The Software Channel Partner Podcast

Jay McBain: Dealing with a Rapidly Changing Channel Lanedscape

Forrester's Principal Analyst for Channels, Partnerships and Alliances, Jay McBain, is our guest on the podcast this week.

From the very beginning, when he says that the channel has changed more in the past 18 months than the previous 37 years, Jay is full of surprising and useful insights. Among the many topics that we covered are:

• What separates the best channel programs from the rest?
• The decline in the proportion of software sales through the channel that he thinks is coming
• The rising importance of marketplaces and the "shadow channel"
• Which of the 90 channel program competencies are most critical
• The place for low code/no code software

And much, much more! We could have used much more time! Check it out. 

Ayesha Prakash: Scaling a Global Software Channel Program

Ayesha Prakash is the Head of Worldwide Channels and Partnerships at Flashpoint. In just a couple years she has led the growth of indirect from less than 10% of their revenue to close to half. In this episode she describes some of the tactics and programs that have been most successful in driving that growth. 

Sheryl Wharff: Driving ROI with a Software Partner Program

Sheryl Wharff, the Americas Channel and Alliance Partner Marketing Leader for Micro Focus, talks about the new partner program and portal that they've launched, and how she drives programs to deliver measurable results. 

Eran Rosenblum: Growing a Global Software Partner Program

Israel has a terrific tech sector but a very, very small domestic market, so creating a global partner program is critical to the success of many companies. Eran Rosenblum of Gainsight explains how to do that. 

Marcus Cauchi: Making Channel Sales Work

Marcus Cauchi has worked with many channel organizations and trained countless sales reps and executives. In this episode he describes some of the best channel sales practices. 

J.P. Dundas: How to Create Uncommon Relationships with Your Channel Partners

J.P. Dundas, the Director of North American Channel Sales at Fuze, talks about the importance of relationships with channel partners and creating something uncommon and memorable. 

Rob Rae: Creating the 100% Channel Program

In this inaugural episode of the Software Channel Partner podcast, Rob Rae, Vice President of Business Development at Datto, talks about how they created a global, 100% channel program