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Channel Voices

Channel Voices Podcast

38 episodes

3 months ago

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...

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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...

Show more...

Episodes (20/38)

Channel Voices

Navigating AI and Partner Growth

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...

2 months ago

30 minutes

Channel Voices

Why Your Partner Incentive Program is Failing and How To Fix It

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...

4 months ago

29 minutes

Channel Voices

From Partner to Vendor: One Channel Leader's Journey

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...

4 months ago

31 minutes

Channel Voices

Seven Elements That Define Exceptional Partner Experience

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...

4 months ago

31 minutes

Channel Voices

Why You Shouldn't Overlook Distribution

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...

9 months ago

36 minutes

Channel Voices

Revolutionizing IT Channel Partnerships: Embracing Digital Transformation with Philip Wegner

Unlock 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 shifting from...

9 months ago

33 minutes

Channel Voices

Asimily's Strategic Pivot from Direct to Channel

Embark on a transformative journey with us as Peter Hancock unravels the secrets behind Asimily's strategic pivot from direct to channel partner sales, a move that has revolutionized their global market presence. With Peter's vast experience, including his tenure at Symantec, he brings to light the critical role of executive backing in such a bold transition. We talk about crafting and ecosystem building, addressing the complex issues customers face in the realm of cybersecurity for connected...

1 year ago

39 minutes

Channel Voices

Mastering Co-Selling: Strategies for Sales Success Through Partnerships

Unlock the secrets to amplifying sales through the power of partnership with our latest episode featuring the insightful Rachel Tuller. Together, we navigate the shifting landscape of co-selling, a strategy that when executed with precision, can transform partners into a formidable sales force. Embark on a journey through the building blocks of a prosperous co-selling framework, where Rachel and I discuss the critical elements of partner enablement, including aligned messaging and join...

1 year ago

28 minutes

Channel Voices

Unlocking the Power of Partner Ecosystems for Business Growth

Unlock the secrets to a thriving sales ecosystem where direct and channel sales don't just coexist, but amplify each other's success. Mike Coleman, the channel chief at First Orion, joins us to share his insights into how a robust partner ecosystem can catapult your market reach to new heights. If you've ever wondered how to foster a harmonious and effective division of labor between direct and channel sales, this conversation with Mike will illuminate the path. We also take a deep dive into ...

1 year ago

38 minutes

Channel Voices

Bonus Episode: Volume I

As a special treat to wrap up the year, we've put together a bonus episode that's a compilation of your favorite segment, where we ask our esteemed guests a compelling question: 'What's the one thing you wish you knew before starting your career in channel?' Their insights are both enlightening and invaluable, offering a wealth of knowledge to anyone navigating the dynamic world of channel. So, grab a cup of your favourite holiday beverage, find a cozy spot, and join us for this special epis...

1 year ago

20 minutes

Channel Voices

Turning Compliance Regulations into Opportunities for MSPs

Ever wonder how you can turn the complexity of compliance regulations into an opportunity? We've got an episode for you. We've got Cam Roberson from Beachhead Solutions with us, sharing his insights on navigating the convoluted world of compliance regulations for MSPs. Prepare to be enlightened as we discuss the journey of transitioning into the channel, the challenges MSPs often face and how they can assist their clients in adhering to these mandates. Dive deeper as we discuss the constant ...

1 year ago

38 minutes

Channel Voices

From Direct Sales to Channel Strategy: Monica Walton's Success Story at Evoque

Ever wonder how to navigate the shift from direct sales to leading a channel strategy? Let us introduce you to Monica Walton, Senior Vice President of Channel at Evoque, who shares her compelling journey and the secret to quadrupling her team's results year over year. Monica's unique perspective on trust and integrity in channel partnerships has shaped Evoque's phenomenal success. Monica's secret weapon? A balanced approach to choosing partners, rewarding performance and maintaining strong r...

