Shows
ChannelTalks by iasset.comHow to Achieve Seamless Sales Processes - Part 2In Part 2 of our interview with Wendi Sturgis, CEO of cleverbridge, our experts discuss how to tackle customer churn, especially during challenging times. They deep dive into the importance of automation within renewal and revenue processes and how implementation doesn’t need to be as complex as you might think.
Some key points covered within this episode include:
- How to automate renewals
- Overcoming internal barriers
- Leveraging feedback loops
- Why a straight renewal isn’t always the solution
- How to get an edge over your competitors
- How...2023-06-0622 minChannelTalks by iasset.comHow to Achieve Seamless Sales ProcessesIn this episode of ChannelTalks, we speak to cleverbridge CEO, Wendi Sturgis about the importance of quote-to-cash and renewal automation. The first instalment of a two part series, our experts offer real-world examples and practical advice from the field on how to streamline and expedite your sales processes. They cover the entire customer lifecycle, from what to do once you land a new deal, right through to renewals and asset retirement.
Who owns the renewal? 7:50
Dealing with a global channel - US vs rest of the world 15:30
How automated should renewals and expand motions be? 17:10
Are we considering th...2023-05-2232 minChannelTalks by iasset.comBlueprint to Effective Customer & Partner SuccessCommitting to longer term customer lifecycles that enable sustainable growth and profitability has never been more paramount. But in a channel environment, this is not always straightforward and requires a commitment to customer success from the vendor right through to partners.
Whilst many vendors are adapting their partner programs to include customer success enablement, there are still countless partners lacking the data, support and resources required for effective, scalable execution. This in turn has led to partners taking control and building their own customer success frameworks.
No matter which end of this spectrum your business...2023-02-1353 minChannelTalks by iasset.comEnabling MSPs to Survive and Thrive - Part 2Profit margins are tighter than ever. So how can MSPs and VARs remain profitable and continue to grow revenue without the need for expensive investments?
In this episode of ChannelTalks, we speak to Dan Tomaszewski, Kaseya’s Executive VP of the Channel. As a former CEO of an MSP, Dan understands your pain points. He shares proven strategies that have helped more than 7000 MSPs close more deals and go-to-market faster through his award-winning channel program.
In addition, iasset.com CEO Scott Frew explains how to do more with less. In particular, Scott deep dives into the importance of data, ins...2023-02-0123 minChannelTalks by iasset.comEnabling MSPs to Survive & Thrive - Part 1Profit margins are tighter than ever. So how can MSPs and VARs remain profitable and continue to grow revenue without the need for expensive investments?
In this episode of ChannelTalks, we speak to Dan Tomaszewski, Kaseya’s Executive VP of the Channel. As a former CEO of an MSP, Dan understands your pain points. He shares proven strategies that have helped more than 7000 MSPs close more deals and go-to-market faster through his award-winning channel program.
In addition, iasset.com CEO Scott Frew explains how to do more with less. In particular, Scott deep dives into the importance of data, ins...2023-01-2426 minChannelTalks by iasset.comEcosystems vs Traditional ChannelsIn this episode of ChannelTalks, we are joined by Julian Lee - President of TechnoPlanet and Publisher of eChannelnews.
Our industry experts compare ecosystems to traditional channels. How are they different and why does it matter? Is it another passing “fad”?
Together, they discuss the potential benefits of an ecosystem approach and explore best practices and tools that will help channel businesses adapt to this model, particularly from a transactional, profitability and operational efficiency perspective.
2022-12-0546 minChannelTalks by iasset.comEcosystem Success - Part 2In Part 2 of our interview with Chief Analyst, Jay McBain, we get his take on how Ecosystem Success should be the driving force behind the go-to-market strategy for every technology business today.
2022-06-1633 minChannelTalks by iasset.comEcosystem Success - Part 1Following a number of unprecedented macro events over last few years - from pandemics and war to fluctuating economies and rising inflation, how can technology businesses withstand this turmoil and come out stronger than ever?
We speak to Chief Analyst at Canalys - Jay McBain and get his take on how Ecosystem Success should be the driving force behind the go-to-market strategy for every technology business today. Jay has nailed his predictions year after year, which is why there is no better authority for the channel than Jay.
2022-06-0225 minChannelTalks by iasset.comEcosystem Economics - Part 2In this episode of ChannelTalks, we speak with Allan Adler, Managing Partner at Digital Bridge Partners.
