Leaders of software channel partner programs describe their greatest challenges and best solutions.
Mercer Rowe: Using the Channel to Exploit New Business Models
42:08Mercer Rowe -- Vice President, Global Channels and Alliances at Commvault -- has his own take on the dramatic shifts in the channel landscape over the past few years. And he outlines how he uses his "Three Ps" to drive partner success in this environment
Evan Kirstel: Using Social Media to Drive Channel Success
38:16People spend more time on social media than any other online activity. B2B social media consultant talks about how software vendors and partners can use this channel to drive business results.
Rob Spee: Managing an Agile, Iterative Channel Program
37:30Hear how at OutSystems Regional VP of Channel Sales Rob Spee is creating a modern channel program that can pivot and adapt quickly to ever-changing market conditions.
Jay McBain: The Top 10 Channel Trends for 2020
42:45The podcast's most downloaded (aka most popular) guest, Forrester's Jay McBain, is back with his top 10 trends for the rapidly changing software channel.
Joseph Landes: Being a Learn-It-All Channel Person Rather Than a Know-It-All One
41:32After more than 20 years at Microsoft, Joseph Landes is bringing his channel experience to grow four-year-old startup Nerdio, which is "99.9%" channel. He talks about the great value of being actively involved in the MSP community for building their business, and of Microsft CEO Satya Nadella's advice to be a learn-it-all rather than a know-it-all.
Mike Hanauer: The Cybersecurity Opportunity for MSPs
27:29SMBs are under increasing cyber attacks, and that creates the opportunity -- if not the requirement -- for managed service providers to supply them with top quality cybersecurity. Skout Cybersecurity's Chief Revenue Officer Mike Hanauer talks about how they are creating the tools and packages for MSPs to succeed in this challenging area of services.
John DeLozier: Taking Advantage of a Once in a Generation Opportunity
36:158x8 SVP Global Channel John DeLozier has seen the channel from every side, including being a successful partner and global channel leader. In this episode he talks about the once-in-a-generation opportunity provided by the move from on-prem to the cloud and UCaaS, and how he's leading the dramatic growth in the channel's contribution to revenue at 8x8.
Sandra Glaser Cheek: Partnering is Personal - Creating the Partner Program of the Future
37:05Sandra Glaser Cheek, VP of Global Partners and Alliances at Ciena, has long been interested in making a more personalized, bespoke program for each partner. In this episode she describes how, over the past couple years, she's done that at Ciena and the phenomenal results that it is starting to produce.
Balaji Subramanian: How to Win the Hearts and Minds of Your Partners
47:36Balaji Subramanian of ServiceMax says that gaining mindshare of channel partners isn't enough: you have to win their hearts and minds. In this episode he describes a whole range of ways to make a superior channel program that will drive results.
Dina Moskowitz: Using Data to Build Better Partner Programs
34:02At SaaSMAX, founder and CEO Dina Moskowitz talks about how they provide unique data insights to channel programs. Their Partner Optimizer database has over 120,000 partners in it. And they can help SaaS companies recruit the right partners as well as optimize their channel programs with other insights.