Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast
40 episodes - English - Latest episode: about 1 month ago -Partnerships are the pathway to higher sales - and your customers. Are you equipping your channel partners with what they truly need to represent you? Are you choosing the right ecosystem partners? Do you trust your partners (and do they trust you)? Do you do your part for your partners? As we interview channel chiefs and other partnerships industry experts, we explore these questions and more. We'll share channel management insights on how to navigate partnerships, support your partners, identify weak areas of your partner strategy, discuss the latest industry trends and reports, and more.
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Episodes
33 - Gen AI & How You Can Add Digital Workers to Your Partnerships Team with Alden Hultgren
March 21, 2024 18:00 - 30 minutes - 21 MBHow 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. (00:32) Guest intro: Alden Hultgren (03:2...
32 - Prioritizing the Partner Experience (PX): The Basics - Bernhard Friedrichs, PartnerXperience
February 01, 2024 18:00 - 38 minutes - 26.5 MBBernhard 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 exceptional one. We'll explore: PartnerXperi...
31 - 3 Partnerships Podcast Hosts Discuss 2023 Trends & 2024 Predictions - Rob Spee, Vince Menzione
December 28, 2023 13:00 - 43 minutes - 29.7 MBWe 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 this? (02:47) Canalys’ “Co-sell Tec...
30 - The Importance of C-Level Support for the Success of Channel Partner Programs - Paul Banco
November 13, 2023 19:00 - 28 minutes - 19.8 MBPaul 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 times. Chapter markers: (01:19) Gu...
29 - Structuring Partner Programs as an Entrepreneurial Pursuit: A Dissertation by Dorian R Kominek
October 26, 2023 15:00 - 33 minutes - 23 MBOur 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 contribution to those who have established p...
28 - Ultimate Guide to Partnering with Vince Menzione, Rob Spee
October 18, 2023 11:00 - 38 minutes - 26.4 MBPaul 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 Menzione of the Ultimate Guide to Partne...
27 - Partner-Led Growth Report: Results + Key Takeaways - Kelly Sarabyn, HubSpot, and Asher Matthew, Partnership Leaders
August 03, 2023 19:00 - 34 minutes - 23.6 MBKelly 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 the insights they've uncovered...
26 - Creating Exceptional Partner Experiences (PX): The Key to Partner Ecosystem Growth - Lindsey Traub
July 13, 2023 16:00 - 27 minutes - 18.9 MBIt'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 and operations at Magento – ...
25 - Partner Ecosystems: Fueled by Hyperscalers, Sold in Marketplaces, Delivered via the Channel - Rob Spee, Vince Menzione
June 29, 2023 20:00 - 35 minutes - 24.4 MBToday’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 for partner ecosystem management ...
24 - 5 Uncomfortable Truths About Channel Management & How You Can Confront Them - Barb Huelskamp
June 12, 2023 16:00 - 35 minutes - 24.5 MBGrowing 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, insights, and strategies to tu...
23 - Partner Marketing: Tips, Advice & Strategies to Stand Out - Ben Wright, PartnerFuel
May 04, 2023 11:00 - 29 minutes - 20.6 MBIn 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 visible members within partnership commun...
22 - Live: The State of Partner Engagement and Partner Portals in 2023 & Beyond - Rob Rebholz, Aaron Howerton, Paul Bird
April 17, 2023 15:00 - 1 hour - 41.3 MBThe 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’ll be addressing the major poin...
21 - How to Align Channel Sales with Your Direct Sales, Darren Bibby
March 15, 2023 20:00 - 30 minutes - 21 MBAligning 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 production is brought to you by ...
20 - The Effects of Hyperscaler Marketplaces on Channel Sales & Partner Ecosystems
March 02, 2023 15:00 - 31 minutes - 21.6 MBHyperscaler 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 services and support in order to remain...
19- We asked MSPs: What Are Channel Chiefs Getting Wrong? - Tim Conkle, Jason Dittmann
February 16, 2023 14:00 - 45 minutes - 31.2 MBTake 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 pioneer in platforms for partner ecosyst...
18 - Partner Ecosystems: Trends, Predictions & 2023 Forecast with Jay McBain
February 02, 2023 16:00 - 36 minutes - 25.1 MBIn 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 Canalys – a market analyst firm with a distin...
