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Channel Voices

Channel Voices Podcast

49 episodes

3 weeks ago

We break down the real difference between partner enablement and partner engagement, why the words get mixed, and how that confusion hurts growth. Then we map a practical system that unites capability with commitment using segmentation, incentives, trust, and better measurement. • Enablement as capability across technical, sales and marketing tracks • Engagement as motivation shaped by trust, incentives and joint planning • Segmentation-driven journeys for emerging and strategic partners • O...

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We break down the real difference between partner enablement and partner engagement, why the words get mixed, and how that confusion hurts growth. Then we map a practical system that unites capability with commitment using segmentation, incentives, trust, and better measurement. • Enablement as capability across technical, sales and marketing tracks • Engagement as motivation shaped by trust, incentives and joint planning • Segmentation-driven journeys for emerging and strategic partners • O...

Show more...

Episodes (20/49)

Channel Voices

Enablement Vs Engagement | Channel Chewsday

We break down the real difference between partner enablement and partner engagement, why the words get mixed, and how that confusion hurts growth. Then we map a practical system that unites capability with commitment using segmentation, incentives, trust, and better measurement. • Enablement as capability across technical, sales and marketing tracks • Engagement as motivation shaped by trust, incentives and joint planning • Segmentation-driven journeys for emerging and strategic partners • O...

3 weeks ago

11 minutes

Channel Voices

Three Sellers Walk Into An Account And Everyone Hits Quota | Channel Chewsday

We lay out why co‑sell has become non‑negotiable for vendors and partners and how to make it work with hyperscalers and marketplaces. Clear roles, aligned incentives, shared data, and trust turn scattered efforts into a repeatable revenue engine. • Buyer shift to cloud marketplaces and committed spend • Why resale margins thin and solution bundles grow • What co‑selling is versus lead trading • Hyperscaler programs, quota retirement and marketplace paths • Common fail...

1 month ago

10 minutes

Channel Voices

Sharpening Partner Skills For 2026 | Channel Chewsday

This Channel Chewsday, I bite into a topic suggested by our listener, Maria. I explore how partner training evolves from long seminars to microlearning, AI personalisation, and simulation based practice. I share a high-level roadmap for channel leaders to build motivation, track impact, and turn partners into trusted advisors in 2026 and beyond. • Shifting from legacy sales tactics to continuous learning • Adding soft skills alongside technical depth • Adopting microlearning for recall...

1 month ago

6 minutes

Channel Voices

From Reseller Margins To Consumption Growth | Channel Chewsday

This Channel Chewsday, we unpack how channel partners can replace shrinking resale margins with recurring revenue and usage-based incentives that reward real customer outcomes. We share models, incentives, systems, and culture shifts that turn adoption and retention into predictable growth. • Margin decline across product and software licensing • Shift to subscriptions, cloud, and API consumption • Mechanics of tiered and volume-based pricing • Services as a margin engine for partners • Outc...

1 month ago

8 minutes

Channel Voices

How AI Will Reshape Partner Ecosystems And Keep Human Trust At The Core

We explore how AI can actually help partner programs today, where it still falls short, and what data foundations are needed to turn dashboards into decisions. Margaret Adam, Director Product & Partner Marketing at Channelscaler shares practical wins in co-sell matchmaking, MDF automation, and personalising enablement at scale while keeping trust central. • AI use cases that already work in channel • Data readiness and workflow standardisation • PRM as the real-time window for partners •...

1 month ago

30 minutes

Channel Voices

Robots Can Crunch Numbers, Not Buy Coffee | Channel Chewsday

We challenge the doom narrative that AI will replace channel managers and show how the role expands when automation takes the grunt work and humans focus on trust, coaching, and strategy. Practical examples walk through insights, personalisation, and predictive tools that make partnerships stronger. • What AI automates across reporting and campaigns • How insights flag risk and opportunity for partners • Why relationships, empathy and negotiation remain decisive • How leading vendors use hyp...

1 month ago

6 minutes

Channel Voices

Trust, Recurring Revenue, And The New Channel Reality

This episode of Channel Voices Podcast has been sponsored by Meter. We explore how networking is shifting from hardware refreshes to daily value, why trust must be proven with evidence, and how partners can bridge from Capex to resilient recurring revenue without losing top‑line margin. Adam shares tactics for trials, enablement, roadmap transparency, and rules that reduce channel conflict. • Defining partner value as daily outcomes, not one‑off sales • Three partner mindsets: detractors, sk...

2 months ago

40 minutes

Channel Voices

Data-Driven Partner Coaching | Channel Chewsday

This week on Channel Chewsday, we’re diving into how to turn raw partner data into sharp, personalised coaching that actually moves the needle. If you’ve ever felt your partner enablement relies more on instinct than insight, this one’s for you. We’ll walk through how to go from intuition to evidence—choosing the right KPIs, designing dashboards that drive action, and guiding your team through a 90‑day rollout that turns analytics into outcomes. Here’s what we’ll cover: Why data‑driven coachi...

2 months ago

7 minutes

Channel Voices

Proving Channel ROI | Channel Chewsday

This Chewsday, we chew on how to make channel ROI undeniable with aligned goals, clean data, and human stories that win over finance, boards, and partners. From MDF benchmarks to advisory boards, we share practical tools you can use this week. • Aligning channel activity to broader business goals • Building real-time dashboards for pipeline and velocity • Using case studies to turn skeptics into supporters • Creating partner advisory boards and feedback loops • Quick-win metrics like deal re...

