Bold Journeys Podcast

By Rob SpeeReligion & Spirituality Education Self-Improvement Religion

Bold Journeys Podcast episodes

August 11, 2025 Harness the Power of AI for Channel Marketing with Heather Margolis - CJ171
Heather Margolis, CEO of Channel Maven, shares how companies can leverage AI and other innovative tools to generate more awareness and leads for sales reps. Recorded live at GTIA's Channel Con 25
19 min
August 06, 2025Mastering Sales Leadership in a Channel-Only Company with Jeff McCullough
In this episode of Channel Journeys, we welcome back Jeff McCullough, who is now Vice President of North American Sales at NetAlly. Jeff shares his extensive experience transitioning from a channel leader to a sales leadership role while maintaining a strong emphasis on channel partnerships.
You’ll hear how Jeff is mastering sales leadership in a 100% channel sales model, in the face of massive changes in technology, buyer trends, and the political landscape.
KEY TAKEAWAYS
Here are the top lessons learned from Jeff’s journey and insights on leading through change:
Emphasis on 100% Channel Model: Jeff highlights how NetAlly operates exclusively through channel partners, which has proven to be highly effective. The top-down commitment to this strategy has enabled seamless market access and enhanced customer satisfaction. Even though some customers occasionally prefer direct transactions, NetAlly remains steadfast in its channel-only approach.
Transition from Product-Led to Value-Led Selling: Jeff discusses the importance of shifting from merely highlighting features to focusing on value-driven outcomes. This approach helps in articulating how NetAlly’s products can reduce troubleshooting times, improve network efficiencies, and optimize IT infrastructure, particularly in large enterprises.
Trends and Adjustments in Federal Sales: Jeff sheds light on the challenges and opportunities in federal sales, especially given the current political and economic landscape. Jeff talks about the uncertainties in federal budgets, personnel changes, and evolving procurement methodologies, emphasizing the need for strategic targeting of sectors with clear budget allocations.
Ethics and Long-Term Relationships: Throughout the conversation, Jeff touches on the importance of ethical decision-making and building long-term relationships with partners. He believes in giving more than getting initially to foster trust, which ultimately leads to mutual growth and success.
Personal Insights on Leadership: As a seasoned sales leader, Jeff shares his belief in transparency, the importance of trusting and enjoying the team you work with, and focusing on execution to achieve long-term goals.
TIMELINE
01:20 Jeff’s Career Journey
03:24 NetAlly’s Mission and Products
05:24 Sales Strategy and Partner Dependence
06:38 Industry Trends and Technological Shifts
10:26 Federal Sales and Government Challenges
17:15 Adapting Sales Strategies
23:22 Cybersecurity Innovations
27:31 The Role of AI in Network Infrastructure
29:20 Leadership and Sales Strategy at NetAlly
31:14 Challenges and Benefits of a Channel-Exclusive Model
34:38 Personal Motivations and Ethical Leadership
42:53 Midwestern Values and Career Reflections
45:33 Future Challenges and Customer Budget Concerns
49:05 Conclusion and Contact Information
LINKS & RESOURCES
Connect with Jeff on LinkedIn
Listen to Jeff on How Customer Experience Drives Partner Success
Find out How Sumo Logic Unlocked Partner-Led Growth with Timm Hoyt

The post Mastering Sales Leadership in a Channel-Only Company with Jeff McCullough first appeared on Channel Journeys.
52 min
August 05, 2025 Mastering Sales Leadership in a Channel-Only Company with Jeff McCullough - CJ170
Jeff McCullough, Sales VP at NetAlly, shares his sales leadership in a 100% channel sales company, in the face of massive changes in technology and the political landscape.
52 min
July 23, 2025How to Unleash Channel Sales in Asia with Greg Eckstein
Are you looking to open or expand your business in Asia? Today we welcome back Greg Eckstein, founder of Channel Sales World with over 30 years of experience helping companies capture the Asian market through partner ecosystems.

In our conversation, Greg shares invaluable insights and strategies on how to successfully unleash channel sales in Asia. You’ll hear his proven strategies that have led to substantial sales growth and market penetration in the region.

We talk about the unique challenges and opportunities in the Asian sales landscape, and how to effectively address them. You’ll get practical tips and real-world examples that you can immediately apply to enhance your channel sales success in Asia.
Key Takeaways
Here are just a few of the things I learned from Greg about gaining success in Asia:
Understand the Cultural Nuances: One of the key lessons from Greg is the importance of understanding and respecting the diverse cultures within Asia. Each country has its own unique business etiquette and practices.
Build Strong Local Partnerships: Establishing solid relationships with local partners is crucial for success in the Asian market. Greg emphasizes the need for trust and long-term commitment. Focus on building and nurturing relationships with local partners by regularly engaging with them and providing consistent support.
Tailor Your Value Proposition: Different markets in Asia may require different approaches to your value proposition. Greg points out that what works in one country might not necessarily work in another. Customize your marketing and sales strategies to align with the specific needs and preferences of each target market within Asia.
Leverage Technology: Technology can play a pivotal role in managing and optimizing channel sales. Greg highlights the benefits of utilizing advanced tools and platforms to streamline operations and improve efficiency. Invest in technologies such as CRM systems, data analytics, and automated marketing tools to enhance your channel sales processes.
Stay Adaptable and Agile: The business environment in Asia can be highly dynamic. Greg suggests being open to change and ready to pivot your strategies as needed. Develop a flexible business model that allows for quick adjustments and ensure your team is trained to respond swiftly to market changes.
By implementing these lessons and action items, you can significantly enhance your channel sales efforts in Asia, fostering growth and success in this diverse and rapidly evolving market.
LINKS & RESOURCES
Connect with Greg on LinkedIn
Listen to Greg on The Future of Channel Sales Enablement
Hear How to Develop an APAC Partner Ecosystem with Andrew Habgood

The post How to Unleash Channel Sales in Asia with Greg Eckstein first appeared on Channel Journeys.
59 min
July 18, 2025 How to Unleash Channel Sales in Asia with Greg Eckstein - CJ169
With over 30 years of experience in Asia, Greg Eckstein, Founder of Channel Sales World, shares how to successfully navigate Asia's business landscape.
59 min
July 09, 2025How to Achieve Customer-Centric Success with Brian Glahn
I’ve heard many companies talk about customer-centric strategies and virtuous company values, but have rarely seen this executed nearly as well as it sounds. That’s why I’m so excited about this episode, where you’ll meet a CEO who doesn’t just talk the talk, but backs up those words with action.
Today you’ll meet Brian Glahn, CEO of business technology provider Verinext. I sat sat down with Brian to discuss strategic leadership and industry trends in the technology space. With over 25 years of experience in various technology sectors under his belt, Brian shares his journey and the key factors driving Verinext’s success.
You’ll learn how Brian led a successful merger of two companies into a powerful new brand through his customer-centric strategy and ethics-based leadership that is grounded in his religion faith.
Key Takeaways
Brian’s true north lies in customer-centricity, which simply means understanding and meeting clients’ unique needs to provide the best possible solutions. Here are the top 3 customer trends that Brian is seeing and responding to in his business:
AI Adoption and Integration: Brian emphasizes the varied pace of AI adoption across different industries, with enterprises and government sectors leading the charge. The focus is on understanding, securing, and leveraging AI to enhance customers’ operational efficiencies.
Economic Impacts and Tariffs: The discussion highlights how political and economic uncertainties, like tariffs, can create temporary delays and accelerate purchasing decisions, impacting the technology reseller industry differently across various sectors.
Shift to Subscription-Based Models: Brian mentions the increasing shift towards subscription-based software and managed services, aligning with evolving customer preferences for consistent and scalable solutions.
Here are Brian’s top 3 guiding principles for leadership:
Fair and Reasonable Decision-Making: Ensuring that all business decisions are equitable and logical, balancing professional and personal growth for employees while driving company success.
Integrity and Ethical Conduct: Guided by his father’s mantra of “if it feels gray, it’s wrong,” Brian maintains high ethical standards, fostering trust and respect among his team and clients.
Continuous Learning and Adaptation: Emphasizing the importance of staying ahead of technological trends and adapting strategies accordingly, Brian integrates feedback from clients and industry developments to guide Verinext’s direction.
These guiding principles shape Brian’s decision-making compass by prioritizing ethical behavior, adapting to market needs, and maintaining a customer-focused approach, ensuring sustainable growth and success for Verinext.
LINKS & RESOURCES
Connect with Brian on LinkedIn
Learn how to Master Market Transitions Through Partnerships with Michelle Chiantera
Hear How Sumo Logic Unlocked Partner-Led Growth with Timm Hoyt

