the Software channel partner Podcast
You can find the Software Channel Partner Podcast on Apple Podcasts, Google, Spotify, and other major podcast apps
Mike Hanauer - The Cybersecurity Opportunity for MSPs
SMBs are facing increasing cyber attacks and that creates the opportunity — if not the requirement — for managed service providers to supply them with top quality cybersecurity. Skout Cybersecurity’s Chief Revenue Officer Mike Hanauer talks about how they are creating the tools and packages for MSPs to succeed in this challenging area of services.
John DeLozier - Taking Advantage of a Once in a Generation Opportunity
8×8 SVP Global Channel John DeLozier has seen the channel from every side, including being a successful partner and global channel leader. In this episode he talks about the once-in-a-generation opportunity provided by the move from on-prem to the cloud and UCaaS, and how he’s leading the dramatic growth in the channel’s contribution to revenue at 8×8.
Sandra Glaser Cheek - Partnering is Personal: Creating the Partner Program of the Future
Sandra Glaser Cheek, VP of Global Partners and Alliances at Ciena, has long been interested in making a more personalized, bespoke program for each partner. In this episode she describes how, over the past couple years, she’s done that at Ciena and the phenomenal results that it is starting to produce.
Balaji Subramanian - How to Win the Hearts and Minds of Your Partners
Balaji Subramanian of ServiceMax says that gaining mindshare of channel partners isn’t enough: you have to win their hearts and minds. In this episode he describes a whole range of ways to make a superior channel program that will drive results.
Dina Moskowitz - Using Data to Build Better Partner Programs
SaaSMAX founder and CEO Dina Moskowitz talks about how they provide unique data insights to channel programs. Their Partner Optimizer database has over 120,000 partners in it. And they can help SaaS companies recruit the right partners as well as optimize their channel programs with other insights
Janet Schijns - Forget the Naysayers! Taking the Channel to the Next Level
Channel veteran Janet Schijns has been hearing that the channel is dead for years, but it always bounces back stronger than ever. In this episode she talks about how even cloud-based companies can take their partner program to the next level and succeed.
Gilbert Vendryes - Creating Partner Happiness for Competitive Advantage
Zoom’s Gilbert Vendryes has a unique title on LinkedIn: Delivering Partner Happiness. In this episode he talks about how he creates competitive advantage for Zoom by creating a superior partner experience. Of course it was recorded in a Zoom Room!
Jean O'Neill - The Nitty Gritty of Managing 300+ Partners Day-to-Day
In the 25th episode of the Software Channel Partner Podcast, Cyxtera Technologies VP of Channel, Jean O’Neill, talks about how she manages 300 partners to success with internal and external supports.
Michelle Hodges - Slimming Down the Partner Community to Focus on Value
At Gigamon, roughly 95% of business is through the channel. Michelle Hodges, VP of Worldwide Channel & Alliances, describes how when she came onboard she cut out half of the partners to focus on the 50% that were most productive and could provide the most value
Wayne Monk - Creating Superior Value with a Few Good Partners
Wayne Monk, SVP for Global Alliances and Channel Sales at ASG Technologies, is growing their channel’s contribution to revenue. And he’s focused on recruiting just a few good partners who are committed to ASG’s program to do it. The results are impressive, with the channel now contributing 5X as much to revenue as just a few years ago. In this episode he talks about his unique take on the 4 Cs, and how he’s growing the program.
John Woodall - A Partner Tells What Makes a Superior Channel Program
In this episode, instead of talking to the head of a major channel program, we’re talking to a partner to better understand what makes for a great program from the partner’s point of view. John Woodall talks about the good, the bad, and the ugly of what vendors are doing, and how they can work with channel partners better.
Chris Lamborn - Improving on a Partner-focused Channel Program
Chris Lamborn, NetApp Head of Worldwide Partner Go-to-Market and Programs, recognizes that the channel is changing faster than ever. To attract and retain partners that drive about 75% of NetApp’s revenue, he talks about how he is leading major changes to focus their program on delivering simplicity, consistency, and differentiation.
