The Software Channel Partner Podcast

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Leaders of software channel partner programs discuss their greatest challenges and best solutions


    • Mar 25, 2020 LATEST EPISODE
    • infrequent NEW EPISODES
    • 38m AVG DURATION
    • 37 EPISODES


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    Latest episodes from The Software Channel Partner Podcast

    Mercer Rowe: Using the Channel to Exploit New Business Models

    Play Episode Listen Later Mar 25, 2020 42:08


    Mercer Rowe -- Vice President, Global Channels and Alliances at Commvault -- has his own take on the dramatic shifts in the channel landscape over the past few years. And he outlines how he uses his "Three Ps" to drive partner success in this environment 

    Evan Kirstel: Using Social Media to Drive Channel Success

    Play Episode Listen Later Mar 18, 2020 38:16


    People spend more time on social media than any other online activity. B2B social media consultant talks about how software vendors and partners can use this channel to drive business results. 

    Rob Spee: Managing an Agile, Iterative Channel Program

    Play Episode Listen Later Mar 11, 2020 37:30


    Hear how at OutSystems Regional VP of Channel Sales Rob Spee is creating a modern channel program that can pivot and adapt quickly to ever-changing market conditions. 

    Jay McBain: The Top 10 Channel Trends for 2020

    Play Episode Listen Later Mar 3, 2020 42:45


    The podcast's most downloaded (aka most popular) guest, Forrester's Jay McBain, is back with his top 10 trends for the rapidly changing software channel. 

    Joseph Landes: Being a Learn-It-All Channel Person Rather Than a Know-It-All One

    Play Episode Listen Later Feb 4, 2020 41:32


    After more than 20 years at Microsoft, Joseph Landes is bringing his channel experience to grow four-year-old startup Nerdio, which is "99.9%" channel. He talks about the great value of being actively involved in the MSP community for building their business, and of Microsft CEO Satya Nadella's advice to be a learn-it-all rather than a know-it-all. 

    Mike Hanauer: The Cybersecurity Opportunity for MSPs

    Play Episode Listen Later Jan 28, 2020 27:29


    SMBs are under increasing cyber attacks, and that creates the opportunity -- if not the requirement -- for managed service providers to supply them with top quality cybersecurity. Skout Cybersecurity's Chief Revenue Officer Mike Hanauer talks about how they are creating the tools and packages for MSPs to succeed in this challenging area of services. 

    John DeLozier: Taking Advantage of a Once in a Generation Opportunity

    Play Episode Listen Later Jan 14, 2020 36:15


    8x8 SVP Global Channel John DeLozier has seen the channel from every side, including being a successful partner and global channel leader. In this episode he talks about the once-in-a-generation opportunity provided by the move from on-prem to the cloud and UCaaS, and how he's leading the dramatic growth in the channel's contribution to revenue at 8x8. 

    Sandra Glaser Cheek: Partnering is Personal - Creating the Partner Program of the Future

    Play Episode Listen Later Jan 7, 2020 37:05


    Sandra Glaser Cheek, VP of Global Partners and Alliances at Ciena, has long been interested in making a more personalized, bespoke program for each partner. In this episode she describes how, over the past couple years, she's done that at Ciena and the phenomenal results that it is starting to produce. 

    Balaji Subramanian: How to Win the Hearts and Minds of Your Partners

    Play Episode Listen Later Dec 18, 2019 47:36


    Balaji Subramanian of ServiceMax says that gaining mindshare of channel partners isn't enough: you have to win their hearts and minds. In this episode he describes a whole range of ways to make a superior channel program that will drive results. 

    Dina Moskowitz: Using Data to Build Better Partner Programs

    Play Episode Listen Later Dec 10, 2019 34:02


    At SaaSMAX, founder and CEO Dina Moskowitz talks about how they provide unique data insights to channel programs. Their Partner Optimizer database has over 120,000 partners in it. And they can help SaaS companies recruit the right partners as well as optimize their channel programs with other insights. 

    Janet Schijns: Forget the Naysers! Taking the Channel to the Next Level

    Play Episode Listen Later Dec 4, 2019 41:11


    Channel veteran Janet Schijns has been hearing that the channel is dead for years, but it always bounces back stronger than ever. In this episode she talks about how even cloud-based companies can take their partner program to the next level and succeed. 

    Gilbert Vendryes: Creating Partner Happiness for Competitive Advantage

    Play Episode Listen Later Nov 19, 2019 34:14


    Zoom's Gilbert Vendryes has a unique title on LinkedIn: Delivering Partner Happiness. In this episode he talks about how he creates competitive advantage for Zoom by creating a superior partner experience. Of course it was recorded in a Zoom Room! 

