Channel Edge

Taylor Macdonald is SVP of Channel Sales at Sage Intacct Inc. and has some "sage" advice for those of us working to help our partners down the digital enablement path. "It all starts with the website," he notes, likening a partner's web properties to the offices of old and how a company's site can project credibility and competence...or not.

“To truly achieve high revenue performance, you need to ensure you have THIS much dedicated to channel marketing within the overall marketing budget…”

Angela Leech loves talking incentives. As a Senior Research Director for Channel Marketing at Forrester Research, she has an in-depth view of what some of the world's top-performing companies are doing to grow their channel business. In this episode, she shares findings from a vast dataset to help us all start fixing the broken connections in our channels and reach our high-growth potential...

“Competency retains customers; talk triggers acquire new ones...”

Jay Baer is the founder of Convince and Convert and if you work in Marketing you’ve most likely seen him at a conference or read his blog and you probably own more than one of his books, such as the best-selling Youtility, Hug Your Haters and most recently Talk Triggers. You can catch Jay in person at Relevance '19, 360insights' channel-focused marketing conference, happening in September 2019 in Toronto.

“What you cannot measure, you cannot get results on…”

Janet Schijns is the CEO of the JS Group following years of channel work at companies such as Office Depot, Verizon, and Motorola. Considered an expert in mobility, IOT, services and solutions routes to market, Janet was also recently named Channel Influencer of The Year by Channel Partners Online, followed by a headlining keynote at their recent annual conference in Las Vegas. You can catch Janet in person at Relevance '19, 360insights' channel-focused marketing conference, happening in September 2019 in Toronto.

Paul Yantus rejoins Channel Edge to discuss the Channel Pulse Report findings for Q2 2019. Find out what vendors are measuring in their partner marketing, what KPIs they value most, how they're leveraging (or not!) predictive analytics, and more...

“Today’s companies must view partner success through the same lens as customer success or face the risk of losing business.”

Kristine Stewart is the VP of Channel Customer Success at Channel Impact and an IT industry veteran who has held numerous executive leadership roles across sales, channels, business development and marketing organizations. Previously in her career, she ran Cisco’s Worldwide Commercial Solutions team and led its Emerging Markets Commercial Sales organization across a multi-billion-dollar theater. Kristine studied computer science and marketing and holds a bachelor’s degree in business administration from Pepperdine University.

Lisa Penn is the Chief of Staff for Global Partner Marketing responsible for strategic initiatives targeted to position SAP as the global partner of choice for cloud resellers. Digital transformation, AI programs, channel transformation and program ROI are just a few of her priorities this year. She’s back on the podcast, talking partner enablement and what it takes to execute strategy and meet your business objectives in a noisy channel.

Micheal McCollough has achieved his global perspective the old-fashioned way: by living and working around the world on nearly every continent, embracing the local culture and customs along the way. In his current role as Global VP of Channels & Alliances for Akamai Technologies, Micheal's ability to appreciate nuance and local culture gives him the insights to know what it takes to refine channel incentives and other channel strategies for global partners.

“Marketers really do ruin everything.”

If there were some sort of marketing nerd Olympics, Jon Chang (@changahroo) would be the Michael Phelps of the marketing nerd decathlon. Currently an international speaker, product marketer at IBM Watson, and web analytics professor at NYU, Jon is walking the walk all day every day. Couple this with his background at high-growth startups such as General Assembly and Kickstarter, and you have a marketing enthusiast who has send hundreds of millions of marketing emails in his day. And he thinks we’re all blowing it...

Volume rebates? Volume incentives? Value rebates? What was staged as a debate between two previous guests, Larry Walsh of 2112 Group and Paul Yantus from 360insights, ends up being a workshopping of a critical shift that needs to happen in channel marketing.