attention to: discussing and aligning your goals practice transparency and give them a personal experience In this episode of The Ultimate Channel Sales Podcast, we bring on Ben Cornett (works with channel partners in a partner marketing capacity, currently directing Verified Firstâs partner marketing division) who shares his insights on why nurturing channel...
2022-03-3027 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast07 - How to Build a Mutually & Equally Beneficial Partner ProgramLet us know what you think of the podcast.Our guest today, Kathleen Phillips, has been in channel-related roles for over 20 years. Her portfolio includes leading teams that have generated more than 100 million dollars in new revenue and successfully launched over 35 disruptive products, solutions and services. Today, she is the Head of Global Partnerships and Strategic Alliances at Digital River. Topic summary: The keys to building any relationship where both parties benefit mutually and equally are transparency, commitment and trust. These key concepts should be at the heart of every partner program...
2022-03-0829 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast06 - 3 Best Kept Secrets to Creating Long-Term Revenue Streams Within The ChannelLet us know what you think of the podcast.Our guest today, Autum Grimm, is not only an innovator, but also a pioneer, in a division of the channel space that had been left completely unexplored before the birth of her company. Today, she is responsible for revenue, demand generation, operations and business development as CRO at PartnerTap, a leading enterprise Partner Ecosystem Platform that allows companies to automate account mapping, control data shared with each partner, and enable sales teams to cross-sell with partners. Topic summary: Growth of yo...
2022-02-1528 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast05 - How Channel Partners Help Build a Brandâs AuthorityLet us know what you think of the podcast.In this episode of The Ultimate Channel Sales Podcast, we bring on Matt Soloman. He has been in channel-related roles for nearly a decade. Currently, he is the Chief Business Development Officer & Co-Founder of a consultancy, The Channel Program. He is also the CEO of Channel Halo and he runs an insightful channel-related newsletter: Navigating the IT Channel. Topic summary: As we know, channel sales is an efficient way to cast a wider net and increase sales â But, did you real...
2022-01-2636 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast04 - Are Your Channel Partners Getting the Attention They Need (and Deserve)?Let us know what you think of the podcast.Our guest, Heather K. Margolis has been in the channel space for over 20 years. She helps channel organizations build smarter channel programs, manage channel relationships to find added value, and engage their communities through social and traditional media. Starting from positions such as Channel Marketing Executive and Director of Marketing and Alliances and later, going on to be founder and chairperson at Channel Maven Consulting and founder and CEO at Spark Your Channel (both now acquired by 360insights), she has carved quite the name for herself in the...
2021-11-1836 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast03 - 3 Little-Known Ways to Engage Your Channel PartnersLet us know what you think of the podcast.Our guest, Tan Tran has been in the channel space for nearly a decade now and throughout this time, he has left an imprint on many partnersâ channel sales efforts. Today, he is a Channel Development Manager at SAP Concur. Topic summary: Your channel partnersâ devotion to engaging with your brand depends on your approach to your partners: Do you provide them with personalized experience and do you go above and beyond to provide them with everything they need? What do you do t...
2021-10-2529 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast02 - 4 Best Practices to Lay the Foundations for Your Channel PartnershipsLet us know what you think of the podcast.Our guest, Steve Kazan is an award-winning channel chief in the channel space for over 27 years now, who has developed quite a repertoire of transforming and elevating channel programs. Today, he is the founder & CEO of Inner Onion, LLC, a company that builds alliances with international technology companies that want or need representation in the United States. Topic summary: Your channel partnersâ success with you can be determined in various stages. The most important of these stages is the beginning and what you...
2021-10-0432 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast01 - How to Select the Right Platform to Manage Your Channel SalesLet us know what you think of the podcast.Whether itâs a tech stack involving multiple technologies or just a single platform, having tools to manage your channel sales is a part of forming a channel strategy not to be overlooked. There are a number of things to consider when selecting the tools you should use for managing your channel sales. You want to make sure the tools you select are suitable for the job and provide the performance and functionality you expect. And once youâve figured that out, youâve got to d...
2021-08-3032 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast00 - Introduction to the Ultimate Channel Sales PodcastLet us know what you think of the podcast.Welcome to The Ultimate Channel Sales Podcast hosted by Paul Bird! The discussions in this podcast explore various channel management topics relating to channel strategy, current practices for optimizing your current channel sales from todayâs experienced channel chiefs, industry insider tips to managing your channel partners, and much more. As the head of sales at a partner management portal provider, Paul is in an advantageous position to glean specific, multifarious insights on channel management. To date, Paul has accumulated over 24 years of experience working in bot...
2021-05-1804 min