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.