Channel Smart | Ecosystem Acceleration

In this episode of the Channel Smart Podcast, Kathleen Martin speaks with Elisabeth de Dobbeleer and Jason Gallo from Cisco about the increasing complexity of the channel and how Cisco is responding with the Cisco 360 Partner Program. They discuss the program’s co-design approach, shaped directly by partner feedback, and how it introduces new opportunities for partner profitability while emphasizing capability, specialization, and long-term growth planning.

The conversation also highlights how AI and digital experience are being integrated to simplify engagement, enhance transparency, and improve the overall partner journey—from onboarding through ongoing success. At its core, Cisco 360 is designed to strengthen true partnerships and build a comprehensive, partner-first ecosystem, with a clear invitation for partners to engage, have a plan, and come join the program.

We know you will find this episode enlightening and informative. To delve deeper into the world of channel strategy and gain more valuable insights, we invite you to visit our website. 

For additional information, feedback, questions, or comments, don't hesitate to reach out to us at [email protected]. Tune in to Channel Smart and stay ahead in the ever-evolving world of business partnerships.

...Your Partners Can't Sell Your Stuff If You Don't Teach Them How. 

In this episode of Channel Smart, Janet Schijns, CEO of JSG, takes a candid look at why many vendors struggle to drive partner-led revenue and what they can do to change it. Based on conversations with hundreds of technology vendors, distributors, and channel partners, Janet breaks down the real reasons partners hesitate to sell certain solutions and how vendors can remove the friction that slows down channel growth.

Janet explains how common vendor habits—overstuffed portals, one-and-done webinars, outdated content, and feature-heavy messaging—create confusion instead of clarity. She outlines why partners need simple and specific guidance on who to sell to, what triggers a buying decision, how to tell the sales story, and what outcomes customers can expect. The episode also explores the importance of short, scenario-based training, practical campaign tools, and real-time deal support that actually helps partners close business.

Listeners will learn:

• Why partners struggle to lead with certain vendors
• How unclear buyer definitions and vague solution positioning stall sales
• What effective partner enablement looks like in a modern channel ecosystem
• How to create concise, usable, and current training that partners can absorb quickly
• What should be included in a campaign-in-a-box to make it truly actionable
• Why deal support, pricing access, and a helpful human contact matter more than ever

Janet offers a practical, no-nonsense roadmap for improving partner sales performance. Vendors will walk away with a clearer sense of how to make their solutions easier for partners to understand, position, and close—without adding complexity or unnecessary steps.

Key takeaway: Partners are not a secondary sales motion. They are a primary route to market. When vendors simplify their message, modernize their enablement, and support partners through the sales cycle, they unlock real channel growth and long-term partner loyalty.

If you want a straightforward and actionable conversation about helping partners sell more effectively, this episode provides a sharp, useful perspective grounded in real-world channel experience.

We know you will find this episode enlightening and informative. To delve deeper into the world of channel strategy and gain more valuable insights, we invite you to visit our website. 

For additional information, feedback, questions, or comments, don't hesitate to reach out to us at [email protected]. Tune in to Channel Smart and stay ahead in the ever-evolving world of business partnerships.

If you’ve ever lost a deal because of bad connectivity—or worse, had to answer for someone else’s $69 internet—this one’s for you. In this episode of Channel Smart, Laura Steward sits down with Max Joseph, Manager of Partner Solutions at AT&T (and yes, neighborhood nerd and culinary content creator) to dig into why AT&T’s APEX program might just be the best-kept secret in the MSP playbook.

We’re talking:

• Why 100% of your customers need internet (and how to own that part of the stack)
• What true redundancy actually means (hint: it's not two fiber lines)
• How APEX changes the game with margin control, billing ownership, and zero customer poaching
• Why thinking like a service-first provider is the key to long-term partner growth

Whether you’re building the basics or expanding your offer stack, this episode breaks down how smart connectivity strategy powers smarter MSP businesses.

We know you will find this episode enlightening and informative. To delve deeper into the world of channel strategy and gain more valuable insights, we invite you to visit our website. 

For additional information, feedback, questions, or comments, don't hesitate to reach out to us at [email protected]. Tune in to Channel Smart and stay ahead in the ever-evolving world of business partnerships.

