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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, id ...
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In this series and this particular series I'm dealing with building up treasures in Heaven in Matthew 6, Jesus said, Do not start for yourselves. Treasures on earth where moth and rust destroying, where thieves break in and steal but store for yourselves treasures in heaven where moth and rust do not destroy and where thieves do not break in and steal for where your treasure is there your heart will be also. We can see that Jesus's instructions are very clear to us that we should focus on st ...
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show series
 
Let us know what you think of the podcast. Have you ever heard of a fractional channel chief? This is a concept that's shaking up the industry, and we had the privilege of delving into it with Kameron Olsen, a leading expert with over 15 years of experience. So, what exactly is a fractional channel chief? Unlike a full-time in-house channel leader,…
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Let us know what you think of the podcast. How does one begin to integrate AI into their partner programs? Alden Hultgren provides practical advice, from mapping out automation opportunities to designing partner experiences that are not just functional but delightful. She envisions a future where digital workers become integral to partnership teams…
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Let us know what you think of the podcast. Bernhard Friedrichs (PartnerXperience) joins us to share his wealth of knowledge on crafting a partner journey that fosters collaboration and drives capital-efficient growth. He takes us through the nuances of treating partners as equals, not customers, and the importance of transparency and trust througho…
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Let us know what you think of the podcast. We dissect the past year's partnership trends and forecast what's on the horizon for 2024. Join our guests, Rob Spee & Vince Menzione as we dive into topics such as: co-selling partner programs partner relationship management marketplaces resellers the impact of AI on channel sales 2024 predictions (and re…
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Let us know what you think of the podcast. Paul Banco makes the case for why leadership buy-in is critical. Drawing from decades of experience, Paul explains how partner alignment, executive involvement, and presenting a clear vision are key to gaining leadership support. He also outlines how to get executives on board, involve them in shaping the …
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Let us know what you think of the podcast. Our guest, Dorian Kominek, realized the pursuit of partnering and partner programs was in need of a foundational framework. So she has set out to work on changing the minds of partnering organizations to rethink their approach to partner program development. Guest bio: From Channel Manager, to Strategic Pa…
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Let us know what you think of the podcast. Paul appears on an episode hosted by Vince Menzione. They, along with Rob Spee, explore the dynamics of partnerships and ecosystems, channel marketing, and the pivotal role of the chief partner officer. Other subjects include ecosystem attribution, channel alignment, partner marketing strategies, and the r…
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Let us know what you think of the podcast. Kelly Sarabyn and Asher Mathew are here with us today to discuss key insights from their latest report: The State of Partner-Led Growth Report. This new report promises to shed light on: The power of partner-led growth strategies, Showcasing real-world success stories, Lots of interesting partnerships insi…
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Let us know what you think of the podcast. It's not enough to just have partners – understanding them and tailoring the experience to their needs can truly set apart a great partnership from a good one. This episode will cover: Practical Strategies for improving your partner experience Exploring ways to better understand your partners And discussin…
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Let us know what you think of the podcast. Today’s partner ecosystem: fueled by hyperscalers, sold in marketplaces, and delivered through the channel. What can we expect of the partner experience in light of this new ecosystem model? We discuss this and more on today's episode with our Channel Panel members: Rob Spee of Channel Journeys podcast And…
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Let us know what you think of the podcast. Growing and managing a channel is not without its pitfalls and harsh realities. These uncomfortable truths, often kept under wraps, can hamper the growth and success of your channel strategies if not confronted head-on. Some of these uncomfortable truths include: The Challenge of Alignment The Necessity of…
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Let us know what you think of the podcast. In this episode, we will explore the key benefits and strategies of partner marketing, and provide practical tips and advice on how to optimize your partner marketing efforts. Partner marketing provides a unique opportunity for businesses to leverage the strengths and resources of their partners to enhance…
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Let us know what you think of the podcast. The current state and future of partner portals (do we even need them?) Partner engagement challenges: How partner management tech is changing to meet partners where they already are (outside the portal) Hear about what other partner tech providers are doing to meet expectations partners have in the curren…
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Let us know what you think of the podcast. Aligning your channel sales team with your direct sales team can be a great way to maximize your business's potential. This episode will provide an overview of how to align the two. In addition to tips and techniques to help you navigate this tricky situation, we will cover topics such as: the importance o…
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Let us know what you think of the podcast. Hyperscaler marketplaces are having a significant impact on channel sales. By providing customers with access to cloud-based services, hyperscaler marketplaces have become an increasingly popular way for customers to purchase IT services. This has led to a shift away from traditional channel sales, as cust…
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Let us know what you think of the podcast. Take a listen to the latest episode of the Ultimate Channel Sales Podcast and hear two MSPs share their experiences and perspectives on managing their channel, from the channel partner's point of view. They share their strategies for success, the challenges they've faced, as well as their advice for other …
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Let us know what you think of the podcast. In today’s episode, we’re bringing on a world-renowned professional who has been a long-standing expert in the partnerships industry, to discuss the most recent trends in partner ecosystems practices, as well as predictions for 2023, and a general forecast of what we should expect in the evolution of the p…
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Let us know what you think of the podcast. We’ve brought together three hosts from three different podcasts in the partnerships space to review key insights and trends noticed in the past year from interviews with channel chiefs, partnership leaders and in the overall partner ecosystem landscape. Rob Spee is a seasoned and experienced channel and a…
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Let us know what you think of the podcast. In the past year alone: “Partner ecosystems” has become the hottest buzzword in the channel space. Forrester reported an even split between channel, direct, and marketplace revenue. And that 90% of IT sales will be partner-assisted before, during, and after a sale. All this to say that the channel looks sh…
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Let us know what you think of the podcast. The first-of-its-kind report on the state of the partnerships industry. Hear the latest trends in Partner Ops, partner programs, and ecosystem strategy – all from an impressive roster of partnership leaders. We’ve invited two key contributors, Kelly Sarabyn (Platform Ecosystem Advocate @ HubSpot) and Asher…
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Let us know what you think of the podcast. There’s a simple set of principles the world’s best partnership teams tend to follow and some common dysfunctions that hold many teams back. Ecosystem thought leader Vince Menzione shares how to spread these five principles throughout your partnerships. Listen to today’s episode to: Leverage the one commun…
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Let us know what you think of the podcast. Some partnerships fail incredibly fast. Some in as few as 30 days. So, be careful with what you do in the early days of a partnership – as it can set the tone for the rest of the relationship. At the start of the partnership, it’s important to be careful and leave first impressions that can help create par…
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Let us know what you think of the podcast. It’s no secret, potential partners start scoping you out long before approaching you. Sure, it’s easy to brush off anonymous complaints as “unimportant”. But don’t forget, the channel community is listening. Today’s episode brings a new perspective on partnerships. We welcome someone representing the other…
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Let us know what you think of the podcast. Partner ecosystems are like ecological ones: when healthy, all connected parts can nurture and support one another. But how do you know if your partner ecosystem is healthy? Are there any measurements that can help monitor ecosystem health? And how can you identify deficiencies within your ecosystem before…
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Let us know what you think of the podcast. It’s important to find partners that are right for you, but just as important, if not more, is knowing how to make the most of those partnerships. One way that can almost guarantee a deep understanding of how to navigate your partnerships and best leverage them is the practice of partner segmentation. That…
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Let us know what you think of the podcast. Our guest today, Hans Peter Bech, has been involved in the channel space for over 3 decades. With more than 25 years in executive roles growing global market shares for information technology companies under his belt, he decided to focus all his energy on strategic business development projects and founded…
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Let us know what you think of the podcast. Preparing your channel partners for success involves taking a customized approach, consistent attentiveness and active listening skills. Your work doesn’t end after partner onboarding - it is a continuous effort. Pay careful attention to: discussing and aligning your goals practice transparency and give th…
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Let us know what you think of the podcast. Our guest today, Kathleen Phillips, has been in channel-related roles for over 20 years. Her portfolio includes leading teams that have generated more than 100 million dollars in new revenue and successfully launched over 35 disruptive products, solutions and services. Today, she is the Head of Global Part…
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Let us know what you think of the podcast. Our 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 lead…
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Let us know what you think of the podcast. In 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…
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Let us know what you think of the podcast. Our 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 Market…
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Let us know what you think of the podcast. Our 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…
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Let us know what you think of the podcast. Our 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 compani…
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Let us know what you think of the podcast. Whether 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 …
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Let us know what you think of the podcast. Welcome 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 y…
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