channel sales

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, discover the strategies that can turn a good partner experience into an exceptional one.

We'll explore:

• PartnerXperience's four C's of partner qualification: Customer Base, Credibility, Capability, and Commitment
• The impact of technology on PX, including PRM platforms like Magentrix
• How to measure the ROI of a superior partner experience
• The playbook for capital-efficient growth through strategic partnerships

Bernhard's insights are not just for partnership veterans but also for CEOs and founders looking to weave partnerships into their business model. If you're aiming to future-proof your partnerships and ensure they're more than just transactions, be sure to have a listen.

(01:00) Guest intro: Bernhard Friedrichs, PXP
(04:36) Key elements of a good partner experience (PX and how they influence the overall success of a partnership
(07:28) How does a seamless and user-friendly partner experience contribute to the efficiency of partner onboarding and ongoing collaboration?
(10:44) Well-designed partner experience, partner loyalty and long-term commitment to a vendor's program
(12:09) Preliminary elements or considerations that need to be in place before your efforts with PX can even have a chance to be effective
(16:17) Partner recruitment & setting a potential partner up for a great PX - The 4 Cs
(21:07) How a positive PX contributes to the overall brand perception and reputation of a vendor within the partner ecosystem
(22:13) Role of partner technology in shaping and enhancing the partner experience + how vendors can leverage it effectively
(25:29) Personalization in the partner experience
(27:04) Strategies for enhancing and evolving the partner experience to meet changing partner expectations: Embrace complexity
(28:13) Measuring & quantifying the ROI of investing in a superior PX in a partner program
(31:21) What is Capital Efficient Growth? (PXP's Playbook)
(34:00) How integrations help provide a better user experience, not just for the vendor’s customers, but for partners too
(36:21) Bernhard's key takeaway for vendors from the CEG playbook
(37:00) The one thing to know for creating an unforgettable partner experience that can future-proof the partnership
(37:35) Conclusion

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

In this episode of Tech Sales Insights, join us for a fireside chat with Scott Strubel, Vice President of the America's Partner Organization at Darktrace, a leading cybersecurity AI company. Scott shares his firsthand experiences and insights from the first 90 days as a new leader in the cybersecurity landscape. From his childhood jobs shaping his approach to leadership to his impressive career journey spanning HP, Oracle, NetApp, Commvault, Hitachi Vantara, and Darktrace, Scott dives into the importance of building strong partnerships and outlines his strategies for success. Learn about Darktrace's evolution, Scott's go-to-market plans with partners, and his emphasis on fostering a collaborative and accountable culture.

KEY TAKEAWAYS

• The First 90 Days as a New Leader: Scott delves into the critical initial period of leadership and emphasizes the significance of building relationships with partners, sales organizations, and key team members.
• Navigating Partner Relationships: Exploring the complexities of the cybersecurity industry, Scott discusses the challenges and strategies for enhancing partner collaborations and sales enablement.
• Strategies for Growth: Unveiling Darktrace's plans, Scott outlines the six breakthrough goals and the structured approach toward achieving them, focusing on measurable results and partnership expansion.
• Cultural Accountability: Scott shares insights into the cultural elements he prioritizes, emphasizing the importance of shared values, accountability, and consistency in driving success.

QUOTES

• "What partners want from their technology OEM vendor partners is predictability, consistency, and profitability."
• "Really good partner sellers sell what's profitable and what's easiest to sell."
• "We consider ourselves highly accountable to our sales organization and partners, measuring success every 13 weeks."
• "I have this list of 50 things that we hold ourselves accountable to every 13-week quarter in shaping our culture."

