Shows
Channel Waves by StructuredWebEpisode 30 - Larry WalshLarry Walsh in a "Just Ask" AI WorldIn this episode of ChannelWaves, host Steven Kellam welcomes channel veteran Larry Walsh for an honest, forward-looking discussion on where the channel is heading and how leaders can keep up. They explore the tension between operational excellence and innovation, why many organizations struggle to scale partner programs, and how AI is reshaping the way vendors engage with their ecosystems.2025-06-1137 min
Channel Waves by StructuredWebEpisode 29 - Kathryn RoseIn this episode of ChannelWaves, host Steven Kellam sits down with Kathryn Rose—founder of ChannelWise, co-founder of the Channel Marketing Association, international speaker, and bestselling author. The conversation dives into the current state of channel marketing, the role of associations in supporting marketing professionals, and what’s coming up at the Channel Marketing Association Summit.The two also unpack one of the biggest forces reshaping channel strategy today: artificial intelligence. From humorous anecdotes about their personal AI assistants to practical applications of AI for partner engagement and content creation, Kathryn and Steven offer a grounded yet forw...2025-04-1624 min
Channel Waves by StructuredWebEpisode 28 - Reagan Wilson and Matt CraneWhat happens when AI hype meets the hard realities of channel marketing? In this episode of ChannelWaves, host Steven Kellam sits down with Raegan Wilson of Spur Reply and Matt Crane of Salesforce to unpack the biggest AI takeaways from the past 18 months. But this isn’t just about theory—they dive into what’s actually working in the field, where AI is falling short, and how forward-thinking leaders are turning lessons into leverage. If you're navigating the evolving intersection of AI and partner strategy, this episode is your playbook.2025-04-0938 min
Channel Waves by StructuredWebEpisode 27 - Leslie Vitrano HubrightIn this episode of ChannelWaves, host Steven Kellam and guest Leslie Vitrano Hubright of Schneider Electric explore the shifting landscape of buyer demographics and what it means for channel strategies. Leslie discusses how the evolving expectations of younger, digital-native buyers are driving changes in partner engagement, content delivery, and channel innovation. They highlight the importance of adapting to these demographic shifts by leveraging digital tools, fostering agile ecosystems, and aligning partner strategies with new buyer behaviors. Tune in to gain insights on navigating these demographic changes and preparing your channel approach for the next generation of buyers.2024-11-0646 min
Channel Waves by StructuredWebEpisode 26 - Larry WalshIn this episode of ChannelWaves, host Steven Kellam interviews Larry Walsh, CEO of Channelnomics, for a deep dive into the evolving role of AI in channel marketing, the challenges of data attribution, and key industry trends. Walsh shares how AI, while often overhyped, holds potential to transform marketing automation, referencing StructuredWeb’s innovative solutions. He also discusses the difficulties in managing channel data and the importance of trust between vendors and partners. The episode wraps up with insights on future tech spending and a light-hearted word association game, providing listeners with valuable and actionable industry takeaways.2024-10-2316 min
Channel Waves by StructuredWebEpisode 25 - Leslie ChiorazziIn this episode of ChannelWaves, host Steven Kellam sits down with Leslie Chiorazzi, managing partner of CMIT Solutions in Manhattan, to dive into the crucial role trust plays in vendor-partner relationships. Together, they unpack how to build and maintain trust, what happens when it breaks, and strategies for rebuilding it. Leslie shares her extensive experience in managed services, offering valuable insights on the importance of clear communication, setting realistic expectations, and understanding client needs. The conversation also touches on the evolving landscape of managed services, the growing role of women in the industry, and why vendors must go beyond...2024-09-1749 min
Channel Waves by StructuredWebEpisode 24 - Bryn NettesheimDiscover the exciting potential of AI in the channel ecosystem in this episode of ChannelWaves! Join host Steven Kellam and Bryn Nettesheim, VP of Professional Services at Channelnomics, as they cut through the hype and explore practical applications and future opportunities of AI. Learn about the enormous market potential, with IDC forecasting the global AI market to soar from $40 billion this year to $150 billion by 2027. Hear how AI can enhance sales operations, marketing efforts, and partner enablement, offering tangible benefits like improved deal registration conversion rates. Steven and Bryn also address common fears and compliance issues, emphasizing the importance...2024-07-1731 min
Channel Waves by StructuredWebEpisode 23 - Heather MargolisIn this episode of ChannelWaves, Steven Kellam hosts Heather Margolis, founder and CEO of Channel Maven, to discuss the importance of end-to-end partner marketing. Heather shares insights on navigating the buyer’s journey, overcoming common challenges, and leveraging tools like SEO, SEM, and AI. Tune in to learn how to effectively engage, educate, and enable partners for better marketing outcomes. Perfect for channel leaders looking to enhance their marketing strategies and stay competitive.2024-06-2619 min
Channel Waves by StructuredWebEpisode 22 - Rachel TullerNavigating the Future: Strategic Resets in Channel ManagementIn this episode of ChannelWaves, host Steven Kellam welcomes Rachel Tuller, a seasoned Channel Chief, for a deep dive into channel strategy refinement and innovation. Amidst a landscape of unforeseen challenges and rapid market evolution, they discuss the critical need for channel leaders to reassess and rejuvenate their strategies. Highlighting the importance of simplicity, strategic realignment, and AI integration, this conversation provides valuable insights for navigating the complex channel ecosystem effectively. Tune in for a thoughtful exploration of how to leverage partnerships, internal collaboration, and technology to maintain competitiveness...2024-04-1721 min
