Bold Journeys Podcast

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 the job.

In this 100th episode of Channel Journeys, I chat with Vince Menzione, host of the Ultimate Guide to Partnering podcast and CEO of Ultimate Partnerships. You’ll hear how we each got started and what we’ve learned creating and running successful channel podcasts. We also discuss Vince’s new live guide for better partnering and why there’s so much buzz about partner ecosystems.

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, shares how Kaseya is empowering MSPs with an innovative marketing service that enables their partners be more successful and more profitable in selling their complete offerings.

Here are the top 5 things I learned from Dan about powering up your MSPs with a marketing service:

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.

Here are the top 3 things I learned from Nancy about building a greenfield channel:

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 execute. 

Here are 5 tips I learned from Dave about gaining executive support:

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 Tinney, SVP of Global Partners at Zayo, faced this most difficult challenge. That’s why I’m thrilled to have her on the show to share how to achieve the two key ingredients to successful partnerships, mutual relevance and mutual commitment.

Here’s what I learned from Lynn about building mutual relevance and commitment: