Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast
Partnerships are the pathway to higher sales - and your customers. Are you equipping your channel partners with what they truly need to represent you? Are you choosing the right ecosystem partners? Do you trust your partners (and do they trust you)? Do you do your part for your partners? As we interview channel chiefs and other partnerships industry experts, we explore these questions and more. We'll share channel management insights on how to navigate partnerships, support your partners, identify weak areas of your partner strategy, discuss the latest industry trends and reports, and more.
Episodes
37 episodes
36 - Selectivity in Partnerships + the State of Channel Research + ChannelCon with Carolyn April
Carolyn April discusses: the state of the IT channel, research availability, the impact of AI, the importance of quality over quantity in vendor-partner relationships and what to expect at ChannelCon. She also shares exciting details ab...
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Season 1
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Episode 36
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44:49
35 - How to PE Takeover-Proof Your Channel Program - David Sherman
How does a private equity firm’s takeover typically impact a company's strategic direction and how can it affect their channel partner program?Sometimes, channel partner programs get the axe when a PE firm takes over.In today’s ep...
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Season 1
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Episode 35
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26:31
34 - Hiring A Fractional Channel Chief vs. In-House - Kameron Olsen
Have you ever heard of a fractional channel chief? This is a concept that's shaking up the industry, and we had the privilege of delving into it with Kameron Olsen, a leading expert with over 15 years of experience.So, what exactly is a...
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Season 1
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Episode 34
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31:39
33 - Gen AI & How You Can Add Digital Workers to Your Partnerships Team with Alden Hultgren
How does one begin to integrate AI into their partner programs? Alden Hultgren provides practical advice, from mapping out automation opportunities to designing partner experiences that are not just functional but delightful. She e...
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Season 1
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Episode 33
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30:31
32 - Prioritizing the Partner Experience (PX): The Basics - Bernhard Friedrichs, PartnerXperience
Bernhard Friedrichs (PartnerXperience) joins us to share his wealth of knowledge on crafting a partner journey that fosters collaboration and drives capital-efficient growth.He takes us through the nuances of treating partners as equals...
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Season 1
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Episode 32
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38:36
31 - 3 Partnerships Podcast Hosts Discuss 2023 Trends & 2024 Predictions - Rob Spee, Vince Menzione
We dissect the past year's partnership trends and forecast what's on the horizon for 2024. Join our guests, Rob Spee & Vince Menzione as we dive into topics such as:co-sellingpartner programspartner relationshi...
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Season 1
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Episode 31
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43:13
30 - The Importance of C-Level Support for the Success of Channel Partner Programs - Paul Banco
Paul Banco makes the case for why leadership buy-in is critical. Drawing from decades of experience, Paul explains how partner alignment, executive involvement, and presenting a clear vision are key to gaining leadership support. He als...
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Season 1
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Episode 30
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28:46
29 - Structuring Partner Programs as an Entrepreneurial Pursuit: A Dissertation by Dorian R Kominek
Our guest, Dorian Kominek, realized the pursuit of partnering and partner programs was in need of a foundational framework. So she has set out to work on changing the minds of partnering organizations to rethink their appr...
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Season 1
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Episode 29
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33:30
28 - Ultimate Guide to Partnering with Vince Menzione, Rob Spee
Paul appears on an episode hosted by Vince Menzione. They, along with Rob Spee, explore the dynamics of partnerships and ecosystems, channel marketing, and the pivotal role of the chief partner officer. Other subjects include ecosystem attribut...
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Season 1
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Episode 28
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38:21
27 - Partner-Led Growth Report: Results + Key Takeaways - Kelly Sarabyn, HubSpot, and Asher Matthew, Partnership Leaders
Kelly Sarabyn and Asher Mathew are here with us today to discuss key insights from their latest report: The State of Partner-Led Growth Report.This new report promises to shed light on: The power of partner-led gr...
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Season 1
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Episode 27
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34:15
26 - Creating Exceptional Partner Experiences (PX): The Key to Partner Ecosystem Growth - Lindsey Traub
It's not enough to just have partners – understanding them and tailoring the experience to their needs can truly set apart a great partnership from a good one. This episode will cover: Practical Stra...
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Season 1
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Episode 26
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27:32
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25 - Partner Ecosystems: Fueled by Hyperscalers, Sold in Marketplaces, Delivered via the Channel - Rob Spee, Vince Menzione
Today’s partner ecosystem: fueled by hyperscalers, sold in marketplaces, and delivered through the channel. What can we expect of the partner experience in light of this new ecosystem model?We discuss this and more on today'...
