Steven Kiernan - AI, Cloud Marketplaces, and the Future of Channel Sales

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 ecosystems

Steven 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/

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