Tired of your tech company's growth feeling stuck in neutral? What if there was a "secret weapon" to scaling that most businesses are completely misusing? In this episode, we're pulling back the curtain on channel partnerships – the ultimate game-changer for market dominance. Join host Joe Basili and Yvonne Patterson, VP of Channel Sales at Hyperion, as they expose why your potential partners are ghosting you and reveal the proven strategies to forge unstoppable alliances that generate massive revenue and leave your competitors in the dust. You won't want to miss these insider secrets.

Fundamentals: Channel strategy fundamentals, partnership monetization, mobility solutions, carrier relationships, TEM evolution to MTS, Telecom Expense Management, Managed Technology Services, gap filling strategies, leadership buy-in requirements, emerging tech trends

Key Take-Aways: 

• Ensure C-level drives channel programs from day one to prevent grassroots failures.
• Focus partnerships on complementing existing strengths, not competition.
• Recognize TEM's evolution to MTS (Managed Telecom Solutions) and broader capabilities.
• Understand carrier processes and build relationships for mobility monetization.
• Explore B2B mobility applications, like tour bus connectivity solutions.
• Foster mutual give-and-take in partnerships, avoiding one-sided transactions.
• Identify and pursue adjacent mobility revenue streams to maximize earnings.
• Investigate Private 5G, AI, and satellite for future partnership opportunities.

Chapters: 

0:00 - Intro 

0:45 - What Hyperion Specializes In 

1:45 - Why Companies Need Help Monetizing Carrier Relationships 

2:30 - Hyperion's Partnership Philosophy and Gap-Filling Strategy 

5:45 - The Evolution from TEM to MTS (Managed Telecom Solutions) 

11:00 - Building Successful Channel Strategy from the Top Down 

12:20 - Innovative Tour Bus Connectivity Project 

14:15 - Emerging Tech Trends: Private 5G, AI, and Satellite 

15:30 - Business Goals and Mobility Focus 

15:45 - Channel Partner Dating Profile: Red Flags vs Green Flags 

17:30 - Personal Background and Career Journey 

21:30 - Life Lessons and Success Principles 

24:00 - Contact Information and Wrap-up 

24:30 – Outro

Quote of the show: "Keep pushing those boundaries... Keep asking for the next thing and keep pushing yourself to be better than you even think you're capable of."

"Keep pushing those boundaries. Keep seeing where the wiggle room is. Keep asking for the next thing and keep pushing yourself to be better than you even think you're capable of." - Yvonne Patterson, Hyperion

Join us to hear from Yvonne, a channel expert with 24 years at Sprint and a track record of revolutionizing Hyperion's channel program during COVID. Whether you're a VAR, MSP, distributor, or technology vendor, Yvonne offers unmatched expertise in mobility solutions, carrier relationships, and partnership development.

Listen in as our ETMA Tech guest delivers actionable insights for accelerating growth through strategic partnerships. Yvonne shares real-world examples of how companies are losing millions due to improperly structured channel strategies and provides specific steps to correct these costly mistakes. Learn how to identify untapped revenue opportunities, build lasting strategic alliances, and create competitive advantages to protect your market position.

Remember to subscribe for more insider strategies from industry leaders. If this episode provided value, hit the like button and share it with your network to help other tech professionals unlock their channel potential.

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