Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

Let us know what you think of the podcast. Carolyn April discusses: the state of the IT channel, research availability, the impact of AI, the importance of quality over quantity in vendor-partner relationships and what to expect at ChannelCon. She also shares exciting details about the upcoming ChannelCon event in Atlanta. As well as taking us through her journey in the tech industry, highlighting...

Let us know what you think of the podcast. How does a private equity firm’s takeover typically impact a company's strategic direction and how can it affect their channel partner program? Sometimes, channel partner programs get the axe when a PE firm takes over. In today’s episode, we’ll:  explore this issue,  investigate the underlying reasons,  and discuss strategies to protect your channel...

Let us know what you think of the podcast. Have you ever heard of a fractional channel chief? This is a concept that's shaking up the industry, and we had the privilege of delving into it with Kameron Olsen, a leading expert with over 15 years of experience. So, what exactly is a fractional channel chief? Unlike a full-time in-house channel leader, a fractional channel chief offers their seas...

Let us know what you think of the podcast. How does one begin to integrate AI into their partner programs? Alden Hultgren provides practical advice, from mapping out automation opportunities to designing partner experiences that are not just functional but delightful.  She envisions a future where digital workers become integral to partnership teams, streamlining processes and freeing up human tal...

Let us know what you think of the podcast. Bernhard Friedrichs (PartnerXperience) joins us to share his wealth of knowledge on crafting a partner journey that fosters collaboration and drives capital-efficient growth. He takes us through the nuances of treating partners as equals, not customers, and the importance of transparency and trust throughout the partner lifecycle. From recruitment to onbo...

Let us know what you think of the podcast. We dissect the past year's partnership trends and forecast what's on the horizon for 2024. Join our guests, Rob Spee & Vince Menzione as we dive into topics such as: co-selling partner programs partner relationship management marketplaces resellers the impact of AI on channel sales 2024 predictions (and reviewing our 2023 predictions 😁) (01...

Let us know what you think of the podcast. Paul Banco makes the case for why leadership buy-in is critical. Drawing from decades of experience, Paul explains how partner alignment, executive involvement, and presenting a clear vision are key to gaining leadership support. He also outlines how to get executives on board, involve them in shaping the strategy, and secure their ongoing commitment. Hea...

Let us know what you think of the podcast. Our guest, Dorian Kominek, realized the pursuit of partnering and partner programs was in need of a foundational framework . So she has set out to work on changing the minds of partnering organizations to rethink their approach to partner program development. Guest bio: From Channel Manager, to Strategic Partnerships Manager, to Head of Partnerships, Dori...

Let us know what you think of the podcast. Paul appears on an episode hosted by Vince Menzione. They, along with Rob Spee, explore the dynamics of partnerships and ecosystems, channel marketing, and the pivotal role of the chief partner officer. Other subjects include ecosystem attribution, channel alignment, partner marketing strategies, and the rise of AI adoption.  We discuss this and more on t...

Let us know what you think of the podcast. Kelly Sarabyn and Asher Mathew are here with us today to discuss key insights from their latest report: The State of Partner-Led Growth Report. This new report promises to shed light on:  The power of partner-led growth strategies,  Showcasing real-world success stories,  Lots of interesting partnerships insights from sales and marketing leaders,  And tip...

Let us know what you think of the podcast. It's not enough to just have partners – understanding them and tailoring the experience to their needs can truly set apart a great partnership from a good one.  This episode will cover:  Practical Strategies for improving your partner experience Exploring ways to better understand your partners  And discussing the potential impact these strategies ca...

Let us know what you think of the podcast. Today’s partner ecosystem: fueled by hyperscalers, sold in marketplaces, and delivered through the channel.  What can we expect of the partner experience in light of this new ecosystem model? We discuss this and more on today's episode with our Channel Panel members:  Rob Spee of Channel Journeys podcast   And Vince Menzione of the Ultimate Guide to...