1 year ago

29 minutes

Channel Voices

Crafting Unique Joint Value Propositions in the Channel

In this episode, we dive into the fascinating world of creating unique joint value propositions in the channel with our guest, Philip Strange - VP Channel Sales at OpsHub, Inc., a seasoned expert in the field. We kick things off by defining what a unique joint value proposition actually means and why it's a game-changer in the channel. Understanding this concept is pivotal to crafting mutually beneficial partnerships. Philip shares his insights on evaluating and recruiting partners while keep...

1 year ago

29 minutes

Channel Voices

The Evolution and Future of Channel Distribution

In this episode, I sit down with Frank Vitagliano, a seasoned industry expert, to discuss the evolution of channel distribution and the role of the Global Technology Distribution Council (GTDC). Join us as we explore the impact of cloud computing and SaaS on the IT channel distribution landscape and dive into the most innovative strategies and tactics implemented by distributors in recent years. Frank shares his insights on the biggest trends and developments we can expect to see in IT channe...

2 years ago

43 minutes

Channel Voices

Building Sustainable Relationships in the Channel: Moving Beyond Transactions

In this episode, we explore the importance of building sustainable relationships in the channel and moving beyond just transactional deals. We sit down with Antoine Jebara, Co-founder and GM, MSP Products at JumpCloud to discuss various strategies for fostering long-term relationships with channel partners. Our guests share insights on how to define success in the channel beyond just closing a deal, and how vendors and their channel partners can build sustainable relationships. We also discus...

2 years ago

37 minutes

Channel Voices

Unlocking the Potential of Channel Partners with Effective Onboarding

In this episode of Channel Voices, I sit down with Patrick Goedhart, Team Leader Channel Sales at Mimecast, to discuss the key elements of a successful channel partner onboarding strategy. Our guest also shares his experiences in implementing successful channel partner onboarding programs in the past and we dive into common challenges that arise during the onboarding process and best practices for addressing them. Patrick also shares insights on measuring the success of a channel partner onbo...

2 years ago

28 minutes

Channel Voices

Leadership in the MSP Industry: Advice from Kam Kaila

This is a great conversation with Kam Kaila, President at IT By Design, about the ever-changing market for MSPs, and strategies for fuelling growth. We discuss Kam's channel background and how the MSP model has evolved over time. She also sheds light on the struggles MSPs face today and gives valuable tips for fuelling growth in the industry. Kam also shares how IT By Design helps MSPs level up their businesses, including their state of the art corporate training program specifically designed...

2 years ago

33 minutes

Channel Voices

Navigating the World of Tech Alliances with Bader Hamdan

In this episode, we had a special guest who shares their career journey in developing technology alliance partnerships. Bader Hamdan explains why technology alliances are crucial in today's partner ecosystems and shares the criteria he uses to identify and evaluate tech alliance partnerships to ensure alignment with the company's overall strategy and objectives. Bader also discusses how to measure the success of an alliance partnership and what metrics to use. He shares valuable insights on b...

2 years ago

34 minutes

Channel Voices

Education System for Partner Ecosystems

If you have listened to episodes of Channel Voices podcast before, you might remember one, two, three or maybe even more of our guests mentioning lack of education for the channel industry. The only viable option people have to learn about partnerships, channel and ecosystems is on the job. If you’re lucky you might get to work with a great mentor but more often you just find yourself being thrown into the deep-end. The wait for a focused and well structured education system might just have c...

2 years ago

22 minutes

Channel Voices

Breaking the Barrier: Closing the Gender Gap in Channel Leadership

In this episode, we're discussing the importance of women's representation in leadership roles in the channel industry. Our guest today is Heather Zindel - Board Member and Vice President of Strategy & Operations at Women Executives Channel Advisory Network (WECAN), a leading organization that champions women's advancement in the channel. We start the conversation by asking our guest to tell us about her background in the channel. …and it’s extensive! Heather goes into the detail of WECAN...

2 years ago

26 minutes