The Channel Surfers

In this conversational and insightful episode of The Channel Surfers, hosts John McCabe and Jeff Lennon welcome Pat Ferdig, founder and principal consultant of The Power of Partnering. The discussion, which flows like an extension of a recent AI workshop Pat hosted, centers on the critical role of Artificial Intelligence (AI) in modern channel partnerships, from foundational program elements to ne...

On this episode, John and Jeff sit down with Quarq.ai CEO Chris Messina to discuss how Quarq.ai can help forensically uncover the true value of your partner program. Here are some of the highlights: Proving Partnership Value Partnership teams struggle to prove their value to leadership because their impact is non-linear and spread across other departments' KPIs. - Partnership value extends beyond...

In this week's episode, Jeff and John discuss how to empower Channel Partners with AI Solutions. Here is a summary of the show: AI as a Strategic Imperative AI is shifting from a tool for automation to a strategic advisor that elevates user performance and ecosystem integration. - Failure to adopt AI will result in losing market position to faster, more effective competitors. - The primary barrier...

This week, Jeff and John sit down to talk about Leveraging AI Initiatives for Channel Sales & Alliances. Here are some key points from the show: AI Priorities Focus AI on efficiency, effectiveness, productivity, knowledge, and growth to guide investments and measure impact. - Automate repetitive CRM and PRM tasks to cut time-to-revenue and accelerate deal velocity. - Favor pre-built LLM applicatio...

In this milestone episode, John and Jeff explore how to Navigate the AI Landscape. Show highlights include: Strategic AI Integration Focus AI initiatives on core business goals to ensure successful adoption and tangible ROI. - Anchor all AI projects to one of five key business drivers: efficiency, productivity, effectiveness, expertise scaling, or growth. - Prioritize automating repetitive, manual...

In this episode of The Channel Surfers, Jeff and John sit down with Nelson Wang—founder of Partner Principles—to break down the frameworks that are reshaping how modern go-to-market teams scale. Nelson shares how to apply strategic filters to focus on founders, products, and channels that actually compound value. He dives into the systems that turn clarity, generosity, and time discipline into fly...

John and Jeff sit down with Vaughn Mordecai, CRO of Mindmatrix to discuss Strategy, Partnerships, and Sales Performance. Here are some key takeaways from our conversation with Vaughn: Strategic Alignment of Partnerships Our partnership strategy is hampered by structural and incentive misalignments that require immediate attention. - Integrate the channel organization directly within the core reven...

Jeff and John sit down with Scott Strubel to share lessons from a five-decade career in global channel leadership—from enterprise IT giants to SaaS disruptors—and provide listeners with actionable ideas on how to lead with partners, build scalable ecosystems, and evolve in a rapidly changing channel world. You can find Scott's book "Simple, but Hard" here (https://www.amazon.com/Simple-but-HARD-Na...

This episode is a reflective and tactical discussion on how the channel is changing, why the old models no longer work, and what professionals can do to adapt. It’s about re-framing mindset, strategy, and action in the modern partner-driven world.

In this episode, Jeff and John talk about understanding and navigating the technology partner ecosystem, including the roles of consultants, MSPs, GSIs, resellers, and the importance of ecosystem collaboration. ## Key Points Discussed: * The distinctions and overlaps between consultants/advisory firms, MSPs, GSIs, MSSPs, resellers, VARs, and distributors. * The importance of operational execution,...

On this episode of The Channel Surfers, we welcome Rick Sears — a Career Readiness Expert, Executive Transition Coach, Award-Winning Author, and Motivational Speaker who has helped countless leaders successfully navigate career pivots. With deep expertise in resume strategy, executive coaching, and job market positioning, Rick has become a trusted guide for professionals looking to take the next s...

🎙️ New Episode: Building and Scaling Successful Partner Programs In this episode of The Channel Surfers, we sit down with Helene to dive deep into the world of channel and partner operations—the “engine room” that keeps partner programs running smoothly. We explore: ✅ What partner operations really is (and why it’s critical to make it easy to do business with you). ✅ The three pillars for buildi...

In this episode of The Channel Surfers, hosts John McCabe and Jeff Lennon sit down with Nick Nicholas, Channel & Alliances Executive at Armis, to dive deep into the evolving world of partnerships and cybersecurity. Nick shares his career journey and the pivotal moments that shaped his path in channel leadership. He breaks down the current state of the channel—what’s working, what’s not, and the tr...

