Partnerships Unraveled

Are you drowning in an ocean of partner marketing noise, struggling to make your message heard? Tune in as we chat with Martin Whitehead, Senior Director Global Marketing at SAP, who shares practical strategies to navigate through this cacophony. Martin catches up Rick van den Bosch on the need for a centralized managed communication portfolio, with reliable information sources and optimized ways to measure the impact on a large business. He then delves into the world of AI - its ability to make marketing content more localized and verticalized - before heading back to a critical basic - the art of persona creation, his secret methodology on building an internal persona strategy that can drive any organization towards creating unparalleled value for their partners. _________________________Learn more about Channext 👇https://channext.com/ Watch on YouTube  ► https://www.youtube.com/@channext #channelmarketing   #channelpartners

How can you build a channel strategy that has an 80% failure rate? No, you simply don’t. Yet, almost all organizations with a strong and functioning indirect sales channel ignore the long tail, focussing on the top 10-20% who deliver volume and significant revenue.Are you building the channel of the future - with scalable solutions to help long tail partners create more opportunities and drive demand for the vendors' products.  Hosts Alex and Rick suggest a paradigm shift where vendors focus on creating opportunities and cultivating loyalty from long tail partners as they grow from zero to hero. It's a must-listen for channel professionals looking to reshape their partnership strategies and leverage the full potential of their long tail partners._________________________Learn more about Channext 👇https://channext.com/ Watch on YouTube  ► https://www.youtube.com/@channext #channelmarketing   #channelpartners

The core component of a great partnership strategy is… the partner! In this podcast episode, Asaël Akkerman, SVP of Partnerships and Alliances at Spacewell talks to Rick van den Bosch, CEO of Channext on the  importance of partnerships in scaling a business and becoming a thought leader in a particular industry. The conversation charts a course through strategy and the right hiring hires in building a successful partnerships program, before delving into the value of providing data and insights to partners, enabling them to perform better and ultimately creating a strong and mutually beneficial partnership. Asaël providies some key insights into the Nemetschek group, their business and purpose alignments, recent acquisitions and how they’re building an internal and external channel strategy for global success._________________________Learn more about Channext 👇https://channext.com/ Watch on YouTube  ► https://www.youtube.com/@channext #channelmarketing   #channelpartners

 What if you could peel back the layers of a high-performance motorsport team and apply their strategies to your partner program! Buckle up, as we dive into the world of F1, and explore how their strategies can supercharge your partner program. We kick off by comparing the meticulous process of designing a race car to crafting a partner program, drawing insightful comparisons between the car, driver, and race track, which represent the partner program, partners, and various markets, respectively.  Further touching upon the significance of data analysis in both domains, the hosts discuss how every element should be measured, adjusted, and fine-tuned to achieve optimal results. Small gains for big wins!And let's not forget the importance of creating excitement and engagement, akin to a race weekend. Who’s going to win this one ? You, in the world of partnerships. _________________________Learn more about Channext 👇https://channext.com/ Watch on YouTube  ► https://www.youtube.com/@channext #channelmarketing   #channelpartners

Starting our second year of podcasts with a guest every alternate week.  In this episode, we sit down with special guest Will Yafi, CEO of TIDWIT, to explore the fascinating world of partnerships in the IT industry. From navigating the challenges of content creation to the critical role of AI, we delve into the evolving landscape of partnerships and how businesses are adapting, Will, a serial entrepreneur with a rich history in partnering with major IT giants, shares his expertise and insights. TIDWIT'S ecosystem network is making connectivity and enablement as easy, cost-effective, and as scalable as possible.Discover the key to successful partner enablement, the importance of delivering the right content at the right time and place, and the transformative impact of AI in B2B relationships.Strap in as we navigate through the complexities of engaging partners effectively, eliminating hurdles in the partner journey,  the pivotal role of delivering appropriate content at the right time and place, and the transformative impact of Artificial Intelligence (AI) in B2B relationships. A podcast episode packed with valuable insights, you can't afford to miss it!_________________________Learn more about Channext 👇https://channext.com/ Watch on YouTube  ► https://www.youtube.com/@channext #channelmarketing   #channelpartners

Can you believe it's been a year since our first episode?! Today we are celebrating our one-year anniversary. We appreciate all your unwavering support through our podcast journey, it means the world to us! Get set for a trip down memory lane as we take you through the past year, revisiting the 52 episodes we’ve put together. We’ll be sharing insights from our most popular topics and episodes that garnered the most responses from you – yes, you, our dedicated listeners. Be part of this discussion as we refresh key learnings, offer new listeners a chance to catch up, and even discuss how our opinions might have changed over time. So, buckle up for another exciting year of unraveling partnerships!_________________________Learn more about Channext 👇https://channext.com/ Watch on YouTube  ► https://www.youtube.com/@channext #channelmarketing   #channelpartners

Ever wondered why 80% of your revenue seems to come from just 20% of your partners? Tune in as we unravel the surprising implications of Pareto's principal and how it shapes focus, recruitment, and incentive models. In the channel, size doesn't always matter, it's the value that counts. We spotlight the potential pitfalls of working with big partners who view their marketing teams as profit generators and reveal tactics to ensure you're getting a solid return on your investments. Plus, we highlight the untapped potential of smaller, niche partners, specializing in specific fields, and how they can help in building a joint value proposition.As we wrap up, we reveal the opportunities to break the confines of the 80-20 rule and maximize growth in the channel through tooling and automation. So, gear up for some insightful discussions, and let's break the 80-20 rule together!_________________________Learn more about Channext 👇https://channext.com/ Watch on YouTube  ► https://www.youtube.com/@channext #channelmarketing   #channelpartners

What if the secret to your channel's success lay hidden in the data you already have? Brace yourself for some mind-blowing insights in today's episode, as we uncover the true power of key metrics and data in channel building. Ever wondered why your channel might be failing despite all your efforts? We're here to shed light on why having the right data and measurements is a game-changer, especially for smaller, bootstrapped channels.Delve deeper into the world of data metrics with us as we guide you on the path to sustainable channel growth. We examine how tracking both partner metrics and end-user data can lead to measurable performance. You'll find out how to incentivize partners to share data and understand the logic behind the process. More so, we discuss how to allocate resources effectively, focusing on data architecture sustainability.Get your notepads ready as we demystify the last episode of the five fundamentals to set up a successful channel. _________________________Learn more about Channext 👇https://channext.com/ Watch on YouTube  ► https://www.youtube.com/@channext #channelmarketing   #channelpartners

Ready to unlock the secrets of building and scaling a successful channel team? This episode promises to deliver just that. Together, we unravel the elements of a powerful channel team, with a deep dive into the four vital functions of sales, marketing, technical, and operations. But that's not all, Alex shares his thoughts on the significance of networking and the need for a channel leader to possess an entrepreneurial mindset. Moving into the heart of the episode, we carve out the complexities and challenges of scaling a channel sales team. We discuss the attributes to look for while hiring, the key indicators of success, and the distinction in skills required for building and running a scaling channel. Ever wondered about the role a solution engineer plays in driving revenue or the 'superpower' a successful channel marketer needs to stand out? Well, we've got you covered. Buckle up for an enriching journey as we navigate through the nuances of building and scaling a channel team, and remember, every successful channel team starts with one strategic hire._________________________Learn more about Channext 👇https://channext.com/ Watch on YouTube  ► https://www.youtube.com/@channext #channelmarketing   #channelpartners

Want to outshine your competitors with an unbeatable compensation strategy for your channel partners? Join us as we demystify the dynamics of different types of deals, including referral-led or reselling. We'll guide you in optimizing your own metrics to formulate a powerful compensation strategy and create irresistible incentives for your partners.We also delve into the nitty-gritty of understanding your customers' needs and the value of your products when it comes to attachment sales. Discover how the clever interplay of the complexity of the sale, the money to be made, and your company objectives can lead to a thriving channel strategy. After that, we'll talk about maximizing margins, balancing customer acquisition costs, and motivating partners to excel in your partner program. Remember, starting lean with authorized partners and certifications can set you on the path to success.As we wrap up, we delve into the potency of funding and distribution strategies and securing the right caliber of partners. So don't miss out, join us for this deep dive into these game-changing strategies!_________________________Learn more about Channext 👇https://channext.com/ Watch on YouTube  ► https://www.youtube.com/@channext #channelmarketing   #channelpartners