Explorez tous les épisodes du podcast Channel Voices
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Titre
Date
Durée
Why Your Partner Incentive Program is Failing and How To Fix It
02 Apr 2025
00:29:59
Ever wondered why some partner incentive programs drive remarkable growth while others barely move the needle? The answer lies not just in the rewards offered, but in the psychological principles that motivate human behavior.
In this thought-provoking conversation with Samer Mihyar, Channel Marketing Leader at Kodak Alaris for EMEA and SEAC regions, we decode the psychology behind truly effective partner incentivisation. Samer reveals why the traditional approach of relying solely on cash or rebates consistently fails to build lasting partner loyalty, and shares the three fundamental principles that successful programs must follow: strategic alignment, engagement beyond sales, and simplicity with transparency.
Drawing from his extensive experience, Samer takes us through the psychological theories that explain partner motivation – from self-determination theory to behavioural economics concepts like loss aversion. He demonstrates how understanding these principles allowed him to transform underperforming partner relationships into collaborations that delivered 20-30% year-over-year growth.
We explore common pitfalls that doom incentive programs from the start, including the one-size-fits-all approach that fails to recognise different partner types have fundamentally different motivations. For smaller partners, cash incentives might work wonders, while enterprise partners may respond better to co-marketing funds or lead sharing opportunities.
Looking to the future, Samer predicts how AI, gamification, and sustainability will reshape partner incentives, potentially allowing for unprecedented personalisation. But his most valuable insight might be his parting wisdom: "Channel success isn't just about sales numbers – it's about relationships, trust, and alignment." This episode provides a masterclass in building incentive programs that drive results while strengthening your most important partner relationships.
Whether you're revamping an existing program or building one from scratch, this episode delivers actionable insights for creating incentives that truly resonate with your partners and deliver measurable business results.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
From Partner to Vendor: One Channel Leader's Journey
26 Mar 2025
00:31:34
What happens when a partner crosses to the vendor side? Brian Hibner brings a refreshingly honest perspective on channel leadership from his journey as a former Deloitte partner who now leads Flexera's global alliance strategy.
Brian's guiding principle—"customer first, partner second, Flexera third"—stems from his firsthand experience as a partner dealing with vendors who prioritised their own interests. He reveals how this customer-centric approach has transformed Flexera's partnerships, creating genuine trust that directly translates to business growth. One European partner recently told him, "The stuff you said you would change last year based on our feedback—you actually did it. That's why we're doing more together."
The conversation explores the evolving partner ecosystem spanning traditional resellers (who face margin pressure), pure services organisations, and technology platform alliances. Brian details Flexera's investments in dedicated engineering resources for partner-specific capabilities, enabling rapid development cycles that demonstrate their commitment to partner success.
Perhaps most fascinating is Brian's insight into Flexera's recent acquisition of NetApp's Spot. Instead of disrupting the existing partner network, Flexera adopted a "don't break anything" philosophy that prioritises stability and understanding before integration. This approach has turned concerned Spot partners into enthusiastic advocates exploring Flexera's broader portfolio.
For channel professionals at any stage, Brian's journey highlights the crucial importance of continuous learning. Despite extensive consulting experience, he had to quickly adapt to the unique rhythms of software business cycles and diverse partner models. His advice? Listen more than you talk, and show up consistently as the partner who genuinely supports your partners' business success.
Subscribe now to hear more conversations with channel leaders who are transforming how partnerships drive business growth!
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
From Direct Sales to Channel Strategy: Monica Walton's Success Story at Evoque
27 Oct 2023
00:29:38
Ever wonder how to navigate the shift from direct sales to leading a channel strategy? Let us introduce you to Monica Walton, Senior Vice President of Channel at Evoque, who shares her compelling journey and the secret to quadrupling her team's results year over year. Monica's unique perspective on trust and integrity in channel partnerships has shaped Evoque's phenomenal success.