Find out more about Scott Strubel through the links below:

• LinkedIn: https://www.linkedin.com/in/scottstrubel

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

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-selling has continued to be a bigger focus area – any notable observations around this?
(02:47) Canalys’ “Co-sell Tech Matrix” report
(03:59) Co-sell impact on hyperscalers?
(04:59) Traditional resellers in favor of selling in marketplaces - trend in 2023?
(07:26) Vendors using marketplaces to co innovate and co sell
(10:21) How have partner programs changed in 2023?
(12:53) Any new KPIs that you've noticed that vendors are focusing on?
(15:59) Trends with partnership technology and the partner tech stack
(18:09) Gen AI: Standout technologies helping partnership leaders?
(20:02) PRMs are not dead
(21:09) Partner-driven revenue: observations & updates
(24:58) Do you think there's still an issue with partner attribution?
(26:22) A review of the predictions we made last year: Vince's predictions
(28:24) A review of the predictions we made last year: Rob's predictions
(29:49) Predictions for 2024: Vince's predictions
(31:20) Predictions for 2024: Rob's predictions
(33:26) Predictions for 2024: Magentrix's predictions
(35:40) Paul on Gen AI as a channel opportunity
(36:38) Rob on AI, partner experience and PRM
(40:24) Rob's final thoughts for partnership professionals as they head into 2024
(41:14) Vince on the one consideration partnership professionals should be mindful of as they head into 2024

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

Tom Hannigan is the President of the Americas at ServiceNow. He has over 30 years of experience in the tech industry, with a focus on sales and leadership. Tom has held various roles at EMC and ServiceNow, and he is known for his collaborative and empathetic leadership style.

In this episode of Tech Sales Insights, Tom discusses leadership development and selling into multiple markets. He emphasizes the importance of staying hungry and humble, and he shares his philosophy on people, winning as a team, and operational command. Tom also highlights the significance of value selling and the role of sales ops in driving success.

KEY TAKEAWAYS

• Staying hungry and humble is crucial for success in sales and leadership.
• Building a strong team and fostering collaboration is essential for winning as a team.
• Operational command, including effective time management and accountability, is key to achieving sales goals.
• Value selling is critical in today's market, where customers are focused on productivity and profit.
• Sales ops plays a vital role in supporting sales teams and driving revenue growth.

QUOTES

• "The team with the best people wins every single time."
• "If you don't understand the business problems, you're not going to be able to solve any of their problems."
• "Every interaction is a sales call."
• "Being in front of the customer is the most important thing we need to do."
• "The best channel folks understand salespeople and how they attack the territory."

Find out more about Tom Hannigan through the links below:

• LinkedIn Profile: https://www.linkedin.com/in/tomghannigan/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

Do you have questions or suggestions for the show? Or are you or someone you know a good guest to meet the guys? Reach out today at sasandipas@cdillc.com

In the 12th installment of SAs and IPAs, host Michael Colonno invites you on an enlightening journey into the world of technology, security, and channel sales. In this episode, he's joined by two seasoned tech professionals, Dan Gross and Fred Silverman, who bring their wealth of knowledge and experience to the table. 

The conversation kicks off by exploring the ever-evolving tech landscape, and the participants delve into the significance of keeping up with the rapid pace of technological advancements. Dan and Fred emphasize the importance of staying current in the tech industry, where innovation is the norm and learning never stops.

A major highlight of this episode is the deep dive into the realm of cybersecurity. With security breaches becoming increasingly common, the discussion underscores the urgency of taking a proactive approach in safeguarding sensitive data. Both guests discuss the complex nature of cybersecurity challenges and the holistic solutions required to address them.

As the conversation evolves, Dan and Fred share their insights into the unique challenges of working in channel sales. They discuss the crucial role of sales engineers in bridging the gap between technology and clients, helping organizations find the right solutions tailored to their needs.

Beyond the tech talk, the episode offers invaluable career advice for those aspiring to make their mark in the tech industry. The guests emphasize the importance of balancing a passion for technology with the ability to work effectively with people, solving problems, and building strong relationships.

Tune in to gain a deeper understanding of the rapidly changing technology landscape, the significance of cybersecurity, and the rewarding aspects of working as a sales engineer in the channel. This engaging discussion will equip you with insights and industry trends, ensuring you're better prepared to navigate the multifaceted world of technology, security, and channel sales.

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 Constant Evolution

Today’s guest will share their experiences, insights, and strategies to turn these uncomfortable truths into powerful levers for success. 

About the guest - Barb Huelskamp:

• Has experienced these realities firsthand, survived, and thrived
• Is a powerhouse in the world of global strategy and partner sales.
• is an award-winning Global Channel Executive, recognized by CRN Power 100, and made significant strides in technology, cloud, and software markets – from growing revenues, to orchestrating complex business transformations, and optimizing partner relations
• Most recently, she served as the Senior Vice President of Global Partners & Alliances at Alteryx 

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

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. 

Guest bio: Ben Wright of PartnerFuel
Our guest today is one of the most visible members within partnership communities today.  If you’re active within partnership posts on LinkedIn, you may have noticed him regularly commenting and leaving helpful tips.

After working in partnerships roles such as Director of Partnerships and Business Development, Strategic Partnerships, at a Senior Manager & Director Level,  he quickly embraced a specialization within this space.

He set out on his own to help partnership teams overcome their partner marketing challenges at PartnerFuel. 

From:

• Fractional leadership
• to fractional marketing support
• to program design

He can do it all.

For the video version of this episode, see here https://youtu.be/0uuiLbmBSXo

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

•  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.com/watch?v=5FkPi5I5wdI
 
The conversation started on these threads. We’ll be addressing the major points brought up by others from these threads https://www.linkedin.com/posts/adampasch_partnerships-partnerexperience-partnersuccess-activity-7039629574317490176-vIDU and https://www.linkedin.com/posts/aaronhowerton_partnerexperience-prms-activity-7039950524846067713-MrpM

Then we decided to give it a bigger platform to continue the discussion since these have been long-circulating thoughts in the partnerships space.

Hear insights from:

1. Aaron Howerton from Atlassian on why partners don’t want to log into your partner portal and other current challenges partners face with PRMs
2. Rob Rebholz, CEO of Superglue on how to create better partner experiences and drive portal adoption
3. Paul Bird, Head Portal Wizard at Magentrix on:
   • the root causes behind a lack of partner engagement with your portal and what you can do about it
   • What Magentrix is doing to enable you with partner engagement tools both inside AND outside the portal
   • And how Magentrix has pioneered AI-powered PRMs and is leading the way to an AI-powered future in partner management tech

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

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

It’s no secret, potential partners start scoping you out long before approaching you.

Sure, it’s easy to brush off anonymous complaints as “unimportant”. 

But don’t forget, the channel community is listening.

Today’s episode brings a new perspective on partnerships. We welcome someone representing the other side of the channel: a channel partner, straight from the MSP community.

Listen to this episode to find out:

• How partners vet vendors
• Managing your reputation in the channel community
• Which common practices turn partners off from working with you
• And, as a bonus,
  How to start delivering marketing that adds more value to your partners

Today's guest has been in the tech space for nearly 30 years. For the past 2 decades, he’s been a tech entrepreneur and advocate for open-source software. He maintains a YouTube channel, “Lawrence Systems” has over 258-thousand subscribers where he vlogs on: Tech, IT and, cyber security. And he’s currently the President at Lawrence Technology Services, a Managed Services Provider based in Michigan.  

Read the blog:  https://www.magentrix.com

(0:00) Introduction
(02:34) Why is it important for an MSP to thoroughly vet vendors?
(4:11) Define the MSP community and tell us where you connect with each other?
(5:41) Red flags that can make you stop pursuing a partnership altogether
(8:06) Green flags – Factors that inspire confidence in working with a vendor
(9:33) Cringe-worthy call-outs: Claim # 1 
(11:13) Cringe-worthy call-outs: Claim # 2 
(12:39) Does breaking trust tend to affect vendor reputation forever? Can a vendor come back from breaking trust in the partner community?
(14:57) Things vendors need to start doing to increase transparency overall
(16:12) Pricing and transparency: How should vendors list pricing?
(18:50) Product feature pages are usually written by marketers. How do you ensure that a vendor’s product does what it says it does?
(21:05) Vetting Vendors video reaction
(25:52) How can vendors be as transparent as possible
(26:11) What's the right balance of marketing vendors should do?
(28:09)  At what point in your vendor vetting process do you reach out to engage with them about a potential partnership?
(29:54)  Advice for vendors dealing with issues that are negatively affecting their reputation today
(31:14) Conclusion 

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

The pandemic caused  IT teams to rethink their focus — from locations to people — and the complexity and sprawl of technology added a new set of challenges for organizations and the partners that support them. 