Let us know what you think of the podcast. Growing and managing a channel is not without its pitfalls and harsh realities. These uncomfortable truths, often kept under wraps, can hamper the growth and success of your channel strategies if not confronted head-on. Some of these uncomfortable truths include: The Challenge of Alignment The Necessity of Investment The Inevitability of Conflict The Stru...

Let us know what you think of the podcast. In this episode, we will explore the key benefits and strategies of partner marketing, and provide practical tips and advice on how to optimize your partner marketing efforts. Partner marketing provides a unique opportunity for businesses to leverage the strengths and resources of their partners to enhance their marketing efforts, reach new audiences, and...

Let us know what you think of the podcast.  The current state and future of partner portals (do we even need them?) Partner engagement challenges: How partner management tech is changing to meet partners where they already are (outside the portal)  Hear about what other partner tech providers are doing to meet expectations partners have in the current landscape For a video version of this episode,...

Let us know what you think of the podcast. Aligning your channel sales  team with your direct sales team can be a great way to maximize your business's potential.  This episode will provide an overview of how to align the two. In addition to tips and techniques to help you navigate this tricky situation, we will cover topics such as:  the importance of communication and collaboration between...

Let us know what you think of the podcast. Hyperscaler marketplaces are having a significant impact on channel sales.  By providing customers with access to cloud-based services, hyperscaler marketplaces have become an increasingly popular way for customers to purchase IT services. This has led to a shift away from traditional channel sales, as customers are now able to purchase what they need dir...

Let us know what you think of the podcast. Take a listen to the latest episode of the Ultimate Channel Sales Podcast and hear two MSPs share their experiences and perspectives on managing their channel, from the channel partner's point of view. They share their strategies for success, the challenges they've faced, as well as their advice for other MSPs. Tune in to get an inside look at h...

Let us know what you think of the podcast. In today’s episode, we’re bringing on a world-renowned professional who has been a long-standing expert in the partnerships industry, to discuss the most recent trends in partner ecosystems practices, as well as predictions for 2023, and a general forecast of what we should expect in the evolution of the partnerships space with regards to ecosystems. Toda...

Let us know what you think of the podcast. We’ve brought together three hosts from three different podcasts in the partnerships space to review key insights and trends noticed in the past year from interviews with channel chiefs, partnership leaders and in the overall partner ecosystem landscape. Rob Spee is a seasoned and experienced channel and alliance executive. He has created and executed cha...

Let us know what you think of the podcast. In the past year alone: “Partner ecosystems” has become the hottest buzzword in the channel space. Forrester reported an even split between channel, direct, and marketplace revenue. And that 90% of IT sales will be partner-assisted before, during, and after a sale. All this to say that the channel looks shockingly different than it did just five years ago...

Let us know what you think of the podcast. The first-of-its-kind report on the state of the partnerships industry. Hear the latest trends in Partner Ops, partner programs, and ecosystem strategy – all from an impressive roster of partnership leaders. We’ve invited two key contributors, Kelly Sarabyn (Platform Ecosystem Advocate @ HubSpot) and Asher Mathew (Founder @ Partnership Leaders), to discus...

Let us know what you think of the podcast. There’s a simple set of principles the world’s best partnership teams tend to follow and some common dysfunctions that hold many teams back. Ecosystem thought leader Vince Menzione shares how to spread these five principles throughout your partnerships. Listen to today’s episode to:  Leverage the one communication hack that aligns internal and external te...

Let us know what you think of the podcast. Some partnerships fail incredibly fast. Some in as few as 30 days. So, be careful with what you do in the early days of a partnership – as it can set the tone for the rest of the relationship. At the start of the partnership, it’s important to be careful and leave first impressions that can help create partners who are: Confident in your brand Come forwar...

Let us know what you think of the podcast. It’s no secret, potential partners start scoping you out long before approaching you. Sure, it’s easy to brush off anonymous complaints as “unimportant”.  But don’t forget, the channel community is listening. Today’s episode brings a new perspective on partnerships. We welcome someone representing the other side of the channel: a channel partner, straight...