PODCAST

The Software Channel Partner Podcast

Louis Gudema

Leaders of software channel partner programs describe their greatest challenges and best solutions.

business management & marketing

All Episodes

42:08

Mercer Rowe: Using the Channel to Exploit New...

The Software Channel Partner Podcast ·

2020/03/25

Mercer Rowe -- Vice President, Global Channels and Alliances at Commvault -- has his own take on the dramatic shifts in the channel landscape over the past few years. And he outlines how he uses his "Three Ps" to drive partner success in this environment

38:16

Evan Kirstel: Using Social Media to Drive Channel...

The Software Channel Partner Podcast ·

2020/03/18

People spend more time on social media than any other online activity. B2B social media consultant talks about how software vendors and partners can use this channel to drive business results.

37:30

Rob Spee: Managing an Agile, Iterative Channel Program

The Software Channel Partner Podcast ·

2020/03/11

Hear how at OutSystems Regional VP of Channel Sales Rob Spee is creating a modern channel program that can pivot and adapt quickly to ever-changing market conditions.

42:45

Jay McBain: The Top 10 Channel Trends for 2020

The Software Channel Partner Podcast ·

2020/03/03

The podcast's most downloaded (aka most popular) guest, Forrester's Jay McBain, is back with his top 10 trends for the rapidly changing software channel.

41:32

Joseph Landes: Being a Learn-It-All Channel Person...

The Software Channel Partner Podcast ·

2020/02/04

After more than 20 years at Microsoft, Joseph Landes is bringing his channel experience to grow four-year-old startup Nerdio, which is "99.9%" channel. He talks about the great value of being actively involved in the MSP community for building their business, and of Microsft CEO Satya Nadella's advice to be a learn-it-all rather than a know-it-all.

27:29

Mike Hanauer: The Cybersecurity Opportunity for MSPs

The Software Channel Partner Podcast ·

2020/01/28

SMBs are under 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.

36:15

John DeLozier: Taking Advantage of a Once in a...

The Software Channel Partner Podcast ·

2020/01/14

8x8 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 8x8.

37:05

Sandra Glaser Cheek: Partnering is Personal -...

The Software Channel Partner Podcast ·

2020/01/07

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.

47:36

Balaji Subramanian: How to Win the Hearts and Minds...

The Software Channel Partner Podcast ·

2019/12/18

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.

34:02

Dina Moskowitz: Using Data to Build Better Partner...

The Software Channel Partner Podcast ·

2019/12/10

At 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.

41:11

Janet Schijns: Forget the Naysers! Taking the Channel...

The Software Channel Partner Podcast ·

2019/12/04

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.

34:14

Gilbert Vendryes: Creating Partner Happiness for...

The Software Channel Partner Podcast ·

2019/11/19

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!

39:58

Jean O'Neill: The Nitty Gritty of Managing 300+...

The Software Channel Partner Podcast ·

2019/11/13

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.

29:53

Michelle Hodges: Slimming Down the Partner Community...

The Software Channel Partner Podcast ·

2019/11/05

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.

36:39

Wayne Monk: Creating Superior Value with a Few Good...

The Software Channel Partner Podcast ·

2019/10/29

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 set of the 4 Cs, and how he's growing the program.

39:08

John Woodall: A Partner Tells What Makes a Superior...

The Software Channel Partner Podcast ·

2019/10/23

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. Hear the good, the bad, and the ugly of what vendors are doing, and how they can work with channel partners better.

39:47

Chris Lamborn: Improving on a Partner-focused Channel...

The Software Channel Partner Podcast ·

2019/10/15

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.

32:24

Larry Hann: How a Hardware Company Started to Push...

The Software Channel Partner Podcast ·

2019/10/09

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.

43:17

Taylor Macdonald: Using the Channel to Take Advantage...

The Software Channel Partner Podcast ·

2019/10/01

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 on top of their direct sales force to capitalize on this unique opportunity.

44:29

Ian Moyse: Does the Cloud Make the Channel Obsolete?

The Software Channel Partner Podcast ·

2019/09/24

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.

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The Software Channel Partner Podcast

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