Best Lisa Spees Podcasts (2024)

1
Mark Rogers: The Number One Challenge of Partner Leaders 38:12

2h ago38:12

38:12

What is the top challenge you are facing today? Changes in buyer behavior, increased competition going after fewer dollars, longer buying cycles – these changes are driving a huge amount of stress and strain on partner leaders. Today’s episode looks at these challenges and what you can do to address them. Joining me is Mark Rogers, SVP of Global Pa…

1
Rob Spee: Sailing the Bermuda High in a Covid Low 29:06

10d ago29:06

29:06

For this 4th of July holiday week, I’m going back in the archives to replay this story of a sailing adventure. This one took place during the summer of 2021 when we were still under the grip of the covid pandemic. I took a break from the covid madness to sail from Bermuda to New York with my sailing hero, Tania Abei, the author of Maiden Voyage, an…

1
Maximizing Co-Sell Success: Cassandra Gholston’s 11-Step Playbook

26d ago

—

What does co-selling mean to you? Is your company co-selling at scale with your partners or are you still at the stage of random acts of co-selling? The changes in buyer behavior that we’ve all been talking about is making co-selling more important than ever. And the advent of automated partner mapping technologies is enabling co-selling at scale. …

1
How to Transform your Channel for SaaS Success with Lisa Citron

1M ago

—

Many software vendors and solution providers are still making the digital transformation to the SaaS business model. This transformation impacts just about every facet of your business – sales, marketing, finance, product development. And it absolutely impacts your channel strategy – in fact your entire go-to-market strategy will likely change. In …

1
Breaking the Discount Cycle: Colin Puckett’s Playbook for Partner Success 42:43

2M ago42:43

42:43

Are you aware of the impact customer discounts are having on your partner ecosystem? Are you wondering how to break the never-ending cycle of discounting and find a better way to drive growth? In this episode, Colin Puckett, SVP of Global Channel and Field Operations at Appfire, talks about their groundbreaking approach to sales discounts. Colin sh…

1
5 Steps to Unleashing the Power of Ecosystem Marketing with Rick van den Bosch 41:37

3M ago41:37

41:37

Looking to amplify your partner marketing strategies? This episode of Channel Journeys features Rick van den Bosch, founder and CEO of the Channext partner marketing platform and co-host of the Partnerships Unraveled podcast. You’ll learn 5 steps you can take to unleash to power of ecosystem-centric partner marketing. And proving that startup CEOs …

1
Building Partnerships that Drive Customer Value with Barrett King 43:43

3M ago43:43

43:43

Is your channel business loosing steam? Classic channel programs and partnering strategies were meant to serve one purpose. Drive more revenue. The world has changed. Focusing solely on more revenue for your company doesn’t fly with your partners or your customers. In this episode, I explore the art and science of building partnerships that drive e…

1
Your Blueprint for Successful Channel Transformation with Sam Valme 42:39

3M ago42:39

42:39

Wondering how you can transform your company to drive more business through the channel and greater partner engagement across your organization? In this episode, Sam Valme, Sr. Director US Channels at Ave Point, shares how they are ramping up sales through Resellers, Integrators and MSPs. Sam unveils the pivotal moments and strategies behind AvePoi…

1
Rob Spee: 5 Levers for Partner Sourced Business 10:37

4M ago10:37

10:37

One thing I hear almost every day is “how can we get our partners to bring us more business?” The shift to the SaaS model and a partner ecosystem approach is designed to add more partner value throughout the buyer journey. More influence, more customer success, more account expansion. The good news is that when done right, the ecosystem can also br…

1
How to Make Partnering a Business Strategy with Jill Rowley 44:30

4M ago44:30

44:30

How does your company view partnering? Is it a functional department siloed from the rest of the organization? Perhaps it’s integrated into your sales strategy. But it stops there. One of the messages I’ve been promoting discussing with ecosystem leaders and analysts is that partnering has to be much, much more. My thinking on this topic was actual…

1
The 4 Success Metrics of a SaaS Channel with Angus Robertson 38:13

5M ago38:13

38:13

There’s a lot of talk about the demonstrating the ROI of the partner ecosystem as we transition to the SaaS model. The SaaS recuring revenue model is so different than the perpetual world most of us came from. How should we be thinking about the impact and ROI of a SaaS channel? To find some answers, we’re going back to my conversation with Angus R…

