Partnerships Unraveled

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

What’s the future of channel marketing?In this podcast episode, Allan Adler, Managing Partner at Digital Bridge Partners, shares his vision on how channel marketing will transform and how important an ecosystem approach is to make the transition successfully.Allan shared a few tips to hop on the time machine:Flip the traditional 80-20 Pareto principle with technologyUse SMBs as a growth leverBring your alliance program and channel program togetherKnow everything that’s going on within your partner ecosystemHave you already made the shift? Please let us know, we love to hear success stories._________________________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

How can you turbocharge your partner program’s growth while tackling complex partner operations?In the latest episode, Aaron Howerton, who owns the roadmap for Partner Operations and Partner Experience across all programs at Samsara and runs the PartnerOps Partner, including the popular job board, gets into solving a real-time problem with podcast host Rick van den Bosch around growth, cross-functional collaboration and the right moment to bring in partner operations into your channel. The duo dives into:Partner operations roles and their impact on business growthThe role of enablement in partner operations. It’s important for both internal and external stakeholdersChallenges in aligning tech and channel partnerships within an organization.The varying definitions and scopes of partner operations across different companies and what this means for youBest practices to get the partner data and reporting you need in your CRMHow to make Partner Operations the backbone of a successful channel business_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Most Partnerships look great on paper but when it comes down to actual implementations, they never product expected results. In a conversation with the CEO of Ultimate Partner and himself a host of “The Ultimate Guide to Partnering” podcast, Vince Menzione explains how to translate some of the best strategies into actuality.  In a freewheeling conversation with host Rick van den Bosch, the duo delve into the intricacies of forging successful alliances in the rapidly evolving tech landscape. Hear firsthand on trends and tricks on how to revolutionize market positions, driving innovation and growth covering:- Microsoft as they strategically moold operations and partnerships- AI tools like Chat GPT and Co-pilot revolutionizing process efficiencies and innovation- Identification of shared values when building strong, lasting alliances - Techniques for effective communication, trust-building, and problem-solving that are essential in maintaining healthy business relationships- Leveraging partnerships to open doors to new marketsJoin us as we explore the dynamic world of business partnerships that shape the future of tech. #BusinessPartnerships #TechSuccess_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Unlock the secrets of thriving channel partnerships with Peter Geytenbeek, Director of EMEA Channel for Delinea, a company delivering PAM solutions for enterprises with complex IT environments.  Peter's decades of industry expertise spanning the entire EMEA region are distilled into pivotal advice for vendors and resellers, revealing how the landscape has shifted from a vendor pursuit to a selective dance led by resellers. How can you cope with this new dynamic while building long-term, sustainable partnerships? Peter’s conversation with Partnerships Unraveled host Alex Whitford cover: Peter’s 8-step plan for building and managing channel organizationsGlobal expansion strategy and techniques while adapting to local partner dynamics for a triumphant market entry 4-tiers of partner enablement, ensuring partners are not only onboarded but truly engaged. And his latest book which covers A-Z of channel Whether you're a seasoned professional or new to the channel landscape, Peter's expertise and forward-thinking approach provide invaluable lessons in navigating and thriving within this dynamic field. Don't miss out on this episode packed with practical strategies, personal anecdotes, and a vision for the future of channel partnerships._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners