In this episode of the Partner Channel Podcast, Daniel Graff-Radford is back and talking with Sunir Shah, CEO of AppBind and President of the Cloud Software Association. Sunir and Daniel discuss the importance of building trust with your partners and why it is crucial to keep your channel simple in the beginning.
In this episode of the Partner Channel Podcast, David Thomson, Chief Sales Officer at Allbound sits down with Natalie Nathanson, Chief Executive Officer at Magnetude Consulting to get her take on when to move from a direct sales model to an indirect channel. Natalie emphasizes the need for alignment and strong infrastructure before launching a channel program and some common mistakes some of her clients have made.
Daniel talks with Marcus Cauchi, CEO of Last Laughs LTD, about the crucial mistakes channel managers make when training channel partners. They discuss a day in the life of a channel account manager and why it is the toughest sales job. Marcus explains why your last trip to McDonald’s is a metaphor for training your channel partners.
Daniel talks with Garrett Helmer and Geoffery Vernon from PrinterLogic about the impact of digital transformation on the way we do business. Garrett offers insight into how an automation first mindset drove PrinterLogics creation and success while Geoff discusses the crucial aspects of a modern PRM.
In this episode, Daniel talks to Aaron Cullip, Executive Vice President at HKA Enterprises, on how to build a channel ecosystem from scratch. Channel Partners are wonderful! However, make sure you translate those referrals into real revenue for your company. Daniel and Aaron give you an executable partner relationship strategy from the ground up.
Daniel sits down with Gilbert Vendryes, Senior Executive specializing in Global Partner Programs at Zoom. He has more than 25 years of experience delivering strategy, programs, and processes to benefit global revenue growth projects and together they look at the successes and challenges of Zoom’s partner program. They’ll also uncover how Zoom transitioned to a partner-focused selling model.
Meet Michelle Gunter, Executive Vice President at Partner Perspectives, who has an extensive partner channel background. She’s focused on guiding companies in launching channels, helping grow and expand existing ecosystems, and developing new ways to improve channel performance. Daniel and Michelle discuss the sometimes uncomfortable conversations you need to have with partners and how to identify and help partners who may be at risk.
Daniel talks with Doug Remington, General Manager & Head of Sales EMEA at DTEN, on mistakes and lessons learned in the channel. Learn from Doug’s 20+ years of experience managing global sales and channel sales programs. He also shares his vision for what the channel industry will look like in the next 5 years.