Podcasts

The hot topics at this year’s Women of the Channel event include operating in a multigenerational workspace, career development strategies, and organizational change management. Bryn Nettesheim and Amy Henderson have the highlights.

Some vendors believe recruiting more partners will lead to higher revenue growth; the reality is that focusing on existing partners is often more advantageous.

Channel marketing is an essential part of partnership success, yet many vendors struggle to make it effective. Channel Maven’s Heather K. Margolis joins ‘The Network Effect’ to talk about rethinking channel marketing best practices.

Finding partnership success requires focus, simplicity, and close relationships. In the latest episode of ‘In the Margins,’ Larry Walsh and Amy Henderson recount the lessons of partnership success from Channel Focus 2024.

The vast and diverse Europe, Middle East, and Africa channel is complex. Distribution is the means of effectively operating in a region that presents a fascinating tapestry of challenges and opportunities.

Everyone in the channel is talking, but is anyone really communicating? In the latest episode of In the Margins, Larry Walsh and Bryn Nettesheim share a few thoughts on effective partner communications.

Distribution is changing, with digital transformation and consolidation creating more challenges and opportunities. Esprinet Group CEO Alessandro Cattani joins Changing Channels to talk about the evolving European channel.

Making co-selling an efficient and practical reality takes collaboration and coordination. That’s where companies like PartnerTap come into play.

Red Hat recognizes the need to embrace ecosystems to meet customers’ evolving technology needs; Stefanie Chiras says collaboration is the means of making ecosystems work.

CoClo is setting out to change channel chief’s minds about the power and value of referrals programs and management systems through its revolutionary service.

NinjaOne is fast becoming the leading alternative to the top incumbents and is taking aim at becoming the market leader. In the latest Changing Channels podcast, NinjaOne CEO Sal Sferlazza shares his lessons for success.

Influencers are all around the sales process, shaping the behavior of partners and customers alike. Larry Walsh talks about what partnership leaders at the Channel Executive Council think about getting influence with influencers.

Low-cost competitors are flooding the market with inexpensive goods and generous margins. Incumbent vendors are having difficulty countering the resulting market erosion. Perhaps a greater focus on ideal customer profiles is the answer.

Partners are independent companies, but they also have a vested interest in their vendors’ success. It’s imperative for vendors to not just broadcast information to partners but also take time to listen to them and get their feedback.

Vendors often see their partners as extensions of their sales teams, but in reality, partners are independent businesses free to choose their alliances. Vendors must treat them as customers whose loyalty and business need to be earned. Too often, vendors craft intricate programs designed to compel their partners to make significant investments in the go-to-market

Channelnomics VP of Client Relations Amy Henderson attended Partnership Leaders’ Catalyst 2024 in Chicago, where the main theme was wellness. Here, she breaks down the topics discussed and best practices for incorporating wellness in channel programs.

PABs are a great way to get feedback to vendor partner programs. In this episode of Changing Channels, Larry Walsh speaks with Ivanti’s Michelle Hodges about the systematic approach she and her team take to running advisory boards.

Vendors can no longer put partners in neat columns based on legacy nomenclature. In this episode of In the Margins, Larry Walsh and Maddie Frank talk about the need to think of partners in terms of model alignments rather than traditional channel labels.

For more than a quarter-century, the Channel Focus community has served as the meeting point of channel professionals and thought leaders. In this episode of ‘The Network Effect,’ Rod Baptie explains the enduring draw of this portfolio of events.

In this latest episode of Changing Channels, Cato Networks’ Frank Rauch offers some important lessons on how to effectively generate annual recurring revenue with and through channel partners.

Managed services have long operated on a best-of-breed basis. Now Kaseya has upended that model with a low-cost consolidated package, seeking to redefine the economics of partner-led services. Mike DePalma, vice president of business development at Kaseya, joins Changing Channels to explain.