Monica's secret weapon? A balanced approach to choosing partners, rewarding performance and maintaining strong relationships. She leverages her experience to ensure responsiveness and accuracy, key factors in building trust with channel partners. You'll be intrigued by how Monica and her team are navigating the shift in the market towards large multi-megawatt opportunities, while incentivizing partners to bring in an increasing number of smaller deals.
As we wrap up our conversation, Monica gives us a peek into the future of Evoque, her plans for growth and her invaluable advice for those making a similar transition from direct sales to a channel strategy. You'll come away with insights into how she measures her partners' performance and how she aims to steer Evoque's growth trajectory in the coming years. Tune in for this riveting conversation and don't forget to subscribe.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Crafting Unique Joint Value Propositions in the Channel
05 Sep 2023
00:29:56
In this episode, we dive into the fascinating world of creating unique joint value propositions in the channel with our guest, Philip Strange - VP Channel Sales at OpsHub, Inc., a seasoned expert in the field.
We kick things off by defining what a unique joint value proposition actually means and why it's a game-changer in the channel. Understanding this concept is pivotal to crafting mutually beneficial partnerships.
Philip shares his insights on evaluating and recruiting partners while keeping the joint value proposition in mind. Discover the strategies and tactics that can help your organization identify the right partners to create synergy and unlock new opportunities.
This episode is a must-listen for anyone in the channel looking to foster successful partnerships by crafting unique joint value propositions. Tune in to gain valuable insights and take your channel strategies to the next level.
Philip referred to this LinkedIn post during our conversation: "Got any good news?"
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
The Evolution and Future of Channel Distribution
12 Jun 2023
00:43:32
In this episode, I sit down with Frank Vitagliano, a seasoned industry expert, to discuss the evolution of channel distribution and the role of the Global Technology Distribution Council (GTDC). Join us as we explore the impact of cloud computing and SaaS on the IT channel distribution landscape and dive into the most innovative strategies and tactics implemented by distributors in recent years.
Frank shares his insights on the biggest trends and developments we can expect to see in IT channel distribution in the near future. We also explore how companies can leverage technology to optimize their IT channel distribution strategy and maximize their success.
Finally, Frank offers valuable advice to those embarking on their channel GTM journey, including whether going the 2-tier route with distributors is recommended. Don't miss this enlightening episode as we delve into the past, present, and future of channel distribution.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Building Sustainable Relationships in the Channel: Moving Beyond Transactions
05 May 2023
00:37:46
In this episode, we explore the importance of building sustainable relationships in the channel and moving beyond just transactional deals. We sit down with Antoine Jebara, Co-founder and GM, MSP Products at JumpCloud to discuss various strategies for fostering long-term relationships with channel partners.
Our guests share insights on how to define success in the channel beyond just closing a deal, and how vendors and their channel partners can build sustainable relationships. We also discuss how to balance short-term revenue goals with long-term relationship-building in the channel, and measure the success of a channel partnership beyond just deal registration, transactions, and revenue.
Antoine also discusses strategies for identifying the right channel partners for your business and keeping them engaged over the long term.
Finally, he offers advice for aspiring channel leaders who want to build successful, long-term partnerships.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Unlocking the Potential of Channel Partners with Effective Onboarding
21 Apr 2023
00:28:42
In this episode of Channel Voices, I sit down with Patrick Goedhart, Team Leader Channel Sales at Mimecast, to discuss the key elements of a successful channel partner onboarding strategy. Our guest also shares his experiences in implementing successful channel partner onboarding programs in the past and we dive into common challenges that arise during the onboarding process and best practices for addressing them.
Patrick also shares insights on measuring the success of a channel partner onboarding program and ensuring that partners have the necessary resources and support to be successful.
The importance of training and education in the onboarding process is also discussed, along with steps to build strong and lasting relationships with channel partners while allowing them to operate independently.
