Let 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...
Jul 24, 2024•45 min•Season 1Ep. 36
Let us know what you think of the podcast. How does a private equity firm’s 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 today’s episode, we’ll: 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:...
Jun 12, 2024•27 min•Season 1Ep. 35
Let 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 busines...
Apr 24, 2024•32 min•Season 1Ep. 34
Let 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 — the technology is ready for you. (00:3...
Mar 21, 2024•31 min•Season 1Ep. 33
Let 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 exceptio...
Feb 01, 2024•39 min•Season 1Ep. 32
Let 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-selling partner programs partner relationship management marketplaces resellers the impact of AI on channel sales 2024 predictions (and reviewing our 2023 predictions 😁) (01:08) Guest Intros (01:30) Co-selling has continued to be a bigger focus area – any notable observations around...
Dec 28, 2023•43 min•Season 1Ep. 31
Let 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...
Nov 13, 2023•29 min•Season 1Ep. 30
Let 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 contribu...
Oct 26, 2023•34 min•Season 1Ep. 29
Let 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 Menzion...
Oct 18, 2023•38 min•Season 1Ep. 28
Let 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 th...
Aug 03, 2023•34 min•Season 1Ep. 27
Let us know what you think of the podcast. It's not enough to just have partners – 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 experience Exploring 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...
Jul 13, 2023•28 min•Season 1Ep. 26
Let us know what you think of the podcast. Today’s 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 Partnering® podcast This production is brought to you by Magentrix ✨💜 Magentrix is a pioneer in platforms fo...
Jun 29, 2023•36 min•Season 1Ep. 25
Let 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 Alignment The Necessity of Investment The Inevitability of Conflict The Struggle of Differentiation The Demand for Constant Evolution Today’s guest will share their experiences...
Jun 12, 2023•36 min•Season 1Ep. 24
Let 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 PartnerFuel Our guest today is one of the most visib...
May 04, 2023•30 min•Season 1Ep. 23
Let 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 landscape For a video version of this episode, see here: https://www.youtube.com/watch?v=5FkPi5I5wdI The conversation started on these threads. We’l...
Apr 17, 2023•1 hr•Season 1Ep. 22
Let 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 teams creating a unified sales strategy and the benefits of having a cohesive sales effort. This pro...
Mar 15, 2023•30 min•Season 1Ep. 21
Let 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 serv...
Mar 02, 2023•31 min•Season 1Ep. 20
Let 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 ✨💜 Magentrix is a pi...
Feb 16, 2023•45 min•Season 1Ep. 19
Let us know what you think of the podcast. In today’s episode, we’re 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 “channels, partnerships & ecosystem” at Can...
Feb 02, 2023•36 min•Season 1Ep. 18
Let us know what you think of the podcast. We’ve 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....
Jan 17, 2023•48 min•Season 1Ep. 17
Let us know what you think of the podcast. In the past year alone: “Partner ecosystems” 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 vendor’s channel team fails to jump on this partner ecosystem trend, will they be left behind...
Jan 05, 2023•45 min•Season 1Ep. 16
Let 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 – all from an impressive roster of partnership leaders. We’ve invited two key contributors, Kelly Sarabyn (Platform Ecosystem Advocate @ HubSpot) and Asher Mathew (Founder @ Partnership Leaders), to discuss their findings and key takeaways. On today’s episode, you’ll hear discussion around: Insights from...
Dec 12, 2022•42 min•Season 1Ep. 15
Let us know what you think of the podcast. There’s a simple set of principles the world’s 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 today’s episode to: Leverage the one communication hack that aligns internal and external teams Drive a partnership-first culture throughout your entire company And, stand out in saturated mark...
Nov 15, 2022•32 min•Season 1Ep. 14
Let 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 – as it can set the tone for the rest of the relationship. At the start of the partnership, it’s important to be careful and leave first impressions that can help create partners who are: Confident in your brand Come forward for support And want to promote your product The attention you pay to partners during this critica...
Oct 25, 2022•49 min•Season 1Ep. 13
Let us know what you think of the podcast. It’s no secret, potential partners start scoping you out long before approaching you. Sure, it’s easy to brush off anonymous complaints as “unimportant”. But don’t forget, the channel community is listening. Today’s 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 vendors Managing your r...
Oct 03, 2022•35 min•Season 1Ep. 12
Let 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 it’s too late? Norma Watenpaugh shares insights on: How you can sustain a healthy partner ecosystem What you can do to optimize ecosystem health Toda...
Aug 31, 2022•29 min•Season 1Ep. 11
Let us know what you think of the podcast. It’s 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...
Jun 14, 2022•42 min•Season 1Ep. 10
Let 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 wasn’t enough, throughout this time, he has also written not one but 3 published books on channel-related topics. Topic s...
May 10, 2022•40 min•Season 1Ep. 9
Let 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 doesn’t 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 mark...
Mar 30, 2022•28 min•Season 1Ep. 8
Let 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 equall...
Mar 08, 2022•29 min•Season 1Ep. 7