2 months ago

7 minutes

Channel Voices

What If Trust Is Your Only Competitive Advantage | Channel Chewsday

We share a no-fluff playbook for channel leaders to turn chaos into momentum through honest communication, smart activation, and practical AI enablement. We cover partner fit, metrics that matter, and how to lead with both heart and rigour. • Clear, timely, transparent communication that builds trust • Segmenting partner needs and matching enablement • Streamlined onboarding, fast access, simple incentives • Activation as early wins and ongoing support • Practical AI guidance with training a...

2 months ago

8 minutes

Channel Voices

Building Trust Through Consultative Partnerships

Ashby Lincoln, with 35 years of IT industry experience, shares how honesty and technical expertise have been the foundation of his channel business for over two decades. • Building a successful channel business requires bringing value to both customers and OEMs • The Verinext approach focuses on truth-telling ("veri" = truth in Latin) and understanding customer needs before recommending solutions • Channel ecosystem will transform through AI from transactional to business outcome-driven expe...

4 months ago

30 minutes

Channel Voices

Navigating AI and Partner Growth

How do you build a thriving channel ecosystem? When does a partner become truly valuable? And what's the real story behind AI in cybersecurity? Alex Glass brings his wealth of experience from Dell, Rapid7, Duo Security, Tessian, and now Expel to tackle these questions head-on in this conversation about partner strategy and cybersecurity trends. With a career spanning individual contributor roles to leading global channel organisations through IPOs and acquisitions, Alex offers a unique pers...

7 months ago

30 minutes

Channel Voices

Why Your Partner Incentive Program is Failing and How To Fix It

Ever wondered why some partner incentive programs drive remarkable growth while others barely move the needle? The answer lies not just in the rewards offered, but in the psychological principles that motivate human behavior. In this thought-provoking conversation with Samer Mihyar, Channel Marketing Leader at Kodak Alaris for EMEA and SEAC regions, we decode the psychology behind truly effective partner incentivisation. Samer reveals why the traditional approach of relying solely on cash or...

9 months ago

29 minutes

Channel Voices

From Partner to Vendor: One Channel Leader's Journey

What happens when a partner crosses to the vendor side? Brian Hibner brings a refreshingly honest perspective on channel leadership from his journey as a former Deloitte partner who now leads Flexera's global alliance strategy. Brian's guiding principle—"customer first, partner second, Flexera third"—stems from his firsthand experience as a partner dealing with vendors who prioritised their own interests. He reveals how this customer-centric approach has transformed Flexera's partnerships, c...

9 months ago

31 minutes

Channel Voices

Seven Elements That Define Exceptional Partner Experience

Tony De Freitas brings his wealth of channel expertise to Channel Voices, sharing powerful insights on creating exceptional partner experiences that drive real business growth. Having transformed five partner ecosystems throughout his career at Microsoft, Adobe, Salesforce, and now Mimecast, Tony offers a masterclass in treating partner programs as products deserving strategic investment and continuous evolution. At the heart of our conversation are the seven critical elements Tony has ident...

9 months ago

31 minutes

Channel Voices

Why You Shouldn't Overlook Distribution

Unlock the secrets of successful channel partnerships with industry veteran Kevin Homer, as he takes us through his compelling journey in the channel industry. With over two decades of experience and valuable lessons from his mentor, Kevin shares how the art of trust and relationship building can transform businesses. He recounts a memorable story from his early days at Fishnet, where the power of a trusted partner opened doors and provided instant credibility. Kevin's insights reveal why tre...

1 year ago

36 minutes

Channel Voices

Revolutionizing IT Channel Partnerships: Embracing Digital Transformation with Philip Wegner

Unlock the secrets of modern IT channel partnerships with Philip Wegner, the CEO of TechGrid. Discover how his remarkable journey from the telecommunications sector to founding TechGrid shaped his understanding of the evolving IT landscape. Philip shares how the limitations of traditional infrastructures fueled his ambition to create a groundbreaking platform for the digital age, revealing the essential role of digital transformation in the channel model. Explore the nuances of shifting from...

1 year ago

33 minutes

Channel Voices

Asimily's Strategic Pivot from Direct to Channel

Embark on a transformative journey with us as Peter Hancock unravels the secrets behind Asimily's strategic pivot from direct to channel partner sales, a move that has revolutionized their global market presence. With Peter's vast experience, including his tenure at Symantec, he brings to light the critical role of executive backing in such a bold transition. We talk about crafting and ecosystem building, addressing the complex issues customers face in the realm of cybersecurity for connected...

1 year ago

39 minutes

Channel Voices

Mastering Co-Selling: Strategies for Sales Success Through Partnerships

Unlock the secrets to amplifying sales through the power of partnership with our latest episode featuring the insightful Rachel Tuller. Together, we navigate the shifting landscape of co-selling, a strategy that when executed with precision, can transform partners into a formidable sales force. Embark on a journey through the building blocks of a prosperous co-selling framework, where Rachel and I discuss the critical elements of partner enablement, including aligned messaging and join...

1 year ago

28 minutes

Channel Voices

Unlocking the Power of Partner Ecosystems for Business Growth

Unlock the secrets to a thriving sales ecosystem where direct and channel sales don't just coexist, but amplify each other's success. Mike Coleman, the channel chief at First Orion, joins us to share his insights into how a robust partner ecosystem can catapult your market reach to new heights. If you've ever wondered how to foster a harmonious and effective division of labor between direct and channel sales, this conversation with Mike will illuminate the path. We also take a deep dive into ...

1 year ago

38 minutes