We explore the importance of technology's role in the onboarding process, along with our guest's top tips for organizations looking to improve their partner onboarding strategies.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Leadership in the MSP Industry: Advice from Kam Kaila
07 Apr 2023
00:33:21
This is a great conversation with Kam Kaila, President at IT By Design, about the ever-changing market for MSPs, and strategies for fuelling growth.
We discuss Kam's channel background and how the MSP model has evolved over time. She also sheds light on the struggles MSPs face today and gives valuable tips for fuelling growth in the industry.
Kam also shares how IT By Design helps MSPs level up their businesses, including their state of the art corporate training program specifically designed for MSP professionals.
Make sure to stick around for Kam's top 3 tips for MSPs to focus on in the next 1-3 years.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Navigating the World of Tech Alliances with Bader Hamdan
23 Mar 2023
00:34:51
In this episode, we had a special guest who shares their career journey in developing technology alliance partnerships. Bader Hamdan explains why technology alliances are crucial in today's partner ecosystems and shares the criteria he uses to identify and evaluate tech alliance partnerships to ensure alignment with the company's overall strategy and objectives.
Bader also discusses how to measure the success of an alliance partnership and what metrics to use. He shares valuable insights on building and maintaining strong relationships with tech alliance partners over time and the approaches he uses to develop successful tech alliance partnerships.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Education System for Partner Ecosystems
07 Mar 2023
00:22:29
If you have listened to episodes of Channel Voices podcast before, you might remember one, two, three or maybe even more of our guests mentioning lack of education for the channel industry.
The only viable option people have to learn about partnerships, channel and ecosystems is on the job. If you’re lucky you might get to work with a great mentor but more often you just find yourself being thrown into the deep-end.
The wait for a focused and well structured education system might just have come to an end. Today, I speak with Todd Hussey, the co-founder of SEBSchool and the world-class on-demand, video-based education program designed to enable entire organizations, line-of-business teams, and individual partner professionals to build and grow a partner ecosystem GTM model. It’s the only Education System Designed Around the "Influence - Land - Expand" Partner Ecosystem Framework.
Instructors: Jason Breed, Jay McBain, Gavriella Schuster, Todd Hussey, Brian Leonard.
If you decide to enrol in this program, we would greatly appreciate if you used our SEBSchool affiliate link. It helps us keep the podcast running at no additional cost to you.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Breaking the Barrier: Closing the Gender Gap in Channel Leadership
21 Feb 2023
00:26:26
In this episode, we're discussing the importance of women's representation in leadership roles in the channel industry. Our guest today is Heather Zindel - Board Member and Vice President of Strategy & Operations at Women Executives Channel Advisory Network (WECAN), a leading organization that champions women's advancement in the channel.
We start the conversation by asking our guest to tell us about her background in the channel. …and it’s extensive!
Heather goes into the detail of WECAN, a non-profit organizastion and explains their primary mission. She explains that the main aim is to empower women in the channel industry by providing them with networking opportunities, mentoring, coaching and resources to advance their careers.
She gives examples of challenges which include gender bias, lack of mentorship opportunities, and other barriers that prevent women from accessing leadership positions.
We also delve into how companies and organizations can create a more inclusive culture that supports the advancement of women into leadership roles. She stresses that companies need to make this into a sustainable culture and not just a one-time or once a year event.
Overall, our guest provides valuable insights and guidance on how to create a more diverse and inclusive culture in the channel industry, where women have equal opportunities to advance into leadership roles.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Creating a Successful Partner Advisory Board
07 Feb 2023
00:35:56
I had the opportunity to sit down and chat with Lynn D. Tinney, who pretty much ‘grew up in the channel’. She gathered her substantial experience working at companies like Compaq Computers, Enterasys Networks, Siemens, Samsung, Cisco, Riverbed and CA Technologies to name a few. In January 2022 she took on the role of Senior Vice Presidents of Global Partners at Zayo. It’s in this capacity where she took the initiative of creating a Partner Advisory Board.
