Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

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Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

Magentrix

37 episodes

8 months ago

Let us know what you think of the podcast. Carolyn April discusses: the state of the IT channel, research availability, the impact of AI, the importance of quality over quantity in vendor-partner relationships and what to expect at ChannelCon. She also shares exciting details about the upcoming ChannelCon event in Atlanta. As well as taking us through her journey in the tech industry, highlighting significant shifts such as the move from hardware reselling to cloud computing and the current...

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Let us know what you think of the podcast. Carolyn April discusses: the state of the IT channel, research availability, the impact of AI, the importance of quality over quantity in vendor-partner relationships and what to expect at ChannelCon. She also shares exciting details about the upcoming ChannelCon event in Atlanta. As well as taking us through her journey in the tech industry, highlighting significant shifts such as the move from hardware reselling to cloud computing and the current...

Show more...

Episodes (20/37)

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

36 - Selectivity in Partnerships + the State of Channel Research + ChannelCon with Carolyn April

Let us know what you think of the podcast. Carolyn April discusses: the state of the IT channel, research availability, the impact of AI, the importance of quality over quantity in vendor-partner relationships and what to expect at ChannelCon. She also shares exciting details about the upcoming ChannelCon event in Atlanta. As well as taking us through her journey in the tech industry, highlighting significant shifts such as the move from hardware reselling to cloud computing and the current...

1 year ago

44 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

35 - How to PE Takeover-Proof Your Channel Program - David Sherman

Let us know what you think of the podcast. How does a private equity firm’s takeover typically impact a company's strategic direction and how can it affect their channel partner program? Sometimes, channel partner programs get the axe when a PE firm takes over. In today’s episode, we’ll: explore this issue, investigate the underlying reasons, and discuss strategies to protect your channel program from being eliminated during a PE takeover.Chapter markers: (01:02) Guest Intro: ...

1 year ago

26 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

34 - Hiring A Fractional Channel Chief vs. In-House - Kameron Olsen

Let us know what you think of the podcast. Have you ever heard of a fractional channel chief? This is a concept that's shaking up the industry, and we had the privilege of delving into it with Kameron Olsen, a leading expert with over 15 years of experience. So, what exactly is a fractional channel chief? Unlike a full-time in-house channel leader, a fractional channel chief offers their seasoned expertise to multiple companies, but only for a fraction of their time. This approach allows bus...

1 year ago

31 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

33 - Gen AI & How You Can Add Digital Workers to Your Partnerships Team with Alden Hultgren

Let us know what you think of the podcast. How does one begin to integrate AI into their partner programs? Alden Hultgren provides practical advice, from mapping out automation opportunities to designing partner experiences that are not just functional but delightful. She envisions a future where digital workers become integral to partnership teams, streamlining processes and freeing up human talent to focus on strategic initiatives. Her mantra? Dream big — the technology is ready for ...

1 year ago

30 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

32 - Prioritizing the Partner Experience (PX): The Basics - Bernhard Friedrichs, PartnerXperience

Let us know what you think of the podcast. 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 exce...

1 year ago

38 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

31 - 3 Partnerships Podcast Hosts Discuss 2023 Trends & 2024 Predictions - Rob Spee, Vince Menzione

Let us know what you think of the podcast. 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-sellingpartner programspartner relationship managementmarketplacesresellersthe impact of AI on channel sales2024 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...

1 year ago

43 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

30 - The Importance of C-Level Support for the Success of Channel Partner Programs - Paul Banco

Let us know what you think of the podcast. Paul Banco makes the case for why leadership buy-in is critical. Drawing from decades of experience, Paul explains how partner alignment, executive involvement, and presenting a clear vision are key to gaining leadership support. He also outlines how to get executives on board, involve them in shaping the strategy, and secure their ongoing commitment. Hear insights on overcoming challenges, evaluating metrics, and maintaining commitment during dif...

2 years ago

28 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

29 - Structuring Partner Programs as an Entrepreneurial Pursuit: A Dissertation by Dorian R Kominek

Let us know what you think of the podcast. Our guest, Dorian Kominek, realized the pursuit of partnering and partner programs was in need of a foundational framework. So she has set out to work on changing the minds of partnering organizations to rethink their approach to partner program development. Guest bio: From Channel Manager, to Strategic Partnerships Manager, to Head of Partnerships, Dorian has spanned the partnerships arena for some years before deciding to make an interesting co...

2 years ago

33 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

28 - Ultimate Guide to Partnering with Vince Menzione, Rob Spee

Let us know what you think of the podcast. Paul appears on an episode hosted by Vince Menzione. They, along with Rob Spee, explore the dynamics of partnerships and ecosystems, channel marketing, and the pivotal role of the chief partner officer. Other subjects include ecosystem attribution, channel alignment, partner marketing strategies, and the rise of AI adoption. We discuss this and more on today's episode with our Channel Panel members: Rob Spee of Channel Journeys podcast&n...

