ChannelWaves by Structured

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.

In this episode of the ChannelWaves Podcast Steven Kellam and Gina Batali-Brooks tackle the pivotal yet often overlooked impact of data on channel partnerships. They explore the challenge of harnessing actionable insights from disparate data sources and the transformative potential of AI in deal-making. The conversation also touches on the critical role of strategic data architecture, the evolving responsibilities of IT departments, and the debate between centralized and decentralized data strategies. This episode is a concise guide for those looking to leverage technology and data to enhance partnership outcomes in the fast-evolving tech landscape. Listen in now!

In this engaging episode of ChannelWaves, host Steven Kellam sits down with Meaghan Moore, VP of Channel Partnerships at ServiceNow, for a candid conversation about what channel partners can expect in 2024. They delve into the significance of storytelling, automation, and the groundbreaking impact of generative AI on channel marketing. Meaghan shares insights on the collaboration between ServiceNow and how they are leveraging AI to revolutionize content creation, enabling partners to produce targeted content with unprecedented efficiency and precision. The discussion emphasizes the importance of exploring and integrating AI into marketing strategies, offering listeners a comprehensive understanding of the evolving landscape in channel marketing and the tools available to navigate these changes successfully.

In this engaging podcast episode, listeners are treated to a candid and insightful discussion among industry experts Steven Kellam, Larry Walsh, and Heather Margolis as they dissect the anticipated challenges and opportunities for the first half of 2024. The trio delves deep into the evolving dynamics of buyer behavior, the pivotal role of nurturing partner relationships, and the strategic implementation of AI and incentives in the channel ecosystem. They also shed light on the importance of strategic foresight, the necessity for vendors to simplify their processes, and the growing imperative to add value to maintain partner engagement. This episode is rich with expert analysis, spirited banter, and practical insights, providing listeners with valuable knowledge and strategies to navigate the channel in 2024.

Today's CPO (Chief Partner Officer)

In this episode of ChannelWaves, Steven Kellam and Asher Mathew, the CEO of Partnership Leaders, explore the evolving landscape of partnerships within the channel. The discussion addresses the significance of the Chief Partner Officer (CPO) role and the necessity of unifying diverse partnership functions across companies. Asher emphasizes the need for cohesion in channel and alliance structures, pointing out the pivotal role of a CPO in navigating this complex landscape across customer journeys. Partnership Leaders aims to support partner teams by offering essential resources, events, and reports to equip them for the evolving demands within the channel landscape.

Five Key Partner Program Challenges in 2023

In this insightful podcast episode, Diane and her guest delve into the challenges that modern partner programs face in an era of increasing demands and limited resources. They discuss three crucial areas of focus for partner programs in 2023: demand generation, partner contributions beyond transactions, and strategic cuts. The conversation explores the changing dynamics of partner ecosystems, the importance of data-driven decision-making, and the role of automation and technology in maximizing partner program efficiency. Listeners gain valuable insights into navigating the complexities of today's partner landscape and optimizing partner relationships to drive growth and success.

Embracing the Future with Tricia Atchison

• 🚀 The future of the channel  is uncertain, and with digital transformation and AI on the rise, we find ourselves in uncharted territory. Tricia Atchison from Equinix joins us on this thought-provoking podcast episode to shed light on how to navigate these turbulent waters and make it all work together.

• 💼 As we move forward, we really don’t have a choice,  it's essential to learn new technologies and stay motivated, both as leaders and team members. Tricia shares valuable insights on driving demand and revenue while adapting to the ever-changing landscape.

• 💡 In this open discussion, we explore the significance of sales and marketing alignment, creating exceptional customer experiences (CX) , and ensuring a positive impact on partner experiences (PX) for business growth.

• 🧠 Delve into the fascinating world of generative AI and discover how to harness its potential to drive innovation and productivity.

• 🎓 Tricia's wisdom emphasizes the value of being an "always evolving, active participant, a 'student of the game'" to thrive in the dynamic realm of digital transformation.

🎧 Don't miss this empowering conversation with Tricia Atchison. Tune in now to gain the knowledge and inspiration needed to embrace the future with confidence!

🔍 Subscribe to our podcast to stay updated on the latest trends and insights, and equip yourself to navigate the evolving landscape of work successfully. Let's embrace the challenges and opportunities together!

If you haven't heard of Generative AI or its consumer-facing offspring ChatGPT, then you may be living under a rock - especially if you're in the channel. It's one of the most transformative technologies to emerge in the last two decades and will impact every industry, from healthcare to entertainment (if it hasn't already). For Channel Chiefs and channel marketers, it's no different. GenAI is already playing a major role in channel operations, partner engagement, and more. While AI isn't going to take over the channel and steal people's jobs, it is going to give those who take advantage of its power a massive competitive edge. 

Check out our latest ChannelWaves episode as our guest Chris Lamborn and Steven Kellam discuss the direction, challenges and game changing potential of Generative AI in the channel marketing space. Lamborn, a former channel chief and current Principal at Channel XLR8, shares his insights on how Generative AI can help businesses maximize their channel, despite some initial fears and resistance. Chris believes that the technology can help companies do more with what they have, and that it is not a threat to security or jobs but rather a tool to enhance efficiency and productivity.

How to do more with less.

While "do more with less" in the channel has become a mantra in the tech channel this year, often it is discussed at an ethereal level. So, what are some of the real-world strategies and tactics you can use today to simplify and get more done. Take a listen as Jessica Baker CPO (Chief Program Officer) at Achieve Unite joins ChannelWaves to talk about how you can make your programs more effective, even if you have less resources. And please take a listen to another recent podcast on the same subject with Jamie Mendez from Pega Systems – two very savvy Channel leaders with different perspective but similar thoughts and ideas for success.
 

Doing More with Less - A Partner's Perspective
Everyone, well almost everyone, in the technology channel community has been hit with the less resources in 2023 challenge. So how do you make it all work? How to take care of partners, grow the business and keep everyone motivated? How to you leverage technology, human resources, and collective brainpower to grow you channel   business in 2023. Please take a listen as Jamie Mendez, Vice President, Ecosystem Transformation & Programs at Pega Systems joins ChannelWaves us to talk about how manage through the 2023 resources challenge with real world short terms ideas and short-term strategies, with an eye on long term implications and results.