As the founder of the Go-to-Ecosystem Framework, Allan Adler helps define ecosystems and explains why they are the future of business. Our experts explore how an ecosystem-centric platform can help meet the technology procurement needs of the end customer. A single platform that is driven by the channel that serves them, rather than a myriad of isolated portals or tools that satisfy only the vendor’s needs.
2022-04-1929 minChannelTalks by iasset.comEcosystem Economics - Part 1In this episode of ChannelTalks, we speak with Allan Adler, Managing Partner at Digital Bridge Partners.
As the founder of the Go-to-Ecosystem Framework, Allan Adler helps define ecosystems and explains why they are the future of business. Our experts explore how an ecosystem-centric platform can help meet the technology procurement needs of the end customer. A single platform that is driven by the channel that serves them, rather than a myriad of isolated portals or tools that satisfy only the vendor’s needs.
2022-03-2123 minChannelTalks by iasset.comServices Success Management - Part 2Part 2 of our interview with Matthias Knaur is packed with valuable advice on how to protect existing revenue and market share within your IT business.
Our experts touch on key topics such as:
Asset success management vs service success management
How to collect and organise your data for successful retention
How to demonstrate value by proactively managing the entire lifecycle
The difference between a tool and a platform
Why building tools in-house can actually become a disadvantage
2022-03-0828 minChannelTalks by iasset.comService Success Management - Part 1In this episode of ChannelTalks, we speak with Matthias Knaur, the CEO and Co-Founder of Annuity Management AG.
Our experts explore how technology vendors and resellers can prevent revenue leakage and protect pre-existing market share. They discuss the importance of keeping service and maintenance contracts up-to-date and alive – not only for the vendor and reseller, but also for the end customer.
2022-03-0133 minChannelTalks by iasset.comOptimizing Sales and Removing Friction - Part 2Part 2 of our ChannelTalks interview with Doug Caviness - Vice President of B2B Strategy and Partnerships at cleverbridge.
In this episode, our experts discuss how technology vendors can benefit from digitally transforming their sales and customer success processes from quote through to payment. They also delve deeper into the iasset.com and cleverbridge collaboration that offers a world-class transaction ecosystem solution for the channel.
2022-01-2026 minChannelTalks by iasset.comOptimizing Sales and Removing Friction - Part 1
In this episode of ChannelTalks, we speak with Doug Caviness - Vice President of B2B Strategy and Partnerships at cleverbridge.
Our experts discuss how B2B businesses, particularly those within the technology sector can remove friction within their global sales processes and buying experiences.
2021-12-1327 minChannelTalks by iasset.comCustomer Lifetime Value with Palo Alto Networks - Part 2In Part 2 of our ChannelTalks interview with Karl Soderlund - Senior VP for Worldwide Channel Sales at Palo Alto Networks, our experts continue to explore the importance of expanding customer lifetime value.
Karl shares his experience of how value and lifecycle sales has become second nature and an integral part of their business.
2021-09-0926 minChannelTalks by iasset.comCustomer Lifetime Value with Palo Alto NetworksIn this episode of ChannelTalks, we speak with Karl Soderlund - Senior VP for Worldwide Channel Sales at Palo Alto Networks.
Our experts discuss why customer lifetime value should be the most important metric for today's technology vendors and how Palo Alto Networks have successfully executed value selling over the years. In addition, they explore the Operational Technology market, its convergence with IT and what this means from a security standpoint.
2021-08-2527 minChannelTalks by iasset.comForrester 2021 Channel Trends - Part 2In part two of our interview with Jay McBain - Principal Analyst, Channel Partnerships & Alliances at Forrester Research, we capture some of Jay's most valuable advice to date. He provides insight into the significant opportunity present for the traditional channel to grow up to x100 in size, by moving from a linear supply chain to ecosystem tech.
Together, our experts explore what it takes to become the next trillion dollar tech business with a three point business plan that every technology vendor should consider.
2021-04-3026 minChannelTalks by iasset.comForrester 2021 Channel Trends - Part 1In this episode of ChannelTalks, we catch up again with Jay McBain - Principal Analyst, Channel Partnerships & Alliances at Forrester Research. In the first of our two part series, we discuss Jays' 2021 predictions for the IT channel, including:
How the channel can shape and influence the way businesses work (post COVID)
Can the channel adapt to subscription/consumption models, as they become more mainstream?
How can distributors survive an embedded, white-labeled future of solution “building blocks"?
