Podcasts about channel sales

What does it take to succeed in today's channel sales landscape? Mark Conley, Vice President, Americas Channel Sales at Cohesity, joins Harry Kendlbacher to unpack the evolution of channel partnerships — and what it means to lead in an environment where influence, trust, and collaboration matter more than ever. They talk about: - How to build partner trust without controlling the outcome - The unique challenges of managing distributed teams - What sales leadership looks like in a fast-changing partner ecosystem - And why clarity, consistency, and culture are critical to driving results This one's for anyone thinking about the future of sales leadership in a partner-first world.

In this episode of The Gate 15 Interview, Andy Jabbour speaks with Brian Hein and Kristen Dalton, with Silobreaker. Brian presently serves as a Senior Strategic Advisor, and Kristen is the Director, Channel Sales.In the podcast we discuss:​Brian and Kristen's personal and professional backgrounds (did you know one of them played in two NCAA women's basketball tournaments? And it wasn't the guy known as “The Paul Revere of Cybersecurity.“).​Silobreaker, OSINT and making intel useful.​Threats, challenges and mitigating risks.​The power of communities, collaboration, and making connections (and of course, ISACs!).​We play 3 Questions! ​And talk about some of our favorite places, growing up on the internet, and pork chops.​Lots more!

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 10, a seasoned sales leader with extensive experience in tech startups, particularly in AI and pharma. We talked about her journey from being an early employee at startups to leading high-performing sales teams. Candidate 10 emphasized the value of foundational sales skills, understanding individual motivations, and crafting effective compensation plans. She also shared her unique ability to read people, her aspirations for future leadership roles, and her perspective on what truly defines a successful sales leader.   Chapters 00:00 Introduction to the Goats of Growth Podcast 01:02 Jenna Okoro's Career Journey 03:08 The Importance of Foundational Sales 05:21 Transitioning from Individual Contributor to Leader 07:40 Identifying Individual Strengths in Sales 08:27 Understanding Comp Plans and P&L Management 10:47 Future Aspirations and Industry Preferences 12:54 Bonus Question: Magic Wand Abilities 14:59 The Art of Reading People 17:49 Secret Sauce: What Makes You Unique 19:21 Conclusion and Final Thoughts

Ian Altman discusses the common oversights in channel sales teams, emphasizing that top performers excel in sales skills rather than product knowledge. He suggests that product launches should focus on market demand, problem-solving, and customer needs rather than just features. Altman recommends gathering feedback on sales challenges, preparing responses to objections like price, and using role-play scenarios to enhance sales techniques. He also stresses the importance of ongoing education and connectivity through platforms like Zoom or Google Meet to reinforce learning and maintain team engagement.Biggest MistakesSpending too much time talking about features and benefits of new productsFocusing solely on product knowledge instead of sales skillsNot explaining the demand in the marketplace that prompted the creation of new productsWhat can the company do to reduce friction and make it easier to do business with compared to other brands?Best PracticesFocus on solving client problems rather than extensive product knowledgeHave product managers explain why the product was introduced and what problem it solvesDiscuss how new products make customers' lives better and reduce risksSolicit information from attendees about where deals are getting stuckCreate role-play scenarios to model great conversations and outreach techniquesEnsure attendees leave with actionable plans and set up mechanisms for ongoing engagement

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 7, who shares his unique career journey from military service to cybersecurity sales. We discuss the importance of channel sales, valuable career advice, and how he balances work with family life. Candidate 7 reflects on facing setbacks, seeking new opportunities, and the impact of recommendations in the job market. He outlines his ideal job description and expresses openness to roles beyond cybersecurity, highlighting the importance of SaaS. Chapters 00:00 Introduction to the Goats of Growth Podcast 01:06 Unique Career Journey 04:52 The Importance of Channel Sales 06:33 Valuable Career Advice: Visit Customers 09:11 Balancing Work and Family Life 11:51 Facing Setbacks and Personal Growth 13:25 Seeking New Opportunities 15:37 The Value of Recommendations 17:10 Ideal Job Description for Future Roles 20:42 Open to Opportunities Beyond Cybersecurity 21:48 Compensation Expectations 22:57 Career Advice for the Next Generation

Take a deep dive into how private equity firms are streamlining reporting, reducing inefficiencies, and driving portfolio-wide growth using HubSpot. This episode features an insightful conversation between Paul Schmidt, SmartBug's VP of Marketing, and Casey Peddicord, Senior Director of Channel Sales, breaking down how private equity firms are overcoming fragmented tech stacks, manual reporting, and siloed data by using HubSpot as a single source of truth.

Today we're tackling one of the biggest questions B2B companies face: Should you keep both HubSpot and Salesforce connected—or is it time to fully switch? Join Casey Peddicord, Senior Director of Channel Sales at SmartBug, and Alex Bisaillon (a.k.a. “Biz”), Solution Architect at SmartBug, as they break down how to decide between integrating and migrating, based on real-world experience helping companies align their revenue tech stacks.

What's the real difference between a CFO and a COO? Can you do both roles simultaneously? And which title is more desirable from a career perspective? Today's guest, Colin Sims, who is currently the CFO of Hunters but has held both titles multiple times, joins CJ to answer these questions and to talk about channel sales. They discuss what it takes to build a successful channel sales model and how companies need to “feed the channels" before expecting them to feed the company in return. You'll hear about winning sales motions, what to look for in a CRO, and why transparency trumps democracy when it comes to business decisions.If you're looking for an ERP, head to NetSuite: https://netsuite.com/metrics and get the CFO's Guide to AI and Machine Learning.—SPONSORS:Planful is a financial performance management platform designed to streamline financial tasks for businesses. It helps with budgeting, closing the books, and financial reporting, all on a cloud-based platform. By improving the efficiency and accuracy of these processes, Planful allows businesses to make better financial decisions. Find out more at www.planful.com/metrics.Subscript is a modern billing and revenue recognition platform designed for SaaS finance teams that need flexibility and accuracy. From automated invoicing and dunning to compliant, transparent revenue recognition and real-time analytics, Subscript eliminates manual work, reduces errors, and gives you a single source of truth for all your financial data. Book a free demo at subscript.com.Rippling Spend is a spend management solution that handles your entire company's spending in one unified system. It enables you to bring your corporate cards, expense management, bill pay, and more into one place to achieve real-time visibility and uniquely granular control with automated policy controls across every type of spend. Get a demo to see how much time your org would save at rippling.com/metrics.Vanta's trust management platform takes the manual work out of your security and compliance process and replaces it with continuous automation. Over 9000 businesses use it to automate compliance needs across over 35 frameworks like SOC 2 and ISO 27001. Centralize security workflows, complete questionnaires up to five times faster, and proactively manage vendor risk. For a limited time, get $1,000 off Vanta at vanta.com/metrics.Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit tropicapp.io/mostlymetrics to learn how.NetSuite provides financial software for all your business needs. More than 40,000 companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform, head to NetSuite https://netsuite.com/metrics and get the CFO's Guide to AI and Machine Learning.—LINKS:Colin Sims: https://www.linkedin.com/in/colinjsims/Hunters: https://www.hunters.security/CJ on X (@cjgustafson222): https://x.com/cjgustafson222Mostly metrics: http://mostlymetrics.com—TIMESTAMPS:(00:00) Preview and Intro(02:35) Sponsor – Planful | Subscript | Rippling Spend(06:39) The Real Difference Between a CFO and a COO(12:58) Why CFOs Are in Greater Demand Than COOs(16:48) Sponsor – Vanta | Tropic | NetSuite(22:21) The CFO-COO Hybrid Role(23:39) Skills To Be a Good COO(26:21) A Winning Sales Motion and the CRO(32:07) Intellectual Curiosity and the Ability To Learn and Adapt(34:48) CROs for Different Stages(36:32) Channel Sales Models That Rely on Partners(41:14) The Predicability of Channel Models(44:24) Where Channel Sales Go Wrong(47:05) The Different Types of Channels(49:03) Transparency Works, Democracy Doesn't(54:27) Long-Ass Lightning Round: Hiring Mistakes(55:56) Finance Software Stack(58:02) Craziest Expense Story Get full access to Mostly metrics at www.mostlymetrics.com/subscribe

What do journalism and channel sales have in common? More than you might think.In this episode of Partnerships Unraveled, we sit down with Steven Kiernan, EMEA Sales Leader at Omdia, to explore his unconventional journey from B2B journalism to leading sales at one of the most respected partner ecosystem research firms. Steven shares how storytelling, trust, and deep listening skills honed in journalism have been critical in his transition to sales leadership.We also dive into the seismic shifts shaping the channel today, including:- The ongoing battle between born-in-the-cloud partners and traditional resellers- How large VARs and distributors are adapting (and thriving) in the cloud era- The SMB market explosion and why distribution remains a key player- The evolving role of AI in channel marketing and partner strategies- How hyperscaler marketplaces are disrupting software sales and partner ecosystemsSteven brings his unique analyst-turned-sales-leader perspective to unpack the trends, challenges, and opportunities that channel leaders must navigate over the next five years.If you're looking for strategic insights on where the channel is headed next, this episode is a must-listen!Connect with Steven: https://www.linkedin.com/in/steven-kiernan/_________________________Learn more about Channext

Join us as Jim Moineau, Senior Director of Channel Sales at Transaction Network Services, shares his transformative journey from a passionate chef to a powerhouse in sales. Much like the patience and precision required to land a trophy fish, Jim has mastered the art of reeling in big deals by navigating the waters of rejection, resilience, and relationship-building. He also sheds light on the critical role TNS plays in safeguarding business communications, combating issues like spam and spoofing that erode consumer trust. In this conversation on high-performance sales leadership, Jim emphasizes the importance of treating team members as unique individuals, fostering trust, and creating a results-driven environment inspired by Jack Welch's performance-oriented management style. He unpacks the most common pitfalls in sales leadership—from mishandled compensation to lack of transparency—and shares hard-earned lessons from his own career. Beyond sales, Jim dives into the psychology of motivation and authenticity in leadership, highlighting how personal experiences shape work ethic. He discusses what truly drives people—whether it's the lure of success or the fear of failure—and the difference between hollow praise and meaningful recognition. Drawing from decades of experience, he underscores the power of genuine relationships and trusted networks as the ultimate fishing net for long-term success in sales. Whether you're angling for bigger deals or leading a team of top performers, Jim's insights will help you refine your approach and land the big one. Jim Moineau is a seasoned sales leader with over 40 years of experience in channel sales, sales management, and executive selling. As Senior Channel Sales Director at Transaction Network Services, he consistently ranks in the top 10% of performers, driving revenue and building high-impact sales teams. A proven channel champion, he has held key roles at Metromedia, AT&T, Level 3, and Masergy, where he became the top seller of all time, contributing 10% of company revenue ($6M MRR). Focused on delivering exceptional customer outcomes and financial success for partners, Jim leads with a results-driven mindset—win or move on. Outside of work, he is a passionate former chef, avid offshore and fly fisherman, and dedicated cyclist. Originally from Palm Beach County and Boston, MA, he brings the same energy and precision to his personal pursuits as he does to sales.    Quotes: "Rejection is not the end—it's the beginning of a conversation. Embrace it as a sign that something is happening."  "True leadership is about understanding that work impacts personal and family well-being, and treating each team member as an individual with unique needs."  "The essence of effective sales leadership lies in authenticity and trust. It's about fostering meaningful connections and leveraging trusted contacts for success."  "From selling beepers using pay phones to leading channel sales, my journey has always been about tenacity and never giving up."    Links:  Jim's LinkedIn - https://www.linkedin.com/in/jimmoineau/ Transaction Network Services - https://tnsi.com Find this episode and all other Sales Lead Dog Episodes at https://empellorcrm.com/salesleaddog/ 

How do you build a channel strategy that actually works for partners? Joe Sykora, SVP of Channel Sales, Distribution, and Alliances at Proofpoint, started his career running an MSP. Now, he's leading global channel growth at one of the biggest cybersecurity companies in the world.In this episode, Joe breaks down why most partner programs are overly complicated and how simplifying them can drive real results. He shares his framework for creating predictable revenue, explains why resell margins are fading in favor of service-led profitability, and talks about the growing role of AI in cybersecurity and MSP operations.Joe also reveals his approach to building a high-performance team, the lessons he's learned from years in the field, and how he sees the future of the channel evolving. Whether you're a vendor or a partner, this conversation is packed with insights you can apply today.Connect with Joe: https://www.linkedin.com/in/joesykora/_________________________Learn more about Channext

In this episode, Sandy Vance speaks to Joseph Hernandez, VP of Channel Sales at BluIP, and Vivek Kuppuswamy, Principal Produce Manager at BluIP. They explore how BluIP's Conversational AI and Virtual Agent solutions revolutionize healthcare workflows by automating patient interactions, streamlining appointment scheduling, and enhancing the patient experience. They also discuss how AI-driven communication reduces administrative burden, improves operational efficiency, and enables healthcare providers to move past organizational tasks and focus on delivering quality care.Episode NotesBeginning with a look at the history of automation in healthcare, Joseph and Vivek explain that the concept behind BluIP's Conversational AI is not new; it fills a similar role to an automated voice menu. However, BluIP's Conversational AI does not require callers to use specific language to understand their requests. It can also pick up on context and learn from new interactions. This technology helps to address populations who do not use apps like MyChart and want to interact with someone over the phone while streamlining workflows and reducing churn. Additionally, Joseph, Vivek, and Sandy discuss the future of AI at BlueIP and in health care in general.In this episode, they discuss:How AI is transforming the patient experienceThe opportunities that conversational AI is creating for healthcare providersThe primary use-cases for BluIP's Conversational AI in the healthcare spaceHow BlueIP works with organizations to integrate conversational AI to meet their individual needsThe advances in virtual agent technology that solve for patient populations who want to interact over the phoneThe ROI for Conversational AI, which consists of a combination of tangible returns and a less tangible opportunity costHow Conversational AI reduces churn, increases patient satisfaction, and increases staff satisfactionThe future of Conversational AI in healthcare communicationsBluIP's continued efforts to innovate, including reducing implementation timelines and low-code applicationsA little about Joseph and Vivek:Joseph Hernandez is a patient satisfaction advocate and technologist who specializes in conversational Artificial Intelligence and optimizing healthcare workflows. With a deep understanding of both digital channel contact centers and healthcare technologies, he designs patient-centered healthcare solutions for national health systems and community health centers. Drawing on his experience and understanding of the relationships between payers, providers, patients, and population health initiatives, Joseph helps customers optimize their current technology and adopt innovative solutions for the evolving healthcare landscape.Joseph is also an executive member of several healthcare organizations with a charter to close the gap in healthcare disparities and introduce technologies that lead to better patient outcomes; acting as a conduit between healthcare professionals and national healthcare organizations. At BluIP, Joseph is the VP of Channel Sales; matching clients with BluIP's solutions.Vivek is a Principal Product Manager at BluIP, and is driving the growth of BluIP's AI product portfolio. Prior to working at BluIP, Vivek spent 14 years building enterprise-grade SaaS products, with expertise in entertainment, CPG, and high-tech industries.

