Channel Voices

We show how linking MDF to partner tiers and specialisations turns a blunt perk into a strategic lever for capability and pipeline. Clear ladders, maturity-based activities, and simple operations make funds work harder and prove ROI across segments.• Shifting from volume-only MDF to capability and outcomes • Segmenting partners into strategic, growth and long tail • Mapping MDF tracks to competencies like cloud and security • Matching activities to partner maturity for higher impact • Creating clear tier requirements and transparent benefits • Simplifying execution with PRM automation and guardrails • Piloting in one region and benchmarking ROI • Using data to refine tiers, activities and investmentThere’s still time to register for the Channel Scalar Live webinar taking place today, January 27th at 8 a.m. PST | 11 AM EST | 4pm GMT. Registration link: https://hubs.ly/Q03-l_pt0Channel 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 break down accrual, proposal-based, fixed, activity-based, and hybrid MDF models, then map each to vendor maturity, and growth goals. The result is a simple path from starter funds to a hybrid mix that drives utilisation, focus, and measurable ROI.• Core MDF models and what they suit• Pros and cons of accrual and proposal-based• When fixed allocations help activation• Activity-based menus that drive outcomes• How hybrids balance reward and growth• Aligning MDF to partner landscape• Operational maturity and tooling needs• Start small, measure, and evolve• Questions to test fit and ROIJoin our friends at Channelscaler and a panel of channel marketing pros on January 27th to see how AI is used to make MDF far less painful. Registration link: https://hubs.ly/Q03-l_pt0Channel 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 cut through MDF confusion and show how to prove ROI with clear targets, clean attribution, and partner enablement. The conversation moves from spend reporting to outcome-based funding that ties every Dollar and Euro to pipeline and revenue.• Why MDF measurement is hard and why it matters• Shift from discretionary spend to outcome-based models• The four-step loop from spend to revenue proof• Concrete ROI example with pipeline and payback• Fixing data plumbing and platform integrations• Solving partner capacity with concierge plays• Hybrid earned and proposal-based funding structures• Setting benchmarks and reallocating toward winners• Using transparent dashboards to coach partners• Three-part framework of strategy, instrumentation and collaborationHere, you can register for the upcoming Channelscaler Live Webinar -  Frictionless MDF: The AI Playbook for High-Velocity Channel GrowthChannel 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 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 👋