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Season 1
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Episode 25
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35:30
24 - 5 Uncomfortable Truths About Channel Management & How You Can Confront Them - Barb Huelskamp
Growing and managing a channel is not without its pitfalls and harsh realities. These uncomfortable truths, often kept under wraps, can hamper the growth and success of your channel strategies if not confronted head-on.Some of these unco...
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Season 1
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Episode 24
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35:36
23 - Partner Marketing: Tips, Advice & Strategies to Stand Out - Ben Wright, PartnerFuel
In this episode, we will explore the key benefits and strategies of partner marketing, and provide practical tips and advice on how to optimize your partner marketing efforts.Partner marketing provides a unique opportunity for businesse...
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Season 1
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Episode 23
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29:57
22 - Live: The State of Partner Engagement and Partner Portals in 2023 & Beyond - Rob Rebholz, Aaron Howerton, Paul Bird
The current state and future of partner portals (do we even need them?)Partner engagement challenges: How partner management tech is changing to meet partners where they already are (outside the portal) Hear ab...
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Season 1
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Episode 22
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1:00:02
21 - How to Align Channel Sales with Your Direct Sales, Darren Bibby
Aligning your channel sales team with your direct sales team can be a great way to maximize your business's potential. This episode will provide an overview of how to align the two.In addition to tips and techniques t...
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Season 1
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Episode 21
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30:29
20 - The Effects of Hyperscaler Marketplaces on Channel Sales & Partner Ecosystems
Hyperscaler marketplaces are having a significant impact on channel sales. By providing customers with access to cloud-based services, hyperscaler marketplaces have become an increasingly popular way for customers to purchase IT ser...
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Season 1
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Episode 20
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31:23
19- We asked MSPs: What Are Channel Chiefs Getting Wrong? - Tim Conkle, Jason Dittmann
Take a listen to the latest episode of the Ultimate Channel Sales Podcast and hear two MSPs share their experiences and perspectives on managing their channel, from the channel partner's point of view. They share their strategies for success, t...
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Season 1
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Episode 19
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45:27
18 - Partner Ecosystems: Trends, Predictions & 2023 Forecast with Jay McBain
In today’s episode, we’re bringing on a world-renowned professional who has been a long-standing expert in the partnerships industry, to discuss the most recent trends in partner ecosystems practices, as well as predictions for 2023, and a gene...
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Season 1
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Episode 18
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36:26
17 - 3 Partnerships Podcast Hosts Discuss 2022 Trends & 2023 Predictions
We’ve brought together three hosts from three different podcasts in the partnerships space to review key insights and trends noticed in the past year from interviews with channel chiefs, partnership leaders and in the overall partner ecosystem ...
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Season 1
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Episode 17
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48:18
16 - The Current State of Partner Ecosystems: What You Need to Do Differently
In the past year alone: “Partner ecosystems” has become the hottest buzzword in the channel space. Forrester reported an even split between channel, direct, and marketplace revenue.And that 90% of IT sales will be partner-assisted befor...
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Season 1
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Episode 16
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44:56
15 - The State of Partner Ops & Programs Report: Results & Key Takeaways
The first-of-its-kind report on the state of the partnerships industry. Hear the latest trends in Partner Ops, partner programs, and ecosystem strateg...
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Season 1
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Episode 15
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41:53
14 - Five Principles of Successful Partnerships & How to Avoid Dysfunction
There’s a simple set of principles the world’s best partnership teams tend to follow and some common dysfunctions that hold many teams back.Ecosystem thought leader Vince Menzione shares how to spread these five principles throughout you...
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Season 1
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Episode 14
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32:19
13 - How Not to Lose a Channel Partner in 30 Days: Partner Retention Tips
Some partnerships fail incredibly fast. Some in as few as 30 days.So, be careful with what you do in the early days of a partnership – as it can set the tone for the rest of the relationship. At the start of the partnership, it’s importa...
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Season 1
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Episode 13
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49:12
12 - How Partners Vet Vendors & Cringey Things Vendors Need to Stop Doing Now
It’s no secret, potential partners start scoping you out long before approaching you.Sure, it’s easy to brush off anonymous complaints as “unimportant”. But don’t forget, the channel community is listening. Today’s e...
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Season 1
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Episode 12
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34:49
