Channel sales partners are the pathway to higher sales - and your customers. Are you equipping your partners with what they truly need to represent you and make the sale? Are you choosing the right partners? Do you trust your partners (and do they trust you)? Do you do your part for your partners? As we interview channel chiefs, we explore these questions and more. We'll share channel management insights on how to navigate channel partner relationships, support your partners, identify weak areas of your channel strategy and more. Transform your partner relationships and seize control of your channel sales!
11 - Is Your Partner Ecosystem Healthy? Check These 3 Things Immediately
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 on:
How you can sustain a healthy partner ecosystem What you can do to optimize ecosystem healthToday’s guest, Norma Watenpaugh, has been a visionary in the IT world for channel giants like Sun Microsystems, pre-Oracle, Fujitsu, BA Systems, and for the last 20 years, CEO and founding partner of the Phoenix Consulting Group.
She has a laser focus on helping companies achieve profitable results through strategic alliances, channels, and partner ecosystems.
Listen for all of Norma’s insights on maintaining a healthy partner ecosystem.
Read the blog: https://www.magentrix.com/articles/blog/Is-Your-Partner-Ecosystem-Healthy-31-8-2022
(2:30) What is a partner ecosystem?
(4:32) The shift to the ecosystem model
(6:08) Gauging the health of the ecosystem – how it impacts the success of partnerships
(8:22) Establishing a Partner Ecosystem
(13:17) 1st Thing to Check: Ecosystem strategy
(18:25) 2nd Thing to Check: Interaction and engagement amongst partners
(22:43) 3rd Thing to Check: Mutual benefits for partners
(23:42) Example of a healthy partner ecosystem
(25:16) Norma Watenpaugh’s background in partner ecosystems
(26:39) Results to expect from a healthy partner ecosystem
10 - How to Create and Best Leverage Strategic Channel Partnerships
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 markets they service.
Manuel Rivera shares insights on:
how to identify different partner segments, what you can do to build partners’ strengths, minimize their weaknesses, how to support them, and help them grow to reach your overall goal. Our guest today, Manuel Rivera, has been in the channel for over 20 years. He boasts a pretty extensive background in: taking over existing channel programs, understanding the current makeup of the channel partners that are part of those programs, and trying to align those partners with the goals of the organization. Today, he develops and manages the channel sales program of Constella Intelligence as the Vice President Global Channel Sales.
Listen for all of Manuel’s advice on creating and leveraging strategic channel partnerships.
Read the blog: https://www.magentrix.com/articles/blog/How-to-Create-and-Best-Leverage-16-6-2022
(2:07) Manuel Rivera’s background in channel sales
(4:11) Benefits of a well-thought out channel partner strategy
(7:15) Start by selecting the right partners
(13:55) Leverage partnerships & know where to invest time
(37:24) Understanding market trends is key for positive growth
09 - 3 Expert Tips on Building a Successful Partner Channel
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, throughout this time, he has also written not one but 3 published books on channel-related topics.
Channel sales is a great way to reach the end consumer and so you establish a channel. Now, how do you build that channel to be successful?
What if you’re experiencing great success already but now, how do you expand your channel globally?
Hans discusses what your channel sales strategy should include:
A clear definition of the goals for your channel from day 1 – what you hope to achieve. Keep goals realistic and be sure to track and measure progress. A complete channel partner program, defining everything from selecting the best partners to guidelines for partners to expectations from partners. A plan for managing channel partners and all their ongoing requirements. Listen to the episode for all of Hans’ expert tips on building a successful partner channel.
Read the blog: https://www.magentrix.com/articles/blog/3-Expert-Tips-on-Building-a-Successful-5-5-2022
(2:14) Hans Peter Bech’s background in channel sales
(4:00) Mapping out a channel strategy: how it impacts the success of the channel
(7:23) Planning for a successful channel: the biggest misconception
(8:39) What makes an exceptional channel partner?
(09:20) 1st Tip: Define goals from day 1
(16:14) 2nd Tip: The channel partners
(29:19) 3rd Tip: Managing the channel partners
(36:06) When does building a successful channel pay off?
(37:12) What results can you expect?
08 - How to Select the Right Platform to Manage Your Channel Sales
In this episode of The Ultimate Channel Sales Podcast, we bring on Jonathan Deveaux. He has had a successful career driving business growth through partnerships for nearly a decade. From developing strategic partnerships to roles focusing on partner enablement and partner marketing, today he is the VP of Global Alliances and Partnerships at Comforte AG.
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 suitable for the job and provide the performance and functionality you expect.
And once you’ve figured that out, you’ve got to decide which tools or technologies to actually utilize – no easy feat considering the multitude of options out there.
