ChannelWaves by Structured

AI, MSPs, and Real-World Impact In this episode of ChannelWaves, Steven Kellam talks with Leslie Chiorazzi, Managing Partner of CMIT Solutions Manhattan, about what AI actually looks like inside an MSP today. Leslie shares how she’s using AI to better understand her best clients, improve sales and marketing efforts, streamline operational work, and free up time to focus on relationships and strate...

Self-Serve 2.0 is Here and It’s Not What You Think AI is transforming the partner experience but not in the robotic, rinse-and-repeat way people expected. In this episode, Steven Kellam sits down with Rebecca Jones, Chief Growth Officer and COO at Bridge Partners, to unpack how self-serve has leveled up. Call it Self-Serve 2.0. It is faster, smarter, and finally useful. They explore how AI can per...

Larry Walsh in a "Just Ask" AI World In this episode of ChannelWaves , host Steven Kellam welcomes channel veteran Larry Walsh for an honest, forward-looking discussion on where the channel is heading and how leaders can keep up. They explore the tension between operational excellence and innovation, why many organizations struggle to scale partner programs, and how AI is reshaping the way vendors...

In this episode of ChannelWaves, host Steven Kellam sits down with Kathryn Rose—founder of ChannelWise, co-founder of the Channel Marketing Association, international speaker, and bestselling author. The conversation dives into the current state of channel marketing, the role of associations in supporting marketing professionals, and what’s coming up at the Channel Marketing Association Summit. Th...

What happens when AI hype meets the hard realities of channel marketing? In this episode of ChannelWaves , host Steven Kellam sits down with Raegan Wilson of Spur Reply and Matt Crane of Salesforce to unpack the biggest AI takeaways from the past 18 months. But this isn’t just about theory—they dive into what’s actually working in the field, where AI is falling short, and how forward-thinking lead...

In this episode of ChannelWaves , host Steven Kellam and guest Leslie Vitrano Hubright of Schneider Electric explore the shifting landscape of buyer demographics and what it means for channel strategies. Leslie discusses how the evolving expectations of younger, digital-native buyers are driving changes in partner engagement, content delivery, and channel innovation. They highlight the importance...

In this episode of ChannelWaves , host Steven Kellam interviews Larry Walsh, CEO of Channelnomics, for a deep dive into the evolving role of AI in channel marketing, the challenges of data attribution, and key industry trends. Walsh shares how AI, while often overhyped, holds potential to transform marketing automation, referencing StructuredWeb’s innovative solutions. He also discusses the diffic...

In this episode of ChannelWaves , host Steven Kellam sits down with Leslie Chiorazzi, managing partner of CMIT Solutions in Manhattan, to dive into the crucial role trust plays in vendor-partner relationships. Together, they unpack how to build and maintain trust, what happens when it breaks, and strategies for rebuilding it. Leslie shares her extensive experience in managed services, offering val...

Discover the exciting potential of AI in the channel ecosystem in this episode of ChannelWaves! Join host Steven Kellam and Bryn Nettesheim, VP of Professional Services at Channelnomics, as they cut through the hype and explore practical applications and future opportunities of AI. Learn about the enormous market potential, with IDC forecasting the global AI market to soar from $40 billion this ye...

In this episode of ChannelWaves, Steven Kellam hosts Heather Margolis, founder and CEO of Channel Maven, to discuss the importance of end-to-end partner marketing. Heather shares insights on navigating the buyer’s journey, overcoming common challenges, and leveraging tools like SEO, SEM, and AI. Tune in to learn how to effectively engage, educate, and enable partners for better marketing outcomes....

Navigating the Future: Strategic Resets in Channel Management In this episode of ChannelWaves, host Steven Kellam welcomes Rachel Tuller, a seasoned Channel Chief, for a deep dive into channel strategy refinement and innovation. Amidst a landscape of unforeseen challenges and rapid market evolution, they discuss the critical need for channel leaders to reassess and rejuvenate their strategies. Hig...

In this episode of the ChannelWaves Podcast Steven Kellam and Gina Batali-Brooks tackle the pivotal yet often overlooked impact of data on channel partnerships. They explore the challenge of harnessing actionable insights from disparate data sources and the transformative potential of AI in deal-making. The conversation also touches on the critical role of strategic data architecture, the evolving...

