Self-Serve 2.0 is Here and It’s Not What You Think
AI is transforming the partner experience but not in the robotic, rinse-and-repeat way people expected. In this episode, Steven Kellam sits down with Rebecca Jones, Chief Growth Officer and COO at Bridge Partners, to unpack how self-serve has leveled up. Call it Self-Serve 2.0. It is faster, smarter, and finally useful. They explore how AI can personalize partner engagement at scale, strip out the chaos of bloated portals, and surface the real Voice of Partner using actual data instead of guesswork. Bottom line: vendors who blend AI with real human expertise are winning on relationships, not just results. If you care about keeping partners engaged and productive, this conversation is your playbook.

Larry Walsh in a "Just Ask" AI World

In this episode of ChannelWaves, host Steven Kellam welcomes channel veteran Larry Walsh for an honest, forward-looking discussion on where the channel is heading and how leaders can keep up. They explore the tension between operational excellence and innovation, why many organizations struggle to scale partner programs, and how AI is reshaping the way vendors engage with their ecosystems.

In this episode of ChannelWaves, host Steven Kellam sits down with Kathryn Rose—founder of ChannelWise, co-founder of the Channel Marketing Association, international speaker, and bestselling author. The conversation dives into the current state of channel marketing, the role of associations in supporting marketing professionals, and what’s coming up at the Channel Marketing Association Summit.

The two also unpack one of the biggest forces reshaping channel strategy today: artificial intelligence. From humorous anecdotes about their personal AI assistants to practical applications of AI for partner engagement and content creation, Kathryn and Steven offer a grounded yet forward-looking perspective on what AI means for today’s channel leaders. Tune in for insights, inspiration, and a bit of levity around navigating change in the channel ecosystem.

What happens when AI hype meets the hard realities of channel marketing? In this episode of ChannelWaves, host Steven Kellam sits down with Raegan Wilson of Spur Reply and Matt Crane of Salesforce to unpack the biggest AI takeaways from the past 18 months. But this isn’t just about theory—they dive into what’s actually working in the field, where AI is falling short, and how forward-thinking leaders are turning lessons into leverage. If you're navigating the evolving intersection of AI and partner strategy, this episode is your playbook.

In this episode of ChannelWaves, host Steven Kellam and guest Leslie Vitrano Hubright of Schneider Electric explore the shifting landscape of buyer demographics and what it means for channel strategies. Leslie discusses how the evolving expectations of younger, digital-native buyers are driving changes in partner engagement, content delivery, and channel innovation. They highlight the importance of adapting to these demographic shifts by leveraging digital tools, fostering agile ecosystems, and aligning partner strategies with new buyer behaviors. Tune in to gain insights on navigating these demographic changes and preparing your channel approach for the next generation of buyers.

In this episode of ChannelWaves, host Steven Kellam interviews Larry Walsh, CEO of Channelnomics, for a deep dive into the evolving role of AI in channel marketing, the challenges of data attribution, and key industry trends. Walsh shares how AI, while often overhyped, holds potential to transform marketing automation, referencing StructuredWeb’s innovative solutions. He also discusses the difficulties in managing channel data and the importance of trust between vendors and partners. The episode wraps up with insights on future tech spending and a light-hearted word association game, providing listeners with valuable and actionable industry takeaways.

In this episode of ChannelWaves, host Steven Kellam sits down with Leslie Chiorazzi, managing partner of CMIT Solutions in Manhattan, to dive into the crucial role trust plays in vendor-partner relationships. Together, they unpack how to build and maintain trust, what happens when it breaks, and strategies for rebuilding it. Leslie shares her extensive experience in managed services, offering valuable insights on the importance of clear communication, setting realistic expectations, and understanding client needs. The conversation also touches on the evolving landscape of managed services, the growing role of women in the industry, and why vendors must go beyond sales pitches to deliver real value.Whether you’re looking to strengthen partnerships, drive results, or stay ahead in the channel, this episode is packed with actionable insights and expert advice. Don’t miss out on this engaging and informative discussion—tune in to ChannelWaves today!

Discover the exciting potential of AI in the channel ecosystem in this episode of ChannelWaves! Join host Steven Kellam and Bryn Nettesheim, VP of Professional Services at Channelnomics, as they cut through the hype and explore practical applications and future opportunities of AI. Learn about the enormous market potential, with IDC forecasting the global AI market to soar from $40 billion this year to $150 billion by 2027. Hear how AI can enhance sales operations, marketing efforts, and partner enablement, offering tangible benefits like improved deal registration conversion rates. Steven and Bryn also address common fears and compliance issues, emphasizing the importance of embracing AI and fostering collaboration. Don’t miss their forward-looking perspective on strategic planning and partnerships to stay competitive in this rapidly evolving landscape. Tune in for an engaging discussion packed with insights and actionable takeaways!

In this episode of ChannelWaves, Steven Kellam hosts Heather Margolis, founder and CEO of Channel Maven, to discuss the importance of end-to-end partner marketing. Heather shares insights on navigating the buyer’s journey, overcoming common challenges, and leveraging tools like SEO, SEM, and AI. Tune in to learn how to effectively engage, educate, and enable partners for better marketing outcomes. Perfect for channel leaders looking to enhance their marketing strategies and stay competitive.

Navigating the Future: Strategic Resets in Channel Management

In this episode of ChannelWaves, host Steven Kellam welcomes Rachel Tuller, a seasoned Channel Chief, for a deep dive into channel strategy refinement and innovation. Amidst a landscape of unforeseen challenges and rapid market evolution, they discuss the critical need for channel leaders to reassess and rejuvenate their strategies. Highlighting the importance of simplicity, strategic realignment, and AI integration, this conversation provides valuable insights for navigating the complex channel ecosystem effectively. Tune in for a thoughtful exploration of how to leverage partnerships, internal collaboration, and technology to maintain competitiveness and relevance.