Partnerships Unraveled

Partnerships Unraveled hosted a panel discussion titled: "2024 Vision: Revolutionizing Growth with MDF and TCMA". Industry experts gathered to discuss the latest trends in the optimization of Market Development Funds, and how to leverage Through-Channel Marketing Automation for accelerated Demand Generation, covering different topics such as:- Accrual-based vs proposal-based MDF programs. How is the industry shifting and why?- How can vendors enhance the effectiveness of their MDF?- Challenges in getting smaller partners to participate in demand-generation activities.- Driving partner engagement and generating demand via TCMA tools at scale. Moderating the session we had our Business Development Whiz Efe Senel who hosted the conversation among our esteemed panelists:- Jay McBain, the Channels, Partnerships, and Ecosystems expert from Canalys- Janet Schijns, a proven leader known for delivering remarkable growth outcomes for the channel, CEO of JSG- Blake Williams, the go-to expert in Partner and Revenue marketing, founder of Ampfactor- Alex Whitford, Channel Distribution and TCMA expert and the VP of Revenue at Channext. _________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Agents can help you attract SMBs and scale your channel ⏬And Ashley Rowland, Co-founder of Technology Advisor Alliance and Adaptive Advisors, can help you attract the best agents!Whether you’re a technology advisor yourself or searching for the best one, this podcast episode is a must-listen.Tune in as our telecom expert guest unravels: ❌ Common mistakes new agents make and how to avoid them 🤔Key challenges faced by agents and hot topics dominating industry discussions🔎 What agents seek in vendors⭐The genesis of the Technology Advisor AllianceMeet Ashley: https://www.linkedin.com/in/ashley-rowland-telecom-mom/Join the Technology Advisor Alliance: https://www.linkedin.com/company/technology-advisor-alliance/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this episode, it’s our dear host Alex’s turn to be on the grill!After spending the last eight years building channels across Europe, the Middle East, and Africa, growing Zoom partner base from 30 to 1 200, and interviewing amazing guests (Janet Schijns, Laura Padilla, Wayne Mason…) on Partnerships Unraveled, Channext’s VP of Revenue has some strong opinions on channels and partnerships.Tune in as he says it all:Why are all the top vendors now targeting SMBsWhat are the biggest challenges of these partners?His approach to building a successful long-tail strategy_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Channel marketers are no longer top of the funnel. And Janet Schijns is determined to change mindsets around that. According to the CEO of JSG Group, channel marketers need to dive deeper into the sales funnel and master the art of social selling — a game-changer for partners looking to outshine their competition. Tune in as THE go-to-market and profitable growth expert unravels: Why marketing now plays a pivotal role in the buyer's journey as customers increasingly rely on self-discovery, with sales interactions on the decline ☎️How the key to operational efficiency might not lie in partner portals or MDF alone... but in strategic negotiation with larger partners and the judicious employment of third-party marketing services 💸How she helps marketing programs from major vendors take the next step 📈An unmissable podcast episode if you’re looking to make a significant difference in channel revenue 🎧_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Sometimes the most powerful move in building a robust network is a strategic ‘no’.Wise words from this episode’s special guest Tim Britt. With over 20 years in channels, the new Senior Director of Alliances and Channels of Freshworks sheds light on the unique dynamics of the cloud channel.Tune in to learn about:1️⃣ The things to consider when you're building a cloud-oriented channel2️⃣ The “90-day rule”: A critical strategy for initiating transactions with partners3️⃣ How to overcome the friction points when getting MSPs to market4️⃣ The complexities of marketing and co-selling when you're in a suite of products, and your brand's not involved5️⃣ How marketing can drive alliances_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Who better than a key player in Microsoft's UK ISV team, driving Global Partner Solutions, to talk about Cloud Marketplaces and the value they bring to end-users, ISVs, and channel partners? Hear ye, hear ye… Darren Sharpe!On this episode’s menu:🌐 Cloud Marketplace Perks: Darren sheds light on how these platforms, especially Microsoft Azure, deliver shortened time to value, cost savings, and flexible spending options for end-users.💼 Channel Partner Integration: Why ISVs should collaborate with channel partners and how to seamlessly incorporate them into hyper-scaler cloud marketplace strategies, fostering collaboration instead of competition.🚀 Go-to-Market Strategies: Insights into developing effective go-to-market strategies around hyper-scalers for ISVs, addressing concerns from vendors who question the need for a Cloud marketplace when they already have a channel._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Laura shares her journey from building a channel program from scratch at Box to handling the surge in demand during the pandemic at Zoom – touching upon crucial aspects like benefits pricing models, incentives, and the intricate process of aligning with a direct-heavy company. Alex picks the brain of this seasoned high-tech professional on:- Her biggest learnings from building a channel program from scratch- How much of the business should come from the channel?- How to unify alliance and channel strategies? And what role does marketing play in that?- How do you really scale a channel?_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Wayne Mason, seasoned distribution lead at Neat, with an impressive 28-year tenure in the video conferencing arena, shares an invaluable real-life example of how to achieve exponential growth by pivoting from a direct sales approach to a distribution-led sales model.What you will learn in this episode:How to build a run rate strategy – and what role does distribution play?How marketing can help partners source, find, and close new opportunities consistently?Insights into Neat’s tremendous growth… How do you consistently generate opportunities for 2000 new partners in 70 new countries?_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

How did Zoom successfully onboard 46,000 partners within a span of less than two years?Frank Aan De Stegge, Partner Marketing Lead in Europe, explains how Zoom leveraged automation to scale in the midst of the pandemic and successfully transitioned from direct to indirect.Tune in as Frank and Alex dive in: How did COVID impact marketing strategies?  Transitioning from direct to indirect - a marketing perspective!  Scaling up with automation. Uncover how Zoom tackled the scale problem by investing in a marketing automation platform for partners. Future gazing into 2024!  Get insights into Zoom's key marketing priorities and potential big wins on the horizon. AI and marketing strategy!  Discover how AI has been embedded into Zoom's tooling and its potential impact on the marketing strategy._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Do you have what it takes to run a global channel?Learn from someone who actually does. Before stepping in as Chief Revenue Officer at RiskOptics, Tim Maloney ran the worldwide channel organization for LifeSize.Sharing memories from his extensive experience, Tim takes you through the early courtship of channel management — think of it like dating — where the foundation is laid for successful long-term relationships.Tune in for answers on:How to run a channel or program in Europe versus in the US. Are there any specific program, strategy or tooling choices to keep in mind?How to juggle different cultural temposHow to leverage local resources to drive velocity in revenue growthPartner portals: can you work without them?_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners