Channel Voices

We break down the real difference between partner enablement and partner engagement, why the words get mixed, and how that confusion hurts growth. Then we map a practical system that unites capability with commitment using segmentation, incentives, trust, and better measurement.• Enablement as capability across technical, sales and marketing tracks• Engagement as motivation shaped by trust, incentives and joint planning• Segmentation-driven journeys for emerging and strategic partners• Outcome-led learning and co-selling motions• Metrics for enablement and engagement and how to correlate them• Cultural levers to reduce conflict and increase commitment• Self-assessment to find overinvestment and gaps• Practical next steps to raise both curves togetherFeel free to send a note or drop a comment on how are you balancing enablement and engagement in your world right now.Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.comUntil next time 👋

We lay out why co‑sell has become non‑negotiable for vendors and partners and how to make it work with hyperscalers and marketplaces. Clear roles, aligned incentives, shared data, and trust turn scattered efforts into a repeatable revenue engine.• Buyer shift to cloud marketplaces and committed spend • Why resale margins thin and solution bundles grow • What co‑selling is versus lead trading • Hyperscaler programs, quota retirement and marketplace paths • Common failures from vague roles and weak data flows • Nearbound intelligence and building trust first • Enablement, joint value narratives and ready‑made plays • Operating rhythm, mapping, attribution and measurement • A simple starter checklist for first winsSend us a topic suggestion for the next episode, and we'll see you next Chewsday for another channel challenge to chew through together.Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.comUntil next time 👋

This Channel Chewsday, I bite into a topic suggested by our listener, Maria.I explore how partner training evolves from long seminars to microlearning, AI personalisation, and simulation based practice. I share a high-level roadmap for channel leaders to build motivation, track impact, and turn partners into trusted advisors in 2026 and beyond.• Shifting from legacy sales tactics to continuous learning• Adding soft skills alongside technical depth• Adopting microlearning for recall and speed• Using AI to tailor journeys to roles and gaps• Boosting motivation with gamification and rewards• Building hands-on confidence with labs and simulations• Expanding enablement beyond training to coaching and content• Tracking business impact over course completionsIf you've got your own training success stories, challenges, or would like to suggest a topic for the next episode, reach out.Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.comUntil next time 👋

This Channel Chewsday, we unpack how channel partners can replace shrinking resale margins with recurring revenue and usage-based incentives that reward real customer outcomes. We share models, incentives, systems, and culture shifts that turn adoption and retention into predictable growth.• Margin decline across product and software licensing• Shift to subscriptions, cloud, and API consumption• Mechanics of tiered and volume-based pricing• Services as a margin engine for partners• Outcome-based partner recognition over status tiers• Incentives tied to adoption, retention, and upsell• Data, billing, and PRM needed for accuracy• Cultural shift to customer success and enablement• Benefits of predictable revenue and higher NRRAs always, if you've got a question, a story, or an idea for a future episode, drop me a line, and we'd love to feature your insights next week.Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.comUntil next time 👋

We explore how AI can actually help partner programs today, where it still falls short, and what data foundations are needed to turn dashboards into decisions. Margaret Adam, Director Product & Partner Marketing at Channelscaler shares practical wins in co-sell matchmaking, MDF automation, and personalising enablement at scale while keeping trust central.• AI use cases that already work in channel• Data readiness and workflow standardisation• PRM as the real-time window for partners• Personalisation with next best actions• Co-sell partner matching beyond certifications• Attribution support in multi-partner deals• Generative AI guardrails and brand context• Balancing automation with human relationships• Measuring ROI through time saved, engagement uplift, conversion gains• Future interoperability across ecosystemsChannel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.comUntil next time 👋

We challenge the doom narrative that AI will replace channel managers and show how the role expands when automation takes the grunt work and humans focus on trust, coaching, and strategy. Practical examples walk through insights, personalisation, and predictive tools that make partnerships stronger.• What AI automates across reporting and campaigns• How insights flag risk and opportunity for partners• Why relationships, empathy and negotiation remain decisive• How leading vendors use hyper-personalisation and scoring• The risk of delaying AI adoption in ecosystems• A simple playbook to start and set guardrailsYour feedback, questions, and success stories help shape the next episodes, so feel free to drop us a line or share your ideas for what you want to hear next!Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.comUntil next time 👋

This episode of Channel Voices Podcast has been sponsored by Meter.We explore how networking is shifting from hardware refreshes to daily value, why trust must be proven with evidence, and how partners can bridge from Capex to resilient recurring revenue without losing top‑line margin. Adam shares tactics for trials, enablement, roadmap transparency, and rules that reduce channel conflict.• Defining partner value as daily outcomes, not one‑off sales• Three partner mindsets: detractors, skeptics, early adopters• 45‑day full stack trials as proof, SE support• Upfront rebate bridging Capex to subscription margins• Enablement path: lab installs, office kits, certification• Transparent roadmap and faster feature delivery• Co‑sell, services monetisation, certified installer network• Going all‑in on channel and clear rules of engagement• Talent shortage in networking and operational leverage• Growth through repeatability over single deal maximisationChannel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.comUntil next time 👋

This week on Channel Chewsday, we’re diving into how to turn raw partner data into sharp, personalised coaching that actually moves the needle. If you’ve ever felt your partner enablement relies more on instinct than insight, this one’s for you.We’ll walk through how to go from intuition to evidence—choosing the right KPIs, designing dashboards that drive action, and guiding your team through a 90‑day rollout that turns analytics into outcomes.Here’s what we’ll cover:Why data‑driven coaching always beats gut feelThe three pillars of partner performance: metrics, personalisation, and technologyThe revenue‑tied KPIs that matter mostHow to build dashboards that make it easy to spot what’s workingTraining managers to coach using real conversation insightsUsing predictive analytics to flag risk early and focus effortA 90‑day rollout plan from setup to pilotHow to turn insights into consistent next stepsThanks for listening, and don't forget, your feedback, questions, and success stories help shape the next episodes.Drop us a line or share your ideas for what you want to hear next.Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.comUntil next time 👋

This Chewsday, we chew on how to make channel ROI undeniable with aligned goals, clean data, and human stories that win over finance, boards, and partners. From MDF benchmarks to advisory boards, we share practical tools you can use this week.• Aligning channel activity to broader business goals• Building real-time dashboards for pipeline and velocity• Using case studies to turn skeptics into supporters• Creating partner advisory boards and feedback loops• Quick-win metrics like deal registrations and certifications• Measuring MDF from lead to closed-won with 10x target• Combining story and statistics to defend investmentChannel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.comUntil next time 👋

We share a no-fluff playbook for channel leaders to turn chaos into momentum through honest communication, smart activation, and practical AI enablement. We cover partner fit, metrics that matter, and how to lead with both heart and rigour.• Clear, timely, transparent communication that builds trust• Segmenting partner needs and matching enablement• Streamlined onboarding, fast access, simple incentives• Activation as early wins and ongoing support• Practical AI guidance with training and tools• Strategic partner recruitment based on fit and culture• Using metrics to guide real conversations• Leading with empathy, responsiveness, and consistencyIf you found this helpful, why not share it with a fellow channel professional who could use the boost or maybe get some inspiration from this.Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.comUntil next time 👋