The Software Channel Partner Podcast
Janet Schijns: Forget the Naysers! Taking the Channel to the Next Level

Janet Schijns: Forget the Naysers! Taking the Channel to the Next Level

December 4, 2019

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. 

Gilbert Vendryes: Creating Partner Happiness for Competitive Advantage

Gilbert Vendryes: Creating Partner Happiness for Competitive Advantage

November 19, 2019

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! 

Jean O’Neill: The Nitty Gritty of Managing 300+ Partners Day to Day

Jean O’Neill: The Nitty Gritty of Managing 300+ Partners Day to Day

November 13, 2019

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.

Michelle Hodges: Slimming Down the Partner Community to Focus on Value

Michelle Hodges: Slimming Down the Partner Community to Focus on Value

November 5, 2019

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. 

Wayne Monk: Creating Superior Value with a Few Good Partners

Wayne Monk: Creating Superior Value with a Few Good Partners

October 29, 2019

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. 

John Woodall: A Partner Tells What Makes a Superior Channel Program

John Woodall: A Partner Tells What Makes a Superior Channel Program

October 22, 2019

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. 

Chris Lamborn: Improving on a Partner-focused Channel Program

Chris Lamborn: Improving on a Partner-focused Channel Program

October 15, 2019

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. 

Larry Hann: How a Hardware Company Started to Push IoT Software Through the Channel

Larry Hann: How a Hardware Company Started to Push IoT Software Through the Channel

October 9, 2019

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. 

Taylor Macdonald: Using the Channel to Take Advantage of a Once in a Lifetime Opportunity

Taylor Macdonald: Using the Channel to Take Advantage of a Once in a Lifetime Opportunity

October 1, 2019

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. 

Ian Moyse: Does the Cloud Make the Channel Obsolete?

Ian Moyse: Does the Cloud Make the Channel Obsolete?

September 24, 2019

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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