ChannelWaves by Structured

The Last Marketing Mile

The point where marketing hands off to sales is a critical step in the channel journey. If it’s so important, why does that hand-off often get fumbled? Join us as Andrea Sitting- Rolf, Chief BlitzMaster and CEO of BlitzMasters dives into appointment setting and telemarketing to discuss the value of getting on the phone and how tying marketing and appointment setting together helps channel companies drive revenue. 

Sales and Marketing - Together at Last: According the industry vet Tina Gravel - they need to be

When sales and marketing are working together like a well-oiled machine, driving pipeline and revenue is so much easier. So, why do so many teams still struggle to close that gap and achieve the results they need? Please listen and as Tina Gravel, Vice President, Global Head of Sales at Quantexa, dig into this age old challenge and what Tina considers a great opportunity for everyone in the channel.

Channel Success 2023: Keeping Your Head and Your Heart in the Game

Over the past three years, the tech industry has faced numerous challenges such as the COVID-19 pandemic and supply chain issues. However, the recent wave of layoffs and cutbacks has been particularly disruptive, leading to a reevaluation of priorities and a need to achieve more with fewer resources. As a result, many channel marketers are experiencing a great deal of stress and angst. While automation and efficiency can certainly help alleviate some of the pressure, it is essential to prioritize the people who are responsible for channel strategies, execution, and programs. In a recent podcast, Meaghan Sullivan from SAP shared her insights on how to keep your head and your heart in the game during times of upheaval. Listen in as Meaghan talks candidly about how to support yourself and others, and keep moving forward, both professionally and personally.

The Evolution of Channel Partnerships

There’s a new wave of channel partnership trends and best practices, and with this evolution comes great opportunity and, consequently, new challenges. So how do we manage these fairly new set of challenges and get the most out of today’s necessary, but often undermanaged, partnerships. Please listen as Chris Samila, Co-founder and Chief Partner Officer at Partnership Leaders dive into these issues and talk all things partnerships and the evolution of the channel.

Maximizing Channel Partner Videos Efforts: The top 10 distribution places to invest time and money

Video is clearly one of the most compelling ways to get your message across to you buyers. In our last podcast (link) we discussed how to make channel partners effective in the video landscape, and why getting partners up to speed on video execution is crucial for everyone’s success. In Part II, Robert Cassard, author of Video Growth Hacking, and I discuss where to distribute video and why getting video in the right distribution places really matters. Please take a listen in as Robert and I dig into the pluses and minuses of leveraging video on TikTok to YouTube to partner websites.  And where partner really should be putting their time and efforts to best use.

The idea of video growth hacking - making video simple and easy to create and distribute - has been around for years, yet too many partners still have not adopted video as much as they wish or should. To hear the reasons why video continues to be a challenge for partners, as well as insights about how to jumpstart a robust video strategy, please listen in to our discussion with Robert Cassard, disruptive communications strategist, content creator, and author of Video Growth Hacking for Channel Chiefs. Robert breaks down the current challenges, ways to solve the problem, and what the future holds for video in the channel.

2023 will be a challenge, but also a great opportunity for those who don’t panic, lean on best practices and key learnings from digital transformation experiences and innovate with new strategies and tactics to help partners connect with buyers. Please join in my conversation with Marc Monday from Sage as we discuss how to embrace the current market landscape, try different creative ideas to drive success, and build trust with your channel partners.

How can you differentiate yourself in a down economy? Where can you invest that will bring both short-term and long-term payoff? Partner experience is a great place to focus, but the key is to know what your objectives are, how to begin executing against those goals and how to leverage the power of hyper-personalization. How do you get there? Where can you start? Please listen in as Rachel Tuller, Head of Global Channel and Alliances at Cloudera, discusses how her organization is investing in their PX, providing partners with a smoother, low-friction experience and all the benefits that are paying off from that investment. 

There's little to debate - partners need the right content at the right time and in the right place. The question is, however, what is the right content and what is the best way to get that content into the hands of partners and ultimately to the prospect and customers? Cameron Avery, founder and CEO of Elastic Digital, has dedicated his life to doing just that - creating great content for vendors to provide to partners. Please listen in as Cameron Avery and I discuss why the content game has never been more relevant and essential to success. We'll discuss which companies are doing it well and what the future holds for channel content creation and distribution.

2023 is rapidly approaching, with no shortage of challenges for channel leaders and marketers. What channel efforts should we focus on most, especially in a down economy with more uncertainty ahead? How do we do more with less? If you ask Theresa Caragol, CEO and Founder of Achieve Unite, it's all about “Marketing, Marketing, Marketing." That is a direct quote by the way. Please listen in as Theresa and I have a spirited discussion around her three keys for success for this coming year and well beyond, especially in the areas of Partner Marketing, Partner Engagement and Marketing Enablement.