Partner advisory boards provide a platform for partners to engage with a vendor company and provide valuable feedback, leading to stronger partnerships and increased growth.
Key Points:
How to create a successful Partner Advisory Board
Define the board's objectives
Choose the right partners
Provide clear guidelines and expectations
Best practices for running a Partner Advisory Board
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Seven Elements That Define Exceptional Partner Experience
18 Mar 2025
00:31:49
Tony De Freitas brings his wealth of channel expertise to Channel Voices, sharing powerful insights on creating exceptional partner experiences that drive real business growth. Having transformed five partner ecosystems throughout his career at Microsoft, Adobe, Salesforce, and now Mimecast, Tony offers a masterclass in treating partner programs as products deserving strategic investment and continuous evolution.
At the heart of our conversation are the seven critical elements Tony has identified for exceptional partner experiences: personalization, integrity, expectation management, resolution capabilities, empathy, friction reduction, and continuous innovation. These elements form the foundation of programs that partners genuinely value and actively engage with. Tony emphasizes that "a partner-first approach cannot just be a tagline—it needs to be in your culture, vision, and execution" to truly succeed.
We explore practical approaches to measuring partner satisfaction beyond basic metrics, delving into NPS, engagement rates, retention, and time-to-value measurements that provide meaningful insights across different partner segments and maturity levels. Tony shares a compelling case study from Mimecast where streamlining their deal registration process dramatically accelerated both registrations and conversions, proving that focused improvements to partner experience directly impact revenue growth.
Looking toward the future, Tony discusses how AI will reshape partner experiences, while emphasizing that companies must be strategic in their technology investments. He cautions against viewing partner experience as a one-time investment rather than a continuous evolution, noting that partner expectations constantly rise as they compare experiences across multiple vendor relationships.
This episode is essential listening for anyone responsible for channel strategy, partner programs, or ecosystem development. Tony's parting wisdom—that culture and accountability will always outweigh strategy—serves as a powerful reminder that people ultimately drive successful partnerships, not just processes.
Subscribe to Channel Voices for more conversations with industry leaders sharing practical insights to elevate your channel strategy and partner relationships.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
TCMA Explained with Sherry Foster
24 Jan 2023
00:35:54
In this episode we explore what TCMA is, how it works, who is it for and best practices on how to get started.
Sherry explains in detail how essential TCMA is in today's fast-paced channel ecosystem and what it can achieve for vendors, distributors and their partners.
We also discuss the pr-requisites, efforts and cost of implementing such solution as well as the metrics that are typically being looked to ensure that it's delivering what it promises.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
The Role of a Channel Chief with Rob Spee
09 Jan 2023
00:32:15
I've had the pleasure to speak with a fellow podcaster and the SVP, Global Channel & Alliances at BeyondTrust Rob Spee, on the role of a Channel Chief. Previously he has held channel leadership positions with companies like Carbonite, SAS and Outsystems as well as running his own Channel Consultancy business.
Rob shares his channel journey and how he got to this point in his career. He takes us through some of the responsibilities of a channel chief, we learn about his typical day in the role and what are the areas of his focus. He also shares with us some very practical pieces of advice for those who aspire to become a channel chief one day.
Rob Spee is an accomplished podcast host with his own Channel Journeys podcast which has more than 100 episodes
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Accelerate your channel career through Startups with Joe O'Callaghan
15 Aug 2022
00:37:18
I've really enjoyed speaking with Joe O'Callaghan - Managing Partner at Vation Ventures.
Joe tells us more about what Vation Ventures do and how they help technology companies start and enhance their channel journey. We also spend quite some time discussing how to start, elevate and accelerate a career in the channel.
Joe shares his knowledge and experience on what to concentrate on when starting your channel career and what to focus on next.
He tells us how he started his channel career and also gives us his TOP tips for anyone thinking of getting into a channel role.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
What Vendor Channel Teams Need Today with Jacqui Rand
20 Jun 2022
00:33:51
Great conversation with Jacqui Rand of The Channel Consultants Limited and the person behind The Channel Meet Up event.
