Channel Voices
36 episodes - English - Latest episode: 17 days ago - ★★★★★ - 3 ratingsChannel Voices is 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.
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Episodes
Mastering Co-Selling: Strategies for Sales Success Through Partnerships
April 10, 2024 10:00 - 28 minutes - 19.6 MBUnlock 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 ma...
Unlocking the Power of Partner Ecosystems for Business Growth
February 02, 2024 14:00 - 38 minutes - 26.6 MBUnlock 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...
Bonus Episode: Volume I
December 22, 2023 09:00 - 20 minutes - 14.4 MBAs 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 epi...
Turning Compliance Regulations into Opportunities for MSPs
November 28, 2023 12:00 - 38 minutes - 26.3 MBEver 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...
From Direct Sales to Channel Strategy: Monica Walton's Success Story at Evoque
October 27, 2023 09:00 - 29 minutes - 20.4 MBEver 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 ...
Crafting Unique Joint Value Propositions in the Channel
September 05, 2023 13:00 - 29 minutes - 20.6 MBIn 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 k...
The Evolution and Future of Channel Distribution
June 12, 2023 12:00 - 43 minutes - 29.9 MBIn 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 chan...
Building Sustainable Relationships in the Channel: Moving Beyond Transactions
May 05, 2023 10:00 - 37 minutes - 26 MBIn 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 disc...
Unlocking the Potential of Channel Partners with Effective Onboarding
April 21, 2023 11:00 - 28 minutes - 19.7 MBIn 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 on...
Leadership in the MSP Industry: Advice from Kam Kaila
April 07, 2023 11:00 - 33 minutes - 22.9 MBThis 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 desig...
Navigating the World of Tech Alliances
March 23, 2023 12:00 - 34 minutes - 24 MBIn 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...
Navigating the World of Tech Alliances with Bader Hamdan
March 23, 2023 12:00 - 34 minutes - 24 MBIn 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...
Education System for Partner Ecosystems
March 07, 2023 11:00 - 22 minutes - 15.5 MBIf 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 hav...
Breaking the Barrier: Closing the Gender Gap in Channel Leadership
February 21, 2023 11:00 - 26 minutes - 18.2 MBIn 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,...
Creating a Successful Partner Advisory Board
February 07, 2023 13:00 - 35 minutes - 24.7 MBI 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 p...
TCMA Explained with Sherry Foster
January 24, 2023 13:00 - 35 minutes - 24.7 MBIn 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. External Links: Sherry's LinkedIn P...
The Role of a Channel Chief with Rob Spee
January 09, 2023 13:00 - 32 minutes - 22.2 MBI'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 r...
Accelerate your channel career through Startups with Joe O'Callaghan
August 15, 2022 14:00 - 37 minutes - 25.7 MBI'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 caree...
What Vendor Channel Teams Need Today with Jacqui Rand
June 20, 2022 12:00 - 33 minutes - 23.3 MBGreat 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. External Links: Jacqui's LinkedIn Profile The Channel Consultants The Channel Meet Up Event Channel Acronyms Infographi...
What Makes a PRM Deployment Successful with Kenneth Fox
January 14, 2022 15:00 - 26 minutes - 18.3 MBToday'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 successfu...
Best Practices for Driving Channel Sales with Christian Alvarez
December 02, 2021 10:00 - 27 minutes - 19 MBI'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 g...
The Role of an MSP Partner in the Channel with Jason Beal
November 11, 2021 11:00 - 30 minutes - 21.2 MBIt'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 partner...
Guide to Channel Partner Recruitment with Paula Carvalho
September 23, 2021 14:00 - 33 minutes - 23 MBIt'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. Pau...
The Challenges of Choosing and Configuring Partner Systems with Maeve O'Connell
May 24, 2021 11:00 - 26 minutes - 18.3 MBI'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. External Links: Maeve's LinkedIn Profile Support the show Thank you for tuning in to Channel Voices! If you appreciate this resource please consider supporting us. Thank you! To stay up to date follow us o...
Launching Channel During Pandemic with Jasmina Muller
May 10, 2021 10:00 - 24 minutes - 16.9 MBToday, 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. External Links: Jasmina's LinkedIn Profile Road to Recovery Spring Symposium Support the show Thank you for tuning in to Channel Voices! If you appreciate this resource please consider supporting us. Thank you! To stay up to date follow us on LinkedI...
The Rise of Partner Success with Megan Winters
April 19, 2021 08:00 - 33 minutes - 22.9 MBToday'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. External Links: Megan's LinkedIn Profile Blog Post -> Taking Away the Guesswork when it...
Why Should Software Vendors Consider Selling via Distributors with Oliver Roth (Prianto)
February 17, 2021 14:00 - 32 minutes - 22.6 MBIn 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...
Why Should Software Vendors Consider Selling via Distributors with Oliver Roth (Prianto)
February 17, 2021 14:00 - 32 minutes - 22.6 MBIn 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...
Partner Marketing Done Right with Joan Groleau
January 29, 2021 09:00 - 39 minutes - 27.1 MBDespite 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. ...
Matt Scotney-Jones on The Role of Channel Account Manager
December 18, 2020 14:00 - 43 minutes - 29.9 MBChannel 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... External Links: Blog Post -> 9 Channel KPIs Every Manager Should Track Support the show Thank you for tuning in to Channel Voices! If you a...
Jay McBain Reveals The One Thing He Wish He Knew Before Starting His Channel Career
December 18, 2020 14:00 - 32 minutes - 22.4 MBJay 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 ...
Ep. 003 Matt Scotney-Jones on The Role of Channel Account Manager
December 18, 2020 14:00 - 43 minutes - 29.9 MBChannel 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... External Links: Blog Post -> 9 Channel KPIs Every Manager Should Track Channel Voices Podcast on the web: ChannelVoices.com LinkedIn Twit...
Ep. 002 The Process of Designing Partner Programs with Kim Lasseter
December 18, 2020 14:00 - 35 minutes - 24.5 MB"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 C...
Ep. 001 Jay McBain Reveals The One Thing He Wish He Knew Before Starting His Channel Career
December 18, 2020 14:00 - 32 minutes - 22.4 MBJay 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 ...
The Process of Designing Partner Programs with Kim Lasseter
December 18, 2020 14:00 - 35 minutes - 24.5 MB"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 C...
Ep. 000 Trailer
December 03, 2020 11:00 - 59 seconds - 745 KBHello, 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. Please make sure to subscribe. Support the show Thank you for tuning in to Channel Voices! If you appreciate this resource please consider supporting us. Thank you! To stay up to da...