ChannelWaves by Structured Transistor (https://transistor.fm) https://feeds.transistor.fm/channel-waves A podcast for Channel Marketers, Channel Waves is a place where channel leaders share success strategies, best practices and emerging trends, brought to you by Structured. © 2026 Steven Kellam 9e71c2f2-ef9f-541d-95e2-21b4576168aa yes en Tue, 13 Jan 2026 12:01:58 -0500 Tue, 13 Jan 2026 12:02:37 -0500 https://ecosystemsurf.transistor.fm/ https://img.transistorcdn.com/Xh0I3MsuVlc1PUJ1K7ScESpYTZ1WWqqpSV3_yLymyU4/rs:fill:0:0:1/w:1400/h:1400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS8wNzA4/ZmFjMTY0MTE0ZDY4/NjE0MmIxY2IxZGVj/NzNkZi5wbmc.jpg ChannelWaves by Structured https://ecosystemsurf.transistor.fm/ episodic Steven Kellam A podcast for Channel Marketers, Channel Waves is a place where channel leaders share success strategies, best practices and emerging trends, brought to you by Structured. A podcast for Channel Marketers, Channel Waves is a place where channel leaders share success strategies, best practices and emerging trends, brought to you by Structured.. channel marketing automation TCMA Steven Kellam No No Episode 32 Leslie Chiorazzi 32 32 Episode 32 Leslie Chiorazzi full dc3c8d38-3960-49b0-a0c6-f8b4bf687f9a https://share.transistor.fm/s/e1a9e860 AI, MSPs, and Real-World Impact

In this episode of ChannelWaves, Steven Kellam talks with Leslie Chiorazzi, Managing Partner of CMIT Solutions Manhattan, about what AI actually looks like inside an MSP today.

Leslie shares how she’s using AI to better understand her best clients, improve sales and marketing efforts, streamline operational work, and free up time to focus on relationships and strategy. They also discuss the growing complexity MSPs face when working with large vendors and distributors, and how AI can help make marketing, information, and insights easier to access and act on.

As AI takes on more execution and day-to-day busywork, people still buy from people. Relationships, conversations, and trust remain central, with AI supporting how MSPs market, sell, and serve customers rather than replacing the human side of the business.

]]> AI, MSPs, and Real-World Impact

In this episode of ChannelWaves, Steven Kellam talks with Leslie Chiorazzi, Managing Partner of CMIT Solutions Manhattan, about what AI actually looks like inside an MSP today.

Leslie shares how she’s using AI to better understand her best clients, improve sales and marketing efforts, streamline operational work, and free up time to focus on relationships and strategy. They also discuss the growing complexity MSPs face when working with large vendors and distributors, and how AI can help make marketing, information, and insights easier to access and act on.

As AI takes on more execution and day-to-day busywork, people still buy from people. Relationships, conversations, and trust remain central, with AI supporting how MSPs market, sell, and serve customers rather than replacing the human side of the business.

]]> Tue, 13 Jan 2026 12:01:58 -0500 Steven Kellam Steven Kellam 1114 AI, MSPs, and Real-World Impact

In this episode of ChannelWaves, Steven Kellam talks with Leslie Chiorazzi, Managing Partner of CMIT Solutions Manhattan, about what AI actually looks like inside an MSP today.

Leslie shares how she’s using AI to better understand her best clients, improve sales and marketing efforts, streamline operational work, and free up time to focus on relationships and strategy. They also discuss the growing complexity MSPs face when working with large vendors and distributors, and how AI can help make marketing, information, and insights easier to access and act on.

As AI takes on more execution and day-to-day busywork, people still buy from people. Relationships, conversations, and trust remain central, with AI supporting how MSPs market, sell, and serve customers rather than replacing the human side of the business.

]]> channel marketing automation TCMA No Episode 31 - Rebecca Jones 31 31 Episode 31 - Rebecca Jones full 77b22425-b5da-43a3-9338-5d3633da1e2f https://share.transistor.fm/s/98f5a923 Self-Serve 2.0 is Here and It’s Not What You Think
AI is transforming the partner experience but not in the robotic, rinse-and-repeat way people expected. In this episode, Steven Kellam sits down with Rebecca Jones, Chief Growth Officer and COO at Bridge Partners, to unpack how self-serve has leveled up. Call it Self-Serve 2.0. It is faster, smarter, and finally useful. They explore how AI can personalize partner engagement at scale, strip out the chaos of bloated portals, and surface the real Voice of Partner using actual data instead of guesswork. Bottom line: vendors who blend AI with real human expertise are winning on relationships, not just results. If you care about keeping partners engaged and productive, this conversation is your playbook.

]]> Self-Serve 2.0 is Here and It’s Not What You Think
AI is transforming the partner experience but not in the robotic, rinse-and-repeat way people expected. In this episode, Steven Kellam sits down with Rebecca Jones, Chief Growth Officer and COO at Bridge Partners, to unpack how self-serve has leveled up. Call it Self-Serve 2.0. It is faster, smarter, and finally useful. They explore how AI can personalize partner engagement at scale, strip out the chaos of bloated portals, and surface the real Voice of Partner using actual data instead of guesswork. Bottom line: vendors who blend AI with real human expertise are winning on relationships, not just results. If you care about keeping partners engaged and productive, this conversation is your playbook.

]]> Thu, 16 Oct 2025 16:23:27 -0400 Steven Kellam Steven Kellam 1717 Self-Serve 2.0 is Here and It’s Not What You Think
AI is transforming the partner experience but not in the robotic, rinse-and-repeat way people expected. In this episode, Steven Kellam sits down with Rebecca Jones, Chief Growth Officer and COO at Bridge Partners, to unpack how self-serve has leveled up. Call it Self-Serve 2.0. It is faster, smarter, and finally useful. They explore how AI can personalize partner engagement at scale, strip out the chaos of bloated portals, and surface the real Voice of Partner using actual data instead of guesswork. Bottom line: vendors who blend AI with real human expertise are winning on relationships, not just results. If you care about keeping partners engaged and productive, this conversation is your playbook.

]]> channel marketing automation TCMA No Episode 30 - Larry Walsh 30 30 Episode 30 - Larry Walsh full 04590405-75f2-4d61-a5b2-4a587e61054b https://share.transistor.fm/s/5c630ce8 Larry Walsh in a "Just Ask" AI World

In this episode of ChannelWaves, host Steven Kellam welcomes channel veteran Larry Walsh for an honest, forward-looking discussion on where the channel is heading and how leaders can keep up. They explore the tension between operational excellence and innovation, why many organizations struggle to scale partner programs, and how AI is reshaping the way vendors engage with their ecosystems.

]]> Larry Walsh in a "Just Ask" AI World

In this episode of ChannelWaves, host Steven Kellam welcomes channel veteran Larry Walsh for an honest, forward-looking discussion on where the channel is heading and how leaders can keep up. They explore the tension between operational excellence and innovation, why many organizations struggle to scale partner programs, and how AI is reshaping the way vendors engage with their ecosystems.

]]> Wed, 11 Jun 2025 12:33:29 -0400 Steven Kellam Steven Kellam 2253 Larry Walsh in a "Just Ask" AI World

In this episode of ChannelWaves, host Steven Kellam welcomes channel veteran Larry Walsh for an honest, forward-looking discussion on where the channel is heading and how leaders can keep up. They explore the tension between operational excellence and innovation, why many organizations struggle to scale partner programs, and how AI is reshaping the way vendors engage with their ecosystems.

]]> channel marketing automation TCMA No Episode 29 - Kathryn Rose 29 29 Episode 29 - Kathryn Rose full b1cfc152-160d-4515-8fc9-a0d4ac55ebc0 https://share.transistor.fm/s/38b6682a In this episode of ChannelWaves, host Steven Kellam sits down with Kathryn Rose—founder of ChannelWise, co-founder of the Channel Marketing Association, international speaker, and bestselling author. The conversation dives into the current state of channel marketing, the role of associations in supporting marketing professionals, and what’s coming up at the Channel Marketing Association Summit.

The two also unpack one of the biggest forces reshaping channel strategy today: artificial intelligence. From humorous anecdotes about their personal AI assistants to practical applications of AI for partner engagement and content creation, Kathryn and Steven offer a grounded yet forward-looking perspective on what AI means for today’s channel leaders. Tune in for insights, inspiration, and a bit of levity around navigating change in the channel ecosystem.