Jacqui gives us an insight into the needs of today's channel teams and explains why these teams are typically the smaller ones in terms of number of employees. We also get her perspective on current best practice when hiring talent for the channel.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
What Makes a PRM Deployment Successful with Kenneth Fox
14 Jan 2022
00:26:35
Today's guest is a seasoned Channel Pro who worked for companies like Nortel and Avaya. Today, Kenneth leads the Channel Mechanics business and he tells us why automation in the channel is no longer just a 'nice-to-have' but a 'must'. We talk about the typical channel business challenges that Channel Mechanics PRM solves for the vendors and their partners but also what vendors need to look out for when deploying a PRM solution. Kenneth shares his knowledge based on a multitude of successful PRM deployment projects delivered for vendors ranging from start-ups to ones with well established channel presence with thousands of partners.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Best Practices for Driving Channel Sales with Christian Alvarez
02 Dec 2021
00:27:37
I've had a lot of fun speaking with Christian Alvarez - Senior Vice President of Worldwide Channels at Nutanix.
Christian tells us about his proven strategies to drive sales through channel. We learn how these strategies differ between the traditional software vendor and a SaaS vendor.
He shares his knowledge and experience on what type of partner incentives have the biggest impact on new logo acquisition as well as increasing wallet share from existing channel customers
Christian also gives us his TOP 3 tips for driving channel sales.
Nutanix’s global channel chief Christian Alvarez talks to CRN about its new distributor partner program, its new “percent” partnership with Supermicro and how channel incentives could be “disaggregated” in the future.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
The Role of an MSP Partner in the Channel with Jason Beal
11 Nov 2021
00:30:49
It's a delight to speak with Jason Beal - SVP, Global Channel & Partner Ecosystems at AvePoint who advocates for Managed Service Providers and the value they bring to channel.
Jason shares his knowledge and experience around MSP partnerships and the importance and benefits of their role in the channel .
We learn how vendors should choose, work with and measure Managed Service Provider partners. Jason also highlights his TOP 3 tips for any vendor thinking about introducing MSP type partners into their ecosystem.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Guide to Channel Partner Recruitment with Paula Carvalho
23 Sep 2021
00:33:23
It's an absolute pleasure to speak with Paula Carvalho, an international channel strategist who's passionate about partner recruitment as this is the foundation of channel success.
Paula takes us on a journey and we explore three areas crucial to building a vendor's channel ecosystem:
Organisational Readiness
Enter the market with a bang!
Select partners right for the job
We learn tips on how vendors should approach potential partners and get them excited about working together.
Paula also shares how she sees the channel management evolving and what the future might look like.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
The Challenges of Choosing and Configuring Partner Systems with Maeve O'Connell
24 May 2021
00:26:34
I'm delighted to speak with Maeve O'Connell, a channel professional with wealth of experience in channel operations. In this episode we learn how companies evaluate, choose and implement partner systems. This is not a small task and typically requires involvement from all departments.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Launching Channel During Pandemic with Jasmina Muller
10 May 2021
00:24:36
Today, I have the pleasure to speak with the Vice President Global Channel Partnerships at Everbridge. She has worked in the channel for over 5 years and we'll dive in to her experience of launching new channel during the Covid-19 pandemic.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Why You Shouldn't Overlook Distribution
07 Nov 2024
00:36:15
Unlock the secrets of successful channel partnerships with industry veteran Kevin Homer, as he takes us through his compelling journey in the channel industry. With over two decades of experience and valuable lessons from his mentor, Kevin shares how the art of trust and relationship building can transform businesses. He recounts a memorable story from his early days at Fishnet, where the power of a trusted partner opened doors and provided instant credibility. Kevin's insights reveal why treating channel partnerships with care can pay off in long term success and market reach.