17 - 3 Partnerships Podcast Hosts Discuss 2022 Trends & 2023 Predictions
January 17, 2023 20:00 - 48 minutes - 33.2 MBWe’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. Today he’s SVP of Global Channel & Al...
16 - The Current State of Partner Ecosystems: What You Need to Do Differently
January 05, 2023 18:00 - 44 minutes - 30.9 MBIn 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? Today’s guest is Balthasar Wyss, ...
16 - The Current State of Channel Partner Ecosystems: What You Need to Do Differently
January 05, 2023 18:00 - 44 minutes - 30.7 MBIn 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? Today’s guest is Balthasar Wyss, ...
15 - The State of Partner Ops & Programs Report: Results & Key Takeaways
December 12, 2022 17:00 - 41 minutes - 28.8 MBThe 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 vendors leading the world's most s...
14 - Five Principles of Successful Partnerships & How to Avoid Dysfunction
November 15, 2022 14:00 - 32 minutes - 22.2 MBThere’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 markets Vince Menzione is: The Foun...
13 - How Not to Lose a Channel Partner in 30 Days: Partner Retention Tips
October 25, 2022 19:00 - 49 minutes - 33.8 MBSome 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 critical timeframe can result in either: ...
12 - How Partners Vet Vendors & Cringey Things Vendors Need to Stop Doing Now
October 03, 2022 17:00 - 34 minutes - 23.9 MBIt’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 reputation in the channel commun...
11 - Is Your Partner Ecosystem Healthy? Check These 3 Things Immediately
August 31, 2022 16:00 - 29 minutes - 20 MBPartner 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 Today’s guest, Norma Watenpaugh,...
10 - How to Create and Best Leverage Strategic Channel Partnerships
June 14, 2022 13:00 - 41 minutes - 28.6 MBIt’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 you can do to build partners’...
09 - 3 Expert Tips on Building a Successful Partner Channel
May 10, 2022 13:00 - 40 minutes - 27.8 MBOur 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 summary: Channel sales is a great wa...
08 - How Nurturing Partners is Crucial to Untapped Channel Sales
March 30, 2022 14:00 - 27 minutes - 19.2 MBPreparing 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 marketing capacity, currently direc...
08 - How to Select the Right Platform to Manage Your Channel Sales
March 29, 2022 15:00 - 32 minutes - 22.4 MBIn this episode of The Ultimate Channel Sales Podcast, we bring on Jonathan Deveaux. He has had a successful career driving business growth through partnerships for nearly a decade. From developing strategic partnerships to roles focusing on partner enablement and partner marketing, today he is the VP of Global Alliances and Partnerships at Comforte AG. Topic summary: Whether it’s a tech stack involving multiple technologies or just a single platform, having tools to manage your channel ...
07 - How to Build a Mutually & Equally Beneficial Partner Program
March 08, 2022 14:00 - 29 minutes - 20 MBOur 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 equally are transparency, commitment and t...
06 - 3 Best Kept Secrets to Creating Long-Term Revenue Streams Within The Channel
February 15, 2022 14:00 - 28 minutes - 19.9 MBOur guest today, Autum Grimm, is not only an innovator, but also a pioneer, in a division of the channel space that had been left completely unexplored before the birth of her company. Today, she is responsible for revenue, demand generation, operations and business development as CRO at PartnerTap, a leading enterprise Partner Ecosystem Platform that allows companies to automate account mapping, control data shared with each partner, and enable sales teams to cross-sell with partners. Top...
05 - How Channel Partners Help Build a Brand’s Authority
January 26, 2022 13:00 - 36 minutes - 25.1 MBIn this episode of The Ultimate Channel Sales Podcast, we bring on Matt Soloman. He has been in channel-related roles for nearly a decade. Currently, he is the Chief Business Development Officer & Co-Founder of a consultancy, The Channel Program. He is also the CEO of Channel Halo and he runs an insightful channel-related newsletter: Navigating the IT Channel. Topic summary: As we know, channel sales is an efficient way to cast a wider net and increase sales – But, did you realize that y...
04 - Are Your Channel Partners Getting the Attention They Need (and Deserve)?
November 18, 2021 15:00 - 36 minutes - 25.2 MBOur guest, Heather K. Margolis has been in the channel space for over 20 years. She helps channel organizations build smarter channel programs, manage channel relationships to find added value, and engage their communities through social and traditional media. Starting from positions such as Channel Marketing Executive and Director of Marketing and Alliances and later, going on to be founder and chairperson at Channel Maven Consulting and founder and CEO at Spark Your Channel (both now acqui...