]]> In this episode of ChannelWaves, host Steven Kellam sits down with Kathryn Rose—founder of ChannelWise, co-founder of the Channel Marketing Association, international speaker, and bestselling author. The conversation dives into the current state of channel marketing, the role of associations in supporting marketing professionals, and what’s coming up at the Channel Marketing Association Summit.

The two also unpack one of the biggest forces reshaping channel strategy today: artificial intelligence. From humorous anecdotes about their personal AI assistants to practical applications of AI for partner engagement and content creation, Kathryn and Steven offer a grounded yet forward-looking perspective on what AI means for today’s channel leaders. Tune in for insights, inspiration, and a bit of levity around navigating change in the channel ecosystem.

]]> Wed, 16 Apr 2025 15:35:40 -0400 Steven Kellam Steven Kellam 1440 In this episode of ChannelWaves, host Steven Kellam sits down with Kathryn Rose—founder of ChannelWise, co-founder of the Channel Marketing Association, international speaker, and bestselling author. The conversation dives into the current state of channel marketing, the role of associations in supporting marketing professionals, and what’s coming up at the Channel Marketing Association Summit.

The two also unpack one of the biggest forces reshaping channel strategy today: artificial intelligence. From humorous anecdotes about their personal AI assistants to practical applications of AI for partner engagement and content creation, Kathryn and Steven offer a grounded yet forward-looking perspective on what AI means for today’s channel leaders. Tune in for insights, inspiration, and a bit of levity around navigating change in the channel ecosystem.

]]> channel marketing automation TCMA No Episode 28 - Reagan Wilson and Matt Crane 28 28 Episode 28 - Reagan Wilson and Matt Crane full a5c6eb7e-34ae-4d18-83cc-fd6448a83a31 https://share.transistor.fm/s/f60feb69 What happens when AI hype meets the hard realities of channel marketing? In this episode of ChannelWaves, host Steven Kellam sits down with Raegan Wilson of Spur Reply and Matt Crane of Salesforce to unpack the biggest AI takeaways from the past 18 months. But this isn’t just about theory—they dive into what’s actually working in the field, where AI is falling short, and how forward-thinking leaders are turning lessons into leverage. If you're navigating the evolving intersection of AI and partner strategy, this episode is your playbook.

]]> What happens when AI hype meets the hard realities of channel marketing? In this episode of ChannelWaves, host Steven Kellam sits down with Raegan Wilson of Spur Reply and Matt Crane of Salesforce to unpack the biggest AI takeaways from the past 18 months. But this isn’t just about theory—they dive into what’s actually working in the field, where AI is falling short, and how forward-thinking leaders are turning lessons into leverage. If you're navigating the evolving intersection of AI and partner strategy, this episode is your playbook.

]]> Wed, 09 Apr 2025 16:46:06 -0400 Steven Kellam Steven Kellam 2294 What happens when AI hype meets the hard realities of channel marketing? In this episode of ChannelWaves, host Steven Kellam sits down with Raegan Wilson of Spur Reply and Matt Crane of Salesforce to unpack the biggest AI takeaways from the past 18 months. But this isn’t just about theory—they dive into what’s actually working in the field, where AI is falling short, and how forward-thinking leaders are turning lessons into leverage. If you're navigating the evolving intersection of AI and partner strategy, this episode is your playbook.

]]> channel marketing automation TCMA No Episode 27 - Leslie Vitrano Hubright 27 27 Episode 27 - Leslie Vitrano Hubright full c058c437-925f-44c8-b9c1-50cdbe9db12b https://share.transistor.fm/s/526e08f5 In this episode of ChannelWaves, host Steven Kellam and guest Leslie Vitrano Hubright of Schneider Electric explore the shifting landscape of buyer demographics and what it means for channel strategies. Leslie discusses how the evolving expectations of younger, digital-native buyers are driving changes in partner engagement, content delivery, and channel innovation. They highlight the importance of adapting to these demographic shifts by leveraging digital tools, fostering agile ecosystems, and aligning partner strategies with new buyer behaviors. Tune in to gain insights on navigating these demographic changes and preparing your channel approach for the next generation of buyers.

]]> In this episode of ChannelWaves, host Steven Kellam and guest Leslie Vitrano Hubright of Schneider Electric explore the shifting landscape of buyer demographics and what it means for channel strategies. Leslie discusses how the evolving expectations of younger, digital-native buyers are driving changes in partner engagement, content delivery, and channel innovation. They highlight the importance of adapting to these demographic shifts by leveraging digital tools, fostering agile ecosystems, and aligning partner strategies with new buyer behaviors. Tune in to gain insights on navigating these demographic changes and preparing your channel approach for the next generation of buyers.

]]> Wed, 06 Nov 2024 09:33:29 -0500 Steven Kellam Steven Kellam 2785 In this episode of ChannelWaves, host Steven Kellam and guest Leslie Vitrano Hubright of Schneider Electric explore the shifting landscape of buyer demographics and what it means for channel strategies. Leslie discusses how the evolving expectations of younger, digital-native buyers are driving changes in partner engagement, content delivery, and channel innovation. They highlight the importance of adapting to these demographic shifts by leveraging digital tools, fostering agile ecosystems, and aligning partner strategies with new buyer behaviors. Tune in to gain insights on navigating these demographic changes and preparing your channel approach for the next generation of buyers.

]]> channel marketing automation TCMA No Episode 26 - Larry Walsh 26 26 Episode 26 - Larry Walsh full 5ed29006-4617-4d97-8031-d7382075690b https://share.transistor.fm/s/018ae7a4 In this episode of ChannelWaves, host Steven Kellam interviews Larry Walsh, CEO of Channelnomics, for a deep dive into the evolving role of AI in channel marketing, the challenges of data attribution, and key industry trends. Walsh shares how AI, while often overhyped, holds potential to transform marketing automation, referencing StructuredWeb’s innovative solutions. He also discusses the difficulties in managing channel data and the importance of trust between vendors and partners. The episode wraps up with insights on future tech spending and a light-hearted word association game, providing listeners with valuable and actionable industry takeaways.

]]> In this episode of ChannelWaves, host Steven Kellam interviews Larry Walsh, CEO of Channelnomics, for a deep dive into the evolving role of AI in channel marketing, the challenges of data attribution, and key industry trends. Walsh shares how AI, while often overhyped, holds potential to transform marketing automation, referencing StructuredWeb’s innovative solutions. He also discusses the difficulties in managing channel data and the importance of trust between vendors and partners. The episode wraps up with insights on future tech spending and a light-hearted word association game, providing listeners with valuable and actionable industry takeaways.

]]> Wed, 23 Oct 2024 10:21:12 -0400 Steven Kellam Steven Kellam 1016 In this episode of ChannelWaves, host Steven Kellam interviews Larry Walsh, CEO of Channelnomics, for a deep dive into the evolving role of AI in channel marketing, the challenges of data attribution, and key industry trends. Walsh shares how AI, while often overhyped, holds potential to transform marketing automation, referencing StructuredWeb’s innovative solutions. He also discusses the difficulties in managing channel data and the importance of trust between vendors and partners. The episode wraps up with insights on future tech spending and a light-hearted word association game, providing listeners with valuable and actionable industry takeaways.

]]> channel marketing automation TCMA No Episode 25 - Leslie Chiorazzi 25 25 Episode 25 - Leslie Chiorazzi full 1d72da8c-60e1-4496-a02f-458931772326 https://share.transistor.fm/s/e05e5216 In this episode of ChannelWaves, host Steven Kellam sits down with Leslie Chiorazzi, managing partner of CMIT Solutions in Manhattan, to dive into the crucial role trust plays in vendor-partner relationships. Together, they unpack how to build and maintain trust, what happens when it breaks, and strategies for rebuilding it. Leslie shares her extensive experience in managed services, offering valuable insights on the importance of clear communication, setting realistic expectations, and understanding client needs. The conversation also touches on the evolving landscape of managed services, the growing role of women in the industry, and why vendors must go beyond sales pitches to deliver real value.Whether you’re looking to strengthen partnerships, drive results, or stay ahead in the channel, this episode is packed with actionable insights and expert advice. Don’t miss out on this engaging and informative discussion—tune in to ChannelWaves today!

