Have you ever heard of a fractional channel chief? This is a concept that's shaking up the industry, and we had the privilege of delving into it with Kameron Olsen, a leading expert with over 15 years of experience. So, what exactly is a fractional channel chief? Unlike a full-time in-house channel leader, a fractional channel chief offers their seasoned expertise to multiple companies, but only for a fraction of their time. This approach allows businesses to benefit from top-tier channel knowledge and experience without the full-time investment. It's a perfect solution for companies looking ..read more

Bernhard Friedrichs (PartnerXperience) joins us to share his wealth of knowledge on crafting a partner journey that fosters collaboration and drives capital-efficient growth. He takes us through the nuances of treating partners as equals, not customers, and the importance of transparency and trust throughout the partner lifecycle. From recruitment to onboarding, and beyond, discover the strategies that can turn a good partner experience into an exceptional one. We'll explore: PartnerXperience's four C's of partner qualification: Customer Base, Credibility, Capability, and Commitment The imp ..read more

We dissect the past year's partnership trends and forecast what's on the horizon for 2024. Join our guests, Rob Spee & Vince Menzione as we dive into topics such as: co-selling partner programs partner relationship management marketplaces resellers the impact of AI on channel sales 2024 predictions (and reviewing our 2023 predictions ?) (01:08) Guest Intros (01:30) Co-selling has continued to be a bigger focus area – any notable observations around this? (02:47) Canalys’ “Co-sell Tech Matrix” report (03:59) Co-sell impact on hyperscalers? (04:59) Traditional resellers in favor of selling ..read more

Paul Banco makes the case for why leadership buy-in is critical. Drawing from decades of experience, Paul explains how partner alignment, executive involvement, and presenting a clear vision are key to gaining leadership support. He also outlines how to get executives on board, involve them in shaping the strategy, and secure their ongoing commitment. Hear insights on overcoming challenges, evaluating metrics, and maintaining commitment during difficult times. Chapter markers: (01:19) Guest Intro (03:33) How do you suggest partnership leaders within the organization communicate the importan ..read more

Kelly Sarabyn and Asher Mathew are here with us today to discuss key insights from their latest report: The State of Partner-Led Growth Report. This new report promises to shed light on:  The power of partner-led growth strategies,  Showcasing real-world success stories,  Lots of interesting partnerships insights from sales and marketing leaders,  And tips to drive business growth through partnerships.  To get a better understanding of the implications of the insights they've uncovered, we delve into the specifics behind the results from the report. Link to the repo ..read more

It's not enough to just have partners – understanding them and tailoring the experience to their needs can truly set apart a great partnership from a good one.  This episode will cover:  Practical Strategies for improving your partner experience Exploring ways to better understand your partners  And discussing the potential impact these strategies can have on your overall channel performance. Lindsey Traub brings expertise from:  Working on partner programs and operations at Magento – where achievements included: significant strides in enabling partners Working at Adobe ..read more

Today’s partner ecosystem: fueled by hyperscalers, sold in marketplaces, and delivered through the channel.  What can we expect of the partner experience in light of this new ecosystem model? We discuss this and more on today's episode with our Channel Panel members:  Rob Spee of Channel Journeys podcast  And Vince Menzione of the Ultimate Guide to Partnering® podcast This production is brought to you by Magentrix ✨? Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management ? If you haven't already, please like ? & subscribe ..read more

Growing and managing a channel is not without its pitfalls and harsh realities. These uncomfortable truths, often kept under wraps, can hamper the growth and success of your channel strategies if not confronted head-on. Some of these uncomfortable truths include: The Challenge of Alignment The Necessity of Investment The Inevitability of Conflict The Struggle of Differentiation The Demand for Constant Evolution Today’s guest will share their experiences, insights, and strategies to turn these uncomfortable truths into powerful levers for success.  About the guest - Barb Huelskamp: Has ..read more

In this episode, we will explore the key benefits and strategies of partner marketing, and provide practical tips and advice on how to optimize your partner marketing efforts. Partner marketing provides a unique opportunity for businesses to leverage the strengths and resources of their partners to enhance their marketing efforts, reach new audiences, and drive revenue growth.  Guest bio: Ben Wright of PartnerFuel Our guest today is one of the most visible members within partnership communities today.  If you’re active within partnership posts on LinkedIn, you may have noticed him r ..read more

 The current state and future of partner portals (do we even need them?) Partner engagement challenges: How partner management tech is changing to meet partners where they already are (outside the portal)  Hear about what other partner tech providers are doing to meet expectations partners have in the current landscape For a video version of this episode, see here: https://www.youtube.com/watch?v=5FkPi5I5wdI   The conversation started on these threads. We’ll be addressing the major points brought up by others from these threads https://www.linkedin.com/posts/adampasch_partners ..read more