Channel Waves by StructuredWebEpisode 21 - Gina Batali-BrooksIn this episode of the ChannelWaves Podcast Steven Kellam and Gina Batali-Brooks tackle the pivotal yet often overlooked impact of data on channel partnerships. They explore the challenge of harnessing actionable insights from disparate data sources and the transformative potential of AI in deal-making. The conversation also touches on the critical role of strategic data architecture, the evolving responsibilities of IT departments, and the debate between centralized and decentralized data strategies. This episode is a concise guide for those looking to leverage technology and data to enhance partnership outcomes in the fast-evolving tech landscape. Listen in now!2024-03-0619 min
Channel Waves by StructuredWebEpisode 20 - Meaghan MooreIn this engaging episode of ChannelWaves, host Steven Kellam sits down with Meaghan Moore, VP of Channel Partnerships at ServiceNow, for a candid conversation about what channel partners can expect in 2024. They delve into the significance of storytelling, automation, and the groundbreaking impact of generative AI on channel marketing. Meaghan shares insights on the collaboration between ServiceNow and how they are leveraging AI to revolutionize content creation, enabling partners to produce targeted content with unprecedented efficiency and precision. The discussion emphasizes the importance of exploring and integrating AI into marketing strategies, offering listeners a comprehensive understanding of the evolving...2024-02-1419 min
Channel Waves by StructuredWebEpisode 19 - Heather Margolis and Larry WalshIn this engaging podcast episode, listeners are treated to a candid and insightful discussion among industry experts Steven Kellam, Larry Walsh, and Heather Margolis as they dissect the anticipated challenges and opportunities for the first half of 2024. The trio delves deep into the evolving dynamics of buyer behavior, the pivotal role of nurturing partner relationships, and the strategic implementation of AI and incentives in the channel ecosystem. They also shed light on the importance of strategic foresight, the necessity for vendors to simplify their processes, and the growing imperative to add value to maintain partner engagement. This episode is...2024-01-1138 min
Channel Waves by StructuredWebEpisode 18 - Asher MathewToday's CPO (Chief Partner Officer)In this episode of ChannelWaves, Steven Kellam and Asher Mathew, the CEO of Partnership Leaders, explore the evolving landscape of partnerships within the channel. The discussion addresses the significance of the Chief Partner Officer (CPO) role and the necessity of unifying diverse partnership functions across companies. Asher emphasizes the need for cohesion in channel and alliance structures, pointing out the pivotal role of a CPO in navigating this complex landscape across customer journeys. Partnership Leaders aims to support partner teams by offering essential resources, events, and reports to equip them for the...2023-11-0832 min
Channel Waves by StructuredWebEpisode 17 - Diane KrakoraFive Key Partner Program Challenges in 2023In this insightful podcast episode, Diane and her guest delve into the challenges that modern partner programs face in an era of increasing demands and limited resources. They discuss three crucial areas of focus for partner programs in 2023: demand generation, partner contributions beyond transactions, and strategic cuts. The conversation explores the changing dynamics of partner ecosystems, the importance of data-driven decision-making, and the role of automation and technology in maximizing partner program efficiency. Listeners gain valuable insights into navigating the complexities of today's partner landscape and optimizing partner relationships to drive...2023-09-1324 min
Channel Waves by StructuredWebEpisode 16 - Tricia AtchisonEmbracing the Future with Tricia Atchison🚀 The future of the channel is uncertain, and with digital transformation and AI on the rise, we find ourselves in uncharted territory. Tricia Atchison from Equinix joins us on this thought-provoking podcast episode to shed light on how to navigate these turbulent waters and make it all work together.💼 As we move forward, we really don’t have a choice, it's essential to learn new technologies and stay motivated, both as leaders and team members. Tricia shares valuable insights on driving demand and revenue while adapting to the ever-changing landscape.💡 In...2023-08-0228 min
Channel Waves by StructuredWebEpisode 15 - Chris LambornIf you haven't heard of Generative AI or its consumer-facing offspring ChatGPT, then you may be living under a rock - especially if you're in the channel. It's one of the most transformative technologies to emerge in the last two decades and will impact every industry, from healthcare to entertainment (if it hasn't already). For Channel Chiefs and channel marketers, it's no different. GenAI is already playing a major role in channel operations, partner engagement, and more. While AI isn't going to take over the channel and steal people's jobs, it is going to give those who take advantage...2023-07-1125 min
Channel Waves by StructuredWebEpisode 14 - Jessica BakerHow to do more with less.While "do more with less" in the channel has become a mantra in the tech channel this year, often it is discussed at an ethereal level. So, what are some of the real-world strategies and tactics you can use today to simplify and get more done. Take a listen as Jessica Baker CPO (Chief Program Officer) at Achieve Unite joins ChannelWaves to talk about how you can make your programs more effective, even if you have less resources. And please take a listen to another recent podcast on the same subject...2023-06-0823 min
Channel Waves by StructuredWebEpisode 13 - Jamie MendezDoing More with Less - A Partner's PerspectiveEveryone, well almost everyone, in the technology channel community has been hit with the less resources in 2023 challenge. So how do you make it all work? How to take care of partners, grow the business and keep everyone motivated? How to you leverage technology, human resources, and collective brainpower to grow you channel business in 2023. Please take a listen as Jamie Mendez, Vice President, Ecosystem Transformation & Programs at Pega Systems joins ChannelWaves us to talk about how manage through the 2023 resources challenge with real world short terms ideas and short-term s...2023-06-0745 min
Roast Battle Chicago PodcastRoast Battle PRELIMS ┃ Claire Parlette Vs Steven Curry | ROAST BATTLE CHICAGO
Roast Battle Chicago’s Championship Tournament is heating up! 32 comedians of all skill levels compete for a shot at comedy glory! The prelim rounds this year were INTENSE! Here are some of the can't miss Roast Battles!
This is Chicago's roast battle league tournament! This a roast battle between comedians Claire Parlette and Steven Curry.