The post How to Achieve Customer-Centric Success with Brian Glahn first appeared on Channel Journeys.
40 min
July 08, 2025 How to Achieve Customer Centric Success with Brian Glahn - CJ168
Brian Glahn, CEO of business technology provider Verinext, shares how to succeed and build trust with a customer-centric strategy and ethical leadership.
40 min
June 25, 2025How to Master the Mid-Market with Nichole Gunn
In this episode, I sit down with Nichole Gunn, who has achieved the role of Global Chief Marketing Officer during her impressive 16 years at Extu. Nichole elaborates on the challenges and strategies of channel marketing, particularly focusing on the mid-market businesses and the expansive mission of Extu.
With a deep-rooted passion for empowering her team, Nichole shares valuable insights on leadership, resilience, and the importance of being proactive rather than reactive in business. This episode is a treasure trove of expert advice for marketing and channel professionals seeking to navigate the evolving landscape of their industries.
Key Takeaways
Nichole addresses three significant trends impacting her marketing strategy as she targets the mid-market:
Data Privacy and Cookie Deprecation: With stricter regulations like GDPR and the phasing out of cookies, Nichole emphasizes the need for better attribution models in B2B marketing. This shift requires marketers to build trust with customers through transparent data practices and develop new ways of tracking engagement without relying on cookies.
Generative AI: Nichole discusses the importance of leveraging AI to enhance decision-making and streamline marketing efforts. By implementing generative AI, Extu aims to create predictive models and personalized experiences, helping the company stay ahead of industry trends and customer expectations.
Focus on Mid-Market Businesses: Nichole identifies mid-market businesses as a key growth area often overlooked by others focusing on larger enterprises. By tailoring marketing and product strategies to their unique needs, Extu seeks to capture a market segment ripe with potential.
LINKS & RESOURCES
Connect with Nichole on LinkedIn
Learn how to Scale Success Through Partnerships with CEO Jed Ayres
Hear 5 Steps to Unleashing the Power of Ecosystem Marketing with Rick van den Bosch

The post How to Master the Mid-Market with Nichole Gunn first appeared on Channel Journeys.
43 min
June 24, 2025 How to Master the Mid-Market with Nichole Gunn - CJ167
Nichole Gunn, Global Chief Marketing Officer at Extu, shares her top strategies for capturing the mid-market in the face of market shifts and a big pivot.
43 min
June 11, 2025Mastering Market Transitions Through Partnerships with Michelle Chiantera
Gaining strategic alignment between sales and marketing is imperative to success. In this episode, I’m speaking with Michelle Chiantera, who is in a great position to ensure that alignment. She holds the titles of both the Chief Revenue Officer and Chief Marketing Officer at Parallels (part of Alludo).
We take a deep dive into the trends and personal factors influencing her strategic decisions and leadership style. Michelle discusses her career journey from Cisco to Parallels, the evolving role of CMO and CRO, and the partnering strategies driving Parallels’ impressive growth during a significant market transition.
Key Takeaways
Michelle identifies three significant trends impacting her strategy:
Market Transition: The ongoing evolution of remote work and the need for virtualization solutions spurred by COVID-19 continue to shape demand. Parallels benefits from these transitions as companies look for agile and cost-effective virtualization solutions.
Strategic Choices by Competitors: Strategic decisions by major players like Citrix and VMware to focus on higher-end markets have opened up opportunities for Parallels to capture mid-market and smaller business segments. The shifting focus of competitors allows Parallels to expand its Total Addressable Market (TAM) and secure larger deals.
Technological Simplification: Trends towards simpler, infrastructure-light solutions such as browser isolation are reshaping how companies approach their IT needs, influencing Parallels to innovate and simplify their product offerings.
Michelle’s true north, or guiding principle, is the impact on partnerships. She consistently emphasizes the importance of maintaining strong, flexible, and mutually beneficial partnerships. Her decision-making compass revolves around:
Understanding Partner Needs: Continuously ensuring that actions benefit and do not conflict with partner interests.
Building Relationships: Investing time and resources in nurturing robust partner relationships.
Customer and Partner Success: Prioritizing customer and partner satisfaction and success above transactional benefits, ensuring long-term growth and loyalty.
Ultimately, Michelle balances these strategic trends and her focus on partnerships to drive sustainable and impactful growth for Parallels.
LINKS & RESOURCES
Connect with Michelle on LinkedIn
Listen to Partnering Smartly: A CEO’s View with Christa Quarles
Hear How Partners are Driving Customer Success with Nancy Ridge and Norma Watenpaugh

The post Mastering Market Transitions Through Partnerships with Michelle Chiantera first appeared on Channel Journeys.
38 min