In this episode, vMOX Vice President Mike Saxby sits down with long-time channel veteran Michael Sterl,  Senior Vice President of Partner Success at Intelisys, to talk about:

• How the pandemic changed the IT ecosystem
• What the future looks like for mobility and IT asset management
• How enterprises are buying today and the shift in disruption models
• Ways the partner community can continue to win and earn customer mindshare Michael's favorite place to fly fish and must-read book recommendation about the power of mindset

Featured Guest: Michael Sterl, Senior Vice President of Partner Success at Intelisys, a ScanSource company,  the nation’s leading technology services provider of business communications services, including voice, data, access, cable, collaboration, wireless and cloud. A respected thought leader and entrepreneur, Michael co-founded Cloud Optik and Carve Digital, two companies focused on delivering world-class data and analytics platforms to channel partners. He also co-founded SimpleSignal, a unified communications service provider that was acquired by Vonage, where he served as Regional Vice President of Channel Sales post-acquisition.

The Great Resignation is far from over and job loyalty seems to be disappearing. HR and benefits are also undergoing a huge transformation to adjust to the new reality. Running an IT department has never been easy, but it’s gotten a lot more difficult now. 

In this episode, vMOX Director of Marketing Andrea Libey talks with Symplicity Communications CEO and President Catherine Behrenbrinker and vMOX Senior Channel Sales Manager Justin Mincher about how the talent shortage is affecting the technology industry, the role of mobile devices in recruiting and how IT automation is being used to make employees happier and more productive. 

Featured Guest:Catherine Behrenbrinker, CEO and President at Symplicity Communications, Inc., a technology company. A West Michigan native and GVSU alumni, Catherine founded Symplicity Communications, Inc. in 2007 after putting herself through college as a single mother of two with the dream of making an impact in the world of business. Obtaining a Bachelor of Arts Degree in 1996 in International Relations, minoring in French and studying Japanese, Catherine has used this talent throughout her career with working with global companies headquartered in United States, Germany and Israel before settling into the telecommunications industry in 2003. Now in the 16th year, she has helped make IT and telecom “Symple” for hundreds of businesses by providing them with a deeper understanding of how they can improve their technology strategies. 

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-related topics. 

Topic summary: 

Channel sales is a great way to reach the end consumer and so you establish a channel. Now, how do you build that channel to be successful? 

What if you’re experiencing great success already but now, how do you expand your channel globally? 

Hans discusses what your channel sales strategy should include: 

1. A clear definition of the goals for your channel from day 1 – what you hope to achieve. Keep goals realistic and be sure to track and measure progress. 
2. A complete channel partner program, defining everything from selecting the best partners to guidelines for partners to expectations from partners. 
3. A plan for managing channel partners and all their ongoing requirements. 

Listen to the episode for all of Hans’ expert tips on building a successful partner channel.

Read the blog: https://www.magentrix.com/articles/blog/3-Expert-Tips-on-Building-a-Successful-5-5-2022

(0:00) Introduction
(2:14) Hans Peter Bech’s background in channel sales
(4:00) Mapping out a channel strategy: how it impacts the success of the channel 
(7:23) Planning for a successful channel: the biggest misconception
(8:39) What makes an exceptional channel partner?
(09:20) 1st Tip: Define goals from day 1
(16:14) 2nd Tip: The channel partners 
(29:19) 3rd Tip: Managing the channel partners 
(36:06) When does building a successful channel pay off?
(37:12) What results can you expect?
(39:09) Conclusion 

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

Preparing your channel partners for success involves taking a customized approach, consistent attentiveness and active listening skills. Your work doesn’t end after partner onboarding - it is a continuous effort. Pay careful attention to: 

• discussing and aligning your goals 
• practice transparency 
• and give them a personal experience 

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. 