In this power-packed episode, we connect with Clark Peterson—one of the most connected minds in cloud communications and Chairman of the Cloud Communication Alliance—to uncover how forward-looking vendors are putting channel-first thinking behind their AI strategies. From smarter partner targeting to AI-optimized go-to-market plays, this conversation delivers insights that help partners, resellers, and tech companies future-proof their positioning in an increasingly intelligent ecosystem.

Clark and Janet unpack how members of the Cloud Communications Alliance are integrating AI beyond the hype—to improve customer experiences, enable faster support, optimize sales, and even redefine distribution.

📅 Upcoming Must-Attend

Cloud Connections 2025
📍 St. Petersburg, FL | April 14–16, 2025
The most strategic event in the cloud communications space—zero pay-to-play, 100% C-level candor, and insights you won’t hear anywhere else.

Register at https://www.cloudcommunications.com/connections
 

We know you will find this episode enlightening and informative. To delve deeper into the world of channel strategy and gain more valuable insights, we invite you to visit our website. 

For additional information, feedback, questions, or comments, don't hesitate to reach out to us at [email protected]. Tune in to Channel Smart and stay ahead in the ever-evolving world of business partnerships.

In this episode of the Channel Smart podcast, Janet Schijns speaks with Elizabeth de Dobbeleer and Jason Gallo from Cisco about why the Cisco 360 Partner Program is a channel-smart move for partners. They discuss how Cisco is evolving its partner ecosystem to reflect the realities of today’s market, shifting away from traditional resale models to a value-based approach that rewards capabilities, performance, and engagement. The conversation highlights how Cisco is leading with transparency by involving partners in the program’s development, allowing them time to adapt and optimize their strategies before the full rollout in 2026. With a 15-month phased transition, expanded incentives, and an $80 million investment in partner training, Cisco is ensuring that partners are equipped for success. The episode also emphasizes the importance of AI-driven solutions, managed services, and customer-centric innovation in the evolving IT landscape. Cisco’s commitment to collaboration, enablement, and long-term partner growth makes this program a prime example of what it means to be truly channel smart.

We know you will find this episode enlightening and informative. To delve deeper into the world of channel strategy and gain more valuable insights, we invite you to visit our website. 

For additional information, feedback, questions, or comments, don't hesitate to reach out to us at [email protected]. Tune in to Channel Smart and stay ahead in the ever-evolving world of business partnerships.

In this episode of Channel Smart, our CEO, Janet Schijns, sits down with Channext's VP of Revenue, Alex Whitford, for a dialogue that explores why the "Long Tail" is the fastest way to grow an organization's channel revenue.  

They tackle: 

• What is the Long Tail advantage? Janet and Alex discuss the perception and misperceptions of the Long Tail among vendors, the steps to building an effective strategy, the implications of neglecting this approach, and the influence of digital marketplaces. The role of distribution in managing the Long Tail is critically assessed, questioning the efficacy of passive strategies.
• Benefits and Challenges of the Long Tail: The discussion shifts to the benefits of targeting the Long Tail for channel revenue growth against the backdrop of potential challenges. The conversation covers strategies for managing lower margins in relation to overall revenue potential and identifies where the Long Tail could be most beneficial in go-to-market strategies.
• Implementation Strategies: The conversation turns practical with advice on identifying and engaging with Long Tail partners, using data analytics for strategic insights, the importance of content marketing in supporting smaller partners, and effective use of Market Development Funds (MDF) to promote Long Tail engagement.
• The Future of the Long Tail: The future of Long Tail strategies is considered, with predictions on how they may evolve with technology and market changes. Advice is offered to organizations considering the Long Tail approach.

We know you will find this episode enlightening and informative. To delve deeper into the world of channel strategy and gain more valuable insights, we invite you to visit our website. 

For additional information, feedback, questions, or comments, don't hesitate to reach out to us at [email protected]. Tune in to Channel Smart and stay ahead in the ever-evolving world of business partnerships.

In the latest episode of Channel Smart, we welcome JSG's President, Meredith Caram, who sits down for an insightful discussion with Gregg Linde, Head of America's Field Marketing at Check Point Software Technologies Ltd,

Partner Marketing refers to strategies and practices focused on collaborating with business partners to enhance mutual growth and success. It's about creating and nurturing a symbiotic relationship where the company and its partners collaborate closely to achieve shared marketing and sales objectives, leading to growth and success for both parties. Gregg draws on his own experience in different roles to discuss how to be authentic in partner marketing. 