Larry Hann - How a Hardware Company Started to Push IoT Software Through the Channel
For decades APC has manufactured and sold power and cooling hardware through the channel. Now it is enabling its offerings with Internet of Things software. Larry Hann talks about how this is totally changing how the channel sells and relates to customers, and the huge opportunity that it is creating for APC.
Taylor Macdonald - Using the Channel to Take Advantage of a Once in a Lifetime Opportunity
Small and mid-sized companies are transitioning from on-prem to cloud accounting software. Sage Intacct SVP of Channels, Taylor Macdonald, explains how this cloud company is using the channel with their direct sales force to capitalize on this unique opportunity
Ian Moyse - Does the Cloud Make the Channel Obsolete?
Channel veteran Ian Moyse consults with many companies on strategy. In this episode he talks about how the Internet has disrupted many industries, including software. And he suggests that the same forces that have moved so much software into the cloud may be making the channel obsolete.
Louise Cooke - Creating a New Partner Program from Scratch
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
Carmen Sorice III - Making a 90% Channel Program Even Better
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 they’ve made the program even better for partners, and improved the partner experience.
Alyssa Fitzpatrick - Helping Microsoft Partners Adopt a Mobile First, Cloud First Strategy
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, talk about how the Microsoft partner program is evolving and how they’re helping partners succeed in the new tech landscape.
Lauren Duda - Building the Airplane While the Partner Program is in Flight
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 - Moving Closer to 100% Indirect with a Partner First Approach
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.
Scott Mann - Building a Channel Program to Compete with the Big Guys
Scott Mann is the Director of North American Channel at Scale Computing. Some companies look at what the largest players in their industry are doing and try to duplicate that, but Scott describes how Scale took advantage of its unique capabilities to create a channel program that is different and successful.
Craig Donovan - Creating a Great Partner Experience with Born in the Cloud Distribution
Craig Donovan is the VP of Partner Solutions at Pax8. He talks about how Pax8 brings a new perspective to the software channel partner experience as a born in the cloud distributor
Michelle Ruyle - Creating a Successful SaaS Startup Channel Program
Michelle Ruyle is the CEO and Founder of Optimized Channel. 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 explains how by sticking with a plan they can achieve significant revenue from the channel in 18 months.
Tony Rummans - Making the Global Distributor Channel Rock
Tony Rummans is the VP of Global Sales at BitTitan. In this episode he talks about how BitTitan uses over 200 distributors globally to gain the reach that they need to succeed, how they work with those distributors, and incent their own sales force to encourage channel cooperation instead of channel conflict.
Christine Sanni - Generating Impact Through Business
Christine Sannis 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 does on to her second job as the CEO of ConserveGeo, a specialized environmental company, and her partner role in a VC firm.
Jay McBain - Dealing with a Rapidly Changing Channel Landscape
Jay McBain is the Princiapl Analyst for Channels, Partnerships, and Alliances at Forrester. In this interview he talks about how the software channel has changed more in the past 18 months than the previous three-plus decades, why marketplaces and the “shadow channel” are becoming more important, the 90 competencies that channel programs need to master, and much, much more.
Ayesha Prakash - Scaling a Global Software Channel Program
Ayesha Prakash is the Head of Worldwide Channels and Partnerships at Flashpoint. In just a couple years she has led the growth of indirect from less than 10% of their revenue to close to half. In this episode she describes some of the tactics and programs that have been most successful in driving that growth.
Sheryl Wharff - Driving ROI with a Software Partner Program
Sheryl Wharff talks about how she uses her deep industry experience to grow the Micro Focus partner program and provide measurable results.
Eran Rosenblum - Growing a Global Software Partner Program
Israel has a thriving tech industry but a tiny domestic market, so creating a global partner program is critical to the success of software companies. Eran Rosenblum talks about how companies go about doing that.
Marcus Cauchi - Making Channel Sales Work
Marcus Cauchi talks about how to accelerate sales from channel partners
J.P. Dundas - How to Create UnCommon Relationships with Your Channel Partners
Hear J.P. Dundas talk about how he creates uncommon relationships and deliver uncommon value to Fuze’s channel partners.
Rob Rae - Creating the 100% Channel Program
In this inaugural episode of the Software Channel Partner podcast, Rob Rae, Vice President of Business Development at Datto, talks about how they created a global, 100% channel program.