Jeff and John dive into a comprehensive discussion on the current state of the job market for channel executives, including challenges, trends, actionable advice, and preparation for a follow-up episode featuring resume and LinkedIn expert Rick Sears. Key Points Discussed: * The job market for channel executives is currently difficult, with fewer roles, increased layoffs, and companies hesitant to...

Jeff and John welcome Rob Cohen from Lyzr to the show. Rob shares his insight and the evolution and current state of channel partnerships in the tech industry, with a focus on leveraging AI and automation, building effective partner ecosystems, and lessons learned from a career in channel management. Key Takaways: ## Key Points Discussed: * Rob's career journThe evolution and current state of chan...

The Channel Trenches: A View from a Channel Manager with Ross Kemp In this episode of The Channel Surfers, we go straight into the front lines of channel sales with Ross Kemp, an experienced Channel Manager who knows the realities of building and sustaining partner relationships day-to-day. Ross shares candid insights into what it really takes to manage a territory, balance partner expectations wi...

In this episode of The Channel Surfers, we sit down with Jay McBain, Chief Analyst for Channels, Partnerships, and Ecosystems at Canalys, to explore where the channel is headed in 2025 and beyond. Jay shares his latest insights on the evolving partner landscape, from the rise of ecosystem-driven sales to the critical role of marketplaces, alliances, and non-traditional partners. We discuss how dat...

What do Stayin’ Alive, Jive Talkin’, and You Should Be Dancing have to do with channel partnerships? Everything. In this special episode of The Channel Surfers, we connect 10 Bee Gees hits to the ups, downs, and disco moments of partner life. Whether you’re surviving EOM chaos or celebrating a joint win, these tracks hit differently.

Episode Title: Marketing as a Multiplier – A Conversation with Lisa Hayashi of Mimic Show Summary: In this episode of The Channel Surfers, we sit down with Lisa Hayashi, CMO of Mimic and a true champion of channel marketing. Lisa brings her deep expertise to the mic to unpack why marketing isn’t just a support function in a channel program—it’s a growth engine. We explore how strategic marketing d...

Exploring how building, managing, and growing channel partnerships is like running an amusement park—complete with thrilling rides, unexpected twists, and the need for careful planning to keep everyone coming back. “Onboarding is your park map—without it, partners wander aimlessly and miss the good stuff.” “Engagement is the roller coaster—keep the thrills coming, but don’t forget the safety harne...

In this episode of The Channel Surfers, we sit down with the CEO of Introw, the innovative Partner Relationship Management (PRM) platform that’s changing how vendors and partners connect, collaborate, and close deals. We explore the origin story of Introw, the pain points it solves for channel leaders, and how it’s modernizing partner engagement through streamlined introductions and real-time visi...

In this episode of The Channel Surfers, we build on the foundations laid in Episode 1 and dive deep into what it really takes to drive partner engagement and alignment. We explore how meaningful motivation—both financial and non-financial—can transform partner performance, and why building a sense of community is just as critical as hitting quotas. From standout incentive programs to peer learning...

In this episode, John McCabe and Jeff Lennon are joined by Dan Emanuele, Senior VP of Sales, for a conversation that bridges the often siloed worlds of sales and channel. The discussion uncovers how sales leaders can drive growth through a channel-first mindset, offering real-world insights from Dan’s decades-long career. Key Highlights: • Career Journey: Dan shares how he entered the world of sal...

🎙️ Episode: Finding, Recruiting, and Onboarding the Right Partners In this episode of The Channel Surfers, we break down what it takes to build a high-performing partner ecosystem—starting with choosing the right partners. From avoiding common recruitment pitfalls to structuring a world-class onboarding experience, this episode is packed with actionable insights. 🔍 What We Cover: • Why Partner Se...

Episode Summary: In this episode, The Channel Surfers sit down with Lautaro Cepeda, the CRO at Personize.ai, to explore how AI is evolving from a buzzword into a true enabler of human connection in the channel. We dig into how Personize.ai is leveraging generative AI to personalize partner and customer engagement at scale, what that means for modern GTM strategies, and why automation doesn’t have...