Unlock the secrets of successful channel partnerships with industry veteran Kevin Homer, as he takes us through his compelling journey in the channel industry. With over two decades of experience and valuable lessons from his mentor, Kevin shares how the art of trust and relationship building can transform businesses. He recounts a memorable story from his early days at Fishnet, where the power of a trusted partner opened doors and provided instant credibility. Kevin's insights reveal why treating channel partnerships with care can pay off in long term success and market reach.

Kevin discusses leveraging distribution partnerships, gives the example of partnering with TD Synex at Iterate.ai and how this relationship simplifies reaching thousands of resellers. As we dive into international partnerships, Kevin highlights the importance of aligning with skilled and motivated partners to drive growth, particularly in collaboration with hardware manufacturers.

Gain a deeper understanding of the complexities of channel GTM strategies and how embracing these models can lead to transformative business growth.

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Iterate.ai website

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Unlock the secrets of modern IT channel partnerships with Philip Wegner, the CEO of TechGrid. Discover how his remarkable journey from the telecommunications sector to founding TechGrid shaped his understanding of the evolving IT landscape. Philip shares how the limitations of traditional infrastructures fueled his ambition to create a groundbreaking platform for the digital age, revealing the essential role of digital transformation in the channel model.

Explore the nuances of shifting from a product-centric to a customer-centric approach, with a focus on real-time tracking, special pricing, and seamless integration across multiple tiers. Philip unpacks the challenges vendors face in standardizing operations and the critical importance of API-first frameworks in simplifying reseller and MSP processes. Drawing parallels to consumer expectations, he emphasizes the need for efficiency and immediacy in B2B transactions, urging industry professionals to embrace these changes for enhanced customer experiences.

Philip shared the link to the summary of the API Mandate sent out by Bezos.

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Embark on a transformative journey with us as Peter Hancock unravels the secrets behind Asimily's strategic pivot from direct to channel partner sales, a move that has revolutionized their global market presence. With Peter's vast experience, including his tenure at Symantec, he brings to light the critical role of executive backing in such a bold transition. We talk about crafting and ecosystem building, addressing the complex issues customers face in the realm of cybersecurity for connected devices.

As we navigate the intricacies of channel program development, Peter lays bare the approaches that have spurred exponential growth. He shares the ins and outs of implementing deal registration, margin programs, and the adaptation of sales strategies that resonate globally. The conversation takes a deep look at how Asimily values the contributions of its partners, recognizing them through initiatives like the founding members program, and emphasizes the importance of listening to partner feedback to refine the sales process, making it a mutually beneficial journey for the company and its partners.

Our episode closes by exploring the art of nurturing robust channel partnerships, where trust and respect for a partner's brand reign supreme. With Peter's guidance, we dissect the nuances of sales team education on the dynamics of partnerships, and how competition can be a catalyst for growth through strategic programs. We also touch on the future direction of Asimily's channel program and the keys to forging successful relationships that pave the way for achievement. Join us as we share wisdom from a distinguished channel sales veteran and celebrate the milestones that define a successful channel partner program.

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Until next time 👋

Unlock the secrets to amplifying sales through the power of partnership with our latest episode featuring the insightful Rachel Tuller. Together, we navigate the shifting landscape of co-selling, a strategy that when executed with precision, can transform partners into a formidable sales force. 

Embark on a journey through the building blocks of a prosperous co-selling framework, where Rachel and I discuss the critical elements of partner enablement, including aligned messaging and joint marketing efforts. We reveal the magnetism of incentives through a case study that showcases the synergy of tech giants, and we stress the importance of meticulously choosing partners with the right mix of skills and market influence. Discover how strategic communication and the optimal allocation of channel team resources can be the linchpin in cultivating enduring and fruitful partnerships.

As we round off the episode, we probe into the tactical side of co-selling, where careful planning and a unified sales force are paramount. Rachel also shares her expert advice on the role of technology, from leveraging CRM systems to fine-tuning data collection, ensuring your partnerships are not only aligned but also measurable and driven by success. Grasp how channel leaders can craft winning scenarios for all involved parties—manufacturers, vendors, and, most crucially, customers—turning co-selling into a game-changer for your business. Tune in and equip yourself with the strategies to thrive in the world of collaborative selling.

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Unlock the secrets to a thriving sales ecosystem where direct and channel sales don't just coexist, but amplify each other's success. Mike Coleman, the channel chief at First Orion, joins us to share his insights into how a robust partner ecosystem can catapult your market reach to new heights. If you've ever wondered how to foster a harmonious and effective division of labor between direct and channel sales, this conversation with Mike will illuminate the path. We also take a deep dive into First Orion's innovative branded calling technology that's setting the telecom world abuzz, enhancing call center connections and creating a win-win for agents and customers alike.