    Jean O'Neill: The Nitty Gritty of Managing 300+ Partners Day to Day

    Play Episode Listen Later Nov 13, 2019 39:58


    In the 25th episode of the Software Channel Partner Podcast, Cyxtera Technologies VP of Channel, Jean O'Neill, talks about how she manages 300+ partners to success with internal and external supports.

    Michelle Hodges: Slimming Down the Partner Community to Focus on Value

    Play Episode Listen Later Nov 5, 2019 29:53


    At Gigamon, roughly 95% of business is through the channel. Michelle Hodges, VP of Worldwide Channel & Alliances, describes how when she came onboard she cut out half of the partners to focus on the 50% that were most productive and could provide the most value. 

    Wayne Monk: Creating Superior Value with a Few Good Partners

    Play Episode Listen Later Oct 29, 2019 36:39


    Wayne Monk, SVP for Global Alliances and Channel Sales at ASG Technologies, is growing their channel's contribution to revenue. And he's focused on recruiting just a few good partners who are committed to ASG's program to do it. The results are impressive, with the channel now contributing 5X as much to revenue as just a few years ago. In this episode he talks about his unique set of the 4 Cs, and how he's growing the program. 

    John Woodall: A Partner Tells What Makes a Superior Channel Program

    Play Episode Listen Later Oct 23, 2019 39:08


    In this episode, instead of talking to the head of a major channel program, we're talking to a partner to better understand what makes for a great program from the partner's point of view. Hear the good, the bad, and the ugly of what vendors are doing, and how they can work with channel partners better. 

    Chris Lamborn: Improving on a Partner-focused Channel Program

    Play Episode Listen Later Oct 15, 2019 39:47


    Chris Lamborn, NetApp Head of Worldwide Partner Go-to-Market and Programs, recognizes that the channel is changing faster than ever. To attract and retain partners that drive about 75% of NetApp's revenue, he talks about how he is leading major changes to focus their program on delivering simplicity, consistency, and differentiation. 

    Larry Hann: How a Hardware Company Started to Push IoT Software Through the Channel

    Play Episode Listen Later Oct 9, 2019 32:24


    For decades APC has manufactured and sold power and cooling hardware through the channel. Now it is enabling its offerings with Internet of Things software. Larry Hann talks about how this is totally changing how the channel sells and relates to customers, and the huge opportunity that it is creating for APC. 

    Taylor Macdonald: Using the Channel to Take Advantage of a Once in a Lifetime Opportunity

    Play Episode Listen Later Oct 1, 2019 43:17


    Small and mid-sized companies are transitioning from on-prem to cloud accounting software. Sage Intacct SVP of Channels, Taylor Macdonald, explains how this cloud company is using the channel on top of their direct sales force to capitalize on this unique opportunity. 

    Ian Moyse: Does the Cloud Make the Channel Obsolete?

    Play Episode Listen Later Sep 24, 2019 44:29


    Channel veteran Ian Moyse consults with many companies on strategy. In this episode he talks about how the Internet has disrupted many industries, including software. And he suggests that the same forces that have moved so much software into the cloud may be making the channel obsolete. 

    Louise Cooke: Creating a New Partner Program from Scratch

    Play Episode Listen Later Sep 19, 2019 41:28


    When BigID decided to turn to the channel, they hired veteran Louise Cooke. In this episode she describes what goes into building and launching a global partner program from scratch. 

    Carmen Sorice III: Making a 90% Channel Program Even Better

    Play Episode Listen Later Sep 12, 2019 37:24


    Commvault has traditionally been a channel-centric company, with over 90% of its revenue being indirect. But a year ago they created a new position and brought in channel veteran Carmen Sorice III to take their program to the next level. In this episode he talks about some of the many ways in which he's made the program even better for partners, and improved the partner experience. 

    Alyssa Fitzpatrick: Helping Microsoft Partners Adopt a Mobile First, Cloud First Strategy

    Play Episode Listen Later Sep 3, 2019 45:19


    Microsoft has always been channel-centric, with the vast majority of its revenue generated by hundreds of thousands of channel partners. But when CEO Satya Nadella announced a Mobile First, Cloud First strategy five years ago it meant a major challenge for its partners. In this episode Alyssa Fitzpatrick, General Manager of Worldwide Partner Sales talks about how the Microsoft partner program is evolving and how they're helping partners succeed in the new tech landscape. 

    Lauren Duda: Building the Airplane While the Partner Program is in Flight

    Play Episode Listen Later Aug 21, 2019 32:26


    You can't always make things perfect before launching your partner program. In fact, you never can. Lauren Duda, the Couchbase Senior Director of Worldwide Partner Marketing and Development, talks about how they are building, scaling, and improving their partner program in the midst of rapid growth of the channel. 

