Mercer Rowe

Mercer Rowe -- Vice President, Global Channels and Alliances at Commvault -- has his own take on the dramatic shifts in the channel landscape over the past few years. And he outlines how he uses his "Three Ps" to drive partner success in this environment 

Mercer Rowe -- Vice President, Global Channels and Alliances at Commvault -- has his own take on the dramatic shifts in the channel landscape over the past few years. And he outlines how he uses his "Three Ps" to drive partner success in this environment

Mercer Rowe: Using the Channel to Exploit New Business Models

Evan Kirstel

People spend more time on social media than any other online activity. B2B social media consultant talks about how software vendors and partners can use this channel to drive business results. 

People spend more time on social media than any other online activity. B2B social media consultant talks about how software vendors and partners can use this channel to drive business results.

Evan Kirstel: Using Social Media to Drive Channel Success

Rob Spee

Hear how at OutSystems Regional VP of Channel Sales Rob Spee is creating a modern channel program that can pivot and adapt quickly to ever-changing market conditions. 

Hear how at OutSystems Regional VP of Channel Sales Rob Spee is creating a modern channel program that can pivot and adapt quickly to ever-changing market conditions.

Rob Spee: Managing an Agile, Iterative Channel Program

Jay McBain

The podcast's most downloaded (aka most popular) guest, Forrester's Jay McBain, is back with his top 10 trends for the rapidly changing software channel. 

The podcast's most downloaded (aka most popular) guest, Forrester's Jay McBain, is back with his top 10 trends for the rapidly changing software channel.

Jay McBain: The Top 10 Channel Trends for 2020

Joseph Landes

After more than 20 years at Microsoft, Joseph Landes is bringing his channel experience to grow four-year-old startup Nerdio, which is "99.9%" channel. He talks about the great value of being actively involved in the MSP community for building their business, and of Microsft CEO Satya Nadella's advice to be a learn-it-all rather than a know-it-all. 

After more than 20 years at Microsoft, Joseph Landes is bringing his channel experience to grow four-year-old startup Nerdio, which is "99.9%" channel. He talks about the great value of being actively involved in the MSP community for building their business, and of Microsft CEO Satya Nadella's advice to be a learn-it-all rather than a know-it-all.

Joseph Landes: Being a Learn-It-All Channel Person Rather Than a Know-It-All One

Mike Hanauer

SMBs are under increasing cyber attacks, and that creates the opportunity -- if not the requirement -- for managed service providers to supply them with top quality cybersecurity. Skout Cybersecurity's Chief Revenue Officer Mike Hanauer talks about how they are creating the tools and packages for MSPs to succeed in this challenging area of services. 

SMBs are under increasing cyber attacks, and that creates the opportunity -- if not the requirement -- for managed service providers to supply them with top quality cybersecurity. Skout Cybersecurity's Chief Revenue Officer Mike Hanauer talks about how they are creating the tools and packages for MSPs to succeed in this challenging area of services.

Mike Hanauer: The Cybersecurity Opportunity for MSPs

John DeLozier

8x8 SVP Global Channel John DeLozier has seen the channel from every side, including being a successful partner and global channel leader. In this episode he talks about the once-in-a-generation opportunity provided by the move from on-prem to the cloud and UCaaS, and how he's leading the dramatic growth in the channel's contribution to revenue at 8x8. 

8x8 SVP Global Channel John DeLozier has seen the channel from every side, including being a successful partner and global channel leader. In this episode he talks about the once-in-a-generation opportunity provided by the move from on-prem to the cloud and UCaaS, and how he's leading the dramatic growth in the channel's contribution to revenue at 8x8.

John DeLozier: Taking Advantage of a Once in a Generation Opportunity

Sandra Glaser

Sandra Glaser Cheek, VP of Global Partners and Alliances at Ciena, has long been interested in making a more personalized, bespoke program for each partner. In this episode she describes how, over the past couple years, she's done that at Ciena and the phenomenal results that it is starting to produce. 

Sandra Glaser Cheek, VP of Global Partners and Alliances at Ciena, has long been interested in making a more personalized, bespoke program for each partner. In this episode she describes how, over the past couple years, she's done that at Ciena and the phenomenal results that it is starting to produce.

Sandra Glaser  Cheek: Partnering is Personal - Creating the Partner Program of the Future

Balaji Subramanian

Balaji Subramanian of ServiceMax says that gaining mindshare of channel partners isn't enough: you have to win their hearts and minds. In this episode he describes a whole range of ways to make a superior channel program that will drive results. 

Balaji Subramanian of ServiceMax says that gaining mindshare of channel partners isn't enough: you have to win their hearts and minds. In this episode he describes a whole range of ways to make a superior channel program that will drive results.

Balaji Subramanian: How to Win the Hearts and Minds of Your Partners

Dina Moskowitz

At SaaSMAX, founder and CEO Dina Moskowitz talks about how they provide unique data insights to channel programs. Their Partner Optimizer database has over 120,000 partners in it. And they can help SaaS companies recruit the right partners as well as optimize their channel programs with other insights. 

At SaaSMAX, founder and CEO Dina Moskowitz talks about how they provide unique data insights to channel programs. Their Partner Optimizer database has over 120,000 partners in it. And they can help SaaS companies recruit the right partners as well as optimize their channel programs with other insights.

Dina Moskowitz: Using Data to Build Better Partner Programs

Leaders of software channel partner programs describe their greatest challenges and best solutions.

Louis Gudema takes you on a fascinating journey with top software industry professionals to hear their story about building out multi-national distribution channels. These insights are priceless for any sales leader interested in expanding their reach with indirect sales -- in any industry. Highly recommended!

Insights are Priceless

The Software Channel Partner Podcast

Forrester's Principal Analyst for Channels, Partnerships and Alliances, Jay McBain, is our guest on the podcast this week. From the very beginning, when he says that the channel has changed more in the past 18 months than the previous 37 years, Jay is full of surprising and useful insights. Among the many topics that we covered are: What separates the best channel programs from the rest? The decline in the proportion of software sales through the channel that he thinks is coming The rising importance of marketplaces and the "shadow channel" Which of the 90 channel program competencies are most critical The place for low code/no code software  And much, much more! We could have used much more time! Check it out. 

Forrester's Principal Analyst for Channels, Partnerships and Alliances, Jay McBain, is our guest on the podcast this week. From the very beginning, when he says that the channel has changed more in the past 18 months than the previous 37 years, Jay is full of surprising and useful insights. Among the many topics that we covered are: <ul><li>What separates the best channel programs from the rest?</li> <li>The decline in the proportion of software sales through the channel that he thinks is coming</li> <li>The rising importance of marketplaces and the "shadow channel"</li> <li>Which of the 90 channel program competencies are most critical</li> <li>The place for low code/no code software</li> </ul> And much, much more! We could have used much more time! Check it out.

Jay McBain: Dealing with a Rapidly Changing Channel Lanedscape

Jean O'Neill

In the 25th episode of the Software Channel Partner Podcast, Cyxtera Technologies VP of Channel, Jean O'Neill, talks about how she manages 300+ partners to success with internal and external supports.

In the 25th episode of the Software Channel Partner Podcast, Cyxtera Technologies VP of Channel, Jean O'Neill, talks about how she manages 300+ partners to success with internal and external supports.

Jean O'Neill: The Nitty Gritty of Managing 300+ Partners Day to Day

When BigID decided to turn to the channel, they hired veteran Louise Cooke. In this episode she describes what goes into building and launching a global partner program from scratch. 

When BigID decided to turn to the channel, they hired veteran Louise Cooke. In this episode she describes what goes into building and launching a global partner program from scratch.

Louise Cooke: Creating a New Partner Program from Scratch

Ayesha Prakash

Ayesha Prakash is the Head of Worldwide Channels and Partnerships at Flashpoint. In just a couple years she has led the growth of indirect from less than 10% of their revenue to close to half. In this episode she describes some of the tactics and programs that have been most successful in driving that growth. 

Ayesha Prakash is the Head of Worldwide Channels and Partnerships at Flashpoint. In just a couple years she has led the growth of indirect from less than 10% of their revenue to close to half. In this episode she describes some of the tactics and programs that have been most successful in driving that growth.

Ayesha Prakash: Scaling a Global Software Channel Program

John Woodall

In this episode, instead of talking to the head of a major channel program, we're talking to a partner to better understand what makes for a great program from the partner's point of view. Hear the good, the bad, and the ugly of what vendors are doing, and how they can work with channel partners better. 

In this episode, instead of talking to the head of a major channel program, we're talking to a partner to better understand what makes for a great program from the partner's point of view. Hear the good, the bad, and the ugly of what vendors are doing, and how they can work with channel partners better.

John Woodall: A Partner Tells What Makes a Superior Channel Program

Carmen Sorice

Commvault has traditionally been a channel-centric company, with over 90% of its revenue being indirect. But a year ago they created a new position and brought in channel veteran Carmen Sorice III to take their program to the next level. In this episode he talks about some of the many ways in which he's made the program even better for partners, and improved the partner experience. 