]]> In this episode of ChannelWaves, host Steven Kellam sits down with Leslie Chiorazzi, managing partner of CMIT Solutions in Manhattan, to dive into the crucial role trust plays in vendor-partner relationships. Together, they unpack how to build and maintain trust, what happens when it breaks, and strategies for rebuilding it. Leslie shares her extensive experience in managed services, offering valuable insights on the importance of clear communication, setting realistic expectations, and understanding client needs. The conversation also touches on the evolving landscape of managed services, the growing role of women in the industry, and why vendors must go beyond sales pitches to deliver real value.Whether you’re looking to strengthen partnerships, drive results, or stay ahead in the channel, this episode is packed with actionable insights and expert advice. Don’t miss out on this engaging and informative discussion—tune in to ChannelWaves today!

]]> Tue, 17 Sep 2024 08:23:07 -0400 Steven Kellam Steven Kellam 2968 In this episode of ChannelWaves, host Steven Kellam sits down with Leslie Chiorazzi, managing partner of CMIT Solutions in Manhattan, to dive into the crucial role trust plays in vendor-partner relationships. Together, they unpack how to build and maintain trust, what happens when it breaks, and strategies for rebuilding it. Leslie shares her extensive experience in managed services, offering valuable insights on the importance of clear communication, setting realistic expectations, and understanding client needs. The conversation also touches on the evolving landscape of managed services, the growing role of women in the industry, and why vendors must go beyond sales pitches to deliver real value.Whether you’re looking to strengthen partnerships, drive results, or stay ahead in the channel, this episode is packed with actionable insights and expert advice. Don’t miss out on this engaging and informative discussion—tune in to ChannelWaves today!

]]> channel marketing automation TCMA No Episode 24 - Bryn Nettesheim 24 24 Episode 24 - Bryn Nettesheim full d282391f-6ab0-49cf-a035-9b8049b2a9d8 https://share.transistor.fm/s/582b9786 Discover the exciting potential of AI in the channel ecosystem in this episode of ChannelWaves! Join host Steven Kellam and Bryn Nettesheim, VP of Professional Services at Channelnomics, as they cut through the hype and explore practical applications and future opportunities of AI. Learn about the enormous market potential, with IDC forecasting the global AI market to soar from $40 billion this year to $150 billion by 2027. Hear how AI can enhance sales operations, marketing efforts, and partner enablement, offering tangible benefits like improved deal registration conversion rates. Steven and Bryn also address common fears and compliance issues, emphasizing the importance of embracing AI and fostering collaboration. Don’t miss their forward-looking perspective on strategic planning and partnerships to stay competitive in this rapidly evolving landscape. Tune in for an engaging discussion packed with insights and actionable takeaways!

]]> Discover the exciting potential of AI in the channel ecosystem in this episode of ChannelWaves! Join host Steven Kellam and Bryn Nettesheim, VP of Professional Services at Channelnomics, as they cut through the hype and explore practical applications and future opportunities of AI. Learn about the enormous market potential, with IDC forecasting the global AI market to soar from $40 billion this year to $150 billion by 2027. Hear how AI can enhance sales operations, marketing efforts, and partner enablement, offering tangible benefits like improved deal registration conversion rates. Steven and Bryn also address common fears and compliance issues, emphasizing the importance of embracing AI and fostering collaboration. Don’t miss their forward-looking perspective on strategic planning and partnerships to stay competitive in this rapidly evolving landscape. Tune in for an engaging discussion packed with insights and actionable takeaways!

]]> Wed, 17 Jul 2024 08:31:53 -0400 Steven Kellam Steven Kellam 1919 Discover the exciting potential of AI in the channel ecosystem in this episode of ChannelWaves! Join host Steven Kellam and Bryn Nettesheim, VP of Professional Services at Channelnomics, as they cut through the hype and explore practical applications and future opportunities of AI. Learn about the enormous market potential, with IDC forecasting the global AI market to soar from $40 billion this year to $150 billion by 2027. Hear how AI can enhance sales operations, marketing efforts, and partner enablement, offering tangible benefits like improved deal registration conversion rates. Steven and Bryn also address common fears and compliance issues, emphasizing the importance of embracing AI and fostering collaboration. Don’t miss their forward-looking perspective on strategic planning and partnerships to stay competitive in this rapidly evolving landscape. Tune in for an engaging discussion packed with insights and actionable takeaways!

]]> channel marketing automation TCMA No Episode 23 - Heather Margolis 23 23 Episode 23 - Heather Margolis full e7484010-eca0-4fc0-8270-c69e42aaadcd https://share.transistor.fm/s/9e015c89 In this episode of ChannelWaves, Steven Kellam hosts Heather Margolis, founder and CEO of Channel Maven, to discuss the importance of end-to-end partner marketing. Heather shares insights on navigating the buyer’s journey, overcoming common challenges, and leveraging tools like SEO, SEM, and AI. Tune in to learn how to effectively engage, educate, and enable partners for better marketing outcomes. Perfect for channel leaders looking to enhance their marketing strategies and stay competitive.

]]> In this episode of ChannelWaves, Steven Kellam hosts Heather Margolis, founder and CEO of Channel Maven, to discuss the importance of end-to-end partner marketing. Heather shares insights on navigating the buyer’s journey, overcoming common challenges, and leveraging tools like SEO, SEM, and AI. Tune in to learn how to effectively engage, educate, and enable partners for better marketing outcomes. Perfect for channel leaders looking to enhance their marketing strategies and stay competitive.

]]> Wed, 26 Jun 2024 09:44:38 -0400 Steven Kellam Steven Kellam 1158 In this episode of ChannelWaves, Steven Kellam hosts Heather Margolis, founder and CEO of Channel Maven, to discuss the importance of end-to-end partner marketing. Heather shares insights on navigating the buyer’s journey, overcoming common challenges, and leveraging tools like SEO, SEM, and AI. Tune in to learn how to effectively engage, educate, and enable partners for better marketing outcomes. Perfect for channel leaders looking to enhance their marketing strategies and stay competitive.

]]> channel marketing automation TCMA No Episode 22 - Rachel Tuller 22 22 Episode 22 - Rachel Tuller full 84f01d80-56b3-4a30-bb19-23cae4d77997 https://share.transistor.fm/s/f713a555 Navigating the Future: Strategic Resets in Channel Management

In this episode of ChannelWaves, host Steven Kellam welcomes Rachel Tuller, a seasoned Channel Chief, for a deep dive into channel strategy refinement and innovation. Amidst a landscape of unforeseen challenges and rapid market evolution, they discuss the critical need for channel leaders to reassess and rejuvenate their strategies. Highlighting the importance of simplicity, strategic realignment, and AI integration, this conversation provides valuable insights for navigating the complex channel ecosystem effectively. Tune in for a thoughtful exploration of how to leverage partnerships, internal collaboration, and technology to maintain competitiveness and relevance.

]]> Navigating the Future: Strategic Resets in Channel Management

In this episode of ChannelWaves, host Steven Kellam welcomes Rachel Tuller, a seasoned Channel Chief, for a deep dive into channel strategy refinement and innovation. Amidst a landscape of unforeseen challenges and rapid market evolution, they discuss the critical need for channel leaders to reassess and rejuvenate their strategies. Highlighting the importance of simplicity, strategic realignment, and AI integration, this conversation provides valuable insights for navigating the complex channel ecosystem effectively. Tune in for a thoughtful exploration of how to leverage partnerships, internal collaboration, and technology to maintain competitiveness and relevance.

]]> Tue, 16 Apr 2024 19:05:49 -0400 Steven Kellam Steven Kellam 1269 Navigating the Future: Strategic Resets in Channel Management

In this episode of ChannelWaves, host Steven Kellam welcomes Rachel Tuller, a seasoned Channel Chief, for a deep dive into channel strategy refinement and innovation. Amidst a landscape of unforeseen challenges and rapid market evolution, they discuss the critical need for channel leaders to reassess and rejuvenate their strategies. Highlighting the importance of simplicity, strategic realignment, and AI integration, this conversation provides valuable insights for navigating the complex channel ecosystem effectively. Tune in for a thoughtful exploration of how to leverage partnerships, internal collaboration, and technology to maintain competitiveness and relevance.

