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If you’re like me, you’ve been testing out the unbelievable capabilities of generative AI on sites like ChatGPT and DALL-E. Their ability to generate text and images from natural language defies comprehension. While new technology is always a threat to the status quo, smart folks are thinking about how to leverage this technology to develop … Daniel Nissan: The Unlimited Power of GPT for Channel Marketing Read More » The post Daniel Nissan: The Unlimited Power of GPT for Channel Marketing first appeared on Channel Journeys.

As the IT channel transitions from large on-premise deals to smaller recurring revenue SaaS deals, customer success is more important than ever.  And while vendors are very accustomed to using partners to drive new sales, many have not yet realized the important role partners can play in customer success.   In this podcast reboot, Hope Galley … Hope Galley: How to Leverage Partners to Drive Customer Success Read More » The post Hope Galley: How to Leverage Partners to Drive Customer Success first appeared on Channel Journeys.

Last week I was busy enjoying the BeyondTrust Go Beyond partner and customer event in Miami. The theme, tied to the Formula One race taking place, was Accelerate. We kicked off the event with Partner Connect day, discussing how we can accelerate our partner ecosystem to drive faster growth and faster time to value for … What Partners Really Think of Your Ecosystem Strategy – CJ113 Read More » The post What Partners Really Think of Your Ecosystem Strategy – CJ113 first appeared on Channel Journeys.

Where do you look for completely new partner types to add to your ecosystem? How do you build a SaaS partner program that attracts new partners? To answer these questions, I went back to an earlier podcast with channel veteran Taylor Macdonald. In this episode reboot, Taylor shares how he won big with a modern … Taylor Macdonald: Driving Growth through Alternative Channels Read More » The post Taylor Macdonald: Driving Growth through Alternative Channels first appeared on Channel Journeys.

Driving the transformation to a partner ecosystem strategy requires new skills and new conversations. How do you enable your CAMs, your sales reps, and your partners to behave differently, to work together in new ways? Bart Fanelli, CEO and Founder of Skillibrium, recently shared how leaders and managers can shift from command and control to … Bart Fanelli: Moving from Channel Leader to Channel Coach Read More » The post Bart Fanelli: Moving from Channel Leader to Channel Coach first appeared on Channel Journeys.

Many times I’ve come across the beginnings of a partner business that lacks the discipline to really take off. How do you take a fledgling partner business from a bumpy dirt road into a high capacity freeway? Darren Bibby, CEO and Founder of AlignedPartner, shares the five top things you can do to scale your … Darren Bibby: Five Ways to Scale Your Partner Business Read More » The post Darren Bibby: Five Ways to Scale Your Partner Business first appeared on Channel Journeys.

With all the focus on building partner ecosystems, we can’t forget about driving partner performance. This interview was recorded four years ago when Josh Lewis was the Vice President of Global Channels at Alteryx, an analytics firm on hyper-growth. The lessons learned are just as relevant and impactful today. The channel strategy that got Alteryx … Josh Lewis: Driving Breakthrough Partner Performance Read More » The post Josh Lewis: Driving Breakthrough Partner Performance first appeared on Channel Journeys.

Over time, many vendors have created multiple partner programs to cater to different partner types, markets, and business units. But partners want simplicity, predictability, and ease of doing business. Multiple partner programs do just the opposite. Olli Fleischhut, VP Marketing at Honeywell Building Technologies, faced this very challenge. He shares how they simplified and consolidated … Olli Fleischhut: How to Simplify to One Partner Program Read More » The post Olli Fleischhut: How to Simplify to One Partner Program first appeared on Channel Journeys.

What’s a partner ecosystem leader? Who can become one? What are the most important traits? Those are questions I posed to Janet Schijns, CEO of the JS Group. Janet shares the top ten skills sales and channel leaders need to become ecosystem leaders. If you’re a sales rep looking to leverage the ecosystem or a … Janet Schijns: Top 10 Skills of Ecosystem Leaders Read More » The post Janet Schijns: Top 10 Skills of Ecosystem Leaders first appeared on Channel Journeys.

Last episode, I spoke with Jay McBain about how to turbocharge your channel career. In this episode, I join Maciej Danielski, host of the Channel Voices podcast, to discuss my role as Global Channel Chief at BeyondTrust. I share my channel journey, the responsibilities of a channel chief, and some practical advice for those who … Maciej Danielski: The Role of a Channel Chief Read More » The post Maciej Danielski: The Role of a Channel Chief first appeared on Channel Journeys.