Commvault has traditionally been a channel-centric company, with over 90% of its revenue being indirect. But a year ago they created a new position and brought in channel veteran Carmen Sorice III to take their program to the next level. In this episode he talks about some of the many ways in which he's made the program even better for partners, and improved the partner experience.

Carmen Sorice III: Making a 90% Channel Program Even Better

Israel has a terrific tech sector but a very, very small domestic market, so creating a global partner program is critical to the success of many companies. Eran Rosenblum of Gainsight explains how to do that. 

Israel has a terrific tech sector but a very, very small domestic market, so creating a global partner program is critical to the success of many companies. Eran Rosenblum of Gainsight explains how to do that.

Eran Rosenblum: Growing a Global Software Partner Program

Janet Schijns

Channel veteran Janet Schijns has been hearing that the channel is dead for years, but it always bounces back stronger than ever. In this episode she talks about how even cloud-based companies can take their partner program to the next level and succeed. 

Channel veteran Janet Schijns has been hearing that the channel is dead for years, but it always bounces back stronger than ever. In this episode she talks about how even cloud-based companies can take their partner program to the next level and succeed.

Janet Schijns: Forget the Naysers! Taking the Channel to the Next Level

Wayne Monk, SVP for Global Alliances and Channel Sales at ASG Technologies, is growing their channel's contribution to revenue. And he's focused on recruiting just a few good partners who are committed to ASG's program to do it. The results are impressive, with the channel now contributing 5X as much to revenue as just a few years ago. In this episode he talks about his unique set of the 4 Cs, and how he's growing the program. 

Wayne Monk, SVP for Global Alliances and Channel Sales at ASG Technologies, is growing their channel's contribution to revenue. And he's focused on recruiting just a few good partners who are committed to ASG's program to do it. The results are impressive, with the channel now contributing 5X as much to revenue as just a few years ago. In this episode he talks about his unique set of the 4 Cs, and how he's growing the program.

Wayne Monk: Creating Superior Value with a Few Good Partners

Sheryl Wharff

Sheryl Wharff, the Americas Channel and Alliance Partner Marketing Leader for Micro Focus, talks about the new partner program and portal that they've launched, and how she drives programs to deliver measurable results. 

Sheryl Wharff, the Americas Channel and Alliance Partner Marketing Leader for Micro Focus, talks about the new partner program and portal that they've launched, and how she drives programs to deliver measurable results.

Sheryl Wharff: Driving ROI with a Software Partner Program

Lauren Duda

You can't always make things perfect before launching your partner program. In fact, you never can. Lauren Duda, the Couchbase Senior Director of Worldwide Partner Marketing and Development, talks about how they are building, scaling, and improving their partner program in the midst of rapid growth of the channel. 

You can't always make things perfect before launching your partner program. In fact, you never can. Lauren Duda, the Couchbase Senior Director of Worldwide Partner Marketing and Development, talks about how they are building, scaling, and improving their partner program in the midst of rapid growth of the channel.

Lauren Duda: Building the Airplane While the Partner Program is in Flight

Marcus Cauchi

Marcus Cauchi has worked with many channel organizations and trained countless sales reps and executives. In this episode he describes some of the best channel sales practices. 

Marcus Cauchi has worked with many channel organizations and trained countless sales reps and executives. In this episode he describes some of the best channel sales practices.

Marcus Cauchi: Making Channel Sales Work

Michelle Hodges

At Gigamon, roughly 95% of business is through the channel. Michelle Hodges, VP of Worldwide Channel &amp; Alliances, describes how when she came onboard she cut out half of the partners to focus on the 50% that were most productive and could provide the most value. 

At Gigamon, roughly 95% of business is through the channel. Michelle Hodges, VP of Worldwide Channel &amp; Alliances, describes how when she came onboard she cut out half of the partners to focus on the 50% that were most productive and could provide the most value.

Michelle Hodges: Slimming Down the Partner Community to Focus on Value

Gilbert Vendryes

Zoom's Gilbert Vendryes has a unique title on LinkedIn: Delivering Partner Happiness. In this episode he talks about how he creates competitive advantage for Zoom by creating a superior partner experience. Of course it was recorded in a Zoom Room! 

Zoom's Gilbert Vendryes has a unique title on LinkedIn: Delivering Partner Happiness. In this episode he talks about how he creates competitive advantage for Zoom by creating a superior partner experience. Of course it was recorded in a Zoom Room!

Gilbert Vendryes: Creating Partner Happiness for Competitive Advantage

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