In this engaging episode of ChannelWaves, host Steven Kellam sits down with Meaghan Moore, VP of Channel Partnerships at ServiceNow, for a candid conversation about what channel partners can expect in 2024. They delve into the significance of storytelling, automation, and the groundbreaking impact of generative AI on channel marketing. Meaghan shares insights on the collaboration between ServiceNo...

In this engaging podcast episode, listeners are treated to a candid and insightful discussion among industry experts Steven Kellam, Larry Walsh, and Heather Margolis as they dissect the anticipated challenges and opportunities for the first half of 2024. The trio delves deep into the evolving dynamics of buyer behavior, the pivotal role of nurturing partner relationships, and the strategic impleme...

Today's CPO (Chief Partner Officer) In this episode of ChannelWaves, Steven Kellam and Asher Mathew, the CEO of Partnership Leaders, explore the evolving landscape of partnerships within the channel. The discussion addresses the significance of the Chief Partner Officer (CPO) role and the necessity of unifying diverse partnership functions across companies. Asher emphasizes the need for cohesion i...

Five Key Partner Program Challenges in 2023 In this insightful podcast episode, Diane and her guest delve into the challenges that modern partner programs face in an era of increasing demands and limited resources. They discuss three crucial areas of focus for partner programs in 2023: demand generation, partner contributions beyond transactions, and strategic cuts. The conversation explores the c...

Embracing the Future with Tricia Atchison 🚀 The future of the channel  is uncertain, and with digital transformation and AI on the rise, we find ourselves in uncharted territory. Tricia Atchison from Equinix joins us on this thought-provoking podcast episode to shed light on how to navigate these turbulent waters and make it all work together. 💼 As we move forward, we really don’t have a choice,...

If you haven't heard of Generative AI or its consumer-facing offspring ChatGPT, then you may be living under a rock - especially if you're in the channel. It's one of the most transformative technologies to emerge in the last two decades and will impact every industry, from healthcare to entertainment (if it hasn't already). For Channel Chiefs and channel marketers, it's no different. GenAI is alr...

How to do more with less. While "do more with less" in the channel has become a mantra in the tech channel this year, often it is discussed at an ethereal level. So, what are some of the real-world strategies and tactics you can use today to simplify and get more done. Take a listen as Jessica Baker CPO (Chief Program Officer) at Achieve Unite joins ChannelWaves to talk about how you can make your...

Doing More with Less - A Partner's Perspective Everyone, well almost everyone, in the technology channel community has been hit with the less resources in 2023 challenge. So how do you make it all work? How to take care of partners, grow the business and keep everyone motivated? How to you leverage technology, human resources, and collective brainpower to grow you channel   business in 2023. Pleas...

The Last Marketing Mile The point where marketing hands off to sales is a critical step in the channel journey. If it’s so important, why does that hand-off often get fumbled? Join us as Andrea Sitting- Rolf, Chief BlitzMaster and CEO of BlitzMasters dives into appointment setting and telemarketing to discuss the value of getting on the phone and how tying marketing and appointment setting togethe...

Sales and Marketing - Together at Last: According the industry vet Tina Gravel - they need to be When sales and marketing are working together like a well-oiled machine, driving pipeline and revenue is so much easier. So, why do so many teams still struggle to close that gap and achieve the results they need? Please listen and as Tina Gravel, Vice President, Global Head of Sales at Quantexa, dig i...

Channel Success 2023: Keeping Your Head and Your Heart in the Game Over the past three years, the tech industry has faced numerous challenges such as the COVID-19 pandemic and supply chain issues. However, the recent wave of layoffs and cutbacks has been particularly disruptive, leading to a reevaluation of priorities and a need to achieve more with fewer resources. As a result, many channel marke...

The Evolution of Channel Partnerships There’s a new wave of channel partnership trends and best practices, and with this evolution comes great opportunity and, consequently, new challenges. So how do we manage these fairly new set of challenges and get the most out of today’s necessary, but often undermanaged, partnerships. Please listen as Chris Samila, Co-founder and Chief Partner Officer at Par...

Maximizing Channel Partner Videos Efforts: The top 10 distribution places to invest time and money Video is clearly one of the most compelling ways to get your message across to you buyers. In our last podcast (link) we discussed how to make channel partners effective in the video landscape, and why getting partners up to speed on video execution is crucial for everyone’s success. In Part II, Robe...