Send us a textJoe Lohmeier is VP Channel Sales of NinjaOne, a company whose automated endpoint management platform is proven to increase productivity, reduce security risk, and lower costs for IT teams and managed service providersJoe provided insights into the Managed Service Provider (MSP) channel community, emphasizing the importance of MSPs in managing IT for their clients. He discussed NinjaOne's commitment to customer satisfaction and innovation, identifying enhanced data protection and automation of cybersecurity tasks as key focuses for 2025. The ongoing consolidation in the industry was noted as a driving force for MSPs and Value-Added Resellers (VARs) to improve their service offerings. Joe also stressed the need for a unified approach to endpoint management, particularly in light of emerging AI technologies and the vulnerabilities they present.Both Julian and Joe acknowledged the changing landscape of the MSP sector, with traditional incumbents losing ground, and emphasized the importance of nurturing channel relationships.To become a certified IT Ninja, go to: https://www.ninjaone.com/ninjaone-academy/See Joe's past interview with us at: https://www.e-channelnews.com/channel-chief-interview-joe-lohmeier/

Holly B. Hunt, the Vice President of Channel Sales for Cipher, shares her compelling journey in building an indirect sales channel for a leading cybersecurity firm. Her story weaves through the essential themes of resilience, persistence, and the critical role of networking in advancing one's career. Holly discusses the burgeoning demand for managed security services amidst rising cybersecurity threats and how Cipher's roots in Brazil and expansion to the U.S. are influencing their strategic growth. Her insights resonate deeply with sales professionals navigating the rapidly changing cybersecurity landscape.  Listeners are treated to an inspiring narrative that follows the evolution of sales careers and leadership roles. We explore the transformation of an individual who progressed from managing a clothing store sales team during college to leading a podcast business. This segment spotlights the power of embracing new opportunities and special projects, which capture leadership attention and facilitate career advancement. The episode further highlights the shift from a numbers-focused mindset to a leadership approach that thrives on empathy and effective communication, encouraging team growth and productivity.  The conversation continues by addressing work-life balance and the importance of mentorship, particularly for women in male-dominated fields like cybersecurity. Holly emphasizes the necessity of taking time off for mental health and how leaders can foster a supportive environment for their teams. She shares personal experiences of overcoming gender biases with the help of a dedicated mentor, underscoring the transformative impact of guidance and honest feedback. The discussion wraps up with insights on the effective utilization of CRM systems in sales organizations, highlighting their potential pitfalls and benefits when used correctly. Holly B. Hunt is a seasoned sales leader with nearly two decades of experience in telecommunications sales, sales leadership, enablement, and channel development. She is currently the VP of Channel Sales at Cipher, a global Managed Security Services Provider, and has previously held leadership roles at Comcast Business, AT&T, Windstream, and others. Holly has been widely recognized in the IT channel, earning multiple accolades, including the Women of the Channel list (2022-2024), Sandler Partners' National Channel Manager of the Year (2022, 2023), and the LEAD award for exceptional female leaders (2023). She actively contributes to industry organizations, serving on the board of the Alliance of Channel Women and OAPB Fishing Foundation, and as Communications Chair for the Alliance of Channel Women. Holly was recently inducted into Cloud Girls and is a sustaining member of the Junior League of Fort Lauderdale. A double-degree graduate from the University of Georgia, she is also an entrepreneur and has moderated the John Maxwell Live 2 Lead Leadership Conference.    Quotes: "Resilience isn't just about bouncing back; it's about growing through the challenges and emerging stronger in your career journey." "In the rapidly evolving world of cybersecurity, the power of networking cannot be underestimated. Your network truly is your net worth." "Effective leadership isn't just about numbers; it's about fostering a team environment where empathy and communication drive success." "Embracing vulnerability as a leader can transform not only your team dynamics but also your personal relationships.”   Links: Holly's LinkedIn - https://www.linkedin.com/in/hollybhunt/ Cipher - https://www.cipher.com Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Have a great point of view to add? Send us a text with your thoughts!AI is transforming the way we work, but in B2B sales, the fundamentals remain the same—trust, relationships, and value-driven conversations.This week on The Tech Marketing Podcast, Adam Brown, Head of Channel Sales at Samsung, joins the conversation to explore how AI can enhance efficiency and insight—but why it will never replace the human connection that closes deals.We dive into AI's potential to reshape sales, the challenge of maintaining authenticity, and why critical thinking and storytelling are more important than ever.

Today on the Clean Power Hour, host Tim Montague sits down with Joe Ross, Associate Director of National Accounts and Channel Sales at CPS America, to discuss the evolution of power electronics, detailing the shift from central inverters to the more efficient and scalable string inverters. He explains why string inverters are revolutionizing commercial and utility-scale solar projects, offering greater reliability, easier maintenance, and better long-term financial performance.But it's not just about technology—Joe also shares his thoughts on mentorship, leadership, and the future of solar careers, emphasizing the importance of attracting new talent to the clean energy sector.We also delved into key industry events and gatherings, including RE+ Boston on February 12-13 (CPS, Booth 654), Intersolar North America in San Diego on February 25-27 (CPS, Booth 2117), and CPS America's Innovation Day in Dallas on April 2. They highlight the significance of these events for networking, learning about new inverter technologies, and connecting with industry professionals. Check out CPS Product Innovation Day 2025: https://loom.ly/Ll19EVkThe conversation also dives into the financial calculus behind solar adoption, with Ross emphasizing that upfront savings from central inverters often pale against the operational costs of downtime. If you're ready to learn how solar inverters are shaping the future of energy and what's next for CPS America, this is an episode you don't want to miss!Social Media HandlesJoe RossCPS America Support the showConnect with Tim Clean Power Hour Clean Power Hour on YouTubeTim on TwitterTim on LinkedIn Email tim@cleanpowerhour.com Review Clean Power Hour on Apple PodcastsThe Clean Power Hour is produced by the Clean Power Consulting Group and created by Tim Montague. Contact us by email: CleanPowerHour@gmail.com Corporate sponsors who share our mission to speed the energy transition are invited to check out https://www.cleanpowerhour.com/support/The Clean Power Hour is brought to you by CPS America, maker of North America's number one 3-phase string inverter, with over 6GW shipped in the US. With a focus on commercial and utility-scale solar and energy storage, the company partners with customers to provide unparalleled performance and service. The CPS America product lineup includes 3-phase string inverters from 25kW to 275kW, exceptional data communication and controls, and energy storage solutions designed for seamless integration with CPS America systems. Learn more at www.chintpowersystems.com

In this interview, Richard Tubb speaks to Rob Rae, Corporate Vice President of Community and Ecosystems for Pax8. They're a cloud marketplace for future-focused managed service providers (MSP). After 20 years in the channel, Rob has a lot of advice on how to build better MSP ecosystems.Richard asks Rob for his thoughts on the recent Pax8 Beyond EMEA event, how he thinks events impact the wider MSP community and what the plans are for future conferences.Rob shares his journey in the channel and why he left Datto to work at Pax8, as well as what his day to day routine looks like. He talks about their company culture, what they're up to behind the scenes and the realities of expanding into new continents.Richard asks Rob what he thinks of the recent CompTIA acquisition (Rob is a board member), the lessons he's learned from his time in the industry and the advice he'd give to potential leaders, as well as who he goes to for inspiration and support.Cybersecurity and backup: DattoMSP Technology and IT Management: ConnectWiseIT & security management: KaseyaPodcast: Rob Rae bonusodeDan Wensley, Operating Advisor, Top Down Ventures; Strategic Advisor, ScalePadCybersecurity and data protection tool: AcronisIT certifications and training: CompTIAAustin McChord, Chief Executive Officer at CasanaCharlie Tamayo from RoostPaul Redding at CyberQPScott Barlow, Sophos NextGen Cybersecurity Channel Sales LeaderJason MageeNadia Karatsoreos, Channel Sales and Marketing Specialist, n-AbleChristine Gassman, VP of Community at MailprotectorPax8 Beyond 2025

