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

Let us know what you think of the podcast. Partner ecosystems are like ecological ones: when healthy, all connected parts can nurture and support one another.  But how do you know if your partner ecosystem is healthy? Are there any measurements that can help monitor ecosystem health?  And how can you identify deficiencies within your ecosystem before it’s too late? Norma Watenpaugh shares insights...

Let us know what you think of the podcast. It’s important to find partners that are right for you, but just as important, if not more, is knowing how to make the most of those partnerships.  One way that can almost guarantee a deep understanding of how to navigate your partnerships and best leverage them is the practice of partner segmentation. That is, segmenting partners within the different mar...

Let us know what you think of the podcast. Our guest today, Hans Peter Bech, has been involved in the channel space for over 3 decades. With more than 25 years in executive roles growing global market shares for information technology companies under his belt, he decided to focus all his energy on strategic business development projects and founded TBK Consult. And as if that wasn’t enough, throug...

Let us know what you think of the podcast. Preparing your channel partners for success involves taking a customized approach, consistent attentiveness and active listening skills. Your work doesn’t end after partner onboarding - it is a continuous effort. Pay careful attention to:  discussing and aligning your goals  practice transparency  and give them a personal experience  In this episode of Th...

Let us know what you think of the podcast. Our guest today, Kathleen Phillips, has been in channel-related roles for over 20 years. Her portfolio includes leading teams that have generated more than 100 million dollars in new revenue and successfully launched over 35 disruptive products, solutions and services. Today, she is the Head of Global Partnerships and Strategic Alliances at Digital River....

Let us know what you think of the podcast. Our guest today, Autum Grimm, is not only an innovator, but also a pioneer, in a division of the channel space that had been left completely unexplored before the birth of her company. Today, she is responsible for revenue, demand generation, operations and business development as CRO at PartnerTap, a leading enterprise Partner Ecosystem Platform that all...

Let us know what you think of the podcast. In this episode of The Ultimate Channel Sales Podcast , we bring on Matt Soloman. He has been in channel-related roles for nearly a decade. Currently, he is the Chief Business Development Officer & Co-Founder of a consultancy, The Channel Program. He is also the CEO of Channel Halo and he runs an insightful channel-related newsletter: Navigating the I...

Let us know what you think of the podcast. Our guest, Heather K. Margolis has been in the channel space for over 20 years. She helps channel organizations build smarter channel programs, manage channel relationships to find added value, and engage their communities through social and traditional media. Starting from positions such as Channel Marketing Executive and Director of Marketing and Allian...

Let us know what you think of the podcast. Our guest, Tan Tran has been in the channel space for nearly a decade now and throughout this time, he has left an imprint on many partners’ channel sales efforts. Today, he is a Channel Development Manager at SAP Concur.  Topic summary:  Your channel partners’ devotion to engaging with your brand depends on your approach to your partners:  Do you provide...

Let us know what you think of the podcast. Our guest, Steve Kazan is an award-winning channel chief in the channel space for over 27 years now, who has developed quite a repertoire of transforming and elevating channel programs. Today, he is the founder & CEO of Inner Onion, LLC, a company that builds alliances with international technology companies that want or need representation in the Uni...

Let us know what you think of the podcast. Whether it’s a tech stack involving multiple technologies or just a single platform, having tools to manage your channel sales is a part of forming a channel strategy not to be overlooked.  There are a number of things to consider when selecting the tools you should use for managing your channel sales. You want to make sure the tools you select are suitab...

Let us know what you think of the podcast. Welcome to The Ultimate Channel Sales Podcast hosted by Paul Bird! The discussions in this podcast explore various channel management topics relating to channel strategy, current practices for optimizing your current channel sales from today’s experienced channel chiefs, industry insider tips to managing your channel partners, and much more.  As the head...