channel conflict

Jorrit Steinz is the Founder of ChanngelEngine.com, a platform that helps stores, brands, and distributors find millions of new customers by connecting them to marketplaces globally. He has been active in eCommerce for almost 20 years building expertise in areas such as B2C, B2B, and D2C eCommerce, marketplaces, SaaS, and international platform strategies. He is a public speaker at various events and an adviser on the rapid changes in the global retail landscape for brands, distributors, and large retailers.

SHOW SUMMARY

In this episode of eCom Logistics Podcast, Jorrit Steinz, CEO and founder of ChannelEngine, shares his insights on the state of multi-channel eCommerce and the opportunities for brands and retailers to expand into new markets. He discusses the shift from channel conflict to channel expansion, the rise of direct-to-consumer sales for brands, and the importance of connecting to marketplaces to stay competitive. Jorrit also highlights the cultural nuances and logistics challenges of expanding internationally and emphasizes the need for brands to partner with logistics providers and agencies to navigate these complexities.

HIGHLIGHTS

[00:02:14] Guest's journey in eCommerce and the founding of ChannelEngine
[00:08:01] The current state of multi-channel eCommerce and international expansion
[00:11:24] Importance of connecting to marketplaces and the concept of the buy box
[00:19:44] The impact of delays in the one P model and the need for a three P contingency plan
[00:24:28] Cultural nuances and advice for expanding into international markets
[00:30:11] The balance between sales-driven goals and product-centric objectives
[00:34:59] The importance of building a strong logistics infrastructure
[00:38:14] The growth of ChannelEngine and the focus on product development
[00:44:30] Where to learn more about ChannelEngine and connect with the guest

QUOTES

[00:10:48] "If you're not ready as a brand, you're just clearly missing out on revenue if you don't connect to these marketplaces." - Jorrit Steinz
[00:17:53] "Winning the buy box is based on seller performance and price optimization. It's crucial to have the right technology and automation to compete effectively." - Jorrit Steinz
[00:37:11] "Don't try to do everything yourself if you're a brand or retailer. Leverage the expertise of partners and focus on your core competencies." - Jorrit Steinz

Find out more about Jorrit Steinz in the link below:

LinkedIn: 

https://www.linkedin.com/in/jorritsteinz/

Some partnerships fail incredibly fast. Some in as few as 30 days.

So, be careful with what you do in the early days of a partnership – as it can set the tone for the rest of the relationship. At the start of the partnership, it’s important to be careful and leave first impressions that can help create partners who are:

• Confident in your brand
• Come forward for support
• And want to promote your product

The attention you pay to partners during this critical timeframe can result in either:

• A positive outlook for a long-term partnership 
• Or, cause your partners to lose interest altogether

Today, we welcome a special guest to help improve your partner retention rates.

He’s a channel partner with a horror story that shows you what not to do and shares tips for vendors on how they can retain their channel partners. Listen to this episode to:

• Learn how to set a standard for retaining channel partners for the long-term
• Discover what aspects of your partner program help and hinder your partners
• And, find out what truly motivates partners to sell more

Guest Bio - Adam Alfi: 

Today’s guest is a multi-preneur with over 25 years experience in the IT space, and a career spanning various roles, including: project management, consulting, and even a stint on Wall Street.

Today, he runs an MSP business – EV Software and Business Solutions – which serves startups and enterprise clients alike. 

(1:46) Guest intro: Adam Alfi

(3:52) Why are the first 30 days so critical when starting a new partnership with a vendor?

(4:41) Textbook example of how to lose a partner in 30 days

(10:21) Some vendors look great on paper, but that’s where it ends. As an MSP owner, what made this partner you mentioned seem like a good partner at the time? What motivated you to sign a partner agreement with them?

(12:06) How can vendors and partners get on the same page from the beginning? What would build confidence in the partnership?

(15:29) Vendors sometimes have different definitions of success than partners. How can partners on both sides align on a shared vision of success?

(17:13) In terms of sales enablement, what helps you understand a vendor solution so you can sell it to your best-fit customers?

(20:15) Do a lot of software vendors lack discovery as part of their onboarding or enablement process?

(22:02) What about training? What's better, one-on-one, or self-guided? How does training play a role in the onboarding process?

(25:41) Opinion on online training or self-guided training (as opposed to one-on-one) - is it useful?

(28:56) Partner enablement resources: Content types that really help you sell a product?

(32:50) Vendors engaging with partners via social media

(33:36) Importance of timeliness of vendor responsivene

This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝

If you haven't already, please like 👍 & subscribe! ✅ And if you enjoyed this episode, please leave us a review on Apple Podcasts ⭐️⭐️⭐️⭐️⭐️ https://apple.co/3HcqSsm See instructions to do so at the end of the episode.

To learn about Magentrix PRM, please visit www.magentrix.com

______

Podcast Credits:
Host: Paul Bird
Executive Producer: Fereshta Nouri
Content & Research: Fereshta Nouri
Graphics & Branding: Fereshta Nouri