Roast Battle Chicago is hosted at the Lincoln Lodge. Each Roast Battle usually consists of 7 roasts back and forth between the two roasters. However, for the tournament, it has been moved down to just 5 roasts back and forth. Afterward, other stand up comedians judge th...2023-05-2710 min
Channel Waves by StructuredWebEpisode 12 - Andrea Sittig-Rolf BlitzmastersThe Last Marketing MileThe point where marketing hands off to sales is a critical step in the channel journey. If it’s so important, why does that hand-off often get fumbled? Join us as Andrea Sitting- Rolf, Chief BlitzMaster and CEO of BlitzMasters dives into appointment setting and telemarketing to discuss the value of getting on the phone and how tying marketing and appointment setting together helps channel companies drive revenue. 2023-05-1217 min
Channel Waves by StructuredWebEpisode 11 - Tina GravelSales and Marketing - Together at Last: According the industry vet Tina Gravel - they need to beWhen sales and marketing are working together like a well-oiled machine, driving pipeline and revenue is so much easier. So, why do so many teams still struggle to close that gap and achieve the results they need? Please listen and as Tina Gravel, Vice President, Global Head of Sales at Quantexa, dig into this age old challenge and what Tina considers a great opportunity for everyone in the channel.2023-05-0919 min
Channel Waves by StructuredWebEpisode 10 - Meaghan Sullivan-MooreChannel Success 2023: Keeping Your Head and Your Heart in the GameOver the past three years, the tech industry has faced numerous challenges such as the COVID-19 pandemic and supply chain issues. However, the recent wave of layoffs and cutbacks has been particularly disruptive, leading to a reevaluation of priorities and a need to achieve more with fewer resources. As a result, many channel marketers are experiencing a great deal of stress and angst. While automation and efficiency can certainly help alleviate some of the pressure, it is essential to prioritize the people who are responsible for...2023-03-2919 min
Channel Waves by StructuredWebEpisode 9 - Chris SamilaThe Evolution of Channel Partnerships There’s a new wave of channel partnership trends and best practices, and with this evolution comes great opportunity and, consequently, new challenges. So how do we manage these fairly new set of challenges and get the most out of today’s necessary, but often undermanaged, partnerships. Please listen as Chris Samila, Co-founder and Chief Partner Officer at Partnership Leaders dive into these issues and talk all things partnerships and the evolution of the channel.2023-03-1632 min
Channel Waves by StructuredWebEpisode 8 - Robert Cassard Part IIMaximizing Channel Partner Videos Efforts: The top 10 distribution places to invest time and moneyVideo is clearly one of the most compelling ways to get your message across to you buyers. In our last podcast (link) we discussed how to make channel partners effective in the video landscape, and why getting partners up to speed on video execution is crucial for everyone’s success. In Part II, Robert Cassard, author of Video Growth Hacking, and I discuss where to distribute video and why getting video in the right distribution places really matters. Please take a listen in as...2023-02-2336 min
Channel Waves by StructuredWebEpisode 7 - Robert Cassard Part IThe idea of video growth hacking - making video simple and easy to create and distribute - has been around for years, yet too many partners still have not adopted video as much as they wish or should. To hear the reasons why video continues to be a challenge for partners, as well as insights about how to jumpstart a robust video strategy, please listen in to our discussion with Robert Cassard, disruptive communications strategist, content creator, and author of Video Growth Hacking for Channel Chiefs. Robert breaks down the current challenges, ways to solve the problem, and what...2023-01-2636 min
Channel Waves by StructuredWebEpisode 6 - Marc Monday2023 will be a challenge, but also a great opportunity for those who don’t panic, lean on best practices and key learnings from digital transformation experiences and innovate with new strategies and tactics to help partners connect with buyers. Please join in my conversation with Marc Monday from Sage as we discuss how to embrace the current market landscape, try different creative ideas to drive success, and build trust with your channel partners.2022-12-2236 min
Channel Waves by StructuredWebEpisode 5 - Rachel TullerHow can you differentiate yourself in a down economy? Where can you invest that will bring both short-term and long-term payoff? Partner experience is a great place to focus, but the key is to know what your objectives are, how to begin executing against those goals and how to leverage the power of hyper-personalization. How do you get there? Where can you start? Please listen in as Rachel Tuller, Head of Global Channel and Alliances at Cloudera, discusses how her organization is investing in their PX, providing partners with a smoother, low-friction experience and all the benefits that are...2022-12-0226 min
Channel Waves by StructuredWebEpisode 4 - Cameron AveryThere's little to debate - partners need the right content at the right time and in the right place. The question is, however, what is the right content and what is the best way to get that content into the hands of partners and ultimately to the prospect and customers? Cameron Avery, founder and CEO of Elastic Digital, has dedicated his life to doing just that - creating great content for vendors to provide to partners. Please listen in as Cameron Avery and I discuss why the content game has never been more relevant and essential to success. We'll...2022-11-0323 min
Channel Waves by StructuredWebEpisode 3 - Theresa Caragol2023 is rapidly approaching, with no shortage of challenges for channel leaders and marketers. What channel efforts should we focus on most, especially in a down economy with more uncertainty ahead? How do we do more with less? If you ask Theresa Caragol, CEO and Founder of Achieve Unite, it's all about “Marketing, Marketing, Marketing." That is a direct quote by the way. Please listen in as Theresa and I have a spirited discussion around her three keys for success for this coming year and well beyond, especially in the areas of Partner Marketing, Partner Engagement and Marketing Enablement.2022-10-2016 min
Channel Waves by StructuredWebEpisode 2 - Meaghan SullivanMarketing is key to driving revenue in a down economy. So how do we get partners to embrace it and then make it successful for their organization? If you ask Meaghan Sullivan, Head of Global Ecosystems and Mid-Market at SAP, partners need to rethink the way they do marketing today. They have to transform beyond their ‘status quo’ strategies and tactics and build a better pipeline and earn more revenue. Please join Meaghan and I as we discuss how partners can and should move beyond Demand Generation to Demand Acceleration. Listen in as Meaghan talks about the change in buye...2022-09-2826 min
