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Jeffrey Sobers
Director, Global Partner Development
Blackbaud
The Holy Grail of Engaged Partners
How can you get and keep partners engaged? Jeffrey promotes content as the answer to the question all channel programs ask. He goes on to discuss using your partner platform itself as a to-partner marketing tool and identifying a cultural shift toward implementing smaller channel-friendly changes within the organization.
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Kerstin Demko
North America Partner Marketing Director
Sage
Priorities and Fishing Poles
A large channel program has a complex group of partners with many different needs, so Sage tries to teach partners to help themselves through their platform. Kerstin Demko discusses teaching partners to fish, prioritizing and supporting smaller partners, and making it easy for partners to market Sage’s solutions.
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Jeffrey Sobers
Director, Global Partner Development
Blackbaud
Metrics for Channel Success
How can metrics shape your next steps? Finding the tactics that lead to success starts with measuring your data to track the moves that follow. Jeffrey explains how Blackbaud came to this conclusion, and helping partners find their unique voice.
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Jeffrey Sobers
Director, Global Partner Development
Blackbaud
A Shift from Direct Sales to the Channel
Switching from strictly direct sales to the channel proved a worthy challenge for Blackbaud, the world’s leading provider of social goods software. Jeffrey Sobers talks showing value through data to executive leadership, growing their partner program and enabling Blackbaud’s partners to do more good through the channel.
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Beth Wallace
Director, Client Strategies & Business Development
neteffect technologies
Partner Perspective: What Channel Partners Need to Succeed
Channel suppliers looking for answers on partner satisfaction, look no further: Beth Wallace with neteffect technologies walks you through what partners need from suppliers. She also stresses the importance of providing partners with easy-to-use campaigns.
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David Portnowitz
Chief Marketing Officer
Star2Star
Staying Focused on the Partner
If you’re looking for an example of “channel focus,” look no further – Star2Star does 100% of their sales through the channel. David Portnowitz talks about the importance of making partners your first priority, and how this thought process pays off.
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David Portnowitz
Chief Marketing Officer
Star2Star
Three Investments for Happy Partners
Being the “easiest channel company to work with” is a lofty goal. David talks about how he and his team support partners to foster trust and good business relationships.
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Lisa Stifelman-Perry
Director of Partner Marketing Operations & Experience
Qlik
Partner Engagement & ROI
Think you can’t correlate partner engagement to revenue? Lisa says think again, and that it all comes down to creating a world-class partner experience.
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Lisa Stifelman-Perry
Director of Partner Marketing Operations & Experience
Qlik
Creating the Perfect Partner Experience
Lisa talks about an awakening at Qlik that prompted the change they needed to not just be “operational” when it comes to their partners, but to look at the overall experience.
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Gwenn Lazar
Global Director, Partner Programs
Skillsoft
Channel Technology Built for Growth
Skillsoft, the global leader in online learning, is poised on the brink of astounding growth within the channel. The company has a wide variety of partners in different business sectors. Skillsoft’s Gwenn Lazar needs to think beyond a cookie cutter approach to channel partner needs.
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Gwenn Lazar
Global Director, Partner Programs
Skillsoft
Creating a World Class Channel Partner Program
There are so many different methods being promoted in the channel space on how to get partners excited and engaged with channel programs. Skillsoft’s Gwenn Lazar encourages viewers to do research, ask questions and talk to partners about their needs.
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Gwenn Lazar
Global Director, Partner Programs
Skillsoft
It’s a Matter of Trust
Skillsoft makes trust a key component in their channel partner relationships. This ensures a positive experience for partners, who can be confident they are getting the best business practices possible. In this episode, Gwenn Lazar, Channel Partner Programs Manager at Skillsoft, stresses the importance of trust between partners and vendors.
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Bradford Giles
Vice President of Channel Marketing
Cayan
Becoming a Better Business Partner in the Channel
Years ago, channel partner relationships were mostly around dinners and golf. But as margins get tighter and competition gets more fierce, suppliers need to go beyond the traditional approach of partner relationship management, and deliver resources to become a stronger business partner. Bradford Giles, VP of Channel Marketing at Cayan explains how in this episode.
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Bradford Giles
Vice President of Channel Marketing
Cayan
Pillars to Build a Successful Channel Strategy
Bradford Giles, VP of Channel Marketing at Cayan, discusses the vital importance of structure, training, tools and motivation for channel programs. Find out why channel leaders should take a more holistic view of channel partners – and how to put the tools, tech and resources together to influence, engage and support your entire partner ecosystem.
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Mike Gallagher
Partner Marketing Executive
Two Things – Lessons Learned in Building Effective Channel Programs
Experienced Partner Marketing Executive, Mike Gallagher shares the two things channel organizations must do to build a winning channel program. First, suppliers need to stand in their partner’s shoes and then suppliers must leverage change management resources to get maximum partner adoption of the program.
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Sherman Tam
Director of Channel & Partner Marketing
Tegile Systems
Time is Money – Channel Tools Matter
Tegile Systems has earned a 5-Star Rating in CRN’s Partner Program Guide five years in a row. It’s clear they know a thing or two about successful channel partner relationships. Sherman Tam shares tips on providing channel marketing and management solutions that are flexible, integrated, and easy to use.
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Sherman Tam
Director of Channel & Partner Marketing
Tegile Systems
Adapt or Fail
In this episode of Channel Visions, Sherman Tam talks about the shifting relationship between suppliers and channel partners, and how suppliers need to adapt to the way channel partners do business to be successful.
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Laz Gonzalez
Chief Strategy Officer
Zift Solutions
Partner Adoption and the Marketing Concierge
Laz Gonzalez shares critical insight on the value of partner marketing to any channel program, and proposes employing a marketing concierge to drive higher performance and ultimately generate more pipeline. Laz challenges us to guide partners prescriptively using a “to-partner” marketing and “for-partner” marketing perspective, rather than solely executing a through partner marketing approach.
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Laz Gonzalez
Chief Strategy Officer
Zift Solutions
Channel Partner Training & Certifications
Laz Gonzalez explores the value of channel partner training and certifications, and the three types of demand that play into training and certification needs – established demands, new paradigm, and new concept.
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Laz Gonzalez
Chief Strategy Officer
Zift Solutions
Account Based Marketing for the Channel
How can suppliers help propel a channel partner’s established customer relationship without interference? Laz talks about tailoring offers based on data – customer behavior, past purchases and more.
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Jonathan White
Channel Marketing Thought Leader
Channel Partner Marketing – More than Just Email
Jonathan White, channel marketing veteran and expert, discusses the evolution of channel partner marketing and the importance of using multiple forms of communication to connect with customers. Watch and learn as Jonathan shares key insights on building successful channel strategies, developing lead nurturing programs and driving prospective relationships.
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Jonathan White
Channel Marketing Thought Leader
Getting the Right Channel Partners
Jonathan shares what he sees as essential components for building a better channel partner ecosystem, including the establishment of symbiotic partner relationships and the importance of adapting to changes in the marketplace.
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Laz Gonzalez
Group Service Director, Channel Strategies
SiriusDecisions
Channel Trends
(Part 4 of 5)
Explore three exciting trends making their mark on the channel. Find out how and why organizations are tightening partner recruitment processes. Track changes to partner enablement and training now to drive significant sales successes. Then focus on the powerful role channel marketing and management (CMM) platforms are playing in demand creation.
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Kimason Brown
Global Partner Programs Manager
Red Hat
The Benefits of
Channel Marketing
Watch as Kimason Brown, Global Partner Programs Manager for Red Hat, discusses the growing pains inherent in developing a strong channel marketing and sales program. In the first of Zift Solutions Channel Visions Video Series, Brown shares key insights on how the channel has changed for Red Hat over the past 25 years, critical channel trends and how Red Hat is meeting the needs of today’s channel partners.
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Sal Patalano
Chief Revenue Officer
Stoneware, A Lenovo Company
A Critical Threat
To The Channel
(Part 2 of 2)
Zift Solutions continues its Q&A with channel expert Sal Patalano in this exclusive Channel Visions video. Find out what this Channel visionary sees as the biggest changes and threats to the Channel landscape, the massive impact of the shift to subscription-based IT pricing and the vital role of channel marketing automation.
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Heather K. Margolis
CEO
Channel Maven Consulting
Increase Channel
& Partner Engagement
Meet Heather K. Margolis, CEO of Channel Maven Consulting and well-respected channel thought leader, as she discusses the evolution of the channel and best practices for partner engagement. Watch and learn how the channel has changed, explore key trends in vendor/partner relationships, and find out how Channel Maven Consulting clients are better enabling their partners to engage customers and capture more channel revenue.
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Maria Chien
Service Director, Channel Marketing Strategies
SiriusDecisions
Adapting To Change
Maria discusses how channel partners are reacting and adapting to big changes in the channel marketplace, including recurring revenue models, B2B buyer behavior and Cloud – and how suppliers must alter their own engagement strategy to support and empower partner success.