Live from the Yardbird in Las Vegas, we're bringing you a special limited series of episodes from AWS re:Invent 2025. Join us as we check in with AWS and take an industry temperature check.  Plus, we'll keep you updated on all the latest news and juicy gossip from the Strip. On the second packed day of the conference Dave and Rob talk about vertical adoption of Cloud, and how it is being adopted to drive industry innovation, with:Ozgur Tohumcu, GM Automotive & Manufacturing about Innovation in the Automotive IndustryRachel Skaff, MD North America Partner & Channel Sales all Industries, about Transforming the Industriesplus Databricks drop by to talk about Data Swamps in Public Sector!TLDR01:11  Setting the scene for Day 2 by the team08:48 Transforming the Industries with Rachel Skaff38:24  Innovation in the Automotive Industry with Ozgur Tohumcu1:03:56 Data Swamps with Databricks1:17:40 Reflections on Day 2 by the teamGuestsOzgur Tohumcu: https://www.linkedin.com/in/ozgur-tohumcu-321a87/Rachel Skaff: https://www.linkedin.com/in/rachelskaff/HostsDave Chapman: https://www.linkedin.com/in/chapmandr/Rob Kernahan: https://www.linkedin.com/in/rob-kernahan/ProductionMarcel van der Burg: https://www.linkedin.com/in/marcel-vd-burg/Dave Chapman: https://www.linkedin.com/in/chapmandr/SoundBen Corbett: https://www.linkedin.com/in/ben-corbett-3b6a11135/Louis Corbett:  https://www.linkedin.com/in/louis-corbett-087250264/'Cloud Realities' is an original podcast from Capgemini

In this HVAC Quick Take, Tony Mormino, joined by Joe Naccarello, Senior Vice President of Channel Sales & General Manager of DX at Nortek Air Solutions, and Mark Murray, President of Insight Partners, delves into the essentials of Custom Air Handling Units (CAHUs). They discuss performance, dimensions, material choices, and life expectancy, providing a deeper understanding of these specialized units. This segment is derived from the main event "How To Master Custom Air Handlers."

The Importance of Channel Sales and Leveraging Partnerships Tom Henderson, VP of Worldwide Channel at Wiz, delves into the world of channel sales and provides valuable insights on how to implement a successful channel go-to-market strategy. As someone who has spent years working in the channel sales ecosystem, Tom shares his personal experiences and expertise, highlighting the misconceptions and strategies that companies often overlook. According to Tom, many playbook companies struggle to effectively leverage the channel due to a lack of understanding of how to build a channel sales motion. He attributes this to a focus on direct sales and neglecting the importance of building relationships with partners. Tom emphasizes the need for a channel-forward approach, where companies prioritize building trust and relationships with partners to generate revenue. Tom highlights the numerous benefits of leveraging the channel, including reduced rep ramp time, bigger deal sizes, and faster deal cycles. He also mentions the importance of pipeline generation and marrying it with channel sales. Tom suggests that companies should focus on understanding what their partners do well and building champions, as this is key to successful deal-making. The podcast stresses the importance of building trust and relationships with partners to generate revenue. Tom emphasizes the need for executives to provide sponsorship and support, as well as for companies to spend time with partners and build trust. This trust is essential for partners to generate revenue and for companies to achieve their goals. Tom emphasizes the importance of executive sponsorship and building champions at the executive level to help reps become more productive. He suggests that having a business partner mindset is essential for success, and that companies like Pure Storage have demonstrated this by making their channel person a business partner of the second-line manager. The podcast also discusses the importance of having a playbook and structure to make the most of the channel's potential. Tom has developed a playbook that has evolved through his different jobs and companies, and emphasizes the importance of getting reps productive and having good RD enablement. Tom speaks about building a team with a mix of experienced sales reps and people who have run their own companies. He emphasizes the importance of molding each person's growth and development, and suggests that it's not necessary to hire people with 10,000 hours of experience, but rather those who are curious and have good DNA. Tom's playbook is quite prescribed, but he emphasizes that it can be adjusted to fit the channel by moving a few parts. He suggests that having a business partner mindset and a clear structure is essential for success in the channel.

Hey CX Nation,In this week's episode of The CXChronicles Podcast #241 we welcomed Lynn Schlesinger, Chief Customer Experience Officer (CXO) at Forbes based in New York City. Lynn has 20+ years of experience developing and executing strategies to drive revenue and market cap. Expertise building and leading high-performing B2B + D2C cross-functional marketing teams for global matrixed organizations and lean fast growing companies. The Forbes brand today reaches more than 94 million people worldwide with its business message each month through its magazines and 37 licensed local editions around the globe, Forbes.com, TV, conferences, research, social and mobile platforms. Forbes Media's brand extensions include conferences, real estate, education, financial services, and technology license agreements.  In this episode, Lynn and Adrian chat through the Four CX Pillars: Team, Tools, Process & Feedback. Plus share some of the ideas that her team think through on a daily basis to build world class customer & marketing focused experiences.**Episode #241 Highlight Reel:**1. Building a customer experience that reaches 94 million people worldwide 2. Having a "lean and mean" team at Forbes to drive success 3. Leveraging employee feedback to build a culture that thrives  4. CXO's act as conductors in their business to drive change & connect dots 5. Why your teams must be diverse & come from various backgrounds Click here to learn more about Lynn SchlesingerClick here to learn more about ForbesHuge thanks to Lynn for coming on The CXChronicles Podcast and featuring her work and efforts in pushing the marketing, customer experience & customer success space into the future.If you enjoy The CXChronicles Podcast, stop by your favorite podcast player hit the follow button and leave us a review today.For our Spotify friends, click here to make sure you are following CXC & please leave a 5 star review so we can find new listeners & members of our community.For our Apple friends, same deal -- click here to follow CXCP and leave us a review letting folks know why you love our customer focused content.You know what would be even better?Go tell one of your friends or teammates about CXC's content,  our strategic partners (Hubspot, Intercom, Zendesk, Forethought AI, Freshworks, TimeToReply & Ascendr) + they can learn more about our CX/CS/RevOps services & please invite them to join the CX Nation!Are you looking to learn more about the world of Customer Experience, Customer Success & Revenue Operations?Click here to grab a copy of my book "The Four CX Pillars To Grow Your Business Now" available on Amazon or the CXC website.For you non-readers, go check out the CXChronicles Youtube channel to see our customer & employee focused business content. Reach Out To CXC Today!Support the Show.Contact CXChronicles Today Tweet us @cxchronicles Check out our Instagram @cxchronicles Click here to checkout the CXC website Email us at info@cxchronicles.com Remember To Make Happiness A Habit!!

Hey CX Nation,In this week's episode of The CXChronicles Podcast #240 we welcomed Erik Huberman, Founder and CEO of Hawke Media based in Santa Monica, CA. Since Erik & his team launched in 2014, Hawke Media has swiftly risen to become the fastest-growing marketing agency in the U.S., now valued at over $150 million. Erik's vision for Hawke Media has always been to revolutionize marketing, and they have achieved this with their AI-enabled and tech-integrated approach. They proudly serve over 4,700 brands worldwide, including industry leaders like Red Bull, Casamigos, Verizon, Crocs, and Barstool Sports.In this episode, Erik and Adrian chat through the Four CX Pillars: Team, Tools, Process & Feedback. Plus share some of the ideas that his team think through on a daily basis to build world class customer & marketing focused experiences.**Episode #240 Highlight Reel:**1. How Hawke disrupted the antiquated space of marketing & advertising. 2. Leveraging marketing data from 8,000 agencies to make real time decisions 3. Acquiring other agencies to help speed up growth velocity  4. Shifting back from remote work to in office or on-site with customers 5. Investing in Los Angelas based Angel City FC women's soccer team Click here to learn more about Erik HubermanClick here to learn more about Hawke MediaHuge thanks to Erik for coming on The CXChronicles Podcast and featuring his work and efforts in pushing the marketing, customer experience & customer success space into the future.If you enjoy The CXChronicles Podcast, stop by your favorite podcast player hit the follow button and leave us a review today.For our Spotify friends, click here to make sure you are following CXC & please leave a 5 star review so we can find new listeners & members of our community.For our Apple friends, same deal -- click here to follow CXCP and leave us a review letting folks know why you love our customer focused content.You know what would be even better?Go tell one of your friends or teammates about CXC's content,  our strategic partners (Hubspot, Intercom, Zendesk, Forethought AI, Freshworks, TimeToReply & Ascendr) + they can learn more about our CX/CS/RevOps services & please invite them to join the CX Nation!Are you looking to learn more about the world of Customer Experience, Customer Success & Revenue Operations?Click here to grab a copy of my book "The Four CX Pillars To Grow Your Business Now" available on Amazon or the CXC website.For you non-readers, go check out the CXChronicles Youtube channel to see our customer & employee focused business content. Reach Out To CXC Today!Support the Show.Contact CXChronicles Today Tweet us @cxchronicles Check out our Instagram @cxchronicles Click here to checkout the CXC website Email us at info@cxchronicles.com Remember To Make Happiness A Habit!!