Ben tells us there are two main reasons why nurturing partners is crucial: 

1. First, acquiring new partners to meet your channel sales goals can cost you much more than retaining your current ones. 
2. Second, how your channel partners represent you to customers, and deal with them, ultimately impacts you. So make sure your advocates are well-equipped to represent you and subsequently, make the sale. 

Listen to the episode to hear the rest of Ben’s advice on how you can make the most of your channel partner efforts.

Read the blog: https://www.magentrix.com/articles/blog/How-Nurturing-Partners-is-Crucial-to-28-5-2021 

(0:00) Introduction 
(2:08) Ben Cornett’s background in channel partner marketing 
(6:01) Top 3 best practices for effectively nurturing channel partners 
(10:37) Why it's important to nurture channel partners 
(12:10) How to keep channel partners engaged 
(15:18) Training and education materials for nurturing relationships with channel partners 
(17:53) When to end a channel partnership 
(20:29) Proper nurture methods translate to higher sales and channel growth 
(24:36) Conclusion 

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

Modern businesses are more reliant than ever on mobile devices, both to enable everyday operations and provide a critical lifeline for field and remote employees. The demand for cutting-edge enterprise mobility management will only continue to increase. 

In this episode, vMOX Vice President Mike Saxby talks with Eclipse Telecom CEO Dave Dyson about current channel trends and opportunities for growth, including the shift from SMB to enterprise sales.

Featured Guest: Dave Dyson, CEO and Chief Strategist at Eclipse Telecom, a leading provider of enterprise telecommunications management and consulting with management of client sites in 32 countries and 40 states. Dave has spent 20 plus years helping some of the largest companies in the world solve their complex technology challenges.  One of the most respected voices in the telecom industry and Channel Futures’ Channel Influencer for 2022, Dave is a sought after speaker and a member of many boards and advisory councils throughout the space.

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HIGHLIGHTS

• Starting up in the recession
• Learning business models
• Developing and Self-testing Tykr
• Evolution of Tykr in the market
• Finding the right channel partners

QUOTES

Sean: “We're essentially a stock screener, an educational platform. So if you're new to investing or you want to manage your own investments, we tell people Tykr is the best place to start.”

Sean: “Anybody who wants to get started managing their own investments, your goal right away should not be making money. Yes, that's what you want to build, your wealth, and of course have financial independence earlier if you so desire, but your first objective should be increasing confidence. So start small with like 100 to 1000 bucks.”

Sean: “With Tykr, the more confidence you can give people the better. So we try to provide more data in the tool, but it has to be meaningful data.”

Learn more about Sean in the link below: 

• LinkedIn - linkedin.com/in/seantepper
• Websites - tykr.com

Learn more about Collin in the link below: 

• LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

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HIGHLIGHTS

• Starting up in the recession
• Learning business models
• Developing and Self-testing Tykr
• Evolution of Tykr in the market
• Finding the right channel partners

QUOTES

Sean: “We're essentially a stock screener, an educational platform. So if you're new to investing or you want to manage your own investments, we tell people Tykr is the best place to start.”

Sean: “Anybody who wants to get started managing their own investments, your goal right away should not be making money. Yes, that's what you want to build, your wealth, and of course have financial independence earlier if you so desire, but your first objective should be increasing confidence. So start small with like 100 to 1000 bucks.”

Sean: “With Tykr, the more confidence you can give people the better. So we try to provide more data in the tool, but it has to be meaningful data.”

Learn more about Sean in the link below: 

• LinkedIn - linkedin.com/in/seantepper
• Websites - tykr.com

Learn more about Collin in the link below: 

• LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

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 with everything they need? 
• What do you do to set yourself apart from the other vendors they work with?  
• What do you do to keep yourself top-of-mind for your channel partners? 

