Episode 19 - Heather Margolis and Larry Walsh

In this episode of ChannelWaves, host Steven Kellam and guest Leslie Vitrano Hubright of Schneider Electric explore the shifting landscape of buyer demographics and what it means for channel strategies. Leslie discusses how the evolving expectations of younger, digital-native buyers are driving changes in partner engagement, content delivery, and channel innovation. They highlight the importance of adapting to these demographic shifts by leveraging digital tools, fostering agile ecosystems, and aligning partner strategies with new buyer behaviors. Tune in to gain insights on navigating these demographic changes and preparing your channel approach for the next generation of buyers.

In this episode of ChannelWaves, host Steven Kellam interviews Larry Walsh, CEO of Channelnomics, for a deep dive into the evolving role of AI in channel marketing, the challenges of data attribution, and key industry trends. Walsh shares how AI, while often overhyped, holds potential to transform marketing automation, referencing StructuredWeb’s innovative solutions. He also discusses the difficulties in managing channel data and the importance of trust between vendors and partners. The episode wraps up with insights on future tech spending and a light-hearted word association game, providing listeners with valuable and actionable industry takeaways.

In this episode of ChannelWaves, host Steven Kellam sits down with Leslie Chiorazzi, managing partner of CMIT Solutions in Manhattan, to dive into the crucial role trust plays in vendor-partner relationships. Together, they unpack how to build and maintain trust, what happens when it breaks, and strategies for rebuilding it. Leslie shares her extensive experience in managed services, offering valuable insights on the importance of clear communication, setting realistic expectations, and understanding client needs. The conversation also touches on the evolving landscape of managed services, the growing role of women in the industry, and why vendors must go beyond sales pitches to deliver real value.Whether you’re looking to strengthen partnerships, drive results, or stay ahead in the channel, this episode is packed with actionable insights and expert advice. Don’t miss out on this engaging and informative discussion—tune in to ChannelWaves today!

Discover the exciting potential of AI in the channel ecosystem in this episode of ChannelWaves! Join host Steven Kellam and Bryn Nettesheim, VP of Professional Services at Channelnomics, as they cut through the hype and explore practical applications and future opportunities of AI. Learn about the enormous market potential, with IDC forecasting the global AI market to soar from $40 billion this year to $150 billion by 2027. Hear how AI can enhance sales operations, marketing efforts, and partner enablement, offering tangible benefits like improved deal registration conversion rates. Steven and Bryn also address common fears and compliance issues, emphasizing the importance of embracing AI and fostering collaboration. Don’t miss their forward-looking perspective on strategic planning and partnerships to stay competitive in this rapidly evolving landscape. Tune in for an engaging discussion packed with insights and actionable takeaways!

In this episode of ChannelWaves, Steven Kellam hosts Heather Margolis, founder and CEO of Channel Maven, to discuss the importance of end-to-end partner marketing. Heather shares insights on navigating the buyer’s journey, overcoming common challenges, and leveraging tools like SEO, SEM, and AI. Tune in to learn how to effectively engage, educate, and enable partners for better marketing outcomes. Perfect for channel leaders looking to enhance their marketing strategies and stay competitive.

Navigating the Future: Strategic Resets in Channel ManagementIn this episode of ChannelWaves, host Steven Kellam welcomes Rachel Tuller, a seasoned Channel Chief, for a deep dive into channel strategy refinement and innovation. Amidst a landscape of unforeseen challenges and rapid market evolution, they discuss the critical need for channel leaders to reassess and rejuvenate their strategies. Highlighting the importance of simplicity, strategic realignment, and AI integration, this conversation provides valuable insights for navigating the complex channel ecosystem effectively. Tune in for a thoughtful exploration of how to leverage partnerships, internal collaboration, and technology to maintain competitiveness and relevance.

In this episode of the ChannelWaves Podcast Steven Kellam and Gina Batali-Brooks tackle the pivotal yet often overlooked impact of data on channel partnerships. They explore the challenge of harnessing actionable insights from disparate data sources and the transformative potential of AI in deal-making. The conversation also touches on the critical role of strategic data architecture, the evolving responsibilities of IT departments, and the debate between centralized and decentralized data strategies. This episode is a concise guide for those looking to leverage technology and data to enhance partnership outcomes in the fast-evolving tech landscape. Listen in now!

In this engaging episode of ChannelWaves, host Steven Kellam sits down with Meaghan Moore, VP of Channel Partnerships at ServiceNow, for a candid conversation about what channel partners can expect in 2024. They delve into the significance of storytelling, automation, and the groundbreaking impact of generative AI on channel marketing. Meaghan shares insights on the collaboration between ServiceNow and how they are leveraging AI to revolutionize content creation, enabling partners to produce targeted content with unprecedented efficiency and precision. The discussion emphasizes the importance of exploring and integrating AI into marketing strategies, offering listeners a comprehensive understanding of the evolving landscape in channel marketing and the tools available to navigate these changes successfully.

In this engaging podcast episode, listeners are treated to a candid and insightful discussion among industry experts Steven Kellam, Larry Walsh, and Heather Margolis as they dissect the anticipated challenges and opportunities for the first half of 2024. The trio delves deep into the evolving dynamics of buyer behavior, the pivotal role of nurturing partner relationships, and the strategic implementation of AI and incentives in the channel ecosystem. They also shed light on the importance of strategic foresight, the necessity for vendors to simplify their processes, and the growing imperative to add value to maintain partner engagement. This episode is rich with expert analysis, spirited banter, and practical insights, providing listeners with valuable knowledge and strategies to navigate the channel in 2024.

Today's CPO (Chief Partner Officer)In this episode of ChannelWaves, Steven Kellam and Asher Mathew, the CEO of Partnership Leaders, explore the evolving landscape of partnerships within the channel. The discussion addresses the significance of the Chief Partner Officer (CPO) role and the necessity of unifying diverse partnership functions across companies. Asher emphasizes the need for cohesion in channel and alliance structures, pointing out the pivotal role of a CPO in navigating this complex landscape across customer journeys. Partnership Leaders aims to support partner teams by offering essential resources, events, and reports to equip them for the evolving demands within the channel landscape.