]]> channel marketing automation TCMA No Episode 21 - Gina Batali-Brooks 21 21 Episode 21 - Gina Batali-Brooks full 7a491171-cbb0-4f96-b950-8545b067367a https://share.transistor.fm/s/a8743958 In this episode of the ChannelWaves Podcast Steven Kellam and Gina Batali-Brooks tackle the pivotal yet often overlooked impact of data on channel partnerships. They explore the challenge of harnessing actionable insights from disparate data sources and the transformative potential of AI in deal-making. The conversation also touches on the critical role of strategic data architecture, the evolving responsibilities of IT departments, and the debate between centralized and decentralized data strategies. This episode is a concise guide for those looking to leverage technology and data to enhance partnership outcomes in the fast-evolving tech landscape. Listen in now!

]]> In this episode of the ChannelWaves Podcast Steven Kellam and Gina Batali-Brooks tackle the pivotal yet often overlooked impact of data on channel partnerships. They explore the challenge of harnessing actionable insights from disparate data sources and the transformative potential of AI in deal-making. The conversation also touches on the critical role of strategic data architecture, the evolving responsibilities of IT departments, and the debate between centralized and decentralized data strategies. This episode is a concise guide for those looking to leverage technology and data to enhance partnership outcomes in the fast-evolving tech landscape. Listen in now!

]]> Wed, 06 Mar 2024 08:48:27 -0500 Steven Kellam Steven Kellam 1173 In this episode of the ChannelWaves Podcast Steven Kellam and Gina Batali-Brooks tackle the pivotal yet often overlooked impact of data on channel partnerships. They explore the challenge of harnessing actionable insights from disparate data sources and the transformative potential of AI in deal-making. The conversation also touches on the critical role of strategic data architecture, the evolving responsibilities of IT departments, and the debate between centralized and decentralized data strategies. This episode is a concise guide for those looking to leverage technology and data to enhance partnership outcomes in the fast-evolving tech landscape. Listen in now!

]]> channel marketing automation TCMA No Episode 20 - Meaghan Moore 20 20 Episode 20 - Meaghan Moore full 0d4cc576-2178-4a2e-88d2-c0178548bcd4 https://share.transistor.fm/s/6838080e In this engaging episode of ChannelWaves, host Steven Kellam sits down with Meaghan Moore, VP of Channel Partnerships at ServiceNow, for a candid conversation about what channel partners can expect in 2024. They delve into the significance of storytelling, automation, and the groundbreaking impact of generative AI on channel marketing. Meaghan shares insights on the collaboration between ServiceNow and how they are leveraging AI to revolutionize content creation, enabling partners to produce targeted content with unprecedented efficiency and precision. The discussion emphasizes the importance of exploring and integrating AI into marketing strategies, offering listeners a comprehensive understanding of the evolving landscape in channel marketing and the tools available to navigate these changes successfully.

]]> In this engaging episode of ChannelWaves, host Steven Kellam sits down with Meaghan Moore, VP of Channel Partnerships at ServiceNow, for a candid conversation about what channel partners can expect in 2024. They delve into the significance of storytelling, automation, and the groundbreaking impact of generative AI on channel marketing. Meaghan shares insights on the collaboration between ServiceNow and how they are leveraging AI to revolutionize content creation, enabling partners to produce targeted content with unprecedented efficiency and precision. The discussion emphasizes the importance of exploring and integrating AI into marketing strategies, offering listeners a comprehensive understanding of the evolving landscape in channel marketing and the tools available to navigate these changes successfully.

]]> Wed, 14 Feb 2024 11:03:53 -0500 Steven Kellam Steven Kellam 1154 In this engaging episode of ChannelWaves, host Steven Kellam sits down with Meaghan Moore, VP of Channel Partnerships at ServiceNow, for a candid conversation about what channel partners can expect in 2024. They delve into the significance of storytelling, automation, and the groundbreaking impact of generative AI on channel marketing. Meaghan shares insights on the collaboration between ServiceNow and how they are leveraging AI to revolutionize content creation, enabling partners to produce targeted content with unprecedented efficiency and precision. The discussion emphasizes the importance of exploring and integrating AI into marketing strategies, offering listeners a comprehensive understanding of the evolving landscape in channel marketing and the tools available to navigate these changes successfully.

]]> channel marketing automation TCMA No Episode 19 - Heather Margolis and Larry Walsh 19 19 Episode 19 - Heather Margolis and Larry Walsh full e938d176-5957-47f4-9711-d1233ee7bb66 https://share.transistor.fm/s/7eeb0a13 In this engaging podcast episode, listeners are treated to a candid and insightful discussion among industry experts Steven Kellam, Larry Walsh, and Heather Margolis as they dissect the anticipated challenges and opportunities for the first half of 2024. The trio delves deep into the evolving dynamics of buyer behavior, the pivotal role of nurturing partner relationships, and the strategic implementation of AI and incentives in the channel ecosystem. They also shed light on the importance of strategic foresight, the necessity for vendors to simplify their processes, and the growing imperative to add value to maintain partner engagement. This episode is rich with expert analysis, spirited banter, and practical insights, providing listeners with valuable knowledge and strategies to navigate the channel in 2024.

]]> In this engaging podcast episode, listeners are treated to a candid and insightful discussion among industry experts Steven Kellam, Larry Walsh, and Heather Margolis as they dissect the anticipated challenges and opportunities for the first half of 2024. The trio delves deep into the evolving dynamics of buyer behavior, the pivotal role of nurturing partner relationships, and the strategic implementation of AI and incentives in the channel ecosystem. They also shed light on the importance of strategic foresight, the necessity for vendors to simplify their processes, and the growing imperative to add value to maintain partner engagement. This episode is rich with expert analysis, spirited banter, and practical insights, providing listeners with valuable knowledge and strategies to navigate the channel in 2024.

]]> Thu, 11 Jan 2024 11:54:26 -0500 Steven Kellam Steven Kellam 2321 In this engaging podcast episode, listeners are treated to a candid and insightful discussion among industry experts Steven Kellam, Larry Walsh, and Heather Margolis as they dissect the anticipated challenges and opportunities for the first half of 2024. The trio delves deep into the evolving dynamics of buyer behavior, the pivotal role of nurturing partner relationships, and the strategic implementation of AI and incentives in the channel ecosystem. They also shed light on the importance of strategic foresight, the necessity for vendors to simplify their processes, and the growing imperative to add value to maintain partner engagement. This episode is rich with expert analysis, spirited banter, and practical insights, providing listeners with valuable knowledge and strategies to navigate the channel in 2024.

]]> channel marketing automation TCMA No Episode 18 - Asher Mathew 18 18 Episode 18 - Asher Mathew full d90966de-d52a-483f-be5e-769e49cb3747 https://share.transistor.fm/s/2912ed7f Today's CPO (Chief Partner Officer)

In this episode of ChannelWaves, Steven Kellam and Asher Mathew, the CEO of Partnership Leaders, explore the evolving landscape of partnerships within the channel. The discussion addresses the significance of the Chief Partner Officer (CPO) role and the necessity of unifying diverse partnership functions across companies. Asher emphasizes the need for cohesion in channel and alliance structures, pointing out the pivotal role of a CPO in navigating this complex landscape across customer journeys. Partnership Leaders aims to support partner teams by offering essential resources, events, and reports to equip them for the evolving demands within the channel landscape.

]]> Today's CPO (Chief Partner Officer)

In this episode of ChannelWaves, Steven Kellam and Asher Mathew, the CEO of Partnership Leaders, explore the evolving landscape of partnerships within the channel. The discussion addresses the significance of the Chief Partner Officer (CPO) role and the necessity of unifying diverse partnership functions across companies. Asher emphasizes the need for cohesion in channel and alliance structures, pointing out the pivotal role of a CPO in navigating this complex landscape across customer journeys. Partnership Leaders aims to support partner teams by offering essential resources, events, and reports to equip them for the evolving demands within the channel landscape.

]]> Wed, 08 Nov 2023 12:09:42 -0500 Steven Kellam Steven Kellam 1974 Today's CPO (Chief Partner Officer)

In this episode of ChannelWaves, Steven Kellam and Asher Mathew, the CEO of Partnership Leaders, explore the evolving landscape of partnerships within the channel. The discussion addresses the significance of the Chief Partner Officer (CPO) role and the necessity of unifying diverse partnership functions across companies. Asher emphasizes the need for cohesion in channel and alliance structures, pointing out the pivotal role of a CPO in navigating this complex landscape across customer journeys. Partnership Leaders aims to support partner teams by offering essential resources, events, and reports to equip them for the evolving demands within the channel landscape.