As we peel back the layers of channel sales strategy, we confront the myths head-on, dispelling the fog around costs and average selling prices. The episode is a masterclass in the scalability of channel models, detailing the timing, balance, and strategic implementation that can redefine your approach to revenue growth. Mike, with his channel expertise, not only demonstrates how First Orion tripled its success through partnerships but also provides a blueprint for when and how to weave a channel strategy into your business fabric. For anyone interested in leveraging partnerships for sales acceleration, or simply curious about branded calling's impact on call center dynamics, this episode packs strategic gems you won't want to miss.

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First Orion website

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As a special treat to wrap up the year, we've put together a bonus episode that's a compilation of your favorite segment, where we ask our esteemed guests a compelling question: 'What's the one thing you wish you knew before starting your career in channel?' Their insights are both enlightening and invaluable, offering a wealth of knowledge to anyone navigating the dynamic world of channel.

So, grab a cup of your favourite holiday beverage, find a cozy spot, and join us for this special episode as we reflect on the past year and look ahead to exciting opportunities in the coming one. Cheers!

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Until next time 👋

Ever wonder how you can turn the complexity of compliance regulations into an opportunity? We've got an episode for you. We've got Cam Roberson from Beachhead Solutions with us, sharing his insights on navigating the convoluted world of compliance regulations for MSPs. Prepare to be enlightened as we discuss the journey of transitioning into the channel, the challenges MSPs often face and how they can assist their clients in adhering to these mandates.

Dive deeper as we discuss the constant evolution of government documentation, and the ensuing improvement in compliance regulations such as HIPAA and HICP. We'll also highlight the important role of understanding which services map to specific requirements and how MSPs can assist with audits. Uncover the hidden opportunities in staying updated on these regulations and using them to differentiate your services. Don't miss out on an in-depth discussion on the potential risks for MSPs who overlook compliance and the recommended resources and tools for effective implementation. So, tune in, and let's steer your MSP business towards a competitive edge.

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Cam mentioned that they’ve got the compliancy guide available for you and it's available under the following link:  https://www.beachheadsolutions.com/lp/2024-msp-compliance-report

As declared by Cam in the episode, you can also reach out to him via email: croberson [at] beachheadsolutions [dot] com

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Until next time 👋

Ever wonder how to navigate the shift from direct sales to leading a channel strategy? Let us introduce you to Monica Walton, Senior Vice President of Channel at Evoque, who shares her compelling journey and the secret to quadrupling her team's results year over year. Monica's unique perspective on trust and integrity in channel partnerships has shaped Evoque's phenomenal success.

Monica's secret weapon? A balanced approach to choosing partners, rewarding performance and maintaining strong relationships. She leverages her experience to ensure responsiveness and accuracy, key factors in building trust with channel partners. You'll be intrigued by how Monica and her team are navigating the shift in the market towards large multi-megawatt opportunities, while incentivizing partners to bring in an increasing number of smaller deals.

As we wrap up our conversation, Monica gives us a peek into the future of Evoque, her plans for growth and her invaluable advice for those making a similar transition from direct sales to a channel strategy. You'll come away with insights into how she measures her partners' performance and how she aims to steer Evoque's growth trajectory in the coming years. Tune in for this riveting conversation and don't forget to subscribe.

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In this episode, we dive into the fascinating world of creating unique joint value propositions in the channel with our guest, Philip Strange - VP Channel Sales at OpsHub, Inc., a seasoned expert in the field.

We kick things off by defining what a unique joint value proposition actually means and why it's a game-changer in the channel. Understanding this concept is pivotal to crafting mutually beneficial partnerships.

Philip shares his insights on evaluating and recruiting partners while keeping the joint value proposition in mind. Discover the strategies and tactics that can help your organization identify the right partners to create synergy and unlock new opportunities.

This episode is a must-listen for anyone in the channel looking to foster successful partnerships by crafting unique joint value propositions. Tune in to gain valuable insights and take your channel strategies to the next level.

Philip referred to this LinkedIn post during our conversation: "Got any good news?"

Philip's LinkedIn Profile

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In this episode, I sit down with Frank Vitagliano, a seasoned industry expert, to discuss the evolution of channel distribution and the role of the Global Technology Distribution Council (GTDC). Join us as we explore the impact of cloud computing and SaaS on the IT channel distribution landscape and dive into the most innovative strategies and tactics implemented by distributors in recent years.

Frank shares his insights on the biggest trends and developments we can expect to see in IT channel distribution in the near future. We also explore how companies can leverage technology to optimize their IT channel distribution strategy and maximize their success.

Finally, Frank offers valuable advice to those embarking on their channel GTM journey, including whether going the 2-tier route with distributors is recommended. Don't miss this enlightening episode as we delve into the past, present, and future of channel distribution.

Frank's LinkedIn Profile
GTDC website

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