And lastly, how far along in the future do you plan for when it comes to managing your channel partnerships? The relationship management of channel partners has evolved and future channel programs may not be the same as they are today. 

All this makes it crucial to know how to best engage your channel partners so that you can create a bond they won’t soon forget and ultimately, get the most out of your partnerships. 

Tan shares 3 little-known ways to engage channel partners: 

1. Define the opportunity with channel partners 
2. Commit to a cadence with them 
3. Ensure visibility and transparency 
4. (Bonus) partner relationship management (PRM) systems 

Listen to the full episode for all of Tan’s tips on channel partner engagement.

Read the blog: https://www.magentrix.com/articles/blog/3-Little-Known-Ways-to-Engage-Your-12-7-2021

(0:00) Introduction 
(2:13) Tan Tran’s background in channel sales 
(4:49) Have a solid partner engagement strategy 
(6:57) Little-Known Way 1: Define the opportunity with channel partners 
(8:29) Little-Known Way 2: Commit to a cadence with channel partners 
(12:13) Little-Known Way 3: Ensure visibility and transparency for channel partners 
(14:14) Helping partners uncover new streams of revenue 
(20:58) (Bonus) Little-Known Way 4: Partner relationship management (PRM) systems 
(23:00) What happens if you don’t engage partners? 
(26:46) Follow these best practices for a faster ROI 
(28:39) Conclusion 

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

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 determined in various stages. The most important of these stages is the beginning and what you do to set the foundations to attain your channel sales goals. Pay careful attention to practicing transparency early on and giving partners a personal experience. 

Steve shares with us his 4 best practices to lay the foundations for your channel program: 

1. Show your channel partners you’ve done the homework - show them a plan 
2. Establish strong and committed partner relationships 
3. Create a brand 
4.  Pick great tools & technology 

Listen to the episode to hear all of Steve’s insights on how to start channel partnerships off right.

Read the blog: https://www.magentrix.com/articles/blog/4-Best-Practices-to-Lay-the-Foundations-30-9-2021 

(0:00) Introduction 
(1:54) Steve Kazan’s channel sales background 
(2:50) Inner Onion’s mission & history 
(4:30) Best practice 1: Show your channel partners you’ve done the homework - show them a plan 
(13:44) Best practice 2: Establishing strong and committed partner relationships 
(18:44) Best practice 3: Branding 
(22:53) Best practice 4: Tools & technology 
(26:40) Challenges when not following these best practices 
(28:11) Generate higher revenue and company value 
(31:00) Conclusion 

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

Whether it’s a tech stack involving multiple technologies or just a single platform, having tools to manage your channel sales is a part of forming a channel strategy not to be overlooked. 

There are a number of things to consider when selecting the tools you should use for managing your channel sales. You want to make sure the tools you select are suitable for the job and provide the performance and functionality you expect. 

And once you’ve figured that out, you’ve got to decide which tools or technologies to actually utilize – no easy feat considering the multitude of options out there. 

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. 

Jonathan discusses how to select the right platform to manage your channel sales including: 

• Best practices for selecting a channel management platform 
• When is a solution necessary for channel management? 
• Which organizations should adopt a channel management tool? 
• Top challenges alleviated by a stellar channel management platform 
• How channel management platforms increase partner engagement 

Listen to the episode where we’ll discuss these topics and more. 

Read the blog: https://www.magentrix.com/articles/blog/How-to-Select-the-Right-Platform-to-4-5-2022

(0:00) Introduction 
(1:57) Jonathan Deveaux’s background in channel sales 
(4:09) Best practices for selecting a channel management platform 
(7:30) When is a solution necessary for channel management? 
(9:28 ) Which organizations should adopt a channel management tool? 
(11:46) Top challenges alleviated by a stellar channel management platform 
(14:55) How channel management platforms increase partner engagement 
(20:13) Top 3 benefits of an excellent channel management platform 
(25:57) Pitfalls of not having a channel management platform 
(28:42) Look for a channel management platform that benefits other parts of your organization 
(30:49) Conclusion  

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