]]> channel marketing automation TCMA No Episode 17 - Diane Krakora 17 17 Episode 17 - Diane Krakora full edf80838-7926-43e3-98b3-643f046a6833 https://share.transistor.fm/s/b3211b58 Five Key Partner Program Challenges in 2023

In this insightful podcast episode, Diane and her guest delve into the challenges that modern partner programs face in an era of increasing demands and limited resources. They discuss three crucial areas of focus for partner programs in 2023: demand generation, partner contributions beyond transactions, and strategic cuts. The conversation explores the changing dynamics of partner ecosystems, the importance of data-driven decision-making, and the role of automation and technology in maximizing partner program efficiency. Listeners gain valuable insights into navigating the complexities of today's partner landscape and optimizing partner relationships to drive growth and success.

]]> Five Key Partner Program Challenges in 2023

In this insightful podcast episode, Diane and her guest delve into the challenges that modern partner programs face in an era of increasing demands and limited resources. They discuss three crucial areas of focus for partner programs in 2023: demand generation, partner contributions beyond transactions, and strategic cuts. The conversation explores the changing dynamics of partner ecosystems, the importance of data-driven decision-making, and the role of automation and technology in maximizing partner program efficiency. Listeners gain valuable insights into navigating the complexities of today's partner landscape and optimizing partner relationships to drive growth and success.

]]> Wed, 13 Sep 2023 10:10:01 -0400 Steven Kellam Steven Kellam 1442 Five Key Partner Program Challenges in 2023

In this insightful podcast episode, Diane and her guest delve into the challenges that modern partner programs face in an era of increasing demands and limited resources. They discuss three crucial areas of focus for partner programs in 2023: demand generation, partner contributions beyond transactions, and strategic cuts. The conversation explores the changing dynamics of partner ecosystems, the importance of data-driven decision-making, and the role of automation and technology in maximizing partner program efficiency. Listeners gain valuable insights into navigating the complexities of today's partner landscape and optimizing partner relationships to drive growth and success.

]]> channel marketing automation TCMA No Episode 16 - Tricia Atchison 16 16 Episode 16 - Tricia Atchison full 80c459e6-5f3c-4612-816c-2985e769feb6 https://share.transistor.fm/s/d2a5b14d Embracing the Future with Tricia Atchison

  • 🚀 The future of the channel  is uncertain, and with digital transformation and AI on the rise, we find ourselves in uncharted territory. Tricia Atchison from Equinix joins us on this thought-provoking podcast episode to shed light on how to navigate these turbulent waters and make it all work together.

  • 💼 As we move forward, we really don’t have a choice,  it's essential to learn new technologies and stay motivated, both as leaders and team members. Tricia shares valuable insights on driving demand and revenue while adapting to the ever-changing landscape.

  • 💡 In this open discussion, we explore the significance of sales and marketing alignment, creating exceptional customer experiences (CX) , and ensuring a positive impact on partner experiences (PX) for business growth.

  • 🧠 Delve into the fascinating world of generative AI and discover how to harness its potential to drive innovation and productivity.

  • 🎓 Tricia's wisdom emphasizes the value of being an "always evolving, active participant, a 'student of the game'" to thrive in the dynamic realm of digital transformation.

🎧 Don't miss this empowering conversation with Tricia Atchison. Tune in now to gain the knowledge and inspiration needed to embrace the future with confidence!


🔍 Subscribe to our podcast to stay updated on the latest trends and insights, and equip yourself to navigate the evolving landscape of work successfully. Let's embrace the challenges and opportunities together!


]]> Embracing the Future with Tricia Atchison

  • 🚀 The future of the channel  is uncertain, and with digital transformation and AI on the rise, we find ourselves in uncharted territory. Tricia Atchison from Equinix joins us on this thought-provoking podcast episode to shed light on how to navigate these turbulent waters and make it all work together.

  • 💼 As we move forward, we really don’t have a choice,  it's essential to learn new technologies and stay motivated, both as leaders and team members. Tricia shares valuable insights on driving demand and revenue while adapting to the ever-changing landscape.

  • 💡 In this open discussion, we explore the significance of sales and marketing alignment, creating exceptional customer experiences (CX) , and ensuring a positive impact on partner experiences (PX) for business growth.

  • 🧠 Delve into the fascinating world of generative AI and discover how to harness its potential to drive innovation and productivity.

  • 🎓 Tricia's wisdom emphasizes the value of being an "always evolving, active participant, a 'student of the game'" to thrive in the dynamic realm of digital transformation.

🎧 Don't miss this empowering conversation with Tricia Atchison. Tune in now to gain the knowledge and inspiration needed to embrace the future with confidence!


🔍 Subscribe to our podcast to stay updated on the latest trends and insights, and equip yourself to navigate the evolving landscape of work successfully. Let's embrace the challenges and opportunities together!


]]> Wed, 02 Aug 2023 10:10:46 -0400 Steven Kellam Steven Kellam 1694 Embracing the Future with Tricia Atchison

  • 🚀 The future of the channel  is uncertain, and with digital transformation and AI on the rise, we find ourselves in uncharted territory. Tricia Atchison from Equinix joins us on this thought-provoking podcast episode to shed light on how to navigate these turbulent waters and make it all work together.

  • 💼 As we move forward, we really don’t have a choice,  it's essential to learn new technologies and stay motivated, both as leaders and team members. Tricia shares valuable insights on driving demand and revenue while adapting to the ever-changing landscape.

  • 💡 In this open discussion, we explore the significance of sales and marketing alignment, creating exceptional customer experiences (CX) , and ensuring a positive impact on partner experiences (PX) for business growth.

  • 🧠 Delve into the fascinating world of generative AI and discover how to harness its potential to drive innovation and productivity.

  • 🎓 Tricia's wisdom emphasizes the value of being an "always evolving, active participant, a 'student of the game'" to thrive in the dynamic realm of digital transformation.

🎧 Don't miss this empowering conversation with Tricia Atchison. Tune in now to gain the knowledge and inspiration needed to embrace the future with confidence!


🔍 Subscribe to our podcast to stay updated on the latest trends and insights, and equip yourself to navigate the evolving landscape of work successfully. Let's embrace the challenges and opportunities together!


]]> channel marketing automation TCMA No Episode 15 - Chris Lamborn 15 15 Episode 15 - Chris Lamborn full a19604c8-79b4-4de5-8eae-cb2f08e9f967 https://share.transistor.fm/s/b21895b7 If you haven't heard of Generative AI or its consumer-facing offspring ChatGPT, then you may be living under a rock - especially if you're in the channel. It's one of the most transformative technologies to emerge in the last two decades and will impact every industry, from healthcare to entertainment (if it hasn't already). For Channel Chiefs and channel marketers, it's no different. GenAI is already playing a major role in channel operations, partner engagement, and more. While AI isn't going to take over the channel and steal people's jobs, it is going to give those who take advantage of its power a massive competitive edge. 

Check out our latest ChannelWaves episode as our guest Chris Lamborn and Steven Kellam discuss the direction, challenges and game changing potential of Generative AI in the channel marketing space. Lamborn, a former channel chief and current Principal at Channel XLR8, shares his insights on how Generative AI can help businesses maximize their channel, despite some initial fears and resistance. Chris believes that the technology can help companies do more with what they have, and that it is not a threat to security or jobs but rather a tool to enhance efficiency and productivity.

]]> If you haven't heard of Generative AI or its consumer-facing offspring ChatGPT, then you may be living under a rock - especially if you're in the channel. It's one of the most transformative technologies to emerge in the last two decades and will impact every industry, from healthcare to entertainment (if it hasn't already). For Channel Chiefs and channel marketers, it's no different. GenAI is already playing a major role in channel operations, partner engagement, and more. While AI isn't going to take over the channel and steal people's jobs, it is going to give those who take advantage of its power a massive competitive edge. 

Check out our latest ChannelWaves episode as our guest Chris Lamborn and Steven Kellam discuss the direction, challenges and game changing potential of Generative AI in the channel marketing space. Lamborn, a former channel chief and current Principal at Channel XLR8, shares his insights on how Generative AI can help businesses maximize their channel, despite some initial fears and resistance. Chris believes that the technology can help companies do more with what they have, and that it is not a threat to security or jobs but rather a tool to enhance efficiency and productivity.