Kevin discusses leveraging distribution partnerships, gives the example of partnering with TD Synex at Iterate.ai and how this relationship simplifies reaching thousands of resellers. As we dive into international partnerships, Kevin highlights the importance of aligning with skilled and motivated partners to drive growth, particularly in collaboration with hardware manufacturers.
Gain a deeper understanding of the complexities of channel GTM strategies and how embracing these models can lead to transformative business growth.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
The Rise of Partner Success with Megan Winters
19 Apr 2021
00:33:14
Today's guest, despite her young age, comes with a wealth of customer and partner success experience gathered in the world of SaaS. As of September 2019 she's been leading the Global Partner Success organisation at Signavio. In this episode she shares her knowledge and how-to around starting a Partner Success organisation and when a company should start implementing it as part of their Channel strategy.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Why Should Software Vendors Consider Selling via Distributors with Oliver Roth (Prianto)
17 Feb 2021
00:32:52
In this episode, Oliver Roth, co-founder of Prianto reveals the benefits of partnering with Distribution Partners and we draw from his own experiences. We discuss how and when should software vendors consider Distribution as part of their Channel Go to Market strategy and find out in detail what makes these partnerships successful.
Prianto - Prianto GmbH was founded in 2009 in Germany by William Geens and Oliver Roth as a starting point. Prianto is positioned in the distribution market as a pure play software distributor. Over the last years Prianto has grown into a group of companies covering the IT markets in Europe and Canada. Today Prianto is a leading software distributor with a focussed vendor portfolio.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Partner Marketing Done Right with Joan Groleau
29 Jan 2021
00:39:24
Despite so many different marketing strategies being taught at universities, unfortunately partner marketing isn't one of them.
Who do you hire for a channel marketing position? How do you develop a partner marketing strategy? What do partners need and how do vendors measure the ROI of channel marketing programs?
Joan Groleau, (Senior Director, Partner Marketing at Globalization Partners) gives guidance on all of these questions and inspires by sharing her well-tested best practices.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Matt Scotney-Jones on The Role of Channel Account Manager
18 Dec 2020
00:43:27
Channel Account Manager - a vendor's frontliner in the channel ecosystem.
Matt Scotney-Jones educates us on what the job of a Channel Account Manager entails, what it looks like in reality and tells us how this role has been changing and evolving throughout challenging 2020. From webinar fatigue to what keeps a Channel Account Manager up at night...
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
The Process of Designing Partner Programs with Kim Lasseter
18 Dec 2020
00:35:34
"Partners are amazing companies and I I love working with partners because they're super smart..." - Kim Lasseter
We've all heard of Partner Programs, right? - These are the rules of engagement between the vendors and channel partners.
But...
how do these get designed?
where do you start?
who needs to be involved in the process and what are the priorities?
what benefits to offer your partners?
No better person than Kim Lasseter (Global Director of Partner Program Design, Google Cloud at Google) to answer, explain and go through some detail on this subject.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Jay McBain Reveals The One Thing He Wish He Knew Before Starting His Channel Career
18 Dec 2020
00:32:31
Jay McBain goes back in time to tell us about his career in channel and also reveals the one thing he wish he knew before starting in channel 26 years ago.
The IT Channel is an ever evolving and complex ecosystem. Keeping rules of engagement simple is one of the most important aspects of a channel leader's job. Jay gives an example from the past, where partner organisations had to employ full-time staff to go through vendor's legal small print in order to understand how to earn or generate revenue.
It's not all about the past, definitely listen till the end as Jay explains why it's so exciting to be starting a career in channel today and also gives advice on what you need to know to do so.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Ep. 000 Trailer
03 Dec 2020
00:00:59
Hello, welcome and thank you for tuning in to Channel Voices, the podcast for future channel leaders, where we learn the ins and outs of partner ecosystems through casual conversations with channel professionals from a variety of industries, partner types and geographies. My name is Maciej and I’m your host.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Revolutionizing IT Channel Partnerships: Embracing Digital Transformation with Philip Wegner
24 Oct 2024
00:33:38
Unlock the secrets of modern IT channel partnerships with Philip Wegner, the CEO of TechGrid. Discover how his remarkable journey from the telecommunications sector to founding TechGrid shaped his understanding of the evolving IT landscape. Philip shares how the limitations of traditional infrastructures fueled his ambition to create a groundbreaking platform for the digital age, revealing the essential role of digital transformation in the channel model.