Hey CX Nation,In this week's episode of The CXChronicles Podcast #239 we welcomed Dave R. Taylor, Chief Marketing Officer at Impartner based in South Jordan, UT. This week's CXCP guest is Unstoppable at all things marketing: ABM, metrics-based, demand gen, social, Business Development, etc. Deep SaaS expertise. Highly prone to succeed, with 5 successful exits under his belt (and counting.) Collegial, collaborative, passionate and driven. Currently, Dave Taylor is loving working with his amazing team and customers at Impartner.In this episode, Dave and Adrian chat through the Four CX Pillars: Team, Tools, Process & Feedback. Plus share some of the ideas that his team think through on a daily basis to build world class customer & marketing focused experiences.**Episode #239 Highlight Reel:**1. Investing in Partner Experience (PX) to grow & scale your business 2. How CX & EX can lead to the development of your PX investments  3. Why partners can help grow your business & be a game changer  4. Improving your marketing, sales & customer success by leveraging PX 5. How to get your partner sales engine built today for your business Click here to learn more about Dave R. TaylorClick here to learn more about ImpartnerHuge thanks to Dave for coming on The CXChronicles Podcast and featuring his work and efforts in pushing the customer experience & customer success space into the future.If you enjoy The CXChronicles Podcast, stop by your favorite podcast player hit the follow button and leave us a review today.For our Spotify friends, click here to make sure you are following CXC & please leave a 5 star review so we can find new listeners & members of our community.For our Apple friends, same deal -- click here to follow CXCP and leave us a review letting folks know why you love our customer focused content.You know what would be even better?Go tell one of your friends or teammates about CXC's content,  our strategic partners (Hubspot, Intercom, Zendesk, Forethought AI, Freshworks, TimeToReply & Ascendr) + they can learn more about our CX/CS/RevOps services & please invite them to join the CX Nation!Are you looking to learn more about the world of Customer Experience, Customer Success & Revenue Operations?Click here to grab a copy of my book "The Four CX Pillars To Grow Your Business Now" available on Amazon or the CXC website.For you non-readers, go check out the CXChronicles Youtube channel to see our customer & employee focused business content. Reach Out To CXC Today!Support the Show.Contact CXChronicles Today Tweet us @cxchronicles Check out our Instagram @cxchronicles Click here to checkout the CXC website Email us at info@cxchronicles.com Remember To Make Happiness A Habit!!

Welcome to How I Discovered My Gift, where we dive deep into the journeys of extraordinary people who've uncovered their unique gifts and turned them into powerful tools for success. This episode, were thrilled to have Stefan Ciancio, the mastermind behind WebinarKit, join us.Stefan, once a mechanical engineer, found himself yearning for freedom and took the bold step of firing his boss in 2015. Since then, he's navigated the rough waters of entrepreneurship to build a multi-million-dollar business, all thanks to the power of webinars. As Stefan shares, "Webinars transformed my business, and I wanted to figure out how I could help it transform other people's businesses as well."In our conversation, Stefan walks us through his early entrepreneurial ventures, from selling autographed baseball cards as a teenager to co-founding WebinarKit, a tool that's revolutionizing how businesses scale through webinars. We explore the influence of his immigrant upbringing, the entrepreneurial hustle he inherited from his family, and the pivotal moments that led him to embrace his gift of building and scaling businesses.Whether you're just starting out or looking to take your business to the next level, Stefans insights on personal development, community building, and the undeniable power of webinars will inspire you to harness your own gifts. Tune in, because this is more than just a conversation; its a roadmap to discovering your purpose through the gifts youve been given.

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 buzz around AI.

I’m excited to share insights from my recent interview with Julian Lee, Publisher of echannelnews. We delved into IT sales training and Channel Sales Training, discussing the strategies that help sales development programs that help move the sales needle in the right direction. Here's a comprehensive summary of our conversation, packed with actionable insights and […] The post Channel Sales Podcast: Unveiling the Secrets to Effective IT and Channel Sales Training: A Conversation with Julian Lee appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence.

A conversation with Ryan Flis, Director of Channel Sales for the Amphenol RF, Optics and Broadband Group. Ryan has been with Amphenol for one year and is based in Baltimore, MD. We talk about her new role for the RFOB group in developing a distribution strategy to help them maximize their coverage, especially at Tier 1 accounts. We talk about being new to Amphenol but not new to the telecommunications industry and how great it is to be able to provide the complete Amphenol solution to their customers. We talk about designing a strategy that's relevant not only for the RFOB group but also for individual businesses. We talk about growing up in Baltimore, going to college for psychology, and working at a psychiatric hospital before a radical shift to the distribution world. We talk about her love of live music and we discuss her desert island album, book, and movie. This is The Interface. Hosted by Chris Cappello. Music by Square Seed. For The Interface podcast guest inquiries and suggestions, send a LinkedIn message to https://www.linkedin.com/in/cjcappello.

Episode 24 of the “Aerospace Ambition Podcast” featuring Sebnem Erzan (Google) is out!Talking Points• What is Google's role in promoting sustainable aviation?• How does Google determine whether to open-source vs. to commercialize?• What was the setup and outcome of Google's contrails project in 2023?• What can others learn from Google to create a media buzz around science?• Where is collaboration working well and where could it be improved?• What role do consumers play in making aviation more sustainable?• What challenges exist with including non-CO2 effects in the Travel Impact Model?GuestSebnem Erzan is the Head of Travel Sustainability & Transport, Global Partnerships at Google, based in Zurich, Switzerland. With over 12 years at Google, she has held several key positions, including Head of Business Development for EMEA and Head of Channel Sales for Turkey, Middle East, and Africa. Sebnem holds a Bachelor's and Master's degree in Economics from the Bosphorus University, and she has completed additional executive education at Duke University and the University of Exeter. Her expertise spans strategy, business development, digital marketing, and sustainability.Linkedin Profiles• Sebnem: https://ch.linkedin.com/in/sebnem-erzan-4aab563• Marius: https://www.linkedin.com/in/mariuswedemeyer/Resources• Google Project Contrails: https://sites.research.google/contrails/• Travel Impact Model: https://travelimpactmodel.org/AAMBITION Newsletterhttps://mailchi.mp/55033eb444bd/aambition-n