1
The Future of Digital Distribution with Jen Anaya 32:06

5M ago32:06

32:06

Cloud marketplaces have gotten a ton of buzz, but what’s going on in distribution? How are the classic value add distributors (VADs) responding to the rapid growth of the AWS, Azure, and Google marketplaces? One VAD who’s not resting on their laurels is Ingram Micro. Ingram is rolling out a new digital platform that is a game change for partners an…

1
How to Amplify Customer Experience with Nancy and Norma 42:35

6M ago42:35

42:35

Your gut probably tells you that partners amplify the customer experience, but you’ve lacked the data to prove it. Now I have the data you’ve been looking for and some tips on how you can drive customer success. In this episode, Nancy Ridge and Norma Watenpaugh share the findings of their groundbreaking research on Partner Experience. They are the …

1
How to Get Your Reps to Embrace Partners with Jules Johnston 41:37

6M ago41:37

41:37

A big challenge almost everyone in the channel has to face is how do you get direct sellers to embrace partners? Whether you’re just starting in building a channel or you’ve got a long-standing partner program, you’re going to have sellers who don’t understand the value partners bring, or don’t know how to engage partners effectively. That’s the qu…

1
Jay McBain: Top 5 Ecosystem Plays for 2024 31:04

7M ago31:04

31:04

We have entered the ecosystem economy where partners are critical for growth and resilience. Direct sales are suffering losses. Yet despite all the headwinds, partner confidence is high. Partners are hiring and almost two-thirds of partners are looking at revenue and profit growth. What is going on? Find out in this interview with Jay McBain, chann…

1
Christmas Special: Catamaran Sailing in the Grenadines 31:50

7M ago31:50

31:50

Only 5 days from Christmas. You know what that means…time for another Christmas Special podcast! This year I’m sharing my latest catamaran sailing adventure in the Grenadine Islands. I’d dreamed of visiting the Grenadines for years. This past October, I finally made it with my sailing buddies. Enjoy my tales of sailing, snorkeling, and fishing whil…

1
Crystal Ferreira: How to be a Better Vendor to your Partners 29:20

8M ago29:20

29:20

One of the last things you want to hear from partners is “why do you make it so hard to work with you?” That’s not evidence of a great partner experience. But what can you do about it? This episode’s guest knows all about that challenge. Crystal Ferreira, Global Head of B2B Channel & Alliances at Logitech, was on the receiving end of that scary new…

1
Asher & Chip: Growing Ecosystems Around the Globe 40:40

8M ago40:40

40:40

Wondering what partner leaders are doing around the globe to drive the transition from channels to ecosystems? Asher Mathew, CEO Partnership Leaders and Chip Rodgers, Chief Partner Officer at Workspan, have been on a global tour to find out. Listen and get some tips as they share how partnership leaders are growing ecosystems around the world. KEY …

1
Rob Spee: 5 Ways to Manage Channel Change 12:03

9M ago12:03

12:03

Change is difficult. And driving the shift from a channel mindset to a partner ecosystem mindset within your organization is a big task. Rob Spee, SVP Global Channels at Beyond Trust, shares why shifting from a channel to a partner ecosystem strategy can be difficult to manage. Rob offers five things you can do, whatever your role, to drive the cha…

1
Mike Day: How to Build an Ecosystem Partner Program 28:24

9M ago28:24

28:24

This is a great time of year to evaluate your partner program and see if it’s serving the needs of your partner community. But what can you do better when you have a broad and diverse product portfolio? And how can you build a program to support the diverse partner ecosystem needed by your customers? Find out in this conversation with Mike Day, VP …

1
Tiffani Bova – 5 Paths to Consistent Channel Growth – CJ124 43:01

10M ago43:01

43:01

After hearing author and thought leader, Tiffani Bova, speak at a recent Ingram ONE event, I decided to repost this interview I did with Tiffani soon after the launch of her first book, Growth IQ. Driving consistent channel growth in this era of digital transformation requires new ways of thinking. We discuss 5 paths to channel growth, applying the…