Jonathan discusses how to select the right platform to manage your channel sales including:
Best practices for selecting a channel management platform When is a solution necessary for channel management? Which organizations should adopt a channel management tool? Top challenges alleviated by a stellar channel management platform How channel management platforms increase partner engagement Listen to the episode where we’ll discuss these topics and more.
Read the blog: https://www.magentrix.com/articles/blog/How-to-Select-the-Right-Platform-to-4-5-2022
(1:57) Jonathan Deveaux’s background in channel sales
(4:09) Best practices for selecting a channel management platform
(7:30) When is a solution necessary for channel management?
(9:28 ) Which organizations should adopt a channel management tool?
(11:46) Top challenges alleviated by a stellar channel management platform
(14:55) How channel management platforms increase partner engagement
(20:13) Top 3 benefits of an excellent channel management platform
(25:57) Pitfalls of not having a channel management platform
(28:42) Look for a channel management platform that benefits other parts of your organization
07 - How to Build a Mutually & Equally Beneficial Partner Program
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.
The keys to building any relationship where both parties benefit mutually and equally are transparency, commitment and trust. These key concepts should be at the heart of every partner program and every activity in a partner program should lead back to helping flesh out one of these key areas.
They are the building blocks for a mutually and equally beneficial partner program, and how you can use them to build yours is the discussion we’re going to have in this episode of the Ultimate Channel Sales Podcast.
Kathleen discusses how to build a mutually and equally beneficial partner program including:
How to show commitment to partners from the start Channel partner training and alignment across the partner organization Shrinking time to revenue and increasing the value of partnerships Partner enablement & incentives Tools for effective partner management Listen to the episode for Kathleen’s insights on these topics and more.
Read the blog: https://www.magentrix.com/articles/blog/How-to-Build-a-Mutually-Equally-7-4-2022
(2:21) Kathleen Phillips’ background in channel sales
(3:46) How to show commitment to partners from the start?
(6:40) Channel partner training and alignment across the partner organization
(8:28) Shrinking time to revenue and increasing the value of partnerships
(10:17) Partner enablement - make sure your partner is effectively representing you
(13:47) Partner incentives, spiffs & rewards - what’s the best approach?
(16:45) MDF & co-op marketing
(17:52) Maintaining transparency and trust with partners
(19:41) Dedicated partner account managers vs. a team managing partners
(21:08) Tools for effective partner management
(22:32) What should channel partners do to maintain a mutually beneficial relationship
(23:58) The benefits of a partner portal
(25:10) What results can you expect from following a symbiotic approach?
(26:27) Taking your channel program to the next level
06 - 3 Best Kept Secrets to Creating Long-Term Revenue Streams Within The Channel
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 allows companies to automate account mapping, control data shared with each partner, and enable sales teams to cross-sell with partners.
Growth of your partnerships can sometimes take a direction that may demand a new set of requirements to keep your partners engaged.
Dealing with any unforeseen situations can best be avoided by planning early & carefully, and regularly checking in with partners and tracking efforts.
Take care of your partners and your partners will take care of you. This, is how you truly reap long-term benefits for years to come.
Autum shares the 3 best kept secrets to creating long-term revenue streams within the channel:
Build strong relationships with your channel partners Have a winning channel strategy Track and measure success with your channel partners Listen to the episode for all of Autum’s insights on achieving success within the channel.
Read the blog: https://www.magentrix.com/articles/blog/3-Best-Kept-Secrets-to-Creating-16-2-2022
(2:16) Autum Grimm’s background as a channel leader
(2:43) What do organizations need to consider if creating long-term revenue through partnerships is their end-goal?
(3:04) Secret #1: Build strong relationships with your channel partners
(5:29) Secret #2: Have a winning channel strategy
(10:46) Building loyalty and engaging channel partners
(13:55) Enabling partners to meet their goals
(15:54) When to give up on an unsuccessful partnership
(18:39) Secret #3: Track and measure success with your channel partners
(26:31) Invest in yourself as a channel professional
Good mix of topics
For a podcast series that is just starting off they seem to have a good mix of topics and excellent speakers/ contributors. Paul has an excellent radio voice and seems to leverage his experience and knowledge to ask questions or relate to the speakers. Looking forward to future educational or experience-sharing podcasts.
Thought Provoking Conversations with Channel Cheifs
This podcast series is a must for anyone building, optimizing and growing a channel/partner network.
Whether you are new to partnering or a seasoned veteran, you will gleam a wealth of knowledge on how to build and drive partnerships that will create explosive growth for your organization.
Paul is a natural at engaging his guests and asking the tough questions on what to do and what not to do.
Very insightful podcast overall. Really enjoyed Heather Margolis advice.