2 years ago

38 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

27 - Partner-Led Growth Report: Results + Key Takeaways - Kelly Sarabyn, HubSpot, and Asher Matthew, Partnership Leaders

Let us know what you think of the podcast. Kelly Sarabyn and Asher Mathew are here with us today to discuss key insights from their latest report: The State of Partner-Led Growth Report. This new report promises to shed light on: The power of partner-led growth strategies, Showcasing real-world success stories, Lots of interesting partnerships insights from sales and marketing leaders, And tips to drive business growth through partnerships. To get a better understand...

2 years ago

34 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

26 - Creating Exceptional Partner Experiences (PX): The Key to Partner Ecosystem Growth - Lindsey Traub

Let us know what you think of the podcast. It's not enough to just have partners – understanding them and tailoring the experience to their needs can truly set apart a great partnership from a good one. This episode will cover: Practical Strategies for improving your partner experienceExploring ways to better understand your partners And discussing the potential impact these strategies can have on your overall channel performance.Lindsey Traub brings expertise from: Wor...

2 years ago

27 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

25 - Partner Ecosystems: Fueled by Hyperscalers, Sold in Marketplaces, Delivered via the Channel - Rob Spee, Vince Menzione

Let us know what you think of the podcast. Today’s partner ecosystem: fueled by hyperscalers, sold in marketplaces, and delivered through the channel. What can we expect of the partner experience in light of this new ecosystem model? We discuss this and more on today's episode with our Channel Panel members: Rob Spee of Channel Journeys podcast And Vince Menzione of the Ultimate Guide to Partnering® podcast This production is brought to you by Magentrix ✨💜 Magentrix is a pi...

2 years ago

35 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

24 - 5 Uncomfortable Truths About Channel Management & How You Can Confront Them - Barb Huelskamp

Let us know what you think of the podcast. 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 AlignmentThe Necessity of InvestmentThe Inevitability of ConflictThe Struggle of DifferentiationThe Demand for Constant EvolutionToday’s guest will share their experiences, ...

2 years ago

35 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

23 - Partner Marketing: Tips, Advice & Strategies to Stand Out - Ben Wright, PartnerFuel

Let us know what you think of the podcast. 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 ...

2 years ago

29 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

22 - Live: The State of Partner Engagement and Partner Portals in 2023 & Beyond - Rob Rebholz, Aaron Howerton, Paul Bird

Let us know what you think of the podcast. 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 landscapeFor a video version of this episode, see here: https://www.youtube.com/watch?v=5FkPi5I5wdI The conversation started on...

2 years ago

1 hour

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

21 - How to Align Channel Sales with Your Direct Sales, Darren Bibby

Let us know what you think of the podcast. Aligning your channel sales team with your direct sales team can be a great way to maximize your business's potential. This episode will provide an overview of how to align the two. In addition to tips and techniques to help you navigate this tricky situation, we will cover topics such as: the importance of communication and collaboration between the two teamscreating a unified sales strategyand the benefits of having a cohesive s...

2 years ago

30 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

20 - The Effects of Hyperscaler Marketplaces on Channel Sales & Partner Ecosystems

Let us know what you think of the podcast. Hyperscaler marketplaces are having a significant impact on channel sales. By providing customers with access to cloud-based services, hyperscaler marketplaces have become an increasingly popular way for customers to purchase IT services. This has led to a shift away from traditional channel sales, as customers are now able to purchase what they need directly from the cloud provider. As a result, channel partners must focus on providing v...

2 years ago

31 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

19- We asked MSPs: What Are Channel Chiefs Getting Wrong? - Tim Conkle, Jason Dittmann

Let us know what you think of the podcast. Take a listen to the latest episode of the Ultimate Channel Sales Podcast and hear two MSPs share their experiences and perspectives on managing their channel, from the channel partner's point of view. They share their strategies for success, the challenges they've faced, as well as their advice for other MSPs. Tune in to get an inside look at how channel partners manage their channel! This production is brought to you by Magentrix ✨💜 Magentrix is a ...

2 years ago

45 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

18 - Partner Ecosystems: Trends, Predictions & 2023 Forecast with Jay McBain

Let us know what you think of the podcast. In today’s episode, we’re bringing on a world-renowned professional who has been a long-standing expert in the partnerships industry, to discuss the most recent trends in partner ecosystems practices, as well as predictions for 2023, and a general forecast of what we should expect in the evolution of the partnerships space with regards to ecosystems. Today's guest is Jay McBain. Jay is the chief analyst of “channels, partnerships & ecosystem” at...

2 years ago

36 minutes

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

17 - 3 Partnerships Podcast Hosts Discuss 2022 Trends & 2023 Predictions

Let us know what you think of the podcast. We’ve brought together three hosts from three different podcasts in the partnerships space to review key insights and trends noticed in the past year from interviews with channel chiefs, partnership leaders and in the overall partner ecosystem landscape. Rob Spee is a seasoned and experienced channel and alliance executive. He has created and executed channel strategies and programs ranging from start-up mode businesses, all the way to a $350M busin...

2 years ago

48 minutes