Bold Journeys Podcast

By Rob SpeeReligion & Spirituality Education Self-Improvement Religion

Bold Journeys Podcast episodes

January 11, 2024 Jules Johnston: How to Get Your Reps to Embrace Partners – CJ131
A big challenge almost everyone in the channel has to face is how do you get direct sellers to embrace partners? Jules Johnston, SVP Global Channels at Equinix, shares how she succeeded building a channel team driving indirect sales in a previously 100% direct company.
42 min
January 03, 2024Jay McBain: Top 5 Ecosystem Plays for 2024
We have entered the ecosystem economy where partners are critical for growth and resilience. Direct sales are suffering losses. Yet despite all the headwinds, partner confidence is high. Partners are hiring and almost two-thirds of partners are looking at revenue and profit growth. What is going on? Find out in this interview with Jay McBain, channel influencer and Chief Analyst at the technology channel analysis firm, Canalys. Jay shares his partner ecosystem predictions and more importantly, how you can position yourself to leverage the partner ecosystem in 2024.
KEY TAKEAWAYS
Here are five things you can do in 2024 to grow your business in the ecosystem economy.
Develop your Services Multiplier. Partners are looking at the services multiplier; how much more can they make delivering services on the software you’re offering. Find out what your service multiplier is and what enablement your partners need to increase that multiplier.
Surround your buyers. To select vendors, customers rely on friends, eBooks, trade events and associations, and trusted partners who will likely have nothing to do with the transaction. Have an intentional strategy to make sure they’re endorsing your solutions during the 28 non-transactional moments in the buyer journey leading up to the point of sale.
Reimagine your Partner Program. The market value of resell has been dramatically lowered by Marketplaces who have now set the market rate at only 3%. If you haven’t already, you should be migrating your partner program to a points system that rewards partners for their contribution, rewarding their impact on post-sale success as much or more than point-of-sale success.
Catch your share on digital Marketplace. Customers are sitting on $303 Billion in future commitments to the hyperscaler marketplaces. Get your products on these marketplaces and develop your co-sell muscle to get your share of those enterprise credits.
Embrace the new age buyer. By the end of 2024, the majority of technology buyers will be millennials. And the average SaaS deal will have 7 layers, meaning 7 different vendor solutions. Learn how to sell to these buyers who are heavily influenced by brand reputation, available integrations, and an ecosystem team approach.
LINKS & RESOURCES
Connect with Jay on LinkedIn
Read about the Strength in Partner Confidence going into 2024
Listen to the McKinsey Company podcast on Strategies to win in the new ecosystem economy
Get McKinsey’s take on Growth and resilience through ecosystem building
Find out How to Turbocharge Your Channel Career
Sign up for ImpartnerCon’24
Try Impartner Partner Management
The post Jay McBain: Top 5 Ecosystem Plays for 2024 first appeared on Channel Journeys.
32 min
January 03, 2024 Jay McBain: Top 5 Ecosystem Plays for 2024 - CJ130
We've entered the ecosystem economy where partners are critical for growth and resilience. Jay McBain, Channel Influencer and Chief Analyst at Canalys, shares his partner predictions and how you can leverage the ecosystem for growth in 2024.
32 min
December 20, 2023Christmas Special: Catamaran Sailing in the Grenadines
Only 5 days from Christmas. You know what that means…time for another Christmas Special podcast! This year I’m sharing my latest catamaran sailing adventure in the Grenadine Islands. I’d dreamed of visiting the Grenadines for years. This past October, I finally made it with my sailing buddies. Enjoy my tales of sailing, snorkeling, and fishing while getting to know the islands and the islanders from our 42 foot catamaran.
HIGHLIGHTS
Relaxing dip off Grand Anse Beach, Grenada
Sunset in Tyrell Bay, Carricou
Little Sandy Cay off Carricou
Chatham Bay, Union Island, home of the Shark Attack
Tobago Cays
Clifton, Union Island
Sunset at the St. George’s University Club, Grenada
LINKS & RESOURCES
Find Rob on LinkedIn
In case you missed it, Christmas Special 2022: Catamaran Cruising in the Caribbean
Listen to A Sailing Journey Through Covid
Hear Sailing The Bermuda High In A Covid Low
Save $15 on any NauticEd Sailing Course. Use ‘cjpromo’ as a promocode.
Sign up for ImpartnerCon’24
Try Impartner Partner Management
Isaiah 7:14
The post Christmas Special: Catamaran Sailing in the Grenadines first appeared on Channel Journeys.
32 min
December 19, 2023 Rob Spee: Catamaran Sailing the Grenadines – CJ129
Rob Spee, SVP Partner Ecosystems at BeyondTrust and host of the Channel Journeys podcast, shares his adventure of sailing the Grenadine Islands on a 42 foot catamaran.
32 min
December 06, 2023Crystal Ferreira: How to be a Better Vendor to your Partners
One of the last things you want to hear from partners is “why do you make it so hard to work with you?” That’s not evidence of a great partner experience. But what can you do about it? This episode’s guest knows all about that challenge. Crystal Ferreira, Global Head of B2B Channel & Alliances at Logitech, was on the receiving end of that scary news from partners. Hear how she succeeded in removing friction and built a world-class partner program, becoming a better vendor to their partners and customers.
KEY TAKEAWAYS
Here are five things you can do to be a better vendor to your partners:
Speak with your partners to uncover their pain points, then build a partner program with a uniform global framework that removes points of friction. Allow for some regional differences in your program.
Create tiger teams that focus on things like the processes, incentives, and enablement to identify opportunities to re-engineer for a better partner experience.
If you have both consumer and B2B products, take a close look at pricing and if it’s creating direct versus indirect channel conflict.
Offer partner enablement aligned to the specializations they want and need to be successful. Consider both technical product specializations as well as vertical industry.
Listen to your partners, listen to your customers, and listen to your team to spot areas for improvement.
LINKS & RESOURCES
Connect with Crystal on LinkedIn
Read more about Logitech’s Partner Connect Program
Hear how Honeywell was able to Simplify to One Partner Program
Sign up for ImpartnerCon’24
Try Impartner Partner Management
The post Crystal Ferreira: How to be a Better Vendor to your Partners first appeared on Channel Journeys.
30 min
December 06, 2023 Crystal Ferreira: How to be a Better Vendor to your Partners - CJ128
Crystal Ferreira, Global Head of B2B Channel & Alliances at Logitech, shares how to remove friction and be a better vendor to your partners and your customers.
30 min
November 22, 2023Asher & Chip: Growing Ecosystems Around the Globe
Wondering what partner leaders are doing around the globe to drive the transition from channels to ecosystems? Asher Mathew, CEO Partnership Leaders and Chip Rodgers, Chief Partner Officer at Workspan, have been on a global tour to find out. Listen and get some tips as they share how partnership leaders are growing ecosystems around the world.
KEY TAKEAWAYS
Here are the ten things I learned from Asher and Chip about growing partner ecosystems around the globe:
Going out on a global tour to meet your partners and partner managers can be a great way to research what people are struggling with and what enhancements you need to make to your partner program and partner business.
Communities are based on connections, and if you want to build depth in your relationships, you need to meet face to face, multiple times, over a long period of time.
There are still many different definitions of a partner ecosystem. Yet the framework for success for developing partners is no different than developing a product. Don’t overcomplicate it.
You need to look at the people, process, and technology sides of the partner ecosystem equation.
The ecosystem is bringing larger partnership events than we’ve ever seen before.
The trend towards efficiencies in companies is uplifting the partner ecosystem conversation.
Co-sell, co-build, co-market with multiple partner types at the same time is where the value proposition is magnified.
Driving an ecosystem strategy requires higher, C-Level, stakeholder alignment.
A new generation partner leader must rise up and lead this transformation. A channel chief who specializes only in channel can’t do it.
Partnership Leaders’ Catalyst event is all about unlocking the value of the diverse ecosystem.
LINKS & RESOURCES
Connect with Asher and Chip on LinkedIn
Learn more about Partnership Leaders
Hear 10 Ways to Measure Partner Ecosystem Performance
Try Impartner Partner Management
Give thanks with Psalm 100
The post Asher & Chip: Growing Ecosystems Around the Globe first appeared on Channel Journeys.
41 min
November 21, 2023 127 Asher & Chip: Growing Ecosystems Around the Globe - CJ127
Asher Mathew, CEO Partnership Leaders and Chip Rodgers, Chief Partner Officer at Workspan, share how partnership leaders are growing ecosystems around the globe.
41 min
November 08, 2023Rob Spee: 5 Ways to Manage Channel Change
Change is difficult. And driving the shift from a channel mindset to a partner ecosystem mindset within your organization is a big task. Rob Spee, SVP Global Channels at Beyond Trust, shares why shifting from a channel to a partner ecosystem strategy can be difficult to manage. Rob offers five things you can do, whatever your role, to drive the change to this partner model in your organization.
KEY TAKEAWAYS
Here are five things you can do to drive the change to a partner ecosystem strategy:
Get educated. You need to really understand all these changes, the impact they are having, and what changes you and your company need to make for sustainable growth.
Educate others in your organization on this channel shift. If you’re a partner manager, educate your sales team. If you’re a partner chief, educate your senior and executive leadership. Make sure everyone understands the major shifts taking place.
Drive internal alignment. Depending on the audience, that’s going to be a balance between why it’s best for the customer, why it’s best for your company, and why it’s best for the individual.
Drive external alignment with your partners and your customers. Your entire go-to-market team can assist in this.
Be ready to jump in. Not a spectator sport. Whatever role you play, you can help drive change. Get ready to role up your sleaves and jump in.
LINKS & RESOURCES
Connect with Rob on LinkedIn
Listen to CRO Brent Thurrell on Driving Growth with a Partner Ecosystem
Try Impartner
The post Rob Spee: 5 Ways to Manage Channel Change first appeared on Channel Journeys.
13 min