Channel Waves by StructuredWebEpisode 1 - Jay McbainWe all know about Digital Transformation, and that partners must adapt to Digital Marketing or risk becoming obsolete. Bad for the partner and bad for the vendor. So how do we help partners get better at marketing why is this so important in today’s down economy? Why is this such a great opportunity for those that seize it, and what kind of revenue is really at stake. Please join in as I discuss these questions, and find some answers with Jay McBain, Chief Analyst - Channels, Partnerships & Ecosystems at Canalys. Listen in as Jay offers a great overview of...2022-08-2423 min
Channel EdgeChannel Focus North America 2021 Recap | Heather Margolis & Claudio Ayub Channel Edge Ep 91Our channel is shifting faster than ever before and it’s up to all of us to ensure we keep a finger on the pulse of what partners, alliances, and influencers are focused on going into 2022. Our SVP, Global Channel Chief, Steven Kellam, SVP of TMT Practice, Claudio Ayub and 360insights new SVP of Marketing, Heather K. Margolis join together in a Channel Edge special episode to review the key themes of the Channel Focus North America 2021 event. Watch this episode to understand the emerging themes that will help shape the landscape of the channel in...2021-12-1519 min
Channel Edge2020 Learnings in Review, A winning 2021 Channel Incentive Management Strategy for 360insights | Jason Atkins Channel Edge Ep. 67What happens in the Channel in 2021? How do we learn from the challenges of 2020? What do we keep, what do we throw away, and what do we need to build new? During the most recent ChannelEdge Podcast, Steven Kellam spoke to 306insights’ founder & CEO, Jason Atkins. Please listen to their discussion as Atkins shares what he learned from 2020 and what he expects as we move forward in 2021. Jason is incredibly well positioned to share key learnings, as well as his forecast for success as the CEO of the largest per play (CIM) Channel Incentive Management Company in North...2021-01-2122 min
Channel EdgeInfluencer Programs Driving B2B & B2B2C GrowthInfluencers like Kim Kardashian, The Rock, and Taylor Swift have had a profound impact on consumer buying behavior. This phenomenon isn’t new, and it impacts how consumers spend billions of dollars. Does the same thing exist in the B2B world? This week’s episode of Channel Edge discusses influencer and their role in both B2B and B2C. Larry Walsh, CEO and Chief Analyst at The 2112 Group, rejoins Channel Edge to discuss some recent research his organization has done around influencers and his unique take on the subject. Listen in as Larry shares why influe...2020-10-2938 min
Channel EdgeGetting back to focusing on partner and customer experienceAs we settle into a new normal created by this pandemic, it’s time to get back to focusing on customer and partner experience. This week Theresa Caragol, Founder and CEO of AchieveUnite, joins Channel Edge to discuss the good/bad/ugly of the current state of the channel and where partner experience is headed. On the good side, Theresa shares that we seem to have settled into this normal and we’re getting back to focusing on things that matter. On the bad, she still sees some companies and individuals paralyzed, and Steven adds the ugly are...2020-09-0323 min
Channel EdgeCompassion Marketing - Aligning Brands & Consumers in Supporting Social CausesWhat is compassion marketing? This week’s guest, Nabeel Ullah product manager at 360insights, shares his thoughts and his company’s latest activities related to how brands can leverage consumer rebates to align with customers in supporting social causes. Many corporate value statements include taking some form of social responsibility. The activities companies engage in to fulfill these commitments are known as compassion marketing. Often companies engage their suppliers and distributors in compassion marketing. This podcast shares an innovative approach to also engage a brand's consumers. “Incentives are about influence, giving back to individuals who act in...2020-08-2015 min
Channel EdgeInsurance Digital Transformation - Can an old industry learn new tricks?The insurance industry is about as established as an industry gets, but it isn’t immune to digital transformation. When it comes to insurance marketing, old school tactics are no longer working, and agents are aging out. The industry also isn’t known as a destination for Millennials or digital natives. What’s insurance digital transformation look like today? Listen in as our latest guest, Pat Moore a Farmers Insurance Agency Owner discusses trials and tribulations of successfully adopting new technology. Pat shares his experiences and his view of the future of insurance marketing.2020-08-0528 min
Channel EdgeThe Lighter Side of the ChannelCovid, Covid, Coronavirus,i t seems like this pandemic is all anyone can talk about. Isn't there a lighter side of the channel? We hear you, and for this episode of Channel Edge we're going to take a break from the news of the moment and take a look back. Join us as Janet Schijns, founder of the JS Group, and Jason Eberhardt, Global Vice President Cloud & MSP at Bitdefender, talk about some of the odd and crazy things they've seen on the lighter side of the channel. Take a break, sit back and relax and hear Ja...2020-07-2339 min
Channel EdgeThe Current State of the Channel with Larry WalshLarry Walsh joins us for an update on the Current State of the Channel as the Covid-19 pandemic continues to progress. In this episode, Larry shares how businesses are evolving and adapting their Go-to-Market (GTM) models, and how generational differences are influencing those changes. Most importantly, in this episode, you can hear LARRY WALSH ADMIT HE WAS WRONG (just having a little fun with him)! Listen in as Larry Walsh and your host Steven Kellam discuss how CFO’s are influencing how/where channel management funds are allocated and utilized. How companies have adapted communications wi...2020-07-0731 min
Channel EdgeAchieving Channel Success in a XaaS economyDigital transformation has never been more relevant than it is today with the COVID-19 pandemic occurring alongside most IT channels transitioning to some form of a subscription model. This week Kristine Stewart, Vice President, Client Success & Marketing at Channel Impact, joins ChannelEdge to discuss a nine-step process she co-developed with Robert Saxe of nVision for achieving channel success in an X as a Service (XaaS) economy. Kristine shares her nine-step business model framework for transitioning to XaaS and discusses with ChannelEdge host, Steven Kellam, the nuances of each step. Listen in as Kristine and Steven discuss getting...2020-06-1033 min
