The Partner Channel Podcast

In this episode of the Partner Channel Podcast, Larry Walsh sits down with Daniel to discuss key findings from Channelnomics annual reports and their impact on the ever-evolving role of channel managers.

In this episode of the Partner Channel Podcast, Daniel sits down with Victor Antonio, host of the Sales Influence Podcast, to discuss how sales reps adapted to 2020 and the ever-evolving role of channel in our buying process. Victor shares an example of what a company did to adapt its sales strategy in 2020 and how it changed its business for the better.

In this episode of the Partner Channel Podcast, Daniel sits down with Melinda McBride, SVP of Global Alliances and Channel Partners at Equifax. Melinda explains the foundational elements of a partner program and why it's important to easily articulate you and your partner's value proposition. She also describes the importance of leadership buy-in and why there is no such thing as competition.

In this episode of the Partner Channel Podcast, Daniel sits down with Heather K. Margolis to discuss key ways you can enhance your channel strategy in 2021. Heather explains the significance of micro-moments and offers tips to make the most of them.

In this episode of the Partner Channel Podcast, Daniel sits down with Zach Selch to discuss how to successfully sell through the channel internationally. Zach offers insight into the common misconceptions about international selling.

In this episode of the Partner Channel Podcast, Daniel sits down with Janet Schijns to discuss why the channel has become a battle of districts. They also discuss the significance of SEO for you and your partner's website as well as what to expect in the channel five years from now.

In this episode of the Partner Channel Podcast, David Thomson is back and talking with Daniel Graff-Radford and Jay McBain, Principal Analyst of Channels, Partnerships, and Ecosystems at Forrester. Jay discusses his recent research around partner experience overtaking customer experience as a priority for many companies and the trends he sees impacting 2021. Also on the table: Why automation should be at the forefront of channel management.

In this episode of the Partner Channel Podcast, Daniel Graff-Radford is back and talking with Sunir Shah, CEO of AppBind and President of the Cloud Software Association. Sunir and Daniel discuss the importance of building trust with your partners and why it is crucial to keep your channel simple in the beginning.

In this episode of the Partner Channel Podcast, David Thomson, Chief Sales Officer at Allbound sits down with Natalie Nathanson, Chief Executive Officer at Magnetude Consulting to get her take on when to move from a direct sales model to an indirect channel. Natalie emphasizes the need for alignment and strong infrastructure before launching a channel program and some common mistakes some of her clients have made.

Daniel talks with Marcus Cauchi, CEO of Last Laughs LTD, about the crucial mistakes channel managers make when training channel partners. They discuss a day in the life of a channel account manager and why it is the toughest sales job. Marcus explains why your last trip to McDonald's is a metaphor for training your channel partners.