1
Frank Vitagliano: How to Use Distribution to Drive Innovation 45:53

10M ago45:53

45:53

I’ve been placing a bet on distribution. How about you? What role are distributors playing in your partner ecosystem strategy? Is it the right bet? Find out in this episode with Frank Vitagliano, CEO of Global Technology Distribution Council. Frank shares the results of their recent report titled The Innovation Enablement Guide, based on research w…

1
Brent Thurrell: Driving Growth with a Partner Ecosystem 34:40

10M ago34:40

34:40

What is your CRO really looking to accomplish with your partners? Gaining alignment with your executive leadership team, especially your Chief Revenue Officer, is critical to the success of your partner strategy. In this episode, Brent Thurrell, CRO at BeyondTrust, shares why the partner ecosystem is a vital element of his go-to-market strategy to …

1
Dave Taylor: Why Next Era Partnering is Here to Stay 38:31

11M ago38:31

38:31

There’s a lot of buzz around ecosystems and the next era of partnering. Is it just a fad driven by the tough economy? Dave Taylor, Chief Marketing Officer at Impartner, explains why this next era is here to stay. Find out how you can weave partnering into your go to market strategy and improve the overall business health of your company. KEY TAKEAW…

1
Lana King: What do Saas Companies Need from the Channel? 42:19

11M ago42:19

42:19

I recently had the opportunity to host a live SaaS Partnership Podcast with channel programs and enablement expert, Lana King. We discussed what SaaS companies really want from channel partners, what it takes to be successful, and how to create a better partner experience. KEY TAKEAWAYS Here are just a few of the takeaways from my conversation with…

1
Katie Landaal: Five Ways to Scale Your Partner Business 41:30

12M ago41:30

41:30

At some point every company outgrows it’s partner program and even some of it’s partners. For ZoomInfo, that point came after concluding a very successful IPO during the height of the Covid pandemic. Katie Landaal, AVP Global Partnerships and Ecosystem at ZoomInfo, shares how ZoomInfo was able to revamp their partner program to make it more scalabl…

1
Rob Spee: 10 Ways to Measure Partner Ecosystem Performance 13:23

1y ago13:23

13:23

Building a partner ecosystem requires a substantial investment in your channel team and your partners. How do you know if you’re making progress? How can you measure the performance of your partner ecosystem with so many different partner roles and types? Knowing what to measure and setting goals on those key performance indicators (KPIs) drives in…

1
Rob Spee: My High Seas Summer Sailing Adventure 27:33

1y ago27:33

27:33

In celebration of summer vacations, I’m taking a break from our usual channel topics to share my story of sailing 1500 miles across the Atlantic Ocean. This is a replay of episode 60, A Sailing Journey Through Covid. Hear what it’s like to sail from the Virgin Islands in the Caribbean to Rhode Island in the middle of the global pandemic. This is my…

1
Channel Pro Panel: Impact of Hyperscalers on the Partner Ecosystem 41:26

1y ago41:26

41:26

Wondering what role the three cloud hyperscalers, AWS, Microsoft, and Google can play in your partner strategy? Today I invite my fellow podcast hosts, Vince Menzione of the Ultimate Guide to Partnering podcast and Paul Bird of the Ultimate Channel Sales podcast, for a channel panel chat. We talk about the impact of hyperscalers on the partner ecos…

1
Daniel Nissan: The Unlimited Power of GPT for Channel Marketing 36:35

1y ago36:35

36:35

If you’re like me, you’ve been testing out the unbelievable capabilities of generative AI on sites like ChatGPT and DALL-E. Their ability to generate text and images from natural language defies comprehension. While new technology is always a threat to the status quo, smart folks are thinking about how to leverage this technology to develop new pro…

1
Hope Galley: How to Leverage Partners to Drive Customer Success 33:33

1y ago33:33

33:33

As the IT channel transitions from large on-premise deals to smaller recurring revenue SaaS deals, customer success is more important than ever. And while vendors are very accustomed to using partners to drive new sales, many have not yet realized the important role partners can play in customer success. In this podcast reboot, Hope Galley shares h…

