Key Topics Covered:
- The four types of partners: resellers, alliances, distributors, MSSPs—and how to engage each
- Why companies fail at channel (hint: executive misalignment and sales resistance)
- The playbook John used to 5x pipeline and boost deal registration by 600%
- How alliance partnerships helped drive a successful acquisition
- What Partnership Leaders and the Catalyst event taught him about building ecosystems
- Why Channel isn’t just sales support—it’s a strategy
Mentioned in This Episode
- Partner Architects Group
- The Channel Servers Podcast
- Partnership Leaders & Catalyst Conference
- ThirdPartyTrust (acquired by BitSight)
- EMC Documentum, Deloitte, FireEye
John’s Wisdom Highlights:
“Channel is a sales job. If you treat it like event planning, you’re doing it wrong.”
“Partners can open doors your reps never even knew existed.”
“If you don’t have internal alignment, your channel won’t grow.”
“Success in channel starts with proving it works—then scaling what works fast.”
About John McCabe
John McCabe is an award-winning channel sales executive and the founder of Partner Architects Group, where he designs and implements channel-first strategies for companies looking to scale revenue. Named a CRN Channel Chief and Rising Star, John is also co-host of The Channel Servers podcast and a respected mentor in the Partnership Leaders community.
Connect with John McCabe
LinkedIn: https://www.linkedin.com/in/johnmccabe/
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