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Heather K. Margolis
CEO
Channel Maven Consulting
Building Partner Programs That Work
Zift Solutions continues its Q&A with Heather K. Margolis, CEO of Channel Maven Consulting, in this exclusive Channel Visions video. Find out what advice she gives to channel organizations regarding building partner programs that work, how best to educate and engage partners, and why she started Channel Maven Consulting.
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Maria Chien
Service Director, Channel Marketing Strategies
SiriusDecisions
Capturing Partner Mindshare
Explore the different facets that drive partner mindshare and get the keys to helping partners understand and represent your brand in the best possible light. Maria also shares insider tips on creating an active partner enablement program that leads to demand creation and economies of scale.
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Sal Patalano
Chief Revenue Officer
Stoneware, A Lenovo Company
Create A More
Successful Channel
Program Now (Part 1 of 2)
Meet well-respected industry thought leader and channel expert Sal Patalano and discover why he loves working with Channel Partners – and what you can do to create a more successful Channel Program now. Sal explores the core challenges Vendors face today, the longstanding love-hate relationship between Partners and Vendors, and shares the three things Vendors must do to create a fluid, consistent and positive experience that inspires Partner engagement and success.
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Laz Gonzalez
Group Service Director, Channel Strategies
SiriusDecisions
Changing the Channel
(Part 2 of 5)
30 years of the channel experience goes a long way. Learn about the history and implications of SiriusDecisions TRED model, which offers insights into how companies spend to, through and for channel partners. Then see how recent and ongoing channel changes are a reflection of what leading companies are doing in the marketplace.
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Maria Chien
Service Director, Channel Marketing Strategies
SiriusDecisions
Measuring ROI In Channel Marketing & Management
According to Maria: If you can’t measure the success of your program, you shouldn’t be funding it. Discover why and how organizations investing in Channel Marketing and Management (CMM) platforms are seeing big pay offs and are better positioned to measure direct ROI from the channel.
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Maria Chien
Service Director, Channel Marketing Strategies
SiriusDecisions
Working In The Channel
SiriusDecisions’ Maria Chien joins Channel Visions to reflect on her long-term career in the channel. Discover why she finds the unpredictable nature of the channel so exciting, and learn how organizations are capitalizing on current channel transformations and turning partner mindshare into a competitive advantage.
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Maria Chien
Service Director, Channel Marketing Strategies
SiriusDecisions
Emerging Channel Trends Add Up To Big Partner Ideas
Many emerging channel trends are taking a page from the direct side of the business. Learn how movements to examine the customer lifecycle and marry a strong product with a strong partner experience are adding up to big ideas and big results for channel organizations.
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Laz Gonzalez
Group Service Director, Channel Strategies
SiriusDecisions
Building Channel
Relationships
(Part 1 of 5)
Channel Visions sits down with Laz Gonzalez of global B2B research and advisory firm Sirius Decisions to discuss the vital importance of channel partners in every organization’s success. Learn why you must take time to understand your partners and how to create a strong, seamless partner experience that plays off partner strengths.
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Laurel Burton
VP of Marketing
Faction
Empowering Channel
Partners & Leveraging
Distributors
Laurel Burton, VP of Marketing at Faction, discusses the challenges and changes she’s seen in the channel and shares insider tips for leveraging distributors and turning channel partners into true thought leaders. Discover how Faction has empowered its channel partners to become a sphere of influence for customers while promoting their own unique value propositions to convert leads into sales within the highly-competitive cloud computing market.
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Laz Gonzalez
Group Service Director, Channel Strategies
SiriusDecisions
Channel Challenges
Today (Part 3 of 5)
Laz discusses how the focus in channel sales is shifting from reliable “go-to” partners to identifying the next rank of partners to grow channel revenue. He also details channel marketers’ need for closed-loop visibility – and why what’s easy to do for 10 partners can be daunting for a community of 10,000.
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Laz Gonzalez
Group Service Director, Channel Strategies
SiriusDecisions
Technology Makes
Better Marketers
(Part 5 of 5)
Dive into the reasons behind the recent rise of integrated Channel Marketing and Management (CMM) platforms. Laz discusses how organizations are using technology to turn partners into better marketers. Plus, you’ll see how prescriptive CMM plus Concierge Services coupled PRM and CRM can and should come together to create an end-to-end solution suited for today’s channel.
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Heather K. Margolis
CEO
Channel Maven Consulting
Successful Partner
Marketing
Zift Solutions wraps up its discussion with Heather K. Margolis, CEO of Channel Maven Consulting by delving into the importance of content marketing, the impact of social media within the channel, the power of first impressions in inbound and outbound marketing, and why channel partners should be building an audience rather than a list.