Channel Edge

In today’s new world, we need to do a better job establishing human connections. Listen as this week’s guest, Janet Schjins CEO of the JS Group, discusses her thoughts about returning from the pandemic to a new digital normal.

We’re no longer in digital transformation we’re in a new digital normal. Steven and Janet discuss the need for relevant and actionable content and the importance of having a platform to communicate with your audience.

Hear their thoughts on how people are shifting to social and the need to modify demand generation tactics to keep up with the movement. The need to invest in learning, new marketing tactics, and content that resonates in today’s world.

As Janet says, “we all need to pull together to help the channel.“

How has Covid-19 changed prospecting? Listen in as Andrea Sittig-Rolf, “The BlitzMaster” shares how the approach to prospecting is changing due to the virus.  

The BlitzMaster recommends companies rethink their value propositions in the light of the current situation and invest in sales enablement, partner rewards and partner assistance. Everyone simply needs to step back and ask: “How can my product/service help others through today’s challenge?”   

Andrea Sittig- Rolf is Chief BlitzMaster at BlitzMasters and author of The Seven Keys to Effective Business-to-Business Appointment Setting. Andrea frequently emcees and delivers keynotes at corporate events. For over 25 years, her interactive and entertaining approach has inspired and empowered salespeople to be their best.

Why is Marketing enablement more important than ever? And why is it so critical to view through a superior dealer/partner experience lens? This week’s guest, Cameron Avery the CEO of Elastic Digital explains why he believes you start with 3C’s: Content, Cadence and Communication.

Listen in as Cameron discusses the importance of portal design, the evolution of marketing enablement and the need for set & forget multi-tactic lead nurturing. Cameron also shares his thoughts on how digital marketing and partner portals should work together to engage channel partners.

Is there any optimism left out there? You bet there is, and sometimes you find it in the most unlikely places. This week, Larry Walsh the CEO of the 2112 Group, joins us and shares his thoughts on some recent research on the impact of the Covid-19 pandemic.

At the peak of the pandemic the 2112 Group reached out to Channel Chiefs and senior channel professionals, asking about the impact of this crisis. Their findings show some real leadership and uncovered optimism in the face of great adversity.

Join us for this special Covid-19 podcast and listen in as Larry Walsh and your host Steven Kellam discuss the findings and their thoughts on what’s happening in the world today.

If you could build a program any way you want, what would you do? Would you change everything? Or would you tweak what you have? This is a question many ask on a regular basis, but historically few have been able to act at will. Join us as Sandra Glaser Cheek, veteran Channel Chief, discusses the strategy behind making sweeping changes, and to no one’s surprise, data and measurement play a big role.

A proven leader with a reputation for innovation and inspiration, Sandra  is a seasoned executive with a track record of driving strategies that build successful partnering practices across various disciplines, including sales, marketing, strategy and business development. Take a listen now to part one of two episodes where Sandra discusses the strategy for what it takes to maximize program results. And next week, join us for part II as we follow up Strategy with Program Execution.

“An equal world is an enabled world.” We cannot say it any better, women have come a long way when it comes to equality in the workplace. We should all take a moment to celebrate the many great social, cultural and economic accomplishments during this year’s International Women’s Day (IWD 2020). However, we must keep a keen eye on what happens next, and support a passionate drive to iterate and improve.

Meaghan Sullivan joined us to celebrate IWD 2020, and to candidly share her experience, dreams, and expectations. She openly discusses her personal experience of being a woman in a male-dominated industry. Meaghan’s perspective illustrates the dynamic qualities of so many women as she shares her advice on this journey and how she thrives in the face of the expectations that accompany her roles.

Meaghan Sullivan is the vice president of Global Channel Marketing at SAP. In this role, she is tasked with accelerating global indirect revenue through channel marketing practices as well as the SME route to market overall for SAP. Sullivan focuses on Demand Generation activities to provide SAP partners with innovative programs, campaigns, and resources that enable them to more efficiently market their SAP solutions and services.

How good is your end to end partner/dealer CX, really - be honest? How do you enrich a single customer’s moment, interaction and transaction? Or as Liz Cope puts it, their “in the moment customer experience”. Everything the partner goes through from the moment that relationship is built should feel like a smooth personalized business experience. “To our partners the entire business experience is a brand experience”.

Liz Cope is the Global Director, Marketing Operations and Technology at Ingersoll Rand. Liz is channel marketer veteran and has used her deep domain experience to successfully build and lead multi-cultural global marketing teams responsible for digital transformation, brand strategy & activation, marketing analytics, demand gen, channel partner GTM, and channel partner program development/management.

Additionally, she has led the strategic direction of her digital platforms, marketing technologies and marketing operations at the enterprise level, enabling the B2B and B2C global marketing function to deliver growth, and an enhanced customer experience.

Join us as we discuss the importance of a great CX across all your partners/dealers’ touch points. Listen now:

“It is not about the transaction, it is about the relationship,” says Theresa Caragol— founder & CEO of AchieveUnite. What really is partnering for success, and how important is it to a successful go-to-market strategy? How and where does customer experience play a role? Where do you start, and how do you build those powerful and lasting relationships? Please join us as we discuss these hot topics with Theresa and hear about the processes, she has designed to drive channel success in both B2B and B2B2C routes to market.

Theresa is an accomplished channel chief, speaker, author and consultant with over 20 years of experience in building and managing multi-million-dollar indirect channel teams and strategic alliance programs.

Listen now to hear Theresa’s strategy and execution with successful partnering.

Where are you in your customer success journey? Are your customers feeling the love… literally? Many organizations are taking the leap and embracing the move beyond just the “customer first” notion and instead becoming “customer obsessed.” Simply because, as Heather Tenuto puts it, “the customer has never been more powerful than they are today.”

In this ChannelEdge episode Heather Tenuto, CRO of Zift Solutions, joins us to discuss all about the what, where, and how’s of customer success. Bringing her 20+ years of experience working with B2B, B2C and SaaS providers, she knows a thing or two about how to make the customer paramount. Listen now to hear how you can strengthen your customer relationships.

"What I'm terrified of is losing that humanity as we grow..."

Melanie Zevenbergen is an American living in Rotterdam, and working as the Vice President of Sales & Channel Enablement for Commscope. Her impressive background includes working with some of the largest brands in the world as well as leading in the introduction of new technologies, processes & initiatives such as launching & developing a global partner network, Salesforce communities expansion, DCIM (Data Center Infrastructure Management), intelligent building performance lighting, modular data centers and DAS (Distributed Antenna Systems.)