    Chris Essex: Moving Closer to 100% Indirect with a Partner First Approach

    Play Episode Listen Later Aug 6, 2019 44:14


    Chris Essex is the SVP for Global Sales at AppRiver. In this episode he discusses how AppRiver is scaling its partner program to thousands of partners with their Partner First approach, and how as a result the channel is contributing an ever larger share of AppRiver's revenue. 

    Scott Mann: Building a Channel Program to Compete with the Big Guys

    Play Episode Listen Later Jul 23, 2019 40:14


    Some companies look at what the largest players in their industry are doing and try to duplicate that, but Scott Mann describes how Scale Computing took advantage of its unique capabilities to create a channel program that is different and successful. 

    Craig Donovan: Creating a Great Partner Experience with Born in the Cloud Distribution

    Play Episode Listen Later Jul 9, 2019 28:14


    Craig Donovan explains how Pax8 brings a new perspective to the software channel partner experience as a born in the cloud distributor 

    Michelle Ruyle: Creating a Successful SaaS Startup Channel Program

    Play Episode Listen Later Jun 25, 2019 39:54


    Unless they're VC-funded, with limited resources and little brand recognition, the challenges for a SaaS startup are especially big. In this episode Michelle Ruyle explains how by sticking with a plan, they can achieve significant revenue from the channel in 18 months. 

    Tony Rummans: Making the Global Distributor Channel Rock

    Play Episode Listen Later May 29, 2019 50:56


    Tony Rummans is the VP of Global Sales at BitTitan, and an experienced veteran of the software channel with previous experience at IBM, ProQuest and Kofax. In this episode Tony describes how BitTitan uses and supports software distributors to create a global reach. 

    Christine Sanni: Generating Impact Through Business

    Play Episode Listen Later May 21, 2019 35:15


    Christine Sanni is a channel manager for Intelisys, and much, much more. She counsels Intelisys partners on branding, sales, marketing, and business to help them provide impact for their customers, and grow. And then she goes on to her second job as the CEO of ConserveGeo, a specialized environmental company, and her partner role in a VC firm. 

    Jay McBain: Dealing with a Rapidly Changing Channel Lanedscape

    Play Episode Listen Later May 14, 2019 45:34


    Forrester's Principal Analyst for Channels, Partnerships and Alliances, Jay McBain, is our guest on the podcast this week. From the very beginning, when he says that the channel has changed more in the past 18 months than the previous 37 years, Jay is full of surprising and useful insights. Among the many topics that we covered are: What separates the best channel programs from the rest? The decline in the proportion of software sales through the channel that he thinks is coming The rising importance of marketplaces and the "shadow channel" Which of the 90 channel program competencies are most critical The place for low code/no code software And much, much more! We could have used much more time! Check it out. 

    Ayesha Prakash: Scaling a Global Software Channel Program

    Play Episode Listen Later Apr 30, 2019 21:51


    Ayesha Prakash is the Head of Worldwide Channels and Partnerships at Flashpoint. In just a couple years she has led the growth of indirect from less than 10% of their revenue to close to half. In this episode she describes some of the tactics and programs that have been most successful in driving that growth. 

    Sheryl Wharff: Driving ROI with a Software Partner Program

    Play Episode Listen Later Apr 23, 2019 36:42


    Sheryl Wharff, the Americas Channel and Alliance Partner Marketing Leader for Micro Focus, talks about the new partner program and portal that they've launched, and how she drives programs to deliver measurable results. 

    Eran Rosenblum: Growing a Global Software Partner Program

    Play Episode Listen Later Apr 17, 2019 25:44


    Israel has a terrific tech sector but a very, very small domestic market, so creating a global partner program is critical to the success of many companies. Eran Rosenblum of Gainsight explains how to do that. 

    Marcus Cauchi: Making Channel Sales Work

    Play Episode Listen Later Mar 25, 2019 37:16


    Marcus Cauchi has worked with many channel organizations and trained countless sales reps and executives. In this episode he describes some of the best channel sales practices. 

    J.P. Dundas: How to Create Uncommon Relationships with Your Channel Partners

    Play Episode Listen Later Mar 25, 2019 33:40


    J.P. Dundas, the Director of North American Channel Sales at Fuze, talks about the importance of relationships with channel partners and creating something uncommon and memorable. 

    Rob Rae: Creating the 100% Channel Program

    Play Episode Listen Later Mar 24, 2019 44:18


    In this inaugural episode of the Software Channel Partner podcast, Rob Rae, Vice President of Business Development at Datto, talks about how they created a global, 100% channel program 

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