]]> Tue, 11 Jul 2023 13:25:26 -0400 Steven Kellam Steven Kellam 1537 If you haven't heard of Generative AI or its consumer-facing offspring ChatGPT, then you may be living under a rock - especially if you're in the channel. It's one of the most transformative technologies to emerge in the last two decades and will impact every industry, from healthcare to entertainment (if it hasn't already). For Channel Chiefs and channel marketers, it's no different. GenAI is already playing a major role in channel operations, partner engagement, and more. While AI isn't going to take over the channel and steal people's jobs, it is going to give those who take advantage of its power a massive competitive edge. 

Check out our latest ChannelWaves episode as our guest Chris Lamborn and Steven Kellam discuss the direction, challenges and game changing potential of Generative AI in the channel marketing space. Lamborn, a former channel chief and current Principal at Channel XLR8, shares his insights on how Generative AI can help businesses maximize their channel, despite some initial fears and resistance. Chris believes that the technology can help companies do more with what they have, and that it is not a threat to security or jobs but rather a tool to enhance efficiency and productivity.

]]> channel marketing automation TCMA No Episode 14 - Jessica Baker 14 14 Episode 14 - Jessica Baker full 3fc31330-cd7f-4c8b-bc5e-de59fa30fe57 https://share.transistor.fm/s/f36816c1 How to do more with less.

While "do more with less" in the channel has become a mantra in the tech channel this year, often it is discussed at an ethereal level. So, what are some of the real-world strategies and tactics you can use today to simplify and get more done. Take a listen as Jessica Baker CPO (Chief Program Officer) at Achieve Unite joins ChannelWaves to talk about how you can make your programs more effective, even if you have less resources. And please take a listen to another recent podcast on the same subject with Jamie Mendez from Pega Systems – two very savvy Channel leaders with different perspective but similar thoughts and ideas for success.
 

]]> How to do more with less.

While "do more with less" in the channel has become a mantra in the tech channel this year, often it is discussed at an ethereal level. So, what are some of the real-world strategies and tactics you can use today to simplify and get more done. Take a listen as Jessica Baker CPO (Chief Program Officer) at Achieve Unite joins ChannelWaves to talk about how you can make your programs more effective, even if you have less resources. And please take a listen to another recent podcast on the same subject with Jamie Mendez from Pega Systems – two very savvy Channel leaders with different perspective but similar thoughts and ideas for success.
 

]]> Thu, 08 Jun 2023 12:10:35 -0400 Steven Kellam Steven Kellam 1439 How to do more with less.

While "do more with less" in the channel has become a mantra in the tech channel this year, often it is discussed at an ethereal level. So, what are some of the real-world strategies and tactics you can use today to simplify and get more done. Take a listen as Jessica Baker CPO (Chief Program Officer) at Achieve Unite joins ChannelWaves to talk about how you can make your programs more effective, even if you have less resources. And please take a listen to another recent podcast on the same subject with Jamie Mendez from Pega Systems – two very savvy Channel leaders with different perspective but similar thoughts and ideas for success.
 

]]> channel marketing automation TCMA No Episode 13 - Jamie Mendez 13 13 Episode 13 - Jamie Mendez full 8fd42bc8-cb57-43cc-b3f3-75c0cb96a7f4 https://share.transistor.fm/s/244aafe0 Doing More with Less - A Partner's Perspective
Everyone, well almost everyone, in the technology channel community has been hit with the less resources in 2023 challenge. So how do you make it all work? How to take care of partners, grow the business and keep everyone motivated? How to you leverage technology, human resources, and collective brainpower to grow you channel   business in 2023. Please take a listen as Jamie Mendez, Vice President, Ecosystem Transformation & Programs at Pega Systems joins ChannelWaves us to talk about how manage through the 2023 resources challenge with real world short terms ideas and short-term strategies, with an eye on long term implications and results.

]]> Doing More with Less - A Partner's Perspective
Everyone, well almost everyone, in the technology channel community has been hit with the less resources in 2023 challenge. So how do you make it all work? How to take care of partners, grow the business and keep everyone motivated? How to you leverage technology, human resources, and collective brainpower to grow you channel   business in 2023. Please take a listen as Jamie Mendez, Vice President, Ecosystem Transformation & Programs at Pega Systems joins ChannelWaves us to talk about how manage through the 2023 resources challenge with real world short terms ideas and short-term strategies, with an eye on long term implications and results.

]]> Wed, 07 Jun 2023 09:56:03 -0400 Steven Kellam Steven Kellam 2703 Doing More with Less - A Partner's Perspective
Everyone, well almost everyone, in the technology channel community has been hit with the less resources in 2023 challenge. So how do you make it all work? How to take care of partners, grow the business and keep everyone motivated? How to you leverage technology, human resources, and collective brainpower to grow you channel   business in 2023. Please take a listen as Jamie Mendez, Vice President, Ecosystem Transformation & Programs at Pega Systems joins ChannelWaves us to talk about how manage through the 2023 resources challenge with real world short terms ideas and short-term strategies, with an eye on long term implications and results.

]]> channel marketing automation TCMA No Episode 12 - Andrea Sittig-Rolf Blitzmasters 12 12 Episode 12 - Andrea Sittig-Rolf Blitzmasters full f24cdc6c-9e29-4a0e-85b7-226b5ffcb6fc https://share.transistor.fm/s/a8822709 The Last Marketing Mile

The point where marketing hands off to sales is a critical step in the channel journey. If it’s so important, why does that hand-off often get fumbled? Join us as Andrea Sitting- Rolf, Chief BlitzMaster and CEO of BlitzMasters dives into appointment setting and telemarketing to discuss the value of getting on the phone and how tying marketing and appointment setting together helps channel companies drive revenue. 

]]> The Last Marketing Mile

The point where marketing hands off to sales is a critical step in the channel journey. If it’s so important, why does that hand-off often get fumbled? Join us as Andrea Sitting- Rolf, Chief BlitzMaster and CEO of BlitzMasters dives into appointment setting and telemarketing to discuss the value of getting on the phone and how tying marketing and appointment setting together helps channel companies drive revenue. 

]]> Fri, 12 May 2023 14:47:04 -0400 Steven Kellam Steven Kellam 1048 The Last Marketing Mile

The point where marketing hands off to sales is a critical step in the channel journey. If it’s so important, why does that hand-off often get fumbled? Join us as Andrea Sitting- Rolf, Chief BlitzMaster and CEO of BlitzMasters dives into appointment setting and telemarketing to discuss the value of getting on the phone and how tying marketing and appointment setting together helps channel companies drive revenue. 

]]> channel marketing automation TCMA No Episode 11 - Tina Gravel 11 11 Episode 11 - Tina Gravel full c0649a87-8471-4e29-9b34-259876f80b08 https://share.transistor.fm/s/829da947 Sales and Marketing - Together at Last: According the industry vet Tina Gravel - they need to be

When sales and marketing are working together like a well-oiled machine, driving pipeline and revenue is so much easier. So, why do so many teams still struggle to close that gap and achieve the results they need? Please listen and as Tina Gravel, Vice President, Global Head of Sales at Quantexa, dig into this age old challenge and what Tina considers a great opportunity for everyone in the channel.

]]> Sales and Marketing - Together at Last: According the industry vet Tina Gravel - they need to be

When sales and marketing are working together like a well-oiled machine, driving pipeline and revenue is so much easier. So, why do so many teams still struggle to close that gap and achieve the results they need? Please listen and as Tina Gravel, Vice President, Global Head of Sales at Quantexa, dig into this age old challenge and what Tina considers a great opportunity for everyone in the channel.

]]> Tue, 09 May 2023 10:45:13 -0400 Steven Kellam Steven Kellam 1164 Sales and Marketing - Together at Last: According the industry vet Tina Gravel - they need to be

When sales and marketing are working together like a well-oiled machine, driving pipeline and revenue is so much easier. So, why do so many teams still struggle to close that gap and achieve the results they need? Please listen and as Tina Gravel, Vice President, Global Head of Sales at Quantexa, dig into this age old challenge and what Tina considers a great opportunity for everyone in the channel.

]]> channel marketing automation TCMA No Episode 10 - Meaghan Sullivan-Moore 10 10 Episode 10 - Meaghan Sullivan-Moore full b0626438-4e8f-48de-84d3-1db25b66b5ee https://share.transistor.fm/s/f184fea3 Channel Success 2023: Keeping Your Head and Your Heart in the Game

Over the past three years, the tech industry has faced numerous challenges such as the COVID-19 pandemic and supply chain issues. However, the recent wave of layoffs and cutbacks has been particularly disruptive, leading to a reevaluation of priorities and a need to achieve more with fewer resources. As a result, many channel marketers are experiencing a great deal of stress and angst. While automation and efficiency can certainly help alleviate some of the pressure, it is essential to prioritize the people who are responsible for channel strategies, execution, and programs. In a recent podcast, Meaghan Sullivan from SAP shared her insights on how to keep your head and your heart in the game during times of upheaval. Listen in as Meaghan talks candidly about how to support yourself and others, and keep moving forward, both professionally and personally.

]]> Channel Success 2023: Keeping Your Head and Your Heart in the Game

Over the past three years, the tech industry has faced numerous challenges such as the COVID-19 pandemic and supply chain issues. However, the recent wave of layoffs and cutbacks has been particularly disruptive, leading to a reevaluation of priorities and a need to achieve more with fewer resources. As a result, many channel marketers are experiencing a great deal of stress and angst. While automation and efficiency can certainly help alleviate some of the pressure, it is essential to prioritize the people who are responsible for channel strategies, execution, and programs. In a recent podcast, Meaghan Sullivan from SAP shared her insights on how to keep your head and your heart in the game during times of upheaval. Listen in as Meaghan talks candidly about how to support yourself and others, and keep moving forward, both professionally and personally.

]]> Wed, 29 Mar 2023 09:34:30 -0400 Steven Kellam Steven Kellam 1170 Channel Success 2023: Keeping Your Head and Your Heart in the Game

Over the past three years, the tech industry has faced numerous challenges such as the COVID-19 pandemic and supply chain issues. However, the recent wave of layoffs and cutbacks has been particularly disruptive, leading to a reevaluation of priorities and a need to achieve more with fewer resources. As a result, many channel marketers are experiencing a great deal of stress and angst. While automation and efficiency can certainly help alleviate some of the pressure, it is essential to prioritize the people who are responsible for channel strategies, execution, and programs. In a recent podcast, Meaghan Sullivan from SAP shared her insights on how to keep your head and your heart in the game during times of upheaval. Listen in as Meaghan talks candidly about how to support yourself and others, and keep moving forward, both professionally and personally.

]]> channel marketing automation TCMA No Episode 9 - Chris Samila 9 9 Episode 9 - Chris Samila full 8edb8510-688a-4fb2-beda-066bd3fd15f7 https://share.transistor.fm/s/7670ff71 The Evolution of Channel Partnerships

There’s a new wave of channel partnership trends and best practices, and with this evolution comes great opportunity and, consequently, new challenges. So how do we manage these fairly new set of challenges and get the most out of today’s necessary, but often undermanaged, partnerships. Please listen as Chris Samila, Co-founder and Chief Partner Officer at Partnership Leaders dive into these issues and talk all things partnerships and the evolution of the channel.

]]> The Evolution of Channel Partnerships

There’s a new wave of channel partnership trends and best practices, and with this evolution comes great opportunity and, consequently, new challenges. So how do we manage these fairly new set of challenges and get the most out of today’s necessary, but often undermanaged, partnerships. Please listen as Chris Samila, Co-founder and Chief Partner Officer at Partnership Leaders dive into these issues and talk all things partnerships and the evolution of the channel.

]]> Thu, 16 Mar 2023 08:48:34 -0400 Steven Kellam Steven Kellam 1978 The Evolution of Channel Partnerships

There’s a new wave of channel partnership trends and best practices, and with this evolution comes great opportunity and, consequently, new challenges. So how do we manage these fairly new set of challenges and get the most out of today’s necessary, but often undermanaged, partnerships. Please listen as Chris Samila, Co-founder and Chief Partner Officer at Partnership Leaders dive into these issues and talk all things partnerships and the evolution of the channel.

]]> channel marketing automation TCMA No Episode 8 - Robert Cassard Part II 8 8 Episode 8 - Robert Cassard Part II full 01c266d2-61e6-42b0-9557-64692c133ecf https://share.transistor.fm/s/77256f09 Maximizing Channel Partner Videos Efforts: The top 10 distribution places to invest time and money

Video is clearly one of the most compelling ways to get your message across to you buyers. In our last podcast (link) we discussed how to make channel partners effective in the video landscape, and why getting partners up to speed on video execution is crucial for everyone’s success. In Part II, Robert Cassard, author of Video Growth Hacking, and I discuss where to distribute video and why getting video in the right distribution places really matters. Please take a listen in as Robert and I dig into the pluses and minuses of leveraging video on TikTok to YouTube to partner websites.  And where partner really should be putting their time and efforts to best use.

]]> Maximizing Channel Partner Videos Efforts: The top 10 distribution places to invest time and money

Video is clearly one of the most compelling ways to get your message across to you buyers. In our last podcast (link) we discussed how to make channel partners effective in the video landscape, and why getting partners up to speed on video execution is crucial for everyone’s success. In Part II, Robert Cassard, author of Video Growth Hacking, and I discuss where to distribute video and why getting video in the right distribution places really matters. Please take a listen in as Robert and I dig into the pluses and minuses of leveraging video on TikTok to YouTube to partner websites.  And where partner really should be putting their time and efforts to best use.

]]> Thu, 23 Feb 2023 09:26:19 -0500 Steven Kellam Steven Kellam 2209 Maximizing Channel Partner Videos Efforts: The top 10 distribution places to invest time and money

Video is clearly one of the most compelling ways to get your message across to you buyers. In our last podcast (link) we discussed how to make channel partners effective in the video landscape, and why getting partners up to speed on video execution is crucial for everyone’s success. In Part II, Robert Cassard, author of Video Growth Hacking, and I discuss where to distribute video and why getting video in the right distribution places really matters. Please take a listen in as Robert and I dig into the pluses and minuses of leveraging video on TikTok to YouTube to partner websites.  And where partner really should be putting their time and efforts to best use.

]]> channel marketing automation TCMA No Episode 7 - Robert Cassard Part I 7 7 Episode 7 - Robert Cassard Part I full ce766b24-5772-4915-9516-a9e1bf9f78fe https://share.transistor.fm/s/61edd8a8 The idea of video growth hacking - making video simple and easy to create and distribute - has been around for years, yet too many partners still have not adopted video as much as they wish or should. To hear the reasons why video continues to be a challenge for partners, as well as insights about how to jumpstart a robust video strategy, please listen in to our discussion with Robert Cassard, disruptive communications strategist, content creator, and author of Video Growth Hacking for Channel Chiefs. Robert breaks down the current challenges, ways to solve the problem, and what the future holds for video in the channel.

]]> The idea of video growth hacking - making video simple and easy to create and distribute - has been around for years, yet too many partners still have not adopted video as much as they wish or should. To hear the reasons why video continues to be a challenge for partners, as well as insights about how to jumpstart a robust video strategy, please listen in to our discussion with Robert Cassard, disruptive communications strategist, content creator, and author of Video Growth Hacking for Channel Chiefs. Robert breaks down the current challenges, ways to solve the problem, and what the future holds for video in the channel.

]]> Thu, 26 Jan 2023 08:15:00 -0500 Steven Kellam Steven Kellam 2202 Video Growth Hacking in 2023 Video Growth Hacking in 2023 channel marketing automation TCMA No Episode 6 - Marc Monday 6 6 Episode 6 - Marc Monday full 001df733-2637-4d86-9bfd-66db16995988 https://share.transistor.fm/s/0ed43232 2023 will be a challenge, but also a great opportunity for those who don’t panic, lean on best practices and key learnings from digital transformation experiences and innovate with new strategies and tactics to help partners connect with buyers. Please join in my conversation with Marc Monday from Sage as we discuss how to embrace the current market landscape, try different creative ideas to drive success, and build trust with your channel partners.