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 businesses to benefit from top-tier channel knowledge and experience without the full-time investment. It's a perfect solution for companies looking to dip their toes into the channel waters or needing to revamp their existing channel strategies.(See here for the video version of this episode https://youtu.be/ALnjOa-ABgw?si=X4XIg-YbzFpkC2wt)(01:02) Guest intro: Kameron Olsen(01:47) Highlights in your career in the channel thus far(04:29) How hiring a fractional channel chief differs from in-house + shortage of the role(06:01) Typical responsibilities and scope of work for a fractional channel chief(08:06) Most enjoyable part about the role of a fractional channel chief(09:15) Potential conflicts of interest or competing priorities channel chiefs may have to navigate when working with multiple clients(09:52) When is it more advantageous for a company to hire fractional channel chief vs. in-house employee?(11:58) Being thrown into a channel role for the first time & how to figure it out(14:04) The disillusion of hiring an inexperienced channel manager that you don't provide training to(14:54) Advice for companies that want to hire a fractional channel chief for the first time + steps to take(17:08) Steps for suppliers to ensure successful partnerships(18:10) Partner management tech stack recommendations to vendors(20:03) Customized recommendations partner management tech stack for each vendor(22:50) How to keep track of the partner experience aspect & increase likelihood of partner engagement & what mature partner programs might do(25:53) Do fractional channel chiefs have deeper insights than in-house channel chiefs?(27:20) Tips for organizations to nurture successful partnerships(28:56) How the role of a fractional channel chief may evolve (will there be a shortage?)This production is brought to you by Magentrix ✨

For the first ever time, we're welcoming Keith Burger onto the Retirement Inside Out podcast! He recently joined the FIG team as the Executive Vice President and Head of Institutional Channel Sales. With over two decades of experience in the financial services industry, he brings a wealth of knowledge to the FIG team. Tune in as we chat with Keith about his extensive background, including his tenure at AIG Corebridge and Luma Financial Technologies, and what led him to join FIG. Then, we'll dive into the opportunities and challenges facing insurance distribution in the broker-dealer and institutional channels, especially in light of evolving regulations. Join us as he shares his vision for the future and outlines how FIG is working to meet the unique needs of broker-dealers.   Here's some of what we discuss in this episode: Keith's journey to becoming EVP at FIG and his vision for institutional channel sales The importance of a broker-dealer-first strategy in today's regulatory environment How FIG is helping broker-dealers streamline and enhance their insurance planning models   Learn About FIG: https://www.figmarketing.com  800-527-1155  

The modern customer is continually evolving, which demands that sales tactics also change, especially in our complex channel model. This week, BlueStar Canada's President, Michel Sirois, shares his experience and insights on a highly relevant topic to our work. Is the new “generation” of buyers actually an age thing? How do we approach buyers with more information at their fingertips, time spent doing self-research, and unwilling to pick up the phone for a “cold call”? How can VARs/integrators/MSPs adapt? And because we have to talk about it…can AI enable salespeople?   #VARValue - How do you see BlueStar's role changing to help our partners sell and grow their businesses?   TEConnecting with us: Michel - The end of cookies Dean - NASA/DARPA/DRACO nuclear rocket to Mars John - Paris Olympics & booksellers   Keep in Touch! Email - TEConnect@bluestarinc.com LinkedIn - https://www.linkedin.com/company/blue-star Submit your topic ideas - https://www.bluestarinc.com/us-en/landing-pages/podcast-topics.html Follow BlueStar on LinkedIn - https://www.linkedin.com/company/blue-star/ Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Elo Wallaby Pro Stand

AI-driven virtual agents are revolutionizing call centers by handling mundane inquiries, freeing up staff for more personalized patient interactions. In this episode, Joseph Hernandez, the Vice President of Channel Sales at BluIP, highlights the exciting opportunity of healthcare technology advancements that will improve population health and enhance the patient experience. Specializing in AI and virtual agents for healthcare, BluIP underscores the importance of digital transformation, emphasizing the necessity for automation and sophisticated technologies to manage vast data and improve care quality. Throughout this conversation, Joe discusses exciting technological innovations like AI-driven virtual agents and ambient recording, which facilitate efficient patient care and physician workflows by reducing administrative burdens. He explains how BluIP's efforts focus on making healthcare technology accessible and equitable, particularly for underserved communities, by providing affordable solutions and fostering partnerships. Tune in and discover how BluIP is revolutionizing healthcare technology for better patient outcomes! Resources:  Connect with and follow Joe on LinkedIn here. Learn more about BluIP on LinkedIn and their website.

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 you.(00:32) Guest intro: Alden Hultgren(03:27) Alden on growing a $1MM partnerships practice to $25MM(05:16) Strategies Alden used at Salesforce to grow their partnerships beyond $100 MM(07:21) Alden's tools for partner management(09:29) GenAI: Reshaping traditional channel partnership roles(11:36) Strategic approach to gen AI for partnership professionals + skills do you believe will help partnerships professionals survive & thrive within the gen AI landscape(13:06) Gen AI's affect on longevity in a career in partnerships(13:56) Conversational AI Orchestration Platform & its role in partnerships(15:58) Gen AI digital workers' role in partnerships(18:22)  Designing digital workers in partnerships & optimizing the experience for partners(20:11)  Digital workers: who's done it well(22:01)  Strategies for integrating gen AI into partner programs to create value-added services(24:05)  Challenges related to the rapid evolution of Gen AI technology(25:03)  Can Gen AI help with the partner experience?(27:05)  Alden on most significant achievement with gen AI in partnerships(28:25)  What vendors need to keep in mind as they leverage Gen AI for partnerships in the near futureThis production is brought to you by Magentrix ✨

In this episode of the Engineers HVAC Podcast, host Tony Mormino of Insight Partners orchestrates a profound exploration into custom air handling units (CAHU's), shedding light on the intricacies and innovation behind these pivotal components in the HVAC industry. The podcast features esteemed guests Joe Naccarello, Senior Vice President of Channel Sales and General Manager of DX at Nortek Air Solutions, and Mark Murray, President of Insight Partners, who bring their vast knowledge and experience to the fore. This episode delves into what constitutes a custom air handling unit, offering clarity on the levels of customization available, and providing invaluable advice for mechanical engineers and contractors on achieving top-notch education in this domain. The discussion traverses the critical considerations for when to employ custom units and how to avoid the pitfalls of over-specification, ensuring optimal performance and cost-efficiency in HVAC projects. Listeners are treated to an expert breakdown of the defining aspects of custom AHUs, including performance metrics, dimensions, material choices, and life expectancy. Joe Naccarello's insights illuminate the exceptional benefits of custom solutions, such as enhanced durability, tailored performance, and a lower total cost of ownership, highlighting Nortek Air Solutions' role as North America's leading manufacturer in this sector. The conversation also emphasizes the irreplaceable value of factory visits for a comprehensive understanding of custom AHU manufacturing, a sentiment both guests echo. Such experiences educate and demystify the process and showcase each unit's meticulous craftsmanship and technology. Further enriching the dialogue, the episode explores the transformative impact of advanced selection tools and software, like Nortek's NASDA platform, which streamlines the design process, enabling rapid iterations and precise customizations to meet evolving project requirements. The discussions venture into the nuanced territory of motor technology, where Joe Naccarello unpacks the distinctions between induction motors, ECMs, and permanent magnet motors, providing a glimpse into the future of energy-efficient HVAC solutions. For mechanical contractors and engineers, this podcast episode is a treasure trove of knowledge, offering a rare glimpse into the minds of industry leaders shaping the future of HVAC through innovation, expertise, and an unwavering commitment to quality. Listeners will emerge with a deeper understanding of custom air handling units, equipped with the insights needed to navigate the complexities of modern HVAC systems, ensuring success in their projects and career advancements. For more HVAC content, you can visit our YouTube channel here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@HVAC-TV⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ The Engineers HVAC Podcast: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://anchor.fm/engineers-hvac-podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Insight Partners (Commercial HVAC Products and Controls in NC, SC, GA): Website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.insightusa.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Hobbs & Associates, Inc. (Commercial HVAC Products and Controls in VA, TN, MD, AL): ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.hobbsassociates.com⁠

Did you know you can work in Tech without coding skills? In this episode, Ty Smith unveils the world of reselling commercial B2B tech products and solutions. He reveals how anyone can enter this field without a college degree by partnering with tech distributors or brokers. Ty stresses the importance of building relationships, exuding confidence, and avoiding chasing trends. He shares success stories of individuals who achieved financial freedom in the IT realm and encourages self-education through industry events. Join Ty as he highlights the high earning potential and accessible entry into the IT industry without a college degree.Key points discussed:- There are opportunities for people to resell commercial B2B tech products and solutions.- Building relationships and having confidence are key to success in this field.- Residual income can be earned by partnering with technology services distributors. It takes time and effort to build a book of business and earn a living in this industry.- Avoid the temptation of chasing after new trends and focus on your core business. Young individuals who are tech-savvy and spend a lot of time with technology may have the potential to become IT consultants.- Early education and exposure to the IT industry can help individuals build a successful career.- Success stories of individuals who started their own IT businesses highlight the opportunities available in the industry.- Attending industry events and getting educated about the IT industry can lead to networking opportunities and career growth. Timestamps:- 00:00 Introduction- 02:22 Channel Sales Overview- 04:11 Finding Opportunities- 05:24 Getting Started- 06:49 Sales Process- 09:06 Success Factors- 10:54 Selling Unique Products- 14:08 Sales Cycle Length- 16:28 Building Relationships- 22:07 Challenges and Networking- 24:59 Timeframe for Earning a Living- 26:53 Building Residuals while Working a Day Job- 28:17 Different Types of People in the Channel Sales Industry- 29:42 Opportunities in the Changing Channel Landscape- 30:29 Expenses and Investments in Channel Sales- 33:16 Communities and Networking in Channel Sales- 35:33 Mistakes to Avoid in Channel Sales- 37:30 Scaling and Growing in Channel Sales- 39:26 The Shift towards AI and Customer Experience- 44:43 Opportunities for Young Entrepreneurs in Channel Sales- 47:30 Success Stories in the Channel Sales Industry Support/Contact Ty:- LinkedIn: https://www.linkedin.com/in/tyrellsmith/  Books and resources mentioned in this podcast: - Resume course: https://bit.ly/podcastpca- Channel Vision Magazine: https://channelvisionmag.com/- ITEXPO: https://www.itexpo.com/ Need career or resume advice? Follow and/or connect with Jonaed Iqbal on LinkedIn.- LinkedIn: https://bit.ly/JonaedIqbalND Connect with us on social media!- LinkedIn: https://bit.ly/NoDegreeLinkedIn- Facebook: https://bit.ly/NoDegreeFB- Instagram: https://bit.ly/NoDegreeIG- Twitter: https://bit.ly/NoDegreeTW- TikTok: https://bit.ly/3qfUD2V Thank you for sponsoring our show. If you'd like to support our mission to end the stigma and economic disparity that comes along with not having a college degree, please share with a friend, drop us a review on Apple Podcast and/or subscribe to our Patreon: https://www.patreon.com/nodegree. Remember, no degree? No problem! Whether you're contemplating college or you're a college dropout, get started with your no-degree job search at nodegree.com.

Edwin Willis, Director of Channel Sales for Quadian Financial Automation, shared his journey in the channel sales industry, emphasizing the role of mentors and his team in his growth. He also discussed his focus on helping his team achieve their goals. The need for strong partner relationships to drive business growth was a topic of discussion. Ed and Edwin also discussed the impact of the declining interest in accounting degrees and the resulting workforce gap in the industry, which Edwin suggested will be increasingly automated. Ed concluded the interview by asking Edwin about his heroes. Ed Willis is the Director of Channel Sales for Quadient Financial Automation. With over 10 years of channel experience, Ed leads the Quadient partner team in shaping strategic channel direction with a strong focus on building partner relationships that drive mutually beneficial business growth. Quadient Financial Automation encompasses Beanworks Accounts Payable Automation which is the white labeled solutions powering Sage AP Automation for Sage 50, 100 & 300 as well as Yaypay Accounts Receivable Automation.

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 CommitmentThe impact of technology on PX, including PRM platforms like MagentrixHow to measure the ROI of a superior partner experienceThe playbook for capital-efficient growth through strategic partnershipsBernhard'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) ConclusionThis production is brought to you by Magentrix ✨

In this episode of Tech Sales Insights, join us for a fireside chat with Scott Strubel, Vice President of the America's Partner Organization at Darktrace, a leading cybersecurity AI company. Scott shares his firsthand experiences and insights from the first 90 days as a new leader in the cybersecurity landscape. From his childhood jobs shaping his approach to leadership to his impressive career journey spanning HP, Oracle, NetApp, Commvault, Hitachi Vantara, and Darktrace, Scott dives into the importance of building strong partnerships and outlines his strategies for success. Learn about Darktrace's evolution, Scott's go-to-market plans with partners, and his emphasis on fostering a collaborative and accountable culture.KEY TAKEAWAYSThe First 90 Days as a New Leader: Scott delves into the critical initial period of leadership and emphasizes the significance of building relationships with partners, sales organizations, and key team members.Navigating Partner Relationships: Exploring the complexities of the cybersecurity industry, Scott discusses the challenges and strategies for enhancing partner collaborations and sales enablement.Strategies for Growth: Unveiling Darktrace's plans, Scott outlines the six breakthrough goals and the structured approach toward achieving them, focusing on measurable results and partnership expansion.Cultural Accountability: Scott shares insights into the cultural elements he prioritizes, emphasizing the importance of shared values, accountability, and consistency in driving success.QUOTES"What partners want from their technology OEM vendor partners is predictability, consistency, and profitability.""Really good partner sellers sell what's profitable and what's easiest to sell.""We consider ourselves highly accountable to our sales organization and partners, measuring success every 13 weeks.""I have this list of 50 things that we hold ourselves accountable to every 13-week quarter in shaping our culture."Find out more about Scott Strubel through the links below:LinkedIn: https://www.linkedin.com/in/scottstrubelThis episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

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

Tom Hannigan is the President of the Americas at ServiceNow. He has over 30 years of experience in the tech industry, with a focus on sales and leadership. Tom has held various roles at EMC and ServiceNow, and he is known for his collaborative and empathetic leadership style.In this episode of Tech Sales Insights, Tom discusses leadership development and selling into multiple markets. He emphasizes the importance of staying hungry and humble, and he shares his philosophy on people, winning as a team, and operational command. Tom also highlights the significance of value selling and the role of sales ops in driving success.KEY TAKEAWAYSStaying hungry and humble is crucial for success in sales and leadership.Building a strong team and fostering collaboration is essential for winning as a team.Operational command, including effective time management and accountability, is key to achieving sales goals.Value selling is critical in today's market, where customers are focused on productivity and profit.Sales ops plays a vital role in supporting sales teams and driving revenue growth.QUOTES"The team with the best people wins every single time.""If you don't understand the business problems, you're not going to be able to solve any of their problems.""Every interaction is a sales call.""Being in front of the customer is the most important thing we need to do.""The best channel folks understand salespeople and how they attack the territory."Find out more about Tom Hannigan through the links below:LinkedIn Profile: https://www.linkedin.com/in/tomghannigan/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

In this first episode of Rep Matters, produced by Marketers in Demand, hosts Zoya Segelbacher and Caroline Jones sit down with Ty Smith, a seasoned Channel Manager at Cox Business. Ty shares his extensive 18-year journey in the telecom industry, highlighting his evolution from sales roles to a leadership position in channel management. He emphasizes the importance of understanding and navigating the complex telecom landscape, including the nuances of various services and jargon.Ty dives into the intricacies of channel sales, explaining how it offers a unique entrepreneurial pathway for building IT companies. He discusses the challenges and opportunities within the industry, particularly focusing on diversity and inclusion. Ty's story is a testament to the power of self-education and adaptability, as he transitioned from traditional sales roles to a more strategic position in channel management.The conversation also touches on the challenges of staying informed and educated in a rapidly evolving industry. Ty's approach to learning and adapting to new technologies and terminologies is a key takeaway for anyone looking to thrive in the dynamic world of telecommunications and IT.