Channel EdgeWhat’s your superpower? Theresa Caragol Ep. 52Theresa Caragol, Founder and CEO of AchieveUnite, joins ChannelEdge to share what she’s hearing in recent round-tables her organization is facilitating related to the Covid-19 crisis. Listen in as Theresa talks about superpowers a topic that came up in her most recent round-table on collaboration and innovation. What makes a business or person extraordinary or special (superpower) and how to capitalize on it? When the going gets tough we tend to fall back on these superpowers, so understanding them and knowing how to draw strength from them is important. This dovetails into a conversation pro...2020-05-2813 min
Channel EdgeDriving Channel Success and Customer Experience During Covid-19 with Lisa PennLisa Penn rejoins ChannelEdge to discuss driving channel success and improving customer experience post Covid-19. Lisa drops key wisdom bombs like: “Vendors need to acknowledge your partners are going through some critical issues and they need help” She also shares her three key steps to driving channel success now and post the pandemic: Get your own house in order - look inward first – get it right internally – know your strengths and weaknesses Put the Customer first – from partners to the install base, don’t just offer assistance, be genuine, be empathetic, build long term relationship...2020-05-1416 min
Channel EdgeThe Human Connection – A Return to BasicsIn today’s new world, we need to do a better job establishing human connections. Listen as this week’s guest, Janet Schjins CEO of the JS Group, discusses her thoughts about returning from the pandemic to a new digital normal. We’re no longer in digital transformation we’re in a new digital normal. Steven and Janet discuss the need for relevant and actionable content and the importance of having a platform to communicate with your audience. Hear their thoughts on how people are shifting to social and the need to modify demand generation tactics...2020-04-3020 min
B2B Growth1244: How to Improve CX for Your Channel Partners w/ Steven KellamIn this episode we talk to Steven Kellam, SVP of Marketing and Alliances at 360insights. Directive drives search marketing results for software companies around the world, but you'll feel like their only client. Get a custom proposal at directiveconsulting.com Are you getting every B2B Growth episode in your favorite podcast player? If not, you can easily subscribe & search past episodes here. You can also find us on Apple Podcasts or Spotify.2020-04-2000 min
Channel EdgeSales Enablement – What’s happening now?How has Covid-19 changed prospecting? Listen in as Andrea Sittig-Rolf, “The BlitzMaster” shares how the approach to prospecting is changing due to the virus. The BlitzMaster recommends companies rethink their value propositions in the light of the current situation and invest in sales enablement, partner rewards and partner assistance. Everyone simply needs to step back and ask: “How can my product/service help others through today’s challenge?” Andrea Sittig- Rolf is Chief BlitzMaster at BlitzMasters and author of The Seven Keys to Effective Business-to-Business Appointment Setting. Andrea frequently emcees and delivers keynotes at corporate events. For o...2020-04-1620 min
Channel EdgeCameron Avery Improving Partner Experience with 3C’sWhy is Marketing enablement more important than ever? And why is it so critical to view through a superior dealer/partner experience lens? This week’s guest, Cameron Avery the CEO of Elastic Digital explains why he believes you start with 3C’s: Content, Cadence and Communication. Listen in as Cameron discusses the importance of portal design, the evolution of marketing enablement and the need for set & forget multi-tactic lead nurturing. Cameron also shares his thoughts on how digital marketing and partner portals should work together to engage channel partners.2020-04-1617 min
Channel EdgeOptimism Shown by Channel Leaders During Covid-19 CrisisIs there any optimism left out there? You bet there is, and sometimes you find it in the most unlikely places. This week, Larry Walsh the CEO of the 2112 Group, joins us and shares his thoughts on some recent research on the impact of the Covid-19 pandemic. At the peak of the pandemic the 2112 Group reached out to Channel Chiefs and senior channel professionals, asking about the impact of this crisis. Their findings show some real leadership and uncovered optimism in the face of great adversity. Join us for this special Covid-19 podcast and listen...2020-04-0214 min
Channel EdgeSandra Glaser Cheek - Building Programs From A Clean Slate Pt.1 The StrategyIf you could build a program any way you want, what would you do? Would you change everything? Or would you tweak what you have? This is a question many ask on a regular basis, but historically few have been able to act at will. Join us as Sandra Glaser Cheek, veteran Channel Chief, discusses the strategy behind making sweeping changes, and to no one’s surprise, data and measurement play a big role. A proven leader with a reputation for innovation and inspiration, Sandra is a seasoned executive with a track record of driving strategies that bui...2020-03-1927 min
Channel EdgeSpecial Episode: An Equal World Is an Enabled World“An equal world is an enabled world.” We cannot say it any better, women have come a long way when it comes to equality in the workplace. We should all take a moment to celebrate the many great social, cultural and economic accomplishments during this year’s International Women’s Day (IWD 2020). However, we must keep a keen eye on what happens next, and support a passionate drive to iterate and improve. Meaghan Sullivan joined us to celebrate IWD 2020, and to candidly share her experience, dreams, and expectations. She openly discusses her personal experience of being a woman in a...2020-03-1015 min
Channel EdgeLiz Cope: PX Becomes CX, A Real World, Enterprise Wide Strategy DiscussionHow good is your end to end partner/dealer CX, really - be honest? How do you enrich a single customer’s moment, interaction and transaction? Or as Liz Cope puts it, their “in the moment customer experience”. Everything the partner goes through from the moment that relationship is built should feel like a smooth personalized business experience. “To our partners the entire business experience is a brand experience”. Liz Cope is the Global Director, Marketing Operations and Technology at Ingersoll Rand. Liz is channel marketer veteran and has used her deep domain experience to successfully build and lead m...2020-02-2020 min
Channel EdgeTheresa Caragol: Partnering for Success“It is not about the transaction, it is about the relationship,” says Theresa Caragol— founder & CEO of AchieveUnite. What really is partnering for success, and how important is it to a successful go-to-market strategy? How and where does customer experience play a role? Where do you start, and how do you build those powerful and lasting relationships? Please join us as we discuss these hot topics with Theresa and hear about the processes, she has designed to drive channel success in both B2B and B2B2C routes to market. Theresa is an accomplished channel chief, speake...2020-02-0614 min
