Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

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, identify weak areas of your partner strategy, discuss the latest industry trends and reports, and more.

Episodes

April 23, 2024 31 mins

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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 ...

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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, streamlining processes and freeing up human talent to focus on strategic i...

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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, discove...

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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-se...

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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 ove...

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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 Partnerships Manager, to Head of Partnerships, Dorian has spanne...

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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 rise of AI adoption. 

We discuss this and more on today's episode with ou...

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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 pa...
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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 perfo...
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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: 

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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...
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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. 

Gues...

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  •  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...

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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 of communication and collaboration between the two teams
  • cr...
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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 customers are now able to purchase what they need directly from the cloud provider. 

As a r...

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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 MSPs. Tune in to get an inside look at how channel partners manage their cha...

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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 partnerships space with regards to ecosystems.

Today's guest is Jay McBai...

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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 alliance executive. He has created and executed channel strategies and program...

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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 shockingly different than it did just five years ago.

If a vendor’s cha...

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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 Mathew (Founder @ Partnership Leaders), to discuss their findings and key ta...

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