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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

30:45

Building Trust Through Consultative Partnerships

Channel Voices ·

2025/08/28

Ashby Lincoln, with 35 years of IT industry experience, shares how honesty and technical expertise have been the foundation of his channel business for over two decades. • Building a successful channel business requires bringing value to both customers and OEMs • The Verinext approach focuses on truth-telling ("veri" = truth in Latin) and understanding customer needs before recommending solutions • Channel ecosystem will transform through AI from transactional to business outcome-driven expe...

en-ie

30:52

Navigating AI and Partner Growth

Channel Voices ·

2025/05/21

How do you build a thriving channel ecosystem? When does a partner become truly valuable? And what's the real story behind AI in cybersecurity? Alex Glass brings his wealth of experience from Dell, Rapid7, Duo Security, Tessian, and now Expel to tackle these questions head-on in this conversation about partner strategy and cybersecurity trends. With a career spanning individual contributor roles to leading global channel organisations through IPOs and acquisitions, Alex offers a unique pers...

en-ie

29:59

Why Your Partner Incentive Program is Failing and How...

Channel Voices ·

2025/04/02

Ever wondered why some partner incentive programs drive remarkable growth while others barely move the needle? The answer lies not just in the rewards offered, but in the psychological principles that motivate human behavior. In this thought-provoking conversation with Samer Mihyar, Channel Marketing Leader at Kodak Alaris for EMEA and SEAC regions, we decode the psychology behind truly effective partner incentivisation. Samer reveals why the traditional approach of relying solely on cash or...

en-ie

31:34

From Partner to Vendor: One Channel Leader's Journey

Channel Voices ·

2025/03/26

What happens when a partner crosses to the vendor side? Brian Hibner brings a refreshingly honest perspective on channel leadership from his journey as a former Deloitte partner who now leads Flexera's global alliance strategy. Brian's guiding principle—"customer first, partner second, Flexera third"—stems from his firsthand experience as a partner dealing with vendors who prioritised their own interests. He reveals how this customer-centric approach has transformed Flexera's partnerships, c...

en-ie

31:49

Seven Elements That Define Exceptional Partner...

Channel Voices ·

2025/03/18

Tony De Freitas brings his wealth of channel expertise to Channel Voices, sharing powerful insights on creating exceptional partner experiences that drive real business growth. Having transformed five partner ecosystems throughout his career at Microsoft, Adobe, Salesforce, and now Mimecast, Tony offers a masterclass in treating partner programs as products deserving strategic investment and continuous evolution. At the heart of our conversation are the seven critical elements Tony has ident...

en-ie

36:15

Why You Shouldn't Overlook Distribution

Channel Voices ·

2024/11/07

Unlock the secrets of successful channel partnerships with industry veteran Kevin Homer, as he takes us through his compelling journey in the channel industry. With over two decades of experience and valuable lessons from his mentor, Kevin shares how the art of trust and relationship building can transform businesses. He recounts a memorable story from his early days at Fishnet, where the power of a trusted partner opened doors and provided instant credibility. Kevin's insights reveal why tre...

en-ie

33:38

Revolutionizing IT Channel Partnerships: Embracing...

Channel Voices ·

2024/10/24

Send us a textUnlock the secrets of modern IT channel partnerships with Philip Wegner, the CEO of TechGrid. Discover how his remarkable journey from the telecommunications sector to founding TechGrid shaped his understanding of the evolving IT landscape. Philip shares how the limitations of traditional infrastructures fueled his ambition to create a groundbreaking platform for the digital age, revealing the essential role of digital transformation in the channel model.Explore the nuances of s...

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39:06

Asimily's Strategic Pivot from Direct to Channel

Channel Voices ·

2024/04/29

en-ie

28:34

Mastering Co-Selling: Strategies for Sales Success...

Channel Voices ·

2024/04/10

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38:41

Unlocking the Power of Partner Ecosystems for...

Channel Voices ·

2024/02/02

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20:53

Bonus Episode: Volume I

Channel Voices ·

2023/12/22

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38:14

Turning Compliance Regulations into Opportunities for...

Channel Voices ·

2023/11/28

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29:38

From Direct Sales to Channel Strategy: Monica...

Channel Voices ·

2023/10/27

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29:56

Crafting Unique Joint Value Propositions in the Channel

Channel Voices ·

2023/09/05

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43:32

The Evolution and Future of Channel Distribution

Channel Voices ·

2023/06/12

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37:46

Building Sustainable Relationships in the Channel:...

Channel Voices ·

2023/05/05

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28:42

Unlocking the Potential of Channel Partners with...

Channel Voices ·

2023/04/21

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33:21

Leadership in the MSP Industry: Advice from Kam Kaila

Channel Voices ·

2023/04/07

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34:51

Navigating the World of Tech Alliances with Bader Hamdan

Channel Voices ·

2023/03/23

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22:29

Education System for Partner Ecosystems

Channel Voices ·

2023/03/07

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59 results

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