Channel EdgeHeather Tenuto: What, Where, and How of Customer SuccessWhere are you in your customer success journey? Are your customers feeling the love… literally? Many organizations are taking the leap and embracing the move beyond just the “customer first” notion and instead becoming “customer obsessed.” Simply because, as Heather Tenuto puts it, “the customer has never been more powerful than they are today.” In this ChannelEdge episode Heather Tenuto, CRO of Zift Solutions, joins us to discuss all about the what, where, and how’s of customer success. Bringing her 20+ years of experience working with B2B, B2C and SaaS providers, she knows a thing or two about how...2020-01-2317 min
Channel EdgeMelanie Zevenbergen: Culture is The Difference Maker"What I'm terrified of is losing that humanity as we grow..." Melanie Zevenbergen is an American living in Rotterdam, and working as the Vice President of Sales & Channel Enablement for Commscope. Her impressive background includes working with some of the largest brands in the world as well as leading in the introduction of new technologies, processes & initiatives such as launching & developing a global partner network, Salesforce communities expansion, DCIM (Data Center Infrastructure Management), intelligent building performance lighting, modular data centers and DAS (Distributed Antenna Systems.)2020-01-0221 min
Channel EdgeJennifer McCready: Channel Strategy From Scratch"The first thing is making sure you have the right mix of partner types in your ecosystem..." Jennifer McCready is the Global Channel Chief for Steelcase, bringing more than 18 years’ professional experience successfully managing sales teams, marketing teams, project teams and technology/devices strategy for enterprise companies like Microsoft. Upon joining Steelcase, Jennifer had the chance to build her channel programs from a clean slate - a compelling opportunity for any of us who have been dropped into legacy ecosystems.2019-12-1926 min
Channel EdgeMelinda Aguilar: What's a Vendor to Do?“ They NEED to all stick with rebates...” Melinda Aguilar is back for round two. After kicking up dust in her first appearance back on ep. 38, Dear Vendor, Let Me Introduce You to Our Customer…. she is back to share her perspective on what makes a great partnership with a vendor.2019-12-0536 min
The SeagalcastEpisode 0007: Steven Seagal Lawman – Season 1 Ep 3-4
Wud up! It’s the Seagalcast, where we watch a Seagal film or whatever and talk about it for way too long. Join Bob Keen and Michael Johnson weekly as they try to stay sane from pushing these boulders uphill every week, while getting hammered with friends!
In this episode we get into A&Es Huge Hit Show Steven Seagal: Lawman, where our boy tells us that he’s apparently been policing around for 20 years without anyone knowing, how he’s been doing this, is this true, or any other questions will not be answered, we’re just goi...2019-11-2800 min
Channel EdgeTommy Wald: Optimizing the MSP/Partner Symbiosis“The vendor community needs to understand that our business is driven by the customers' experience ...” Tommy Wald is president of TW Tech Ventures, founder of "The MSP CEO", and author of the book, The MSP CEO: Your Guide to Building a Successful MSP Business. His background includes being a founder and CEO of a regional IT managed services provider (MSP) and as a consultant for various MSPs, vendors and distributors. Tommy's practice experience is relevant to evolving business models, sales, social marketing, M&A, performance optimization, staffing and sales performance.2019-11-1435 min
Channel EdgeMelinda Aguilar: Dear Vendor, Let Me Introduce You to Our Customer…“Everyone acts like everything's perfect, and that's the problem ...” Melinda Aguilar is the sales manager at RenWes Sales in Lake Forest, CA but she's also much more than that. She is a 37 year veteran of the appliance business and proven number one appliance salesperson in North America, possibly even the world. For this reason, she is often sought out by CEOs of the world's top appliance companies who want to tap into her experience and wisdom.2019-11-0752 min
Channel EdgeAmy Belcher: Top 3 Areas of Investment for Channel Success“The reality is that in a channel there are still a lot of in-person sales that happen...” Amy Belcher is VP of Global Partner Marketing at Xerox with a history of successes in channel expansion and growth & a focus on revenue acceleration. Repeatedly recognized for her consistent achievements in this area, Amy was recently named CRN’s Power 100: The Most Power Women of the Channel 2018. She joins the podcast to talk partner success and the difficulties inherent with digital transformation.2019-10-1726 min
Channel EdgeLori Cornmesser: Should We Treat Resellers as Customers?“Are you speaking your partners’ language?” Lori Cornmesser is VP of Worldwide Partner and Alliance Sales at Infoblox where's she's responsible for indirect sales, partner performance, channel reach, revenue attainment and partner profitability.2019-10-0328 min
Channel EdgeTina Gravel: 3 Fundamentals of Customer Success“Getting people 4 and 5 degrees away from you to do what you want them to do is the most difficult thing in the world…” Tina Gravel is the Channel Chief at Cyxtera Technologies and shares perspectives from over 25 years of indirect and direct sales and customer service/support in IT with a special emphasis on Blockchain, IoT, AI, AR, Security and cloud computing.2019-09-1928 min
Channel EdgeBONUS - Scott Armstrong: Aligning Marketing Tactics to the Buyer’s Journey“Machines don’t create trust; emotion creates trust and emotion is between people.” Scott is a partner at Brainrider where he helps companies create better B2B marketing including better websites, better content and better lead generation & nurturing programs.2019-09-0537 min
Channel EdgeHeather Margolis: Top 3 Takeaways From #ChannelCon19“How do YOU put all that time and resource into a partner who’s also selling not only your strategic partners, but also your competitors?” Heather Margolis is an entrepreneur, part-time foodie, and founder of Channel Maven Consulting. She has led channel programs for companies like EMC, EqualLogic, and Dell. Heather helps channel organizations build smarter channel programs, manage channel relationships to find added value, and engage their communities through social and traditional media. In this episode, she joins Steven to discuss each of their top three observations from the recent CompTIA ChannelCon show.2019-08-2224 min