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 difficult times.Chapter markers:(01:19) Guest Intro(03:33) How do you suggest partnership leaders within the organization communicate the importance of partner programs to their C-Level leaders who may not see the value?(04:56) Getting internal support to run a partner program(05:58) What's the role of support from C-level executives in a partner program(08:07) What are some more specific parts of the strategy one should focus on when setting the stage in attempting to convince leadership? Should a compelling value proposition for recruitment of potential partners be a top consideration?(09:27) What about technology platforms, collaboration tools, or dedicated personnel for partner management. Is it important to have all that figured out before attempting to get your leadership on board?(10:30) How do you think support from C-level can influence decision-making when it comes to a partnering strategy?(12:00) Once you get the leadership to commit and support the partner program, what do you think they can do to foster a culture of collaboration and get the whole team on board to support the partnerships dept within the organization?(13:28) What other ways would you recommend for leadership to contribute to the growth and development of their partnerships?(15:11) What metrics or key performance indicators should C-Level leaders focus on when evaluating partner program success?(17:22) What's involved in maintaining a long-term commitment to partner programs, even during challenging times? How can we prepare for such a situation?(20:04) How do we convince the C-level to keep faith in the original vision for the partner program?(22:05) What about the partner experience – how does strong C-level support affect the partners themselves? What benefits might the partners experience when this backing is present?(23:10) Can you share a specific example of a vendor's partner program that benefited significantly from the backing of high-level leaders in their company?(25:46) What is the most essential element for setting the direction of your partner program and ensuring it continues operation for a long time to come?This production is brought to you by Magentrix ✨

Get ready for an exclusive ride into the intriguing world of online fraud prevention with Scott Przybyla, the Vice President of Global Channel Sales for Kount – an Equifax Company. This episode unravels the fascinating origins of Kount, its go-to-market strategy, and its evolution under the banner of Equifax. Understand Kount's go-to market strategy consisting of direct and indirect sales, and the innovative white label channel strategy. Scott also walks through the history of fraud prevention and its evolution over the years.  Ever wondered about the intricacies of the fraud ecosystem and the critical roles of each player within it? Prepare for an exploration of the shifting fraud landscape, as we demystify the importance of personal security for consumers and the variety of threats that extend beyond mere payment fraud. We'll also take a look into the future of fraud prevention. Discover how Kount, now under the wing of Equifax, is developing an end-to-end fraud and identity protection platform, combining physical and digital identity traits to create a more complete consumer identity profile. This is an exciting episode on fraud prevention you won't want to miss!

“To me, the biggest benefit is customer ownership,” says Sean Breeden, SkySwitch's Director of Channel Sales. “In our world you own the customer, the customer signs direct contract with you, you dictate the longevity of those agreements.” In this podcast, Sean makes the case for becoming a white-label reseller, and the opening argument is control. By controlling the relationship, a channel company is protected from changes of things such as commission, or where a provider might seek to deal directly with the customers. Sean points out the SkySwitch doesn't pay commissions. SkySwitch sells services wholesale. The partner decides for themselves pricing. “You control your profitability.” Sean notes that SkySwitch offers minimal entry barriers, which fade to zero if the channel company sells as little as 100 end points. With some minimums achieved, a company is a position to sell services with a high margin, especially in the recurring income model. Data MSPs can easily add voice services with SkySwitch. “If you can drag and drop, click on a radio button, that's a s much sophistication that goes into it,” Sean comments on the simplicity of setting up on the SkySwitch GUI. We learn about the on-boarding process, and the sales support that occurs after launching. “If you're looking to increase your book value, this model is good for you.” The contracts that put a partner in control simply creates owner equity. Visit https://skyswitch.com/ Read the blog

When it comes time for us to scale our teams, we'll want to make sure we're not caught off guard. Hoping we stumble across great candidates isn't a recruitment strategy we can depend on, so we went looking for a sales leader who understands the power of a candidate pipeline. We sat down with George Fisher, Vice President Channel Sales at Seceon Inc., and a US Navy veteran to learn how we systemize our sales recruitment strategy, and why building a sales team is a sales process in and of itself.

Welcome to Cloud Talk Live with Jeff DeVerter! This week, we have a special guest: Rob Harper, the AI aficionado and Google's Channel Sales Exec for North America!

In this episode, Silas Mahner (@silasmahner) speaks w/ Albert Bielinko (@bielinko) a Partner at Telstra Ventures. Albert leads their CT investments and speaks to us today about many things,  from how he started in coal to end up in climate. How they have helped their portfolio companies generate over $450m USD in sales through their channel partnerships. What the LP sentiment on CTVC is and his thoughts on the talent landscape? This is full of quite a lot of value. Enjoy the Episode!

Every so often you meet people that are just darned impressive. Gary Garth is one of those people. He thinks I'm impressive. Perspective is everything I suppose. He started a business in Denmark when he was 19 years old. He claims to have done everything wrong, but in talking with him, it turns out that he learned and pivoted. And that's the real lesson here. Don't set out to fail, just know that you'll run into obstacles. Learn and move forward. Gary reminds us that “you're always in sales” and to keep looking for opportunities. They're right in front of you. Focus on what moves you - dive in deep and invest in your purpose. As with other successful guests, Gary notes, “look for patterns.” Gary gives us important information about go to market strategies. To overcome obstacles, know both your customer's and your own pain points. Constantly evolve yourself. Where there's uncertainty, there's hesitation. Get clear. Lean in. Gary has offered our audience a very, very special offer. You need to listen in, to get it!!! He'd also like you to check out his other resources here: https://garygarth.com/product/zero-to-100-million-sales-blueprint/ CRACK THE CODE ON SALES AND 10X YOUR REVENUE. Because you are a loyal listener of "One Sharp Sword" get your FREE 'The Zero to 100 Million Sales Blueprint' endorsed by: - Head of Channel Sales at Amazon - Director of Partner Program at Microsoft - Head of Global Sales Enablement at Google Go to https://garygarth.com/10x-your-sales-in-2023/ Apply at checkout COUPON: onesharpsword

Google Cloud is approaching a $30B business, and its partners have witnessed remarkable success in driving bold digital transformation journeys for customers. In this episode of Ultimate Guide to Partnering, you'll learn how Rob Harper, Director of Channel Sales and Strategic Partnerships at Google Cloud North America, is applying his many years of experience to shape and grow Google Cloud's partner business. How he's shifting the focus and transforming these partners from transactional to solutions, and why marketplaces are a key part of his strategy. We'll also discuss how he's applying Precision Partnering to create a "win-win-win" for partners and how organizations like yours can achieve their most outstanding results by engaging with his team to drive mutually successful outcomes.

Gary Garth is the Founder and CEO of Great Dane Ventures, The Accelerator Platform and Elev8 Media. Author of 'The Zero to 100 Million Sales Blueprint' book and 'The Goals, Grit & Greatness' planner. He also leverages his resources as a sales leader and angel investor, helping high-potential startups go-to-market, scale, and become profitable via 360 degrees sales and marketing support, incubator programs, advisory services and proprietary technology, engineered with the purpose of empowering entrepreneurs. He has been featured in Inc., Forbes, Success, and many other prominent publications. A serial entrepreneur since 2002, Gary has started and successfully exited six companies, including large outbound sales call centers, radio advertising networks, and an award-winning, eight-figure digital marketing agency. Born in Denmark, Gary now lives in Medellín, Colombia. Listen Now to discover, "The Top 5 Attributes Of A Future Sales Champion" PS. CRACK THE CODE ON SALES AND 10X YOUR REVENUE!! Because you are a loyal listener of "The 30 Minute Hour Podcast" get yourFREE 'The Zero to 100 Million Sales Blueprint' endorsed by: - Head of Channel Sales at Amazon- Director of Partner Program at Microsoft- Head of Global Sales Enablement at GoogleGo to  https://garygarth.com/product/zero-to-100-million-sales-blueprint/Apply at checkout COUPON: the30minute --- Support this podcast: https://podcasters.spotify.com/pod/show/30minutehour/support