partner 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

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

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

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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

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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.

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

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 position to glean specific, multifarious insights on channel management. To date, Paul has accumulated over 24 years of experience working in both ends of the channel - that is, both building partnerships as a channel chief and working with vendors as a channel partner. Listen to this short introductory episode to familiarize yourself with the sort of content you can expect from our podcast and to learn more about the host, Paul, and his expertise on the subject matter.

(0:33) Paul's sales background 
(1:30) Paul's channel sales experience
(3:25) Podcast overview 

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