Bold Journeys Podcast

Why are some partners and customers hesitant to make the shift to cloud? Find out, and learn how Lana King, VP of Partner Programs, Training and Enablement at Mitel, is helping partners and their customers adopt the cloud business model through their MiCloud Connect Partner Managed program.

Learn why Balaji Subramanian, SVP, Global Channel Chief at Igel, is replacing traditional back-end rebates with bespoke investments as they transition to the SaaS model.

There's a wide range of partners and influencers who can help you find and win new customers. Learn how Chris Westfall, VP Channels and Alliances at Paylocity, built a partner referral program with creative non-cash rewards to drive partner sourced business.

Recruiting partners who are non-productive or a bad fit with your company is a costly waste of time. Paul Bird, Salesforce enthusiast and portal wizard at Magentrix, comes back for another Channel Journeys interview to show how you can find the right channel partners to grow your business.

Rob Spee, RVP Channel Sales at OutSystems and host of the Channel Journeys podcast, explains why it's time to update your channel program for the XaaS world.

Taylor Macdonald, SVP of Channel Sales at Sage Intacct, built an indirect SaaS channel that now contributes 50% of the company's overall revenue. Learn the benefits of a hybrid SaaS channel and how to build one that works.

When you're counting on partners to grow your business, partner experience and customer experience go hand in hand. Today's guest is Jeff McCullough, Global Vice President of Channel Sales at Park Place Technologies. Jeff describes how to measure partner and customer experience on your journey to customer success.

Marc Monday, head of Citrix's Global Partner Go-To-Market Strategies, talks about lessons learned from a study on the impact of the lockdowns in the first wave of the Covid-19 pandemic. Learn about the silver linings and the things to watch out for to protect your team's and your own mental health and productivity.

According to Larry Wash, CEO and Chief Analyst at Channelnomics, the only thing that's certain moving forward is more change. The Covid pandemic may have accelerated Digital Transformation, but we're still more at a point of digitalization and haven't even started the transformation yet. And that's the next evolution that's going to drive even more changes in the channel.

Mark Brigman is the founder of the company and author of book Partnernomics. After a career leading partnerships with Sprint, Mark studied the economics of partnering, wrote a book, and took the leap to launch a company focused on helping others drive successful partnerships. In this episode, he shares the five phases of a successful partnering process.

When is the right time and the best way to take your B2B technology company into international markets and go global? In this episode, Hans Peter Bech, author and founder of TBK Consult, shares his B2B software channel expertise and lessons from his new book, Going Global on a Shoestring.

When I want to know what's happening or going to happen in channel, I turn to Forrester's Principal Channel Analyst, Jay McBain. In this year-end special episode of Channel Journeys, Jay shares channel lessons from 2020 and makes his predictions for what we need to plan for in 2021.

How often does the Founder and CEO of a high tech company come out of the gate with a 100% channel strategy? Frank Rauch is the head of Worldwide Channel Sales at one such company, Check Point Software. Frank shares how to build a partner program and drive growth selling 100% through the channel.

As a channel manager, you constantly have to persuade. You have to sell your company, your products, and your channel program to your partners. You have to convince your sales teams and your management why you need the channel. Jason Cutter, author of Selling With Authentic Persuasion, shares how channel sales and partner managers can gain influence and success by selling with authentic persuasion...

Rob Spee, RVP Channel Sales at Outsystems and host of the Channel Journeys podcast, shares his story of sailing from St. Thomas to Newport, RI in the middle of the Covid pandemic.

Knowing what not to do is as important as knowing what to do. Paul Bird, Salesforce Enthusiast and Portal Wizard at Magentrix, shares the top channel management mistakes vendors make and the biggest opportunities for partner automation.

Managed Service Providers (MSPs) are a large and growing channel for SaaS vendors. Learn top tips for building a SaaS MSP channel in this interview with Tony Beller, SVP Worldwide Partner Ecosystems at TIBCO. Tony has a wealth of experience building MSP channels at Saleforce, ServiceNow, and Anaplan.

Steve Benson, CEO of Badger Maps and field sales pro, shares how to lead an IT Channel Sales team through this time of economic crisis driven by Covid-19.

Covid-19 drove us very quickly to a 100% remote work environment. No live meetings with colleagues, customers, or partners. Michelle Hodges is the VP WW Channels at GitLab, a company that has been 100% remote since it was founded. Michelle shares expert insights on how SaaS vendors can restructure their channel program to succeed in this new remote world.

Sales-led partners are great at landing new SaaS customers. But that's only the first step in driving customer success and building a low-churn recurring revenue stream. Steve Stewart, Head of Global Channels at SmartSheet, shares how to build a services-led channel to drive the adoption and expansion your SaaS offering.

If you're a SaaS vendor and don't have cloud marketplaces in your channel strategy, it's time to reconsider. Learn how one IT vendor is finding success in leveraging marketplaces in this episode with Gary Green, Vice President of Strategic Partnerships at Cloudera. Gary shares how Cloudera partners with AWS, Azure, and Google, while also paying attention to their diverse network of channel partner...

Today's guest, Linda Rose, built and sold three successful IT companies. Instead of retiring, she hiked 500 miles of the Pacific Crest Trail, then used her business experience to write "Get Acquired for Millions". Now she consults with IT solution providers who are looking to be acquired.  Linda and I talk about her journey from accountant to successful business owner. And she shares 5 tips for so...

What does it take to lead a successful partner business through uncertain times? I took that question to channel chief and host of the Ultimate Guide to Partnering podcast, Vince Menzione. Listen and learn the 5 common traits shared by all successful partner organizations.

Understanding the challenges your partners face can create opportunities for channel managers. It can also create a start-up. Today's guest is Joseph Landes, the Chief Revenue Officer of Nerdio, a start-up empowering MSPs to build cloud practices. Joseph shares the top 3 challenges MSPs face in moving to the cloud and how to address them.

How do we stay connected while being forced by a global pandemic to stay at home? Social Media guru Sally Jo LaMont of Social Sales Link shares how we can leverage LinkedIn to build and strengthen connections. Learn valuable tips that will serve you during and after this global lock-down.