Explore the nuances of shifting from a product-centric to a customer-centric approach, with a focus on real-time tracking, special pricing, and seamless integration across multiple tiers. Philip unpacks the challenges vendors face in standardizing operations and the critical importance of API-first frameworks in simplifying reseller and MSP processes. Drawing parallels to consumer expectations, he emphasizes the need for efficiency and immediacy in B2B transactions, urging industry professionals to embrace these changes for enhanced customer experiences.
Philip shared the link to the summary of the API Mandate sent out by Bezos.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Asimily's Strategic Pivot from Direct to Channel
29 Apr 2024
00:39:06
Embark on a transformative journey with us as Peter Hancock unravels the secrets behind Asimily's strategic pivot from direct to channel partner sales, a move that has revolutionized their global market presence. With Peter's vast experience, including his tenure at Symantec, he brings to light the critical role of executive backing in such a bold transition. We talk about crafting and ecosystem building, addressing the complex issues customers face in the realm of cybersecurity for connected devices.
As we navigate the intricacies of channel program development, Peter lays bare the approaches that have spurred exponential growth. He shares the ins and outs of implementing deal registration, margin programs, and the adaptation of sales strategies that resonate globally. The conversation takes a deep look at how Asimily values the contributions of its partners, recognizing them through initiatives like the founding members program, and emphasizes the importance of listening to partner feedback to refine the sales process, making it a mutually beneficial journey for the company and its partners.
Our episode closes by exploring the art of nurturing robust channel partnerships, where trust and respect for a partner's brand reign supreme. With Peter's guidance, we dissect the nuances of sales team education on the dynamics of partnerships, and how competition can be a catalyst for growth through strategic programs. We also touch on the future direction of Asimily's channel program and the keys to forging successful relationships that pave the way for achievement. Join us as we share wisdom from a distinguished channel sales veteran and celebrate the milestones that define a successful channel partner program.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Mastering Co-Selling: Strategies for Sales Success Through Partnerships
10 Apr 2024
00:28:34
Unlock the secrets to amplifying sales through the power of partnership with our latest episode featuring the insightful Rachel Tuller. Together, we navigate the shifting landscape of co-selling, a strategy that when executed with precision, can transform partners into a formidable sales force.
Embark on a journey through the building blocks of a prosperous co-selling framework, where Rachel and I discuss the critical elements of partner enablement, including aligned messaging and joint marketing efforts. We reveal the magnetism of incentives through a case study that showcases the synergy of tech giants, and we stress the importance of meticulously choosing partners with the right mix of skills and market influence. Discover how strategic communication and the optimal allocation of channel team resources can be the linchpin in cultivating enduring and fruitful partnerships.
As we round off the episode, we probe into the tactical side of co-selling, where careful planning and a unified sales force are paramount. Rachel also shares her expert advice on the role of technology, from leveraging CRM systems to fine-tuning data collection, ensuring your partnerships are not only aligned but also measurable and driven by success. Grasp how channel leaders can craft winning scenarios for all involved parties—manufacturers, vendors, and, most crucially, customers—turning co-selling into a game-changer for your business. Tune in and equip yourself with the strategies to thrive in the world of collaborative selling.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Unlocking the Power of Partner Ecosystems for Business Growth
02 Feb 2024
00:38:41
Unlock the secrets to a thriving sales ecosystem where direct and channel sales don't just coexist, but amplify each other's success. Mike Coleman, the channel chief at First Orion, joins us to share his insights into how a robust partner ecosystem can catapult your market reach to new heights. If you've ever wondered how to foster a harmonious and effective division of labor between direct and channel sales, this conversation with Mike will illuminate the path. We also take a deep dive into First Orion's innovative branded calling technology that's setting the telecom world abuzz, enhancing call center connections and creating a win-win for agents and customers alike.
As we peel back the layers of channel sales strategy, we confront the myths head-on, dispelling the fog around costs and average selling prices. The episode is a masterclass in the scalability of channel models, detailing the timing, balance, and strategic implementation that can redefine your approach to revenue growth. Mike, with his channel expertise, not only demonstrates how First Orion tripled its success through partnerships but also provides a blueprint for when and how to weave a channel strategy into your business fabric. For anyone interested in leveraging partnerships for sales acceleration, or simply curious about branded calling's impact on call center dynamics, this episode packs strategic gems you won't want to miss.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Bonus Episode: Volume I
22 Dec 2023
00:20:53
As a special treat to wrap up the year, we've put together a bonus episode that's a compilation of your favorite segment, where we ask our esteemed guests a compelling question: 'What's the one thing you wish you knew before starting your career in channel?' Their insights are both enlightening and invaluable, offering a wealth of knowledge to anyone navigating the dynamic world of channel.
So, grab a cup of your favourite holiday beverage, find a cozy spot, and join us for this special episode as we reflect on the past year and look ahead to exciting opportunities in the coming one. Cheers!
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Turning Compliance Regulations into Opportunities for MSPs
28 Nov 2023
00:38:14
Ever wonder how you can turn the complexity of compliance regulations into an opportunity? We've got an episode for you. We've got Cam Roberson from Beachhead Solutions with us, sharing his insights on navigating the convoluted world of compliance regulations for MSPs. Prepare to be enlightened as we discuss the journey of transitioning into the channel, the challenges MSPs often face and how they can assist their clients in adhering to these mandates.
Dive deeper as we discuss the constant evolution of government documentation, and the ensuing improvement in compliance regulations such as HIPAA and HICP. We'll also highlight the important role of understanding which services map to specific requirements and how MSPs can assist with audits. Uncover the hidden opportunities in staying updated on these regulations and using them to differentiate your services. Don't miss out on an in-depth discussion on the potential risks for MSPs who overlook compliance and the recommended resources and tools for effective implementation. So, tune in, and let's steer your MSP business towards a competitive edge.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.
Until next time 👋
Navigating AI and Partner Growth
21 May 2025
00:30:52
How do you build a thriving channel ecosystem? When does a partner become truly valuable? And what's the real story behind AI in cybersecurity?
Alex Glass brings his wealth of experience from Dell, Rapid7, Duo Security, Tessian, and now Expel to tackle these questions head-on in this conversation about partner strategy and cybersecurity trends.
With a career spanning individual contributor roles to leading global channel organisations through IPOs and acquisitions, Alex offers a unique perspective on what makes partner relationships work. He reveals Expel's strategic approach to partner development, including their dedicated focus on nurturing high-potential "growth partners" alongside established revenue generators.
Alex unpacks the reality behind generative AI in cybersecurity following the RSA Conference. Beyond the marketing hype, he explains how Expel integrates AI to enhance their MDR service with practical applications that deliver measurable results - including a remarkable 91% SOC analyst retention rate. For partners looking to navigate the AI landscape, Alex provides actionable insights on upskilling teams, evaluating ethical considerations, and understanding evolving regulations.
Perhaps most valuably, Alex shares what he wishes he'd known before starting his channel career - that this powerful ecosystem even existed. His journey highlights how channel partnerships consistently drive higher-quality pipeline, better conversion rates, and larger deals than other go-to-market approaches.
Whether you're a seasoned channel professional or just beginning to explore partner ecosystems, this episode delivers essential insights on building scalable, sustainable partner relationships in today's rapidly evolving cybersecurity landscape.
You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com
Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.