The Partner Channel Podcast

In this episode of the Partner Channel Podcast, Daniel sits down with Melinda McBride, SVP of Global Alliances and Channel Partners at Equifax. Melinda explains the foundational elements of a partner program and why it's important to easily articulate you and your partner's value proposition. She also describes the importance of leadership buy-in and why there is no such thing as competition. 

In this episode of the Partner Channel Podcast, Daniel sits down with Heather K. Margolis to discuss key ways you can enhance your channel strategy in 2021. Heather explains the significance of micro-moments and offers tips to make the most of them.

In this episode of the Partner Channel Podcast, Daniel sits down with Zach Selch to discuss how to successfully sell through the channel internationally. Zach offers insight into the common misconceptions about international selling.   

In this episode of the Partner Channel Podcast, Daniel sits down with Janet Schijns to discuss why the channel has become a battle of districts. They also discuss the significance of SEO for you and your partner’s website as well as what to expect in the channel five years from now.

In this episode of the Partner Channel Podcast, David Thomson is back and talking with Daniel Graff-Radford and Jay McBain, Principal Analyst of Channels, Partnerships, and Ecosystems at Forrester. Jay discusses his recent research around partner experience overtaking customer experience as a priority for many companies and the trends he sees impacting 2021. Also on the table: Why automation should be at the forefront of channel management.

In this episode of the Partner Channel Podcast, Daniel Graff-Radford is back and talking with Sunir Shah, CEO of AppBind and President of the Cloud Software Association. Sunir and Daniel discuss the importance of building trust with your partners and why it is crucial to keep your channel simple in the beginning.   

In this episode of the Partner Channel Podcast, David Thomson, Chief Sales Officer at Allbound sits down with Natalie Nathanson, Chief Executive Officer at Magnetude Consulting to get her take on when to move from a direct sales model to an indirect channel. Natalie emphasizes the need for alignment and strong infrastructure before launching a channel program and some common mistakes some of her clients have made. 

Daniel talks with Marcus Cauchi, CEO of Last Laughs LTD, about the crucial mistakes channel managers make when training channel partners. They discuss a day in the life of a channel account manager and why it is the toughest sales job. Marcus explains why your last trip to McDonald’s is a metaphor for training your channel partners. 

Daniel talks with Garrett Helmer and Geoffery Vernon from PrinterLogic about the impact of digital transformation on the way we do business. Garrett offers insight into how an automation first mindset drove PrinterLogics creation and success while Geoff discusses the crucial aspects of a modern PRM.

In this episode, Daniel talks to Aaron Cullip, Executive Vice President at HKA Enterprises, on how to build a channel ecosystem from scratch. Channel Partners are wonderful! However, make sure you translate those referrals into real revenue for your company. Daniel and Aaron give you an executable partner relationship strategy from the ground up.