The Software Channel Partner Podcast

When BigID decided to turn to the channel, they hired veteran Louise Cooke. In this episode she describes what goes into building and launching a global partner program from scratch. 

Commvault has traditionally been a channel-centric company, with over 90% of its revenue being indirect. But a year ago they created a new position and brought in channel veteran Carmen Sorice III to take their program to the next level. In this episode he talks about some of the many ways in which he's made the program even better for partners, and improved the partner experience. 

Microsoft has always been channel-centric, with the vast majority of its revenue generated by hundreds of thousands of channel partners. But when CEO Satya Nadella announced a Mobile First, Cloud First strategy five years ago it meant a major challenge for its partners. In this episode Alyssa Fitzpatrick, General Manager of Worldwide Partner Sales talks about how the Microsoft partner program is evolving and how they're helping partners succeed in the new tech landscape. 

You can't always make things perfect before launching your partner program. In fact, you never can. Lauren Duda, the Couchbase Senior Director of Worldwide Partner Marketing and Development, talks about how they are building, scaling, and improving their partner program in the midst of rapid growth of the channel. 

Chris Essex is the SVP for Global Sales at AppRiver. In this episode he discusses how AppRiver is scaling its partner program to thousands of partners with their Partner First approach, and how as a result the channel is contributing an ever larger share of AppRiver's revenue. 

Some companies look at what the largest players in their industry are doing and try to duplicate that, but Scott Mann describes how Scale Computing took advantage of its unique capabilities to create a channel program that is different and successful. 

Craig Donovan explains how Pax8 brings a new perspective to the software channel partner experience as a born in the cloud distributor 

Unless they're VC-funded, with limited resources and little brand recognition, the challenges for a SaaS startup are especially big. In this episode Michelle Ruyle explains how by sticking with a plan, they can achieve significant revenue from the channel in 18 months. 

Tony Rummans is the VP of Global Sales at BitTitan, and an experienced veteran of the software channel with previous experience at IBM, ProQuest and Kofax. In this episode Tony describes how BitTitan uses and supports software distributors to create a global reach. 

Christine Sanni is a channel manager for Intelisys, and much, much more. She counsels Intelisys partners on branding, sales, marketing, and business to help them provide impact for their customers, and grow. And then she goes on to her second job as the CEO of ConserveGeo, a specialized environmental company, and her partner role in a VC firm.