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PODCAST

Channel Voices

Channel Voices Podcast

Channel Voices is The Podcast for Future Channel Leaders, where we learn the ins and outs of partner ecosystems through casual conversations with channel professionals from a variety of industries, partner types and geographies.

business management

All Episodes

9:47

If AI Makes You Faster What Makes You Valuable?

Channel Voices ·

2026/04/14

AI won’t replace great partner managers, but it will reshape the work by automating the busywork and raising the bar on what partners expect. I focus on why judgement, trust, and context are still the real differentiators and how to use AI to spend more time on the parts of the job that drive revenue. • AI for partner management tasks like drafting emails, summarising notes, QBR prep and performance patterns • Why speed is not the same as impact in channel sales • Interpreting partner data...

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28:15

Rethinking Channel Economics

Channel Voices ·

2026/03/25

We unpack why channel economics are shifting and how that change is creating real friction between vendors and partners. We get practical about what actually drives partner behaviour, how partners protect profitability, and why simplifying programmes often beats adding more incentives. • Channel economics changing fast as buyer expectations shift and AI tokens emerge as a transaction currency • Vendor margin pressure driving scrutiny of channel investment and partner payouts ...

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43:02

Designing Partner Programs for Lifecycle Value

Channel Voices ·

2026/03/17

We talk with Pablo Hanono about how partner programs move from metal tiers to value motions, and why modern partner ecosystems need clearer economics, better data, and stronger infrastructure. We also unpack how AI shifts partnership work away from manual execution and towards judgement, analysis, and trust-based relationships. • Building a global partnerships career from Buenos Aires • Turning Books of the Channel into a learning hub and course • Moving beyond silver and g...

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13:22

Partner Ops, The Hidden Superpower | Channel Chewsday

Channel Voices ·

2026/03/10

We pull back the curtain on partner operations and show how clean data, clear processes, and the right tools turn channel strategy into outcomes. From onboarding to MDF and deal reg, we share practical steps to reduce friction and make results measurable. • Defining the role of partner operations in channel programmes • Why fragmentation across teams caps growth • What good looks like for onboarding, deal reg, and MDF • Treating partner data as a product with shared definitions • Designing p...

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41:35

AI in Partnerships, Without The Hype

Channel Voices ·

2026/02/24

We explore how generative AI changes channel strategy when treated as an operating model shift rather than an IT upgrade. Justin Trombold shares practical ways to reduce risk, improve cross-functional execution, and turn partner sprawl into a coordinated advantage. • Defining first principles for partner ecosystems • Layering orchestration to manage data, quality and risk • Shifting mindset from tools to operating model change • Finding and fixing cross-functional bottlenecks • Focusing GenA...

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31:22

Co-Sell That Sellers Crave

Channel Voices ·

2026/02/17

We unpack how to make co-selling irresistible to sellers using specialised partners, scarcity-led door openers, and playbooks that slot into daily workflows. Alex Buckles shares tactics for ISVs, SIs, and platforms, plus smarter recruiting, incentives, and a sane way to use AI. • Why sellers ignore partner intros and how to fix it • Building co-sell playbooks from executive priorities • Crafting a door opener with clear monetary value • When exclusivity and specialisation create loyalty • Ke...

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11:28

Rethinking Partner Tiers | Channel Chewsday

Channel Voices ·

2026/02/10

We unpack how to design partner tiers that reward real capability, align MDF with specialisations, and give partners a transparent ladder to grow. Clear criteria, meaningful benefits, and ongoing iteration turn tiers from labels into a strategy tool. • When tiers are useful and when to skip them • Examples of three to four level models across vendors • Shift from volume-only to balanced scorecards • Criteria that mix revenue, growth and capabilities • Benefits that ladder meaningfully at eac...

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13:16

How Smart Segmentation Makes MDF Strategic In 2026 |...

Channel Voices ·

2026/01/27

We show how linking MDF to partner tiers and specialisations turns a blunt perk into a strategic lever for capability and pipeline. Clear ladders, maturity-based activities, and simple operations make funds work harder and prove ROI across segments. • Shifting from volume-only MDF to capability and outcomes • Segmenting partners into strategic, growth and long tail • Mapping MDF tracks to competencies like cloud and security • Matching activities to partner maturity for higher impact • C...

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10:58

Choosing The Right MDF Mix | Channel Chewsday

Channel Voices ·

2026/01/20

We break down accrual, proposal-based, fixed, activity-based, and hybrid MDF models, then map each to vendor maturity, and growth goals. The result is a simple path from starter funds to a hybrid mix that drives utilisation, focus, and measurable ROI. • Core MDF models and what they suit • Pros and cons of accrual and proposal-based • When fixed allocations help activation • Activity-based menus that drive outcomes • How hybrids balance reward and growth • Aligning MDF to partner landscape •...

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11:28

From Budget To Pipeline: Proving MDF ROI | Channel...

Channel Voices ·

2026/01/13

We cut through MDF confusion and show how to prove ROI with clear targets, clean attribution, and partner enablement. The conversation moves from spend reporting to outcome-based funding that ties every Dollar and Euro to pipeline and revenue. • Why MDF measurement is hard and why it matters • Shift from discretionary spend to outcome-based models • The four-step loop from spend to revenue proof • Concrete ROI example with pipeline and payback • Fixing data plumbing and platform integrations...