2021-04-3030 minChannelTalks by iasset.comCustomer Success for Technology Providers - Part 2Hear from two category creators within the Customer Success movement – Gainsight CEO, Nick Mehta and iasset.com CEO, Scott Frew.
In the finale of our two part series, our experts provide practical advice on how technology providers can execute on their customer success and retention strategies in an intelligent, efficient and cost effective manner. They also highlight the importance of automation and how it can not only reduce operational costs but also influence and enhance the customer and partner experience
2021-03-1622 minChannelTalks by iasset.comCustomer Success for Technology Providers - Part 1Hear from two category creators within the Customer Success movement – Gainsight CEO, Nick Mehta and iasset.com CEO, Scott Frew.
In the first of our two part series, we explore the importance of customer success and retention within the technology industry. Our leaders discuss common roadblocks that IT businesses unknowingly place within their organizations and provide recommendations on how to embrace customer success as a core business strategy for long-term profitability.
2021-03-1631 minChannelTalks by iasset.comInstalled base selling for long term profitable growthNick Verykios interviews Remi Gicquel, Director of Sales and Strategy at HPE and co-author of the book "Using Installed Base Selling to Maximize Revenue", along with iasset.com CEO, Scott Frew. Together, they delve deep into the concept of installed base selling, marrying the theory with practise which any IT vendor, distributor and reseller could easily apply within their business to achieve long-term, profitable growth.
2020-11-0951 minChannelTalks by iasset.comChannelTalks with the Channel CollectiveIn this edition of we catch up with the Channel Collective - a partnership between ISV’s delivering solutions dedicated to the IT channel. Hear from the CEO's of Vortex 6, Channel Mechanics, ScopeStack and iasset.com as they talk about:
- The importance of ecosystems
- The build vs buy dilemma
- Monetising data and the multiplier effect of complementary platforms
2020-10-2240 minChannelTalks by iasset.comLand. Invest. Protect. Surrender – Customer Engagement in the IT Channel.In this podcast, we catch up with industry veteran Nick Verykios and chat about his latest collaboration with iasset.com CEO Scott Frew. Discover Nick's latest observations of the technology industry as he takes a well deserved break and find out why he created the L.I.P.S sales strategy with Scott.
2020-10-2025 minChannelTalks by iasset.comChannelTalks with IDG’s James HendersonIn this edition of ChannelTalks, we interview the interviewer! We talk to IDG’s James Henderson about horizontal vs vertical channels, cross-channel ecosystems, partner programs and portals as well as the critical role of consultancy firms in IT.
2020-10-2037 minChannelTalks by iasset.comiasset.com and ServiceSource join forcesiasset.com and ServiceSource have now partnered to offer the channel with best in breed solutions for customer success and revenue retention. Find out more about the partnership and what it can offer ServiceSource customers and the channel, in this video.
2020-10-2034 minChannelTalks by iasset.comBest practices for effective customer retention with TSIA’s Jack JohnsonListen to TSIA's VP of Service Revenue Generation Research - Jack Johnson alongside Nick Verykios and iasset.com's Scott Frew, as they provide useful insights and best practices around customer retention and renewal sales for channel businesses, using the LIPS and LAER strategies as the underlying foundation.
2020-10-2036 minChannelTalks by iasset.comForrester Channel Trends - Part 3The final episode of our 3 part video series with Forrester's Jay McBain covers the great distribution debate, as our experts discuss what's next for distribution space and Jay offers priceless advice for today's distributors. In addition to this, our channel experts provide recommendations on how to execute your customer retention and extension objectives effectively. And finally, the position of the modern service provider is defined and explored through the lens of monetizing automation.
2020-10-2030 minChannelTalks by iasset.comForrester Channel Trends - Part 2In the 2nd of our 3 part series with Forrester's Jay McBain, we dive even deeper into Jay's 2020 channel predictions. Our channel experts also discuss the incredible opportunity waiting to be uncovered when the Operations Technology (OT) and Industrial IoT worlds collide with traditional IT, as well as the importance of installed base selling for the evolving role of the modern CSO and Channel Executive.
2020-10-2028 minChannelTalks by iasset.comForrester Channel Trends - Part 1In the first of our three part video series with Forrester's Jay McBain, we revisit Jays' 2020 channel trend predictions and explore where the channel is at. With the economic impact of the global pandemic, we review whether these predictions have become a reality and how the pandemic has accelerated or decelerated these trends.
About our guest speaker:
Jay leads Forrester's research and advisory for global channels, alliances, and partnerships.
2020-10-0221 min