Channel EdgeDiane Krakora: 8 Essentials For Successful MDF & Co-Op ProgramsDiane Krakora of Partner Path joined Steven to present this webinar packed with both foundational and trending elements of successful MDF and Co-Op Marketing programs. We've had so many requests for the recording that we're presenting this handy podcast edit for our Channel Edge audience...2019-08-0844 min
Channel EdgeTaylor Macdonald on Partner Enablement: Simple, Not EasyTaylor Macdonald is SVP of Channel Sales at Sage Intacct Inc. and has some "sage" advice for those of us working to help our partners down the digital enablement path. "It all starts with the website," he notes, likening a partner's web properties to the offices of old and how a company's site can project credibility and competence...or not.2019-07-2545 min
Channel EdgeAngela Leech: The Reseller/Buyer Connection is Broken“To truly achieve high revenue performance, you need to ensure you have THIS much dedicated to channel marketing within the overall marketing budget…” Angela Leech loves talking incentives. As a Senior Research Director for Channel Marketing at Forrester Research, she has an in-depth view of what some of the world's top-performing companies are doing to grow their channel business. In this episode, she shares findings from a vast dataset to help us all start fixing the broken connections in our channels and reach our high-growth potential...2019-07-1145 min
Channel EdgeJay Baer on Talk Triggers“Competency retains customers; talk triggers acquire new ones...” Jay Baer is the founder of Convince and Convert and if you work in Marketing you’ve most likely seen him at a conference or read his blog and you probably own more than one of his books, such as the best-selling Youtility, Hug Your Haters and most recently Talk Triggers. You can catch Jay in person at Relevance '19, 360insights' channel-focused marketing conference, happening in September 2019 in Toronto.2019-07-0925 min
Channel EdgeJanet Schijns on Partner Growth: Are You Getting the Most Out of Your Incentives?“What you cannot measure, you cannot get results on…” Janet Schijns is the CEO of the JS Group following years of channel work at companies such as Office Depot, Verizon, and Motorola. Considered an expert in mobility, IOT, services and solutions routes to market, Janet was also recently named Channel Influencer of The Year by Channel Partners Online, followed by a headlining keynote at their recent annual conference in Las Vegas. You can catch Janet in person at Relevance '19, 360insights' channel-focused marketing conference, happening in September 2019 in Toronto.2019-06-2744 min
Channel EdgePaul Yantus: The Channel Pulse Report, Q2 2019Paul Yantus rejoins Channel Edge to discuss the Channel Pulse Report findings for Q2 2019. Find out what vendors are measuring in their partner marketing, what KPIs they value most, how they're leveraging (or not!) predictive analytics, and more...2019-06-2545 min
Channel EdgeKristine Stewart: A Strategic Game Plan for Partner Success“Today’s companies must view partner success through the same lens as customer success or face the risk of losing business.” Kristine Stewart is the VP of Channel Customer Success at Channel Impact and an IT industry veteran who has held numerous executive leadership roles across sales, channels, business development and marketing organizations. Previously in her career, she ran Cisco’s Worldwide Commercial Solutions team and led its Emerging Markets Commercial Sales organization across a multi-billion-dollar theater. Kristine studied computer science and marketing and holds a bachelor’s degree in business administration from Pepperdine University.2019-06-1358 min
Channel EdgeLisa Penn: Partner Enablement & Managing Through the NoiseLisa Penn is the Chief of Staff for Global Partner Marketing responsible for strategic initiatives targeted to position SAP as the global partner of choice for cloud resellers. Digital transformation, AI programs, channel transformation and program ROI are just a few of her priorities this year. She’s back on the podcast, talking partner enablement and what it takes to execute strategy and meet your business objectives in a noisy channel.2019-05-3042 min
Channel EdgeMicheal McCollough: A Global Approach to Channel IncentivesMicheal McCollough has achieved his global perspective the old-fashioned way: by living and working around the world on nearly every continent, embracing the local culture and customs along the way. In his current role as Global VP of Channels & Alliances for Akamai Technologies, Micheal's ability to appreciate nuance and local culture gives him the insights to know what it takes to refine channel incentives and other channel strategies for global partners.2019-05-1645 min
Channel EdgeJon Chang: Spiderman, Better Email Marketing, & AI Data Insights“Marketers really do ruin everything.” If there were some sort of marketing nerd Olympics, Jon Chang (@changahroo) would be the Michael Phelps of the marketing nerd decathlon. Currently an international speaker, product marketer at IBM Watson, and web analytics professor at NYU, Jon is walking the walk all day every day. Couple this with his background at high-growth startups such as General Assembly and Kickstarter, and you have a marketing enthusiast who has send hundreds of millions of marketing emails in his day. And he thinks we’re all blowing it...2019-05-0241 min
Channel EdgeLarry Walsh & Paul Yantus: Volume Rebates vs. Value RebatesVolume rebates? Volume incentives? Value rebates? What was staged as a debate between two previous guests, Larry Walsh of 2112 Group and Paul Yantus from 360insights, ends up being a workshopping of a critical shift that needs to happen in channel marketing.2019-04-1842 min
Channel EdgeScott Mangelson: Inside the Channel, From Partner to VendorScott Mangelson has a cool view of the world from his home in the Napa Valley. He’s an award-winning winemaker, which makes him an instant candidate for being a friend of our host, Steven Kellam, but he’s also a National Sales Director for Microsoft who does a ton of business in the channel. This comes after many years spent on the vendor side, selling technology solutions as a Microsoft partner.2019-04-0438 min
Channel EdgeJoe Sykora: Assimilating Inside Sales & ChannelJoe Sykora is back for another episode and, in recent news, he’s truly become someone you want to watch in the channel space. In fact, Channel Marketing Journal recently named Joe on its list of the Top Channel Change Agents of 2018. If you don’t remember Joe from back on Ep. 13, Managing Channel Sales for Success, here’s a quick primer: Joe is the VP of Global Sales and Channels at Bitdefender, and he also happens to be the guy who has recently been tasked with amalgamating Bitdefender’s inside sales team with their vast global channel partner network...2019-03-2132 min
Channel EdgeJanet Schijns: Everything is DigitalJanet Schijns is the CEO of the JS Group following years of channel work at companies such as Office Depot, Verizon, and Motorola. Considered an expert in mobility, IOT, services and solutions routes to market, Janet joins the podcast with a hot take on digital transformation and how we need to stop compartmentalizing and understand - EVERYTHING is digital...2019-03-0746 min
