Partnerships Unraveled

Picture this - the traditional transactional business model gradually making way for a dynamic, ecosystem-based SaaS landscape. Intriguing, isn't it? Our guest, Rob Spee, SVP of Channel and Alliances at Beyond Trust, and I delve into this transformative process, revealing the challenges, the necessary shifts in mindset, expectations, and language, and the pivotal role partners play in this transition. Rob's insights, drawn from his extensive experience in the channel world, shed light on the evolution of partnerships and their significance in the SaaS transformation. Channel strategy is not simply a buzzword but the backbone of this transformation. This episode uncovers how different partner types - from small resellers and distributors to boutique delivery partners and GSIs- orchestrate to contribute to this shift. We discuss how to streamline this transition for partners, with an emphasis on the customization of their experience based on their specific business models. And it doesn't stop there - we delve into the complexities of formulating unified compensation plans for sales and partner teams. Aligning partner interests with organizational goals and incentivizing right behavior is key, as Rob rightly points out. Trust me, you wouldn't want to miss Rob's valuable insights and experiences! So tune in, and let's navigate the SaaS landscape together._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

If you’re not on the brink of working with AI in channel marketing, you could be missing a crucial component of your journey as you scale and cater to multiple regions, languages and preferences... and build scalable processes. Why is AI more than just a buzzword ? How is it crucial as ever in our current climate?In this episode, we take a  deep dive into how AI is revolutionizing the way we create tailored messaging, segment partners and develop playbooks, training, and marketing campaigns. Rick and Alex then talk about the seismic shift in marketing and sales created by AI, where processes promise to be faster and more efficient. But most importantly, the dup talk about how to implement AI in a  robust channel marketing strategy.This episode is undoubtedly a gold mine of information on how AI can be a game changer in channel marketing. What are you waiting for? Tune in now!_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Are you drowning in an ocean of partner marketing noise, struggling to make your message heard? Tune in as we chat with Martin Whitehead, Senior Director Global Marketing at SAP, who shares practical strategies to navigate through this cacophony. Martin catches up Rick van den Bosch on the need for a centralized managed communication portfolio, with reliable information sources and optimized ways to measure the impact on a large business. He then delves into the world of AI - its ability to make marketing content more localized and verticalized - before heading back to a critical basic - the art of persona creation, his secret methodology on building an internal persona strategy that can drive any organization towards creating unparalleled value for their partners. _________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

How can you build a channel strategy that has an 80% failure rate? No, you simply don’t. Yet, almost all organizations with a strong and functioning indirect sales channel ignore the long tail, focussing on the top 10-20% who deliver volume and significant revenue.Are you building the channel of the future - with scalable solutions to help long tail partners create more opportunities and drive demand for the vendors' products.  Hosts Alex and Rick suggest a paradigm shift where vendors focus on creating opportunities and cultivating loyalty from long tail partners as they grow from zero to hero. It's a must-listen for channel professionals looking to reshape their partnership strategies and leverage the full potential of their long tail partners._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

The core component of a great partnership strategy is… the partner! In this podcast episode, Asaël Akkerman, SVP of Partnerships and Alliances at Spacewell talks to Rick van den Bosch, CEO of Channext on the  importance of partnerships in scaling a business and becoming a thought leader in a particular industry. The conversation charts a course through strategy and the right hiring hires in building a successful partnerships program, before delving into the value of providing data and insights to partners, enabling them to perform better and ultimately creating a strong and mutually beneficial partnership. Asaël providies some key insights into the Nemetschek group, their business and purpose alignments, recent acquisitions and how they’re building an internal and external channel strategy for global success._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

 What if you could peel back the layers of a high-performance motorsport team and apply their strategies to your partner program! Buckle up, as we dive into the world of F1, and explore how their strategies can supercharge your partner program. We kick off by comparing the meticulous process of designing a race car to crafting a partner program, drawing insightful comparisons between the car, driver, and race track, which represent the partner program, partners, and various markets, respectively.  Further touching upon the significance of data analysis in both domains, the hosts discuss how every element should be measured, adjusted, and fine-tuned to achieve optimal results. Small gains for big wins!And let's not forget the importance of creating excitement and engagement, akin to a race weekend. Who’s going to win this one ? You, in the world of partnerships. _________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Starting our second year of podcasts with a guest every alternate week.  In this episode, we sit down with special guest Will Yafi, CEO of TIDWIT, to explore the fascinating world of partnerships in the IT industry. From navigating the challenges of content creation to the critical role of AI, we delve into the evolving landscape of partnerships and how businesses are adapting, Will, a serial entrepreneur with a rich history in partnering with major IT giants, shares his expertise and insights. TIDWIT'S ecosystem network is making connectivity and enablement as easy, cost-effective, and as scalable as possible.Discover the key to successful partner enablement, the importance of delivering the right content at the right time and place, and the transformative impact of AI in B2B relationships.Strap in as we navigate through the complexities of engaging partners effectively, eliminating hurdles in the partner journey,  the pivotal role of delivering appropriate content at the right time and place, and the transformative impact of Artificial Intelligence (AI) in B2B relationships. A podcast episode packed with valuable insights, you can't afford to miss it!_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Can you believe it's been a year since our first episode?! Today we are celebrating our one-year anniversary. We appreciate all your unwavering support through our podcast journey, it means the world to us! Get set for a trip down memory lane as we take you through the past year, revisiting the 52 episodes we’ve put together. We’ll be sharing insights from our most popular topics and episodes that garnered the most responses from you – yes, you, our dedicated listeners. Be part of this discussion as we refresh key learnings, offer new listeners a chance to catch up, and even discuss how our opinions might have changed over time. So, buckle up for another exciting year of unraveling partnerships!_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Ever wondered why 80% of your revenue seems to come from just 20% of your partners? Tune in as we unravel the surprising implications of Pareto's principal and how it shapes focus, recruitment, and incentive models. In the channel, size doesn't always matter, it's the value that counts. We spotlight the potential pitfalls of working with big partners who view their marketing teams as profit generators and reveal tactics to ensure you're getting a solid return on your investments. Plus, we highlight the untapped potential of smaller, niche partners, specializing in specific fields, and how they can help in building a joint value proposition.As we wrap up, we reveal the opportunities to break the confines of the 80-20 rule and maximize growth in the channel through tooling and automation. So, gear up for some insightful discussions, and let's break the 80-20 rule together!_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

What if the secret to your channel's success lay hidden in the data you already have? Brace yourself for some mind-blowing insights in today's episode, as we uncover the true power of key metrics and data in channel building. Ever wondered why your channel might be failing despite all your efforts? We're here to shed light on why having the right data and measurements is a game-changer, especially for smaller, bootstrapped channels.Delve deeper into the world of data metrics with us as we guide you on the path to sustainable channel growth. We examine how tracking both partner metrics and end-user data can lead to measurable performance. You'll find out how to incentivize partners to share data and understand the logic behind the process. More so, we discuss how to allocate resources effectively, focusing on data architecture sustainability.Get your notepads ready as we demystify the last episode of the five fundamentals to set up a successful channel. _________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners