Bold Journeys Podcast

By Rob SpeeReligion & Spirituality Education Self-Improvement Religion

Bold Journeys Podcast episodes

January 15, 2022 Dwayne Owens: Achieve Success with National Solution Providers – CJ81
Channel professional Dwayne Owens shares what he's learned through years of experience driving channel success through National Solution Providers (NSPs). Formerly known as Direct Market Resellers (DMRs), these sales powerhouses can play an important role in your SaaS partner ecosystem.
49 min
December 29, 2021Rob Spee: 10 Channel Lessons Learned in 2021
In this year end special episode, I took a look back at all the knowledge shared by the awesome Channel Journeys guests in 2021. It’s always fun for me to listen to prior podcasts and remind myself of their advice that I can apply in my own role as channel chief.
KEY TAKEAWAYS
Here are my Top 10 Channel Lessons from 2021:
No matter where you launch your company, have the international opportunity in mind from day 1. Before building a channel in a foreign country, get in and land a few deals so you can attract the first partner.
When recruiting new partners, start with a business term sheet that lays out how you are going to work together. Make sure you have total alignment with a partner before signing or even negotiating the partner agreement.
It’s actually the customer that makes us money, not the channel. And If we’re going to work with partners to solve for the customer, then we have to ask, what role does the partner play to find the customer, to service the customer, to support the customer, and to engage with the customer?
In this new remote world, we have to create our own downtime. Put sacred time on your calendar each day so you can go out for a walk, enjoy a coffee, mediate, or whatever. Don’t accept meetings during your sacred time, otherwise your colleagues will learn it’s not really sacred.
To build a successful, autonomous channel, share all the resources that your direct team has with all of your channel partners and let your partners do the bulk of the services work.
To build a Referral Program that actually works, survey your partners to find out what you can do to help them grow their business. Then ceate a program that is super easy to join. And instead of simple cash rebates, get creative and reward partners with what they need to grow their business.
Be flexibile in how you invest in each of your partners. Discounts and commissions may not motivate your partners. Develop a bespoke investment model that is business plan based.
As a vendor, you can let customers purchase your SaaS on your paper while allowing the partner to take on the responsibility of deal negotiation, onboarding, activation, post-sales support, and contract renewals – the entire customer lifecycle. That’s a recipe for partner and customer success.
When building a channel team for explosive growth, consider hiring an inside CAM for every field CAM to handle recruiting and onboarding. That let’s the field CAMs focus on growing a small number of strategic focus partners.
The most important lesson is summed up in one word: ecosystem. We’ve moved well beyond the old transactional channel and now have to build a diverse partner ecosystem to help our companies land new customers and drive customer success.
LINKS & RESOURCES
Find Rob on LinkedIn and Twitter
Listen to Jay McBain: 10 Channel Predictions For 2022
Learn more about Allbound
The post Rob Spee: 10 Channel Lessons Learned in 2021 first appeared on Channel Journeys.
14 min
December 29, 2021 Rob Spee: 10 Channel Lessons Learned in 2021 – CJ80
In this year-end special, Rob Spee, SVP Channels at BeyondTrust and host of Channel Journeys, recaps 10 channel lessons learned from his podcast interviews in 2021.
14 min
December 15, 2021Jay McBain: 10 Channel Predictions for 2022
It’s that time of year when we’re mapping out our channel strategies for the new year, making our wish lists for what want our CFO and CEOs to approve, and what we want from our channel partners. And it’s that time of year when Jay McBain, Forrester’s Analyst for Channel, Partnerships, and Ecosystems, comes back to Channel Journey’s with his vision of the future. Jay shares his top ten IT channel predictions for 2022 and beyond. Find out what you need to plan for in building your partner ecosystem of the future.
KEY TAKEAWAYS
Here are Jay’s Top 10 Channel Predictions for 2022:
10. Tech buying is changing, so is the psychology, behavior, and journey
9. End of the cookie
8. 76% of CEOs think current business model will be unrecognizable
7. The world shifts to subscription and consumption models
6. The embedded white label future replaces the SKU
5. Marketplaces accelerate the decline in resell
4. Marketplace taxation takes center stage (MSFT then Google lowered to 3%)
3. Distributor disruption continues (Are Distributors The Future Of Distribution?)
2. 72% of US tech workers are considering quitting
1. The ecosystem orchestrator becomes the new trusted advisor
LINKS & RESOURCES
Follow Jay on LinkedIn
Read Are Distributors The Future Of Distribution?
Watch Video: The Future Of Our Industry In 30 Minutes
Flash back to Jay’s Channel Disruptions You Need To Prepare For In 2021
Learn more about Allbound
The post Jay McBain: 10 Channel Predictions for 2022 first appeared on Channel Journeys.
48 min
December 15, 2021 Jay McBain: Top 10 Channel Predictions for 2022 – CJ79
Jay McBain, Forrester's Analyst for Channel, Partnerships, and Ecosystems, shares his top ten IT channel predictions for 2022. Find out what you need to plan for in building your partner ecosystem for the future.
48 min
November 24, 2021Chanan Greenberg: How Supply Chain Shortages are Impacting the Channel
We are all seeing the impacts of supply chain shortages, from empty shelves to higher prices on just about everything. I’ve been waiting over a year for the bike I want to become available, and it’s hard to find the parts to keep my existing bike in top performance. In this episode, Chanan Greenberg, SVP Corporate Strategy at Model N, discusses causes of the technology supply chain shortages, impacts on channel partners, and what you can do to best serve your customers.
KEY TAKEAWAYS
Causes of the supply chain problems:
The first supply chain problem started about a year and a half ago, when manufacturers of products were giving false indications about demand. Due to the pandemic, everyone was expecting a massive drop in consumption. And that’s what they communicated to their supply chain. This led suppliers to start downsizing their manufacturing capacity. Then demand actually turned out to be as great or greater than pre-pandemic.
The second problen is that we had real scarcity in some raw materials. And so the cost of manufacturing with those raw materials started going up. We also had labor shortages for a variety of reasons. These factors, combined with inflationary pressures, caused the cost of producing products to go up.
A third factor is that companies are stockpiling products for two reasons; first, they want to be able to continue servicing their customers. And secondly, they know that once inventory becomes scarce, they can raise prices and benefit from those raised prices.
Impacts on the channel:
Facing shortages, manufacturers have to make tough decisions and prioritize which customers, and which partners, to supply first.
Top producing partners with strong vendor relationships are going to have the best access to products to meet their customer demand.
Vendors and partners should not expect to see prices on technology products come down in the near term due to real decreases in manufacturing costs.
Prices on technology should eventually start to come down as long as the pace of innovation keeps up.
Channel Chiefs should be preparing for more price fluxuations by implementing partner management systems that makes quoting to partners easier, creating more flexible and simpler incentives, and make sure partners aren’t double dipping by stacking incentives.
LINKS & RESOURCES
Find Chanan on LinkedIn
Learn more about Allbound
The post Chanan Greenberg: How Supply Chain Shortages are Impacting the Channel first appeared on Channel Journeys.
42 min
November 23, 2021 Chanan Greenberg: How Supply Chain Shortages are Impacting the Channel – CJ78
Chanan Greenberg, SVP Corporate Strategy at Model N, discusses the causes and impacts of the technology supply chain shortages on channel partners and what you can do to best serve your customers.
42 min
November 10, 2021Ally Murtlow: How to Manage Explosive Channel Growth
How do you build a channel team to support and drive explosive channel growth? Ally Murtlow, Director of National Channel Sales at Dialpad, shares how they grew their channel team by over 400% to manage and drive their channel bookings that are growing 150% year over year.
KEY TAKEAWAYS
Dialpad expanded their channel team from less than 10 people to over 40 in one year
Ally runs the National Channel Team, each responsible for 2 or 3 Master Agents
13 Regional Channel Managers on the RCM team who each cover their top 40 partners in their patch that they select as their most strategic partners
13 Partner Account Managers (PAMs) are inside channel managers aligned 1:1 with the RCMs, focused on recruting, onboarding, and enabling the rest of the partners
PAMs have at least 5 years of some sort of sales experience, but not necessarily channel experience
Many of their new hires are referred by their tight network of channel partners
LINKS & RESOURCES
Find Ally on LinkedIn
Read about Dialpad’s record channel growth
Learn more about Allbound
The post Ally Murtlow: How to Manage Explosive Channel Growth first appeared on Channel Journeys.
37 min
November 09, 2021 Ally Murtlow: How to Manage Explosive Channel Growth – CJ77
How do you build a channel team to support and drive explosive channel growth? Ally Murtlow, Director of National Channel Sales at Dialpad, shares how they grew their channel team by over 400% to manage and drive their channel bookings that are growing 150% year over year.
37 min
October 27, 2021Daniel Graff-Radford: The Digital Body Language of Successful Partners
Signing a new partner is often celebrated with great fanfare, but driving successful engagment is the real challenge for most partner managers. Daniel Graff-Radford, CEO of the PRM company Allbound, discusses a study of partner portal engagement and key indicators of successful partners.
KEY TAKEAWAYS
Allbound observed their software users’ behaviors and tracked their portal sessions for 12 weeks to discern which types of portal behavior noticeably impacted future engagement rates. Here are three of their observations:
Partners who sign into the partner portal at least 10 times are 575% more likely to engage with the portal after 12 weeks than those who only visited the portal 5 times
Partners who co-branded content 3 times are twice as likely to remain active longterm than those who don’t.
Partners who share content twice are 2 times more likely to be active after 12 weeks than those who don’t share content at all.
LINKS & RESOURCES
Read the complete Allbound report Six Partner Actions Proven to Increase Retention 10x
Find Daniel on LinkedIn
Learn more about Allbound
The post Daniel Graff-Radford: The Digital Body Language of Successful Partners first appeared on Channel Journeys.
37 min