04 - Are Your Channel Partners Getting the Attention They Need (and Deserve)?
November 18, 2021 15:00 - 36 minutes - 25 MBOur guest, Heather K. Margolis has been in the channel space for over 20 years. She helps channel organizations build smarter channel programs, manage channel relationships to find added value, and engage their communities through social and traditional media. Starting from positions such as Channel Marketing Executive and Director of Marketing and Alliances and later, going on to be founder and chairperson at Channel Maven Consulting and founder and CEO at Spark Your Channel (both now acqui...
03 - 3 Little-Known Ways to Engage Your Channel Partners
October 25, 2021 13:00 - 29 minutes - 20.5 MBOur guest, Tan Tran has been in the channel space for nearly a decade now and throughout this time, he has left an imprint on many partners’ channel sales efforts. Today, he is a Channel Development Manager at SAP Concur. Topic summary: Your channel partners’ devotion to engaging with your brand depends on your approach to your partners: Do you provide them with personalized experience and do you go above and beyond to provide them with everything they need? What do you do to set you...
03 - 3 Little-Known Ways to Engage Your Channel Partners
October 25, 2021 13:00 - 29 minutes - 20.3 MBOur guest, Tan Tran has been in the channel space for nearly a decade now and throughout this time, he has left an imprint on many partners’ channel sales efforts. Today, he is a Channel Development Manager at SAP Concur. Topic summary: Your channel partners’ devotion to engaging with your brand depends on your approach to your partners: Do you provide them with personalized experience and do you go above and beyond to provide them with everything they need? What do you do to set you...
02 - 4 Best Practices to Lay the Foundations for Your Channel Partnerships
October 04, 2021 15:00 - 32 minutes - 22.1 MBOur guest, Steve Kazan is an award-winning channel chief in the channel space for over 27 years now, who has developed quite a repertoire of transforming and elevating channel programs. Today, he is the founder & CEO of Inner Onion, LLC, a company that builds alliances with international technology companies that want or need representation in the United States. Topic summary: Your channel partners’ success with you can be determined in various stages. The most important of these stages ...
01 - How to Select the Right Platform to Manage Your Channel Sales
August 30, 2021 15:00 - 32 minutes - 22.4 MBWhether it’s a tech stack involving multiple technologies or just a single platform, having tools to manage your channel sales is a part of forming a channel strategy not to be overlooked. There are a number of things to consider when selecting the tools you should use for managing your channel sales. You want to make sure the tools you select are suitable for the job and provide the performance and functionality you expect. And once you’ve figured that out, you’ve got to decide which to...
01 - How Nurturing Partners is Crucial to Untapped Channel Sales
August 30, 2021 14:00 - 27 minutes - 19 MBIn this episode of The Ultimate Channel Sales Podcast, we bring on Ben Cornett (works with channel partners in a partner marketing capacity, currently directing Verified First’s partner marketing division) who shares his insights on why nurturing channel partnerships is so important, as well as best practices and tips on how to use these insights to uncover untapped channel sales. Topic summary: Preparing your channel partners for success involves taking a customized approach, consistent...
01 - How Nurturing Partners is Crucial to Untapped Channel Sales
August 30, 2021 14:00 - 27 minutes - 19.2 MBIn this episode of The Ultimate Channel Sales Podcast, we bring on Ben Cornett (works with channel partners in a partner marketing capacity, currently directing Verified First’s partner marketing division) who shares his insights on why nurturing channel partnerships is so important, as well as best practices and tips on how to use these insights to uncover untapped channel sales. Topic summary: Preparing your channel partners for success involves taking a customized approach, consistent...
00 - Introduction to the Ultimate Channel Sales Podcast
May 18, 2021 15:00 - 4 minutes - 3.34 MBWelcome to The Ultimate Channel Sales Podcast hosted by Paul Bird! The discussions in this podcast explore various channel management topics relating to channel strategy, current practices for optimizing your current channel sales from today’s experienced channel chiefs, industry insider tips to managing your channel partners, and much more. As the head of sales at a partner management portal provider, Paul is in an advantageous position to glean specific, multifarious insights on channel ...