Channel Journeys Podcast
Welcome to Channel Journeys, THE podcast for channel sales and marketing professionals that will enable and inspire you to create your best channel journey ever. Meet and learn from channel experts who share their channel journeys and lessons they’ve learned along the way. We’ll cover a wide range of topics to address challenges including how to make your channel team more effective, how to reach more customers by finding the right partner, and how to make your own channel journey more successful.
Episodes
Are you looking to open or expand your business in Asia? Today we welcome back Greg Eckstein, founder of Channel Sales World with over 30 years of experience helping companies capture the Asian market through partner ecosystems. In our conversation, Greg shares invaluable insights and strategies on how to successfully unleash channel sales in Asia. […]
The post How to Unleash Channel Sales in Asia with Greg Eckstein first appeared ...I’ve heard many companies talk about customer-centric strategies and virtuous company values, but have rarely seen this executed nearly as well as it sounds. That’s why I’m so excited about this episode, where you’ll meet a CEO who doesn’t just talk the talk, but backs up those words with action. Today you’ll meet Brian Glahn, […]
The post How to Achieve Customer-Centric Success with Brian Glahn first appeared on Channel Journeys.In this episode, I sit down with Nichole Gunn, who has achieved the role of Global Chief Marketing Officer during her impressive 16 years at Extu. Nichole elaborates on the challenges and strategies of channel marketing, particularly focusing on the mid-market businesses and the expansive mission of Extu. With a deep-rooted passion for empowering her […]
The post How to Master the Mid-Market with Nichole Gunn first appeared on Chan...Gaining strategic alignment between sales and marketing is imperative to success. In this episode, I’m speaking with Michelle Chiantera, who is in a great position to ensure that alignment. She holds the titles of both the Chief Revenue Officer and Chief Marketing Officer at Parallels (part of Alludo). We take a deep dive into the […]
The post Mastering Market Transitions Through Partnerships with Michelle Chiantera first appeared ...In every company I’ve worked for, one of my key roles was to drive more partner-sourced revenue. This is the desire of every sale rep, manager and CRO. This episode highlights a huge success story in radically increasing business originated by partners. And you’re going to hear how they did it. I’m speaking with Timm […]
The post How Sumo Logic Unlocked Partner-Led Growth with Timm Hoyt first appeared on Channel Journeys.Have you solved the mystery of how to partner successfully with Global System Integrators, commonly referred to as GSIs? If not, this episode is for you. It’s a replay of my interview with Raj Gupta, the head of global partnerships at Tata Consultancy Services (TCS). Raj shares his take on partnerships and the nuances of […]
The post The Art of Partnering at TCS with Raj Gupta first appeared on Channel Journeys.Where do CEOs develop their appreciation for partnering? Why do some CEOs fully embrace partnering as a core business strategy while others take a fair-weather nice-to-have view? In this episode, you’ll meet a CEO who gets it. Jed Ayres, CEO of ControlUp, talks about his unique career path and insights on channel partnerships. Jed shares […]
The post Scaling Success Through Partnerships with CEO Jed Ayres first appeared on Channel...Where do you go for advice on how to navigate the evolving technology and partner landscape? There’s a new player in town that offers some unique benefits for partners and partner managers. For this episode, I sit down with MJ Shoer, Chief Community Officer, and Carolyn April, Head of Research at the new Global Technology […]
The post Unlocking the Benefits of GTIA with MJ Shoer & Carolyn April first appeared on Channel Journeys.Are you feeling the heat to justify your investment in partnering? Do you know what return on investment (ROI) you’re getting? Many partnering leaders are fighting for investment and having to answer difficult questions from their CFO and CEO to substantiate the value of partnering. I recently had the pleasure of meeting someone who has […]
The post 10 Steps to Maximize Your Partnering ROI with Harald Horgen first appeared on Chan...What are you doing in your company to drive partner ecosystem-led growth? In this episode of Channel Journeys, I sit down with Bob Moore, CEO of Crossbeam, to discuss the transformative power of ecosystems in the tech and SaaS industry. We talk about Bob’s book, Ecosystem-Led Growth and get a behind-the-scenes look at Crossbeam’s merger […]