Meredith and Gregg explore: 

• Knowing All Sides: Gregg discusses the significance of understanding different perspectives in the channel ecosystem, providing invaluable advice for those looking to deepen their partner relationships.
• Aligning Partner: Gregg and Meredith share how to align channel partners' marketing strategy to overall business goals and objectives and what tools they can use. 
• Solution Marketing v.s. Product Marketing: Gregg highlights a significant shift in customer behavior and shares how partners can solve customer business problems, not just provide a product. 

We know you will find this episode enlightening and informative. To delve deeper into the world of channel strategy and gain more valuable insights, we invite you to visit our website. 

For additional information, feedback, questions, or comments, don't hesitate to reach out to us at [email protected]. Tune in to Channel Smart and stay ahead in the ever-evolving world of business partnerships.

The podcast "Navigating the 2024 Channel" hosted by Janet Schijns, CEO of JSG, offers deep insights into the tech world's evolving trends for 2024. It focuses on practical strategies for vendors and partners, covering topics like exploring new routes to market, revamping partner programs, and leveraging AI in program automation for vendors. 

For vendors, suppliers ISVs and providers, Janet discusses: 

• New Routes to Market
• Revamping Partner Programs
• Rethinking MDF

For partners, she discusses:

•  Marketing-led GTM strategies
• Professional sales management
• Developing outcome-based services

We know you will find this episode enlightening and informative. To delve deeper into the world of channel strategy and gain more valuable insights, we invite you to visit our website. 

For additional information, feedback, questions, or comments, don't hesitate to reach out to us at [email protected]. Tune in to Channel Smart and stay ahead in the ever-evolving world of business partnerships.

In this latest episode of Channel Smart, JSG Director of Social Media , Vlad Krause, is joined by JSG’s CMO/COO, Barb Goworowski to interview Quebec’s Rising LinkedIn Influencer in the IT space, Simon Robert, CEO of MD Informatique.

Social selling is the process of using social media platforms to connect with potential customers, build relationships, and generate leads and sales. It's a powerful tool that can help businesses reach a wider audience, establish thought leadership, and close more deals.

In today's digital world, social selling is more important than ever for B2B businesses, and Simon Robert shares how adopting and adding Social Selling practices to his business strategy transformed his brand and widened his funnel in a matter of 3 months. He underscores these three areas for social selling success:

• Your First Impression Online: Simon emphasizes the importance of having an up-to-date profile that speaks to the client, not recruiters.
• Know Your Customer:  Simon and Barb dig in deep on why you should know who your ideal customer is and how it bolsters social selling efficiency.
• Outreaching and Engaging your prospects: There’s a decorum to prospecting online. You don’t want to pounce during your outreach, and Simon shares some of the best ways to engage with prospects online.

We know you will find this episode enlightening and informative. To delve deeper into the world of channel strategy and gain more valuable insights, we invite you to visit our website. 

For additional information, feedback, questions, or comments, don't hesitate to reach out to us at [email protected]. Tune in to Channel Smart and stay ahead in the ever-evolving world of business partnerships.

In this latest episode of Channel Smart, we welcome back Janet Schijns, the CEO & Co-Founder of JSG, who sits down for an insightful interview with Steven Karachinsky, the CEO & Co-Founder of ZIRO. 

Often, the channel journey is narrated from the perspective of Telecom and Solution Providers. As the newest darling of the MSP world, Steven shares the unique MSP perspective of the channel ecosystem, shedding light on the challenges they face as newcomers, and offering valuable advice to those venturing into the channel landscape:

1. The Power of Your Professional Network: Steven underscores the critical importance of your professional network in navigating the channel successfully.
2. No One-Size-Fits-All Solution: He emphasizes that understanding the channel isn't a one-size-fits-all endeavor and dispels the notion of an easy button for success.
3. Knowing Your Market and Your Partners: Steven provides valuable insights on understanding your target market and aligning your goals with your partners'.
4. Effective Collaboration with Partner Organizations: Discover how to identify key roles within partner organizations and learn the art of seamless collaboration.

We know you will find this episode enlightening and informative. To delve deeper into the world of channel strategy and gain more valuable insights, we invite you to visit our website. 

For additional information, feedback, questions, or comments, don't hesitate to reach out to us at [email protected]. Tune in to Channel Smart and stay ahead in the ever-evolving world of business partnerships.