After years of non-stop growth and massive hiring by the big tech companies, we’re suddenly seeing large-scale layoffs. Amazon, Meta, and Salesforce together have announced 29,000 people being let go in just the past 3 months. What impact will this have on your channel career? What impact with it have on your partners? Jay McBain, … Jay McBain: How to Turbocharge Your Channel Career Read More » The post Jay McBain: How to Turbocharge Your Channel Career first appeared on Channel Journeys.

It’s the last week of 2022 and time to take a break from the channel.  In this Christmas special episode, I share the story of my sailing adventure in the US and Spanish Virgin Islands. This time I’m on a 40′ catamaran with three sailing buddies to explore the islands and teach ourselves how to … Christmas Special: Catamaran Cruising in the Caribbean Read More » The post Christmas Special: Catamaran Cruising in the Caribbean first appeared on Channel Journeys.

Go-to-market strategies keep evolving, but one thing that hasn’t gone away is the ever present challenge of channel conflict. This is especially true in regions or market segments where you co-sell with your partners. How do you get your own reps to give up control in exchange for the powerful returns partners can bring? Rich … Rich Blakeman: The Power of the Hybrid Sales Channel Read More » The post Rich Blakeman: The Power of the Hybrid Sales Channel first appeared on Channel Journeys.

There’s no doubt that customers are increasingly making their technology purchases on B2B marketplaces. I wrote about the impact of this shift recently in my blog on Channel Predictions: 2023 and Beyond. To learn why marketplaces are gaining so much steam and how ISVs and partners can take advantage of this shift, I turned to Felipe … Conill and Manks: How to Win on the AWS Marketplace Read More » The post Conill and Manks: How to Win on the AWS Marketplace first appeared on Channel Journeys.

One challenge channel managers still face is finding time to sit down with partners and develop proper business plans. But it’s not just an issue of time. Channel managers struggle with the skills needed to talk about business goals, document goals and action plans with their partners, and effectively meet to review progress. To address … Gary Morris: How to Create a Successful Channel Manager Read More » The post Gary Morris: How to Create a Successful Channel Manager first appeared on Channel Journeys.

It’s been almost four years since I launched Channel Journeys, on a mission to help all of us become better channel professionals. From day one I’ve been talking with channel experts, hearing their real life stories of what works and what doesn’t, learning about their own channel journeys, and what they do on and off … Vince Menzione: The Art of Running a Channel Podcast Read More » The post Vince Menzione: The Art of Running a Channel Podcast first appeared on Channel Journeys.

One of the common mistakes we make in channel marketing is expecting our MSP partners to use our self-serving marketing content. MSPs don’t sell individual services. They sell a complete offering. Getting your MSP to sell more of your solution requires helping them sell more of their of their complete offering. Dan Tomaszewski, EVP Channels, … Dan Tomaszewski: How to Power Up MSPs Read More » The post Dan Tomaszewski: How to Power Up MSPs first appeared on Channel Journeys.

When you need to build a channel from scratch or create a new channel on top of existing partnerships, where do you start? Nancy Sperry, VP of Strategic Partnerships and Business Development, shares how Allego is creating a greenfield channel in the emerging market of sales enablement technology. KEY TAKEAWAYS Here are the top 3 … Nancy Sperry: How to Build a Greenfield Channel Read More » The post Nancy Sperry: How to Build a Greenfield Channel first appeared on Channel Journeys.

Executive buy-in is always at the top of the list of key success factors for a successful channel strategy. Dave Thomson, Chief Revenue Officer at Allbound, describes what you can do to gain that executive support. Apply these tips to gain buy-in for your partner strategy, your channel budget, and for reseources you need to … Dave Thomson: How to Gain Executive Channel Buy-In Read More » The post Dave Thomson: How to Gain Executive Channel Buy-In first appeared on Channel Journeys.

When stepping into a channel chief role, you’re hired for one of three missions. Run a channel, build a channel, or rebuild a channel. The rebuild is often the most challenging. Someone before you built a channel then lost it. And now you’ve got to step in and regain the trust of your partners.  Lynn … Lynn Tinney: Two Simple Secrets to Successful Partnerships Read More » The post Lynn Tinney: Two Simple Secrets to Successful Partnerships first appeared on Channel Journeys.