In this episode of ChannelTalks, we speak to Barry Schween - a pioneer in driving strategy, transformation and revenue acceleration within the tech industry. Our experts deep dive into the realm of revenue and sales operations, delivering examples of how revenue technology can make a positive impact on reducing organizational complexities and improving revenue performance for both vendors and their channel partners.   RevOps, SalesOps, RevTech and everything in between. This episode is a must-watch for every IT vendor wanting to become more profitable, efficient and channel-friendly.  ..read more

As we close off another big year for the tech industry, our experts weigh in and reflect upon the state of the channel and lessons learned from 2023. How can these lessons help inform vendors, distributors, resellers and MSPs as they plan for 2024? Where is the industry heading and what changes do tech providers need to make in order to future proof their business? We speak to Canalys Channels Chief Analyst, Jay McBain and iasset's Scott Frew on a range of topics, including: 3:00 - The state of the channel and tech industry. 5:30 - With channel-led revenue on the rise, how can partners keep u ..read more

Profit margins are tighter than ever. So how can MSPs and VARs remain profitable and continue to grow revenue without the need for expensive investments?  In this episode of ChannelTalks, we speak to Dan Tomaszewski, Kaseya’s Executive VP of the Channel. As a former CEO of an MSP, Dan understands your pain points. He shares proven strategies that have helped more than 7000 MSPs close more deals and go-to-market faster through his award-winning channel program. In addition, iasset.com CEO Scott Frew explains how to do more with less. In particular, Scott deep dives into the importance of ..read more

In Part 2 of our interview with Wendi Sturgis, CEO of cleverbridge, our experts discuss how to tackle customer churn, especially during challenging times. They deep dive into the importance of automation within renewal and revenue processes and how implementation doesn’t need to be as complex as you might think.  Some key points covered within this episode include: - How to automate renewals  - Overcoming internal barriers - Leveraging feedback loops - Why a straight renewal isn’t always the solution - How to get an edge over your competitors - How your business can achieve more, w ..read more

In this episode of ChannelTalks, we speak to cleverbridge CEO, Wendi Sturgis about the importance of quote-to-cash and renewal automation.   The first instalment of a two part series, our experts offer real-world examples and practical advice from the field on how to streamline and expedite your sales processes. They cover the entire customer lifecycle, from what to do once you land a new deal, right through to renewals and asset retirement. Who owns the renewal? 7:50 Dealing with a global channel - US vs rest of the world 15:30 How automated should renewals and expand motions be? 1 ..read more

Following a number of unprecedented macro events over last few years - from pandemics and war to fluctuating economies and rising inflation, how can technology businesses withstand this turmoil and come out stronger than ever? We speak to Chief Analyst at Canalys - Jay McBain and get his take on how Ecosystem Success should be the driving force behind the go-to-market strategy for every technology business today. Jay has nailed his predictions year after year, which is why there is no better authority for the channel than Jay ..read more

Committing to longer term customer lifecycles that enable sustainable growth and profitability has never been more paramount. But in a channel environment, this is not always straightforward and requires a commitment to customer success from the vendor right through to partners. Whilst many vendors are adapting their partner programs to include customer success enablement, there are still countless partners lacking the data, support and resources required for effective, scalable execution. This in turn has led to partners taking control and building their own customer success frameworks. No ma ..read more

Profit margins are tighter than ever. So how can MSPs and VARs remain profitable and continue to grow revenue without the need for expensive investments?  In this episode of ChannelTalks, we speak to Dan Tomaszewski, Kaseya’s Executive VP of the Channel. As a former CEO of an MSP, Dan understands your pain points. He shares proven strategies that have helped more than 7000 MSPs close more deals and go-to-market faster through his award-winning channel program. In addition, iasset.com CEO Scott Frew explains how to do more with less. In particular, Scott deep dives into the importance of ..read more

In this episode of ChannelTalks, we are joined by Julian Lee - President of TechnoPlanet and Publisher of eChannelnews. Our industry experts compare ecosystems to traditional channels. How are they different and why does it matter? Is it another passing “fad”? Together, they discuss the potential benefits of an ecosystem approach and explore best practices and tools that will help channel businesses adapt to this model, particularly from a transactional, profitability and operational efficiency perspective ..read more

Part 2 of our interview with Matthias Knaur is packed with valuable advice on how to  protect existing revenue and market share within your IT business. Our experts touch on key topics such as: Asset success management vs service success management How to collect and organise your data for successful retention How to demonstrate value by proactively managing the entire lifecycle The difference between a tool and a platform Why building tools in-house can actually become a disadvantage ..read more