The post Unlocking the Power of Ecosystems with Bob Moore first appeared on Channel Journeys...It’s always a good idea to look at the latest trends in partnering to make sure your strategy and programs are keeping up with the times. In this episode, I’m speaking with Margaret Adam, a former industry analyst and head of ecosystems research, about her five channel predictions for 2025. Margaret is now the Director […]
The post The Top 5 Trends Shaping Partner Programs with Margaret Adam first appeared on Channel Journeys.If you listen to Channel Journeys, you know I’m passionate about sailing. I thought 2024 was going to be a year without any time on the water. Fortunately, that changed mid-November when I received an OPO Crew Request in my email inbox. OPO (Offshore Passage Opportunities) is a sailing network that helps connect boat owners […]
The post Set Sail with My Bermuda Triangle Adventure first appeared on Channel Journeys.The most effective software CEOs today play the role not only of Chief Executive Officer, but also of Chief Partner Officer. I had the great fortune of meeting such a leader, Christa Quarles, CEO of Parallels (part of Alludo). While she may not think of herself as a chief partner officer, it’s obvious that partnerships […]
The post Partnering Smartly: A CEO’s View with Christa Quarles first appeared on Channel Journeys.The new year is a great time to make new goals. I hope one of your goals is to learn to leverage partnerships and partnering more effectively to achieve business growth. Today’s guest, Theresa Caragol, is the founder and CEO of AchieveUnite, a company on a mission to empower organizations to excel through partnering. And she’s […]
The post Partnering Secrets for Exponential Growth with Theresa Caragol first appeared on Channel Jour...With over $300 billion in customer commitments to AWS, Azure, and Google Cloud, the hyperscaler marketplace should play a strategic role in every IT vendor’s go-to-market strategy. But how do you partner successfully with these hyperscalers when you’re also competing with them? That co-opetition is something many people in your C-Suite fear and it can […]
The post How to Master Hyperscaler Co-opetition with Alan Chhabra first appea...As a podcast host and partner ecosystem fanatic, one of the greatest experiences is sitting down with a fellow podcaster and partnering fanatic. I had just that opportunity a few weeks ago when I traveled to Boca Raton, Florida to be on Vince Menzione’s Ultimate Partner Podcast. You’ll hear our conversation in today’s episode where […]
The post Rob and Vince’s Ultimate Channel Insights first appeared on Channel Journeys.The Managed Service Provider (MSP) industry is poised for massive growth to serve the technology needs of small to mid-sized businesses (SMBs). But there’s a massive hurdle in their way. The core unit economics of MSPs are broken. Today’s guest, Kaseya’s CEO Fred Voccola is on mission to fix that problem. Kaseya is not only […]
The post Revolutionizing MSP Economics with Fred Voccola first appeared on Channel Journeys.What if there was a way you could increase your total addressable market and open up a whole new channel of partners? What if this strategic move not only enhanced customer satisfaction, but also significantly boosted your company’s market valuation and overall growth trajectory? All this is possible by adding a new revenue model to […]
The post Unlocking Radical Business Growth through MRR with Randy Schirman first appeared on Cha...I’ve gained and shared a ton of channel smarts over the past 6 years producing 150 episodes of the Channel Journeys podcast. It’s hard to condense all this knowledge into one episode, so I aimed at summarizing the key insights for successful partnering. It’s an almost impossible task given the wealth of knowledge shared by […]
The post Rob Spee: My 10 Top Lessons on Partnering first appeared on Channel Journeys.The market for managed services continues to accelerate, but many software vendors are missing out on this huge opportunity. If you’re wondering what it takes to create a game-changing MSP program, this episode is for you. Dinara Bakirova, Director of Partner Experience at Lookout, shares the most important ingredients to their successful MSP program that […]
The post How to Build a Booming MSP Program with Dinara Bakirova first ap...Popular Podcasts
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