Uncover the secrets to mastering partner prospecting strategies with our special guest, Lucia Meyassed, Director of Global Partnerships and Alliances at Rotate. Lucia opens up about the overwhelming vendor communications partners receive and why a strategic and thoughtful approach is crucial. Learn how to understand the specific needs and operations of potential partners and why prioritizing quality over quantity in outreach can make all the difference.Explore the unique challenges of channel strategies in emerging markets, particularly comparing the mature cybersecurity sector with the rapidly evolving FinOps landscape. Lucia takes us through the complexities of selling FinOps solutions, emphasizing the necessity for extensive partner education and enablement. She explains how the dynamic nature of FinOps demands continuous support and resources, and shares her insights on helping partners effectively position and implement these solutions.Finally, dive into the fascinating concept of "soft partnerships" and learn how companies can collaborate without binding commitments to offer comprehensive solutions to customers. Stay tuned for our exciting future plans and potential guests who will bring even more valuable perspectives to our discussions.Connect with Lucia on LI: https://www.linkedin.com/in/lucia-meyassed/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Managed Service Providers (MSPs) often struggle with marketing despite their technical prowess. In this episode of Partnerships Unraveled, Andrew Down, the Director of Sales for the IT channel at Vendasta, sheds light on the importance of marketing for MSPs.Andrew shares compelling insights on the common misconception that merely providing content to partners leads to its utilization. Learn how a collaborative effort between vendors and MSPs can drive effective marketing and lead generation, turning technical expertise into business growth.Ready to transform your marketing strategy from product-centric to solution-based? Andrew Down explains why this shift is crucial for MSPs to resonate with SMB end users. We dive into the importance of thought leadership, credibility, and relationship building, along with Vendasta’s innovative approaches like digital marketing needs assessments and an AI lead capture tool. Connect with Andrew: https://www.linkedin.com/in/andrewdown/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

This week on Partnerships Unraveled, we're thrilled to have Jason Beal, VP of Worldwide Partner Ecosystems at Barracuda Networks, share his twenty-five years of expertise on Cybersecurity and Channels. Jason delves into the crucial role of partners in providing SMBs with the necessary cybersecurity solutions, allowing them to focus on their core activities without constantly worrying about potential breaches.We discuss the operational challenges and the immense opportunities available for partners willing to step up and offer these essential services. Jason offers invaluable insights into the importance of partner agility and effective channel marketing strategies, including Market Development Funds (MDF), to create demand and support partners' efforts. Learn how third-party companies are transforming channel marketing and how vendors can better engage with partners, particularly those without dedicated marketing staff.But that's not all—we also touch on partner empathy, a key ingredient for successful collaborations. Jason introduces Barracuda's unique formula of combining intelligence, emotional connection, and actionable strategies to achieve remarkable results. Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbeal/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Struggling with engaging your long-tail partners in your marketing programs? You are not alone. Most channel partners lack the time, resources, and knowledge to market the solutions they offer. We explore how vendors can tailor their support to effectively bridge this gap. Unlock the potential of your long-tail and SMB partners with guidance from the sharp-witted Kathryn Rose, CEO and founder of Channel Wise. Connect with Kathryn on LinkedIn: https://www.linkedin.com/in/iamkatrose/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Our esteemed guest, René Bonvani, shares the wisdom from his remarkable channel journey. From his foundational days at Oracle to his entrepreneurial leap with Palo Alto Networks and now his influential role at Battery Ventures, René provides a masterclass on navigating high-tech channels:- How to position a fledgling brand to compete with behemoths- Philosophy of treating partners as equals to internal employees - Important KPIs to track partner success other than revenueTune in and learn how to cultivate loyalty, prevent deal hijacking, and maintain a thriving, partner-inclusive ecosystem that benefits all involved, and don't miss the opportunity to connect with us on LinkedIn for even deeper insights._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Uncover the secrets of the telco channel evolution with the astute channel strategist Cameron Olsen:- The shift in channel dynamics following the Intellisys and Scansource acquisition.- How can suppliers track the ROI of their MDF dollars spent on TSDs- Burgeoning opportunities within the SMB market.- Criticality of formal training and leveraging data in the channel._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Unlock the secrets to channel partnership success with Craig, the channel strategy virtuoso who transformed Comcast's sales landscape. In this enlightening discussion, we delve into Craig's playbook on fostering valuable channel partnerships in an environment traditionally dominated by direct sales. He opens up about the perseverance required to pitch the channel's worth to internal doubters and how to cultivate trust and mutual growth with external partners.  Tune in and discover more about: - The importance of meeting customers on their terms to not only win business but also transform channels into profit powerhouse. - Managing massive partner ecosystems and prioritizing key partnerships.- The shift towards consultative selling in the IT landscape and the emergence of trusted advisor partners. - Fostering a team culture focused on growth and equipping employees with the right tools to excel in evolving channel landscapes._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Want to sell with hyperscalers? You’re in luck. We’ve recorded a whole podcast episode with Mike Marzano from Contentsquare about the strategies and challenges of selling to these untraditional buyers in the cloud marketplace ecosystem.From navigating procurement processes to educating buyers, our guest shed light on the steps he’s taking to empower buyers in leveraging platforms like Azure and AWS.Tune in to learn more about: Leveraging data from hyper scalers for co-selling success Co-marketing strategies with Azure or AWS: what works and what doesn’tExploring multi-party private offers for optimized partnerships Identifying key players responsible for nurturing relationships with channel partners and cloud marketplaces#ChannelPartners #CloudMarketPlace_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

We streamed an engaging panel discussion in October featuring TIDWIT's CEO Wissam "Will" Yafi, Channext's CEO Rick van den Bosch and VP of Revenue Alex Whitford, as well as the Ecosystem Partnering specialist and author Ard-Pieter de Man. Tune in as our guests unravel: 📈 Scaling partner programs in spite of limited resources. 👩‍💻 Understanding and managing the growing complexity of partner ecosystems - the role of cross-collaboration and technology for better efficiency and outcomes. 💸 How your partner programs contribute to revenue growth and how to measure success beyond revenue markets. 💬 Co-marketing, Integrations, AI - demystifying all the buzzwords and how to utilize them for your partner ecosystem?_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

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