Channel Waves by StructuredWeb
Steven Kellam
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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 StructuredWeb.
Available episodes
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Nov 8, 2023
Episode 18 - Asher Mathew
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.
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Sep 13, 2023
Episode 17 - Diane Krakora
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.
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Aug 2, 2023
Episode 16 - Tricia Atchison
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!
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Jul 11, 2023
Episode 15 - Chris Lamborn
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.
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Jun 8, 2023
Episode 14 - Jessica Baker
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.
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Jun 7, 2023
Episode 13 - Jamie Mendez
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.
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May 12, 2023
Episode 12 - Andrea Sittig-Rolf Blitzmasters
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.
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May 9, 2023
Episode 11 - Tina Gravel
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.
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Mar 29, 2023
Episode 10 - Meaghan Sullivan-Moore
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.
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Mar 16, 2023
Episode 9 - Chris Samila
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.
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Feb 23, 2023
Episode 8 - Robert Cassard Part II
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.
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Jan 26, 2023
Episode 7 - Robert Cassard Part I
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.
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Dec 22, 2022
Episode 6 - Marc Monday
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.
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Dec 2, 2022
Episode 5 - Rachel Tuller
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.
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Nov 3, 2022
Episode 4 - Cameron Avery
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.
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Oct 20, 2022
Episode 3 - Theresa Caragol
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.
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Sep 28, 2022
Episode 2 - Meaghan Sullivan
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.
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Aug 24, 2022
Episode 1 - Jay Mcbain
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.
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