]]> 2023 will be a challenge, but also a great opportunity for those who don’t panic, lean on best practices and key learnings from digital transformation experiences and innovate with new strategies and tactics to help partners connect with buyers. Please join in my conversation with Marc Monday from Sage as we discuss how to embrace the current market landscape, try different creative ideas to drive success, and build trust with your channel partners.

]]> Thu, 22 Dec 2022 14:34:10 -0500 Steven Kellam Steven Kellam 2215 Embrace 2023 challenges, Learn from the past, innovate for the future Embrace 2023 challenges, Learn from the past, innovate for the future channel marketing automation TCMA No Episode 5 - Rachel Tuller 5 5 Episode 5 - Rachel Tuller full d7134618-ae25-46bf-a6cf-2912d14246b3 https://share.transistor.fm/s/de95bb31 How can you differentiate yourself in a down economy? Where can you invest that will bring both short-term and long-term payoff? Partner experience is a great place to focus, but the key is to know what your objectives are, how to begin executing against those goals and how to leverage the power of hyper-personalization. How do you get there? Where can you start? Please listen in as Rachel Tuller, Head of Global Channel and Alliances at Cloudera, discusses how her organization is investing in their PX, providing partners with a smoother, low-friction experience and all the benefits that are paying off from that investment. 

]]> How can you differentiate yourself in a down economy? Where can you invest that will bring both short-term and long-term payoff? Partner experience is a great place to focus, but the key is to know what your objectives are, how to begin executing against those goals and how to leverage the power of hyper-personalization. How do you get there? Where can you start? Please listen in as Rachel Tuller, Head of Global Channel and Alliances at Cloudera, discusses how her organization is investing in their PX, providing partners with a smoother, low-friction experience and all the benefits that are paying off from that investment. 

]]> Fri, 02 Dec 2022 10:30:21 -0500 Steven Kellam Steven Kellam 1594 Partner Experience (PX) now more than ever Partner Experience (PX) now more than ever channel marketing automation TCMA No Episode 4 - Cameron Avery 4 4 Episode 4 - Cameron Avery full 732d722a-28a2-4c02-b1f5-707a072b4a49 https://share.transistor.fm/s/007626b4 There's little to debate - partners need the right content at the right time and in the right place. The question is, however, what is the right content and what is the best way to get that content into the hands of partners and ultimately to the prospect and customers? Cameron Avery, founder and CEO of Elastic Digital, has dedicated his life to doing just that - creating great content for vendors to provide to partners. Please listen in as Cameron Avery and I discuss why the content game has never been more relevant and essential to success. We'll discuss which companies are doing it well and what the future holds for channel content creation and distribution.

]]> There's little to debate - partners need the right content at the right time and in the right place. The question is, however, what is the right content and what is the best way to get that content into the hands of partners and ultimately to the prospect and customers? Cameron Avery, founder and CEO of Elastic Digital, has dedicated his life to doing just that - creating great content for vendors to provide to partners. Please listen in as Cameron Avery and I discuss why the content game has never been more relevant and essential to success. We'll discuss which companies are doing it well and what the future holds for channel content creation and distribution.

]]> Thu, 03 Nov 2022 11:52:11 -0400 Steven Kellam Steven Kellam 1407 Content is still King – actually king, queen and jack Content is still King – actually king, queen and jack channel marketing automation TCMA No Episode 3 - Theresa Caragol 3 3 Episode 3 - Theresa Caragol full 9a6fec8d-2a05-47ad-bbd9-0c6086466d10 https://share.transistor.fm/s/d16904bf 2023 is rapidly approaching, with no shortage of challenges for channel leaders and marketers. What channel efforts should we focus on most, especially in a down economy with more uncertainty ahead? How do we do more with less? If you ask Theresa Caragol, CEO and Founder of Achieve Unite, it's all about “Marketing, Marketing, Marketing." That is a direct quote by the way. Please listen in as Theresa and I have a spirited discussion around her three keys for success for this coming year and well beyond, especially in the areas of Partner Marketing, Partner Engagement and Marketing Enablement.

]]> 2023 is rapidly approaching, with no shortage of challenges for channel leaders and marketers. What channel efforts should we focus on most, especially in a down economy with more uncertainty ahead? How do we do more with less? If you ask Theresa Caragol, CEO and Founder of Achieve Unite, it's all about “Marketing, Marketing, Marketing." That is a direct quote by the way. Please listen in as Theresa and I have a spirited discussion around her three keys for success for this coming year and well beyond, especially in the areas of Partner Marketing, Partner Engagement and Marketing Enablement.

]]> Thu, 20 Oct 2022 14:57:50 -0400 Steven Kellam Steven Kellam 1008 What channel efforts should we focus on most, especially in a down economy with more uncertainty ahead? How do we do more with less? If you ask Theresa Caragol, CEO and Founder of Achieve Unite, it's all about “Marketing, Marketing, Marketing." What channel efforts should we focus on most, especially in a down economy with more uncertainty ahead? How do we do more with less? If you ask Theresa Caragol, CEO and Founder of Achieve Unite, it's all about “Marketing, Marketing, Marketing." channel marketing automation TCMA No Episode 2 - Meaghan Sullivan 2 2 Episode 2 - Meaghan Sullivan full c6849277-0e0a-47a1-9689-ac1cf3f7a482 https://share.transistor.fm/s/4e8890e9 Marketing is key to driving revenue in a down economy. So how do we get partners to embrace it and then make it successful for their organization? If you ask Meaghan Sullivan, Head of Global Ecosystems and Mid-Market at SAP, partners need to rethink the way they do marketing today. They have to transform beyond their ‘status quo’ strategies and tactics and build a better pipeline and earn more revenue. Please join Meaghan and I as we discuss how partners can and should move beyond Demand Generation to Demand Acceleration. Listen in as Meaghan talks about the change in buyer behavior, customer engagement (beyond sales), the need to create effective storytelling as part of a marketing strategy, and the necessity for marketing to capture the digital buyer.

]]> Marketing is key to driving revenue in a down economy. So how do we get partners to embrace it and then make it successful for their organization? If you ask Meaghan Sullivan, Head of Global Ecosystems and Mid-Market at SAP, partners need to rethink the way they do marketing today. They have to transform beyond their ‘status quo’ strategies and tactics and build a better pipeline and earn more revenue. Please join Meaghan and I as we discuss how partners can and should move beyond Demand Generation to Demand Acceleration. Listen in as Meaghan talks about the change in buyer behavior, customer engagement (beyond sales), the need to create effective storytelling as part of a marketing strategy, and the necessity for marketing to capture the digital buyer.

]]> Wed, 28 Sep 2022 12:32:50 -0400 Steven Kellam Steven Kellam 1568 Move From Demand Generation to Demand Acceleration: The Value of Channel Marketing in a Down Economy series, PART 2. Move From Demand Generation to Demand Acceleration: The Value of Channel Marketing in a Down Economy series, PART 2. channel marketing automation TCMA No Episode 1 - Jay Mcbain 1 1 Episode 1 - Jay Mcbain full e0ecfd0d-2899-4a23-9ff8-cf35e9609ef1 https://share.transistor.fm/s/063f1726 We all know about Digital Transformation, and that partners must adapt to Digital Marketing or risk becoming obsolete. Bad for the partner and bad for the vendor. So how do we help partners get better at marketing why is this so important in today’s down economy? Why is this such a great opportunity for those that seize it, and what kind of revenue is really at stake. Please join in as I discuss these questions, and find some answers with Jay McBain, Chief Analyst - Channels, Partnerships & Ecosystems at Canalys. Listen in as Jay offers a great overview of today's Channel Marketing world and who is winning and who is not.

]]> We all know about Digital Transformation, and that partners must adapt to Digital Marketing or risk becoming obsolete. Bad for the partner and bad for the vendor. So how do we help partners get better at marketing why is this so important in today’s down economy? Why is this such a great opportunity for those that seize it, and what kind of revenue is really at stake. Please join in as I discuss these questions, and find some answers with Jay McBain, Chief Analyst - Channels, Partnerships & Ecosystems at Canalys. Listen in as Jay offers a great overview of today's Channel Marketing world and who is winning and who is not.

]]> Wed, 24 Aug 2022 13:46:50 -0400 Steven Kellam Steven Kellam 1425 The Value of Channel Marketing in a Down Economy series, PART 1. The Value of Channel Marketing in a Down Economy series, PART 1. channel marketing automation TCMA No