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11:15

Enablement Vs Engagement | Channel Chewsday

Channel Voices ·

2025/12/16

We break down the real difference between partner enablement and partner engagement, why the words get mixed, and how that confusion hurts growth. Then we map a practical system that unites capability with commitment using segmentation, incentives, trust, and better measurement. • Enablement as capability across technical, sales and marketing tracks • Engagement as motivation shaped by trust, incentives and joint planning • Segmentation-driven journeys for emerging and strategic partners • O...

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10:44

Three Sellers Walk Into An Account And Everyone Hits...

Channel Voices ·

2025/12/02

We lay out why co‑sell has become non‑negotiable for vendors and partners and how to make it work with hyperscalers and marketplaces. Clear roles, aligned incentives, shared data, and trust turn scattered efforts into a repeatable revenue engine. • Buyer shift to cloud marketplaces and committed spend • Why resale margins thin and solution bundles grow • What co‑selling is versus lead trading • Hyperscaler programs, quota retirement and marketplace paths • Common fail...

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6:38

Sharpening Partner Skills For 2026 | Channel Chewsday

Channel Voices ·

2025/11/25

This Channel Chewsday, I bite into a topic suggested by our listener, Maria. I explore how partner training evolves from long seminars to microlearning, AI personalisation, and simulation based practice. I share a high-level roadmap for channel leaders to build motivation, track impact, and turn partners into trusted advisors in 2026 and beyond. • Shifting from legacy sales tactics to continuous learning • Adding soft skills alongside technical depth • Adopting microlearning for recall...

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8:35

From Reseller Margins To Consumption Growth | Channel...

Channel Voices ·

2025/11/18

This Channel Chewsday, we unpack how channel partners can replace shrinking resale margins with recurring revenue and usage-based incentives that reward real customer outcomes. We share models, incentives, systems, and culture shifts that turn adoption and retention into predictable growth. • Margin decline across product and software licensing • Shift to subscriptions, cloud, and API consumption • Mechanics of tiered and volume-based pricing • Services as a margin engine for partners • Outc...

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30:08

How AI Will Reshape Partner Ecosystems And Keep Human...

Channel Voices ·

2025/11/12

We explore how AI can actually help partner programs today, where it still falls short, and what data foundations are needed to turn dashboards into decisions. Margaret Adam, Director Product & Partner Marketing at Channelscaler shares practical wins in co-sell matchmaking, MDF automation, and personalising enablement at scale while keeping trust central. • AI use cases that already work in channel • Data readiness and workflow standardisation • PRM as the real-time window for partners •...

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6:50

Robots Can Crunch Numbers, Not Buy Coffee | Channel...

Channel Voices ·

2025/11/11

We challenge the doom narrative that AI will replace channel managers and show how the role expands when automation takes the grunt work and humans focus on trust, coaching, and strategy. Practical examples walk through insights, personalisation, and predictive tools that make partnerships stronger. • What AI automates across reporting and campaigns • How insights flag risk and opportunity for partners • Why relationships, empathy and negotiation remain decisive • How leading vendors use hyp...

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40:52

Trust, Recurring Revenue, And The New Channel Reality

Channel Voices ·

2025/11/05

This episode of Channel Voices Podcast has been sponsored by Meter. We explore how networking is shifting from hardware refreshes to daily value, why trust must be proven with evidence, and how partners can bridge from Capex to resilient recurring revenue without losing top‑line margin. Adam shares tactics for trials, enablement, roadmap transparency, and rules that reduce channel conflict. • Defining partner value as daily outcomes, not one‑off sales • Three partner mindsets: detractors, sk...

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7:53

Data-Driven Partner Coaching | Channel Chewsday

Channel Voices ·

2025/11/04

This week on Channel Chewsday, we’re diving into how to turn raw partner data into sharp, personalised coaching that actually moves the needle. If you’ve ever felt your partner enablement relies more on instinct than insight, this one’s for you. We’ll walk through how to go from intuition to evidence—choosing the right KPIs, designing dashboards that drive action, and guiding your team through a 90‑day rollout that turns analytics into outcomes. Here’s what we’ll cover: Why data‑driven coachi...

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7:19

Proving Channel ROI | Channel Chewsday

Channel Voices ·

2025/10/28

This Chewsday, we chew on how to make channel ROI undeniable with aligned goals, clean data, and human stories that win over finance, boards, and partners. From MDF benchmarks to advisory boards, we share practical tools you can use this week. • Aligning channel activity to broader business goals • Building real-time dashboards for pipeline and velocity • Using case studies to turn skeptics into supporters • Creating partner advisory boards and feedback loops • Quick-win metrics like deal re...

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8:03

What If Trust Is Your Only Competitive Advantage |...

Channel Voices ·

2025/10/21

We share a no-fluff playbook for channel leaders to turn chaos into momentum through honest communication, smart activation, and practical AI enablement. We cover partner fit, metrics that matter, and how to lead with both heart and rigour. • Clear, timely, transparent communication that builds trust • Segmenting partner needs and matching enablement • Streamlined onboarding, fast access, simple incentives • Activation as early wins and ongoing support • Practical AI guidance with training a...

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59 results

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