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

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

Channel sales partners are the pathway to higher sales - and your customers. Are you equipping your partners with what they truly need to represent you and make the sale? Are you choosing the right partners? Do you trust your partners (and do they trust you)? Do you do your part for your partners? As we interview channel chiefs, we explore these questions and more. We'll share channel management insights on how to navigate channel partner relationships, support your partners, identify weak areas of your channel strategy and more. Transform your partner relationships and seize control of your channel sales!


August 31, 2022 28 min

Partner ecosystems are like ecological ones: when healthy, all connected parts can nurture and support one another. 

  • But how do you know if your partner ecosystem is healthy?
  • Are there any measurements that can help monitor ecosystem health? 
  • And how can you identify deficiencies within your ecosystem before it’s too late?
  • Norma Watenpaugh shares insights on: 

  • How you can sustain a healthy partner ecosystem 
  • What you can do to optimize e...
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    It’s important to find partners that are right for you, but just as important, if not more, is knowing how to make the most of those partnerships. 

    One way that can almost guarantee a deep understanding of how to navigate your partnerships and best leverage them is the practice of partner segmentation. That is, segmenting partners within the different markets they service. 

     Manuel Rivera shares insights on: 

  • how to identify different...
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    Our guest today, Hans Peter Bech, has been involved in the channel space for over 3 decades. With more than 25 years in executive roles growing global market shares for information technology companies under his belt, he decided to focus all his energy on strategic business development projects and founded TBK Consult. And as if that wasn’t enough, throughout this time, he has also written not one but 3 published books on channel-r...

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    In this episode of The Ultimate Channel Sales Podcast, we bring on Jonathan Deveaux. He has had a successful career driving business growth through partnerships for nearly a decade. From developing strategic partnerships to roles focusing on partner enablement and partner marketing, today he is the VP of Global Alliances and Partnerships at Comforte AG. 

    Topic summary: 

    Whether it’s a tech stack involving multiple technologies or jus...

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    Our guest today, Kathleen Phillips, has been in channel-related roles for over 20 years. Her portfolio includes leading teams that have generated more than 100 million dollars in new revenue and successfully launched over 35 disruptive products, solutions and services. Today, she is the Head of Global Partnerships and Strategic Alliances at Digital River.

    Topic summary:
    The keys to building any relationship where both parties benef...

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    Our guest today, Autum Grimm, is not only an innovator, but also a pioneer, in a division of the channel space that had been left completely unexplored before the birth of her company. Today, she is responsible for revenue, demand generation, operations and business development as CRO at PartnerTap, a leading enterprise Partner Ecosystem Platform that allows companies to automate account mapping, control data shared with each partn...

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    In this episode of The Ultimate Channel Sales Podcast, we bring on Matt Soloman. He has been in channel-related roles for nearly a decade. Currently, he is the Chief Business Development Officer & Co-Founder of a consultancy, The Channel Program. He is also the CEO of Channel Halo and he runs an insightful channel-related newsletter: Navigating the IT Channel. 

    Topic summary: 

    As we know, channel sales is an efficient way to cast...

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    Our guest, Heather K. Margolis has been in the channel space for over 20 years. She helps channel organizations build smarter channel programs, manage channel relationships to find added value, and engage their communities through social and traditional media. Starting from positions such as Channel Marketing Executive and Director of Marketing and Alliances and later, going on to be founder and chairperson at Channel Maven Consult...

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    Our guest, Tan Tran has been in the channel space for nearly a decade now and throughout this time, he has left an imprint on many partners’ channel sales efforts. Today, he is a Channel Development Manager at SAP Concur. 

    Topic summary: 

    Your channel partners’ devotion to engaging with your brand depends on your approach to your partners: 

  • Do you provide them with personalized experience and do you go above and beyond to provide them...
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    Our guest, Steve Kazan is an award-winning channel chief in the channel space for over 27 years now, who has developed quite a repertoire of transforming and elevating channel programs. Today, he is the founder & CEO of Inner Onion, LLC, a company that builds alliances with international technology companies that want or need representation in the United States. 

    Topic summary: 

    Your channel partners’ success with you can be dete...

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    In this episode of The Ultimate Channel Sales Podcast, we bring on Ben Cornett (works with channel partners in a partner marketing capacity, currently directing Verified First’s partner marketing division) who shares his insights on why nurturing channel partnerships is so important, as well as best practices and tips on how to use these insights to uncover untapped channel sales. 

    Topic summary: 

    Preparing your channel partners for ...

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    Welcome to The Ultimate Channel Sales Podcast hosted by Paul Bird! The discussions in this podcast explore various channel management topics relating to channel strategy, current practices for optimizing your current channel sales from today’s experienced channel chiefs, industry insider tips to managing your channel partners, and much more. 

    As the head of sales at a partner management portal provider, Paul is in an advantageous po...

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