Channel EdgeLarry Walsh: Sorry, Fresh Out of Silver BulletsLarry Walsh is one of the most recognizable figures in the IT channel and security communities, and is considered one of the more forward-thinking leaders in the industry. A seasoned journalist, analyst, author, and industry commentator, Walsh is also the founder of Channelnomics, which is a leading provider of IT channel news and analysis. A specialist in the development and execution of channel programs, disruptive sales models, and growth strategies for companies of all sizes, from start-ups to Fortune 500 organizations, Walsh has worked with a roster of diverse technology players, including Ingram Micro, Intel Security, SAP, and Verizon.2019-02-2144 min
Channel EdgeAngela Leech: Top 10 Channel Marketing Don'tsAngela Leech is the Senior Director of Research at Sirius Decisions, and has over two decades working in and on channel partner and global partner programs. Before joining SiriusDecisions, Angela worked at Adobe, where she managed the EMEA partner program and the channel marketing plan that was designed to support more than 36,000 partners for the region. She is well-versed in both the challenges and opportunities that the ever-shifting digital landscape is presenting to brands. Her expansive perspective has shown her some great practices in channel marketing, but in this episode Angela and Steven focus on the top ten mistakes...2019-02-0742 min
Channel EdgePaul Yantus: The Channel Pulse ReportPaul Yantus is Vice President of Marketing at 360insights, a serial entrepreneur and pioneer in channel marketing software with over 20 years of technology and channel experience. Paul’s first startup launched an early version of Through-Channel Marketing Automation over 25 years ago. Paul has built channels from the ground up and led large global businesses with mature channels of over 10,000 partners. 2019-01-2421 min
Channel EdgeAlyssa Fitzpatrick: Accelerating Through the TurnsAlyssa Fitzpatrick is the GM of Worldwide Partner Sales at Microsoft, computer scientist and racecar driver with over 25 years in the software, technology and channel sales spaces. Overseeing business with over 50,000 global channel partners with an iconic organization such as Microsoft gives Alyssa a unique perspective into how engage and enable channel partners of all sizes and at various levels of maturity in their digital transformations.2019-01-1040 min
Channel EdgeMeaghan Sullivan: Women in The ChannelA major player and key contributor in the channel world - Meaghan Sullivan is the Head of General Business and Global Partner Marketing at SAP. In this episode, Meaghan discusses various issues ranging from gender inequality around the world, what it means to be a female business leader within the channel technology space, being a role model to her children and mentor to younger women beginning their careers in channel marketing.2018-12-2736 min
Channel EdgeJon Lorenzini: Data Marketing Trends for 2019 & BeyondJon Lorenzini is the founder and CEO of a startup called Crabbr whose background includes several years at each of Google and Facebook where he worked in marketing science for CPG companies. In this episode, we go hard mainly on the topic of trends and great practices for data-driven marketing and he’s got a ton to share with all of you who are out there working hard to use data and data insights to refine how you do marketing.2018-12-1353 min
Channel EdgeSal Patalano: Channel Planning 2019 - Can You Make the Hard Calls?"It's about taking everything you know and turning it upside down. The old stuff is just not working" Sal Patalano, Lenovo Software's Chief Revenue Officer is back to challenge the way we look at planning the elements of our channel strategy.2018-11-2934 min
Channel EdgeRobert Cassard: The Walls Come Tumblin' DownThe Video Growth Hacker, Robert Cassard is back with some new stats on the power of video in your marketing toolkit. Looking to build social post engagement? Check. Looking to improve SEO for your corporate site? Check again. The even better news is that video production has become...2018-11-1540 min
Channel EdgeSal Patalano – Marry Sales & Marketing or Prepare to ShrivelSal Patalano is back to join Steven in the Chit-Chat Room (patent pending) and besides Sal’s time at the legendary discotheque Studio 54 and his work with the late Steve Jobs, he’s here with a serious message about the strategic importance of learning how to merge sales and marketing operations. Sal believes that this integration of resources is not a trend and it’s not going away any time soon. To put it bluntly, “Companies with strong sales and marketing alignment will achieve 20% annual revenue growth, while those without this type of alignment will see revenu...2018-09-2027 min
Channel EdgeGary Morris – How to Implement Account Based MarketingAccount-based marketing is a marketing discipline that, at first glance, sounds like the perfect strategy for any company with a long sales cycle and complex business proposition. As with so many marketing strategies, much of the disciplined work involved with rolling ABM out successfully is foundational and un-sexy. Gary Morris, CEO of Successful Channels knows that pain and has codified a great way to approach implementing account-based marketing within an organization. Gary is a career senior marketing/business executive, entrepreneur, and thought-leader with deep expertise in automated marketing technology, channel strategy, and business innovation strategy. He has...2018-09-0625 min
Channel EdgeA Podcast for Channel Sales and Marketing LeadersWelcome to Channel Edge; the podcast where channel leaders share success strategies, best practices and emerging trends, brought to you by 360insights, The Channel Success Platform. This is a brand-new project for the team here at 360insights, but it has been a long time coming for this team and we’ve been wanting to make this happen for many months. With the addition of our VP of Alliances, Steven Kellam, the last piece of the puzzle finally fell into place: we had found our host. A Podcast For Channel Sales and Marketing Leaders Why...2018-07-1105 min
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/45752017-10-1127 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
LinkedIn2017-07-0523 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 @CCIChannels2017-04-2622 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 @CCIChannels2017-04-1222 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 LinkedIn2017-03-1531 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 LinkedIn2017-01-1129 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 LinkedIn2016-12-1431 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 LinkedIn2016-10-1324 min