Channel Wisdom

The Channel Wisdom podcast welcomes back Sal Patalano, Chief Revenue Officer at Lenovo Software. Steven and Sal discuss how the line between sales and marketing is dissolving and how that's changing the way vendors and partners work together. The old siloed concept of customer relationship management has shifted -- the buyer's journey is now a seamless experience. Listen in to learn more about how Lenovo Software has changed the way they approach channel sales and marketing in a SaaS world.   How to find Sal Patalano: https://www.linkedin.com/in/salpatalanoLinkedIn How to find Steven Kellam: https://www.linkedin.com/in/stkellamLinkedIn How to find Zyme: Website:  zyme.com Twitter:  @ZymeSolutions LinkedIn:  https://www.linkedin.com/company/45751/  

In this episode Steven Kellam talks with Taylor Macdonald, Senior Vice President at Sage Intacct, about his company's 10 unconventional rules of partner engagement and how their  "radically different by design" partner program has led to 50% of new business coming in through the channel. How to find Taylor Macdonald: LinkedIn: https://www.linkedin.com/in/taylormacdonald/ Email: tmacdonald@intaact.com Website: http://www.sageintacct.com/ How to find Steven Kellam: LinkedIn: https://www.linkedin.com/in/stkellam How to find Zyme: Website: http://www.zyme.com/ Twitter: https://twitter.com/zymesolutions LinkedIn: https://www.linkedin.com/company/4575

In this episode Steven Kellam chats with by Gary Morris, CEO and founder of Successful Channels. Gary expands on his recent blog "The Top Five Wrong & Right KPIs used by VPs of Channel Sales."  How to find Gary Morris: LinkedIn: https://www.linkedin.com/in/garyrobertmorris/ Twitter: https://twitter.com/SuccessChannels Website: http://www.successfulchannels.com/ How to find Steven Kellam: LinkedIn: https://www.linkedin.com/in/stkellam How to find Zyme: Website: http://www.zyme.com/ Twitter: https://twitter.com/zymesolutions LinkedIn: https://www.linkedin.com/company/45751/

In this episode, Steven Kellam is joined by Chad Reese from Cisco. As the Director, Marketing Technology & Partner Digital Marketing, he leads the digital partner marketing team within Cisco's global channel marketing team. In this role, he understands better than anyone how important it is for a manufacturer to orchestrate the execution of digital marketing with their partners. Tune in to learn how Cisco is doing it. How to find Chad Reese: LinkedIn Twitter How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn

Channel expert Pete Koliopoulos re-joins the Channel Wisdom Podcast for a follow-up to the "5 Elements to Selling in Today's Channel" episode. A consumate professional who has run global channel sales for companies like EMC, Arrow, and VCE, just to name a few, Pete shares his 6 components of a channel sales plan.  How to find Pete Koliopoulos: LinkedIn Website How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn

We're pleased to welcome to the podcast Pete Koliopoulos, a consumate professional who has run global channel sales for companies like EMC, Arrow, and VCE, just to name a few. Pete is here to share with us his 5 elements to successful partner sales in today's tech world.  How to find Pete Koliopoulos: LinkedIn How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn

Steven Kellam is joined by Brooke Cunningham, who is AVP of Global Partner Programs and Operations at Splunk. Brooke shares her expertise in driving partner experience and partner loyalty and how that impacts ROI. How to find Brooke Cunningham: https://www.linkedin.com/in/brookecunningham/ How to find Steven Kellam: https://www.linkedin.com/in/stkellam How to find CCI: https://channelmanagement.com CCIchannels https://www.linkedin.com/company/cci-channel-management-solutions/

In this episode, Steven Kellam chats with Norma Watenpaugh, Founding Principal of Phoenix Consulting Group, about next gen ecosystems and mixed business models in the channel. How to find Norma Watenpaugh: www.linkedin.com/in/phoenixcg/ How to find Steven Kellam: www.linkedin.com/in/stkellam How to find CCI: www.channelmanagement.com/ www.linkedin.com/company/239275 @CCIChannels

Today Steven Kellam talks with Cameron Avery, Founder and CEO of Elastic Grid, a through-partner marketing agency. Cameron shares how the vendor's view of partners is changing and the why there's a trend toward a brand marketplace.  How to find Cameron Avery: www.linkedin.com/in/cameronavery1/ How to find Steven Kellam: www.linkedin.com/in/stkellam How to find CCI: www.channelmanagement.com/ www.linkedin.com/company/239275 @CCIChannels

Lisa Penn, Senior Director of Global Channel Marketing Strategic Initiatives at SAP. re-joins the Channel Wisdom podcast to discuss the nuts and bolts of putting partner enablement programs in place. In Episode 20, she and Steven discussed many theories and best practices. Today, Lisa shares her knowledge about the hurdles vendors face during implementation and how to navigate around (and sometimes through) them. How to find Lisa Penn: LinkedIn How to find Steven Kellam: LinkedIn  How to find CCI: Website Twitter LinkedIn

In this episode, Steven Kellam is joined by Rod Baptie, owner and president of Baptie & Co, which puts on the channel industry's top conferences. Rod shares his insights on alternative channels and what they bring to the table that traditional channels don't. How to find Rod Baptie:  https://www.linkedin.com/in/rodbaptie/ How to find Steven Kellam:  https://www.linkedin.com/in/stkellam How to find CCI: https://channelmanagement.com CCIchannels https://www.linkedin.com/company/cci-channel-management-solutions/

Steven Kellam is joined by Brad Petersen, who is Senior Vice President at MatchCraft, a company that has developed algorithms to maximize search engine marketing. Brad explains why vendors don't have to be scared of search engine marketing anymore and, in fact, how it can be used to take your SQL ratio from 7 to 70. How to find Brad Petersen: LinkedIn How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn

In this episode, Steven Kellam talks with Lisa Penn, Senior Director of Global Channel Marketing Strategic Initiatives at SAP. Lisa has worked in the channel for the majority of her career, starting as a channel partner and then moving over to the manufacturing side. Today, she shares her expertise in channel management, channel recruitment, channel marketing, and channel sales. How to find Lisa Penn: LinkedIn How to find Steven Kellam: LinkedIn  How to find CCI: Website Twitter LinkedIn  

This week Laz Gonzalez, Chief Strategy Officer at ZiftSolutions, joins the Channel Wisdom Podcast. His eight years with SiriusDecisions has given Laz a broad perspective on the evolution of channel sales and in this episode he shares his vision of where "Channel as a Service" is headed. How to find Laz Gonzalez: LinkedIn How to find Steven Kellam: LinkedIn  How to find CCI: Website Twitter LinkedIn  

Robert Cassard, co-Founder and CEO of Voodoo Video Marketing Magic, a video software platform for channel marketing and sales, re-joins the Channel Wisdom Podcast to share his 5 tips for getting started in video marketing. Known as the "Video Growth Hacker," Robert is a web video pioneer, award-winning writer/producer and #1 bestselling author. His strategies have generated hundreds of millions in incremental sales for IT clients and today he shares some of those real-world case studies. Get a free download of Robert Cassard's book "Video Growth Hacking for Channel Chiefs: Simple strategies to help your channel partners achieve double-digit growth" https://goo.gl/izWben How to find Robert Cassard: LinkedIn How to find Steven Kellam: LinkedIn  How to find CCI: Website Twitter LinkedIn

Robert Cassard, co-Founder and CEO of Voodoo Video Marketing Magic, a video software platform for channel marketing and sales, joins the Channel Wisdom Podcast this week. Also known as the "Video Growth Hacker," Robert is a web video pioneer, award-winning writer/producer and #1 bestselling author. His strategies have generated hundreds of millions in incremental sales for IT clients including Avnet, Hewlett Packard Enterprise, Logitech, Mitel, Sprint, and many others, along with scores of emerging businesses. Get a free download of Robert Cassard's book "Video Growth Hacking for Channel Chiefs: Simple strategies to help your channel partners achieve double-digit growth" https://goo.gl/izWben How to find Robert Cassard: LinkedIn How to find Steven Kellam: LinkedIn  How to find CCI: Website Twitter LinkedIn

In this episode, Steven Kellam interviews Mike Cotton, vice president at purechannelapps. As one of the first companies to develop social media syndication for the channel, Mike was on the ground floor as vendors started to recognize the increasing role social media would play in the channel sales process. In today's podcast, Mike talks about the challenges vendors face in getting their partners engaged in social media and the nuances inherent in a channel social media program.  How to find Mike Cotton: LinkedIn How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn

Vaughn Aust, EVP Marketing and Product at MarketStar, joins the Channel Wisdom podcast to discuss how the millenial mind set is spilling over into the sales environment and how it's changing channel sales. How to find Vaughn Aust: LinkedIn How to find Steven LinkedIn How to find CCI: Website Twitter LinkedIn

Kimberly King, VP of Global Partners and Channels at Progress software joins this episode to talk about the benefits and challenges of working with the digital agency partners. According to Kim, these agencies will transform your business. Here are a couple of the resources Kim mentions in the episode: Are Businesses Living in Digital Denial? Why Businesses Must Digitally Transform to Survive - and Thrive How to find Kimberly King: LinkedIn How to find Steven Kellam: LinkedIn  How to find CCI: Website Twitter LinkedIn  

Richard Flynn, Senior Principal at The Spur Group, joins the Channel Wisdom podcast to share the 4 key "Cs" every partner scorecard should include - Contribution, Commitment, Capability, and Coverage. How to find Richard Flynn: LinkedIn How to find Steven Kellam: LinkedIn How to find CCI: Website Twitter LinkedIn