1
What Partners Really Think of Your Ecosystem Strategy – CJ113 31:51

1y ago31:51

31:51

Last week I was busy enjoying the BeyondTrust Go Beyond partner and customer event in Miami. The theme, tied to the Formula One race taking place, was Accelerate. We kicked off the event with Partner Connect day, discussing how we can accelerate our partner ecosystem to drive faster growth and faster time to value for customers. I sat with three of…

1
Taylor Macdonald: Driving Growth through Alternative Channels 38:37

1+ y ago38:37

38:37

Where do you look for completely new partner types to add to your ecosystem? How do you build a SaaS partner program that attracts new partners? To answer these questions, I went back to an earlier podcast with channel veteran Taylor Macdonald. In this episode reboot, Taylor shares how he won big with a modern partner program and a less conventiona…

1
Bart Fanelli: Moving from Channel Leader to Channel Coach 41:29

1+ y ago41:29

41:29

Driving the transformation to a partner ecosystem strategy requires new skills and new conversations. How do you enable your CAMs, your sales reps, and your partners to behave differently, to work together in new ways? Bart Fanelli, CEO and Founder of Skillibrium, recently shared how leaders and managers can shift from command and control to coachi…

1
Darren Bibby: Five Ways to Scale Your Partner Business 42:30

1+ y ago42:30

42:30

Many times I’ve come across the beginnings of a partner business that lacks the discipline to really take off. How do you take a fledgling partner business from a bumpy dirt road into a high capacity freeway? Darren Bibby, CEO and Founder of AlignedPartner, shares the five top things you can do to scale your partner business to maximize growth and …

1
Josh Lewis: Driving Breakthrough Partner Performance 44:22

1+ y ago44:22

44:22

With all the focus on building partner ecosystems, we can’t forget about driving partner performance. This interview was recorded four years ago when Josh Lewis was the Vice President of Global Channels at Alteryx, an analytics firm on hyper-growth. The lessons learned are just as relevant and impactful today. The channel strategy that got Alteryx …

1
Olli Fleischhut: How to Simplify to One Partner Program 38:50

1+ y ago38:50

38:50

Over time, many vendors have created multiple partner programs to cater to different partner types, markets, and business units. But partners want simplicity, predictability, and ease of doing business. Multiple partner programs do just the opposite. Olli Fleischhut, VP Marketing at Honeywell Building Technologies, faced this very challenge. He sha…

1
Janet Schijns: Top 10 Skills of Ecosystem Leaders 47:57

1+ y ago47:57

47:57

What’s a partner ecosystem leader? Who can become one? What are the most important traits? Those are questions I posed to Janet Schijns, CEO of the JS Group. Janet shares the top ten skills sales and channel leaders need to become ecosystem leaders. If you’re a sales rep looking to leverage the ecosystem or a channel leader with your eyes on becomi…

1
Maciej Danielski: The Role of a Channel Chief 32:19

1+ y ago32:19

32:19

Last episode, I spoke with Jay McBain about how to turbocharge your channel career. In this episode, I join Maciej Danielski, host of the Channel Voices podcast, to discuss my role as Global Channel Chief at BeyondTrust. I share my channel journey, the responsibilities of a channel chief, and some practical advice for those who aspire to sit in the…

1
Jay McBain: How to Turbocharge Your Channel Career 38:14

1+ y ago38:14

38:14

After years of non-stop growth and massive hiring by the big tech companies, we’re suddenly seeing large-scale layoffs. Amazon, Meta, and Salesforce together have announced 29,000 people being let go in just the past 3 months. What impact will this have on your channel career? What impact with it have on your partners? Jay McBain, Chief Channel Ana…

1
Christmas Special: Catamaran Cruising in the Caribbean 21:02

1+ y ago21:02

21:02

It’s the last week of 2022 and time to take a break from the channel. In this Christmas special episode, I share the story of my sailing adventure in the US and Spanish Virgin Islands. This time I’m on a 40′ catamaran with three sailing buddies to explore the islands and teach ourselves how to sail a cat. Hear the joys and risks of sailing during h…

1
Rich Blakeman: The Power of the Hybrid Sales Channel 35:39

1+ y ago35:39

35:39

Go-to-market strategies keep evolving, but one thing that hasn’t gone away is the ever present challenge of channel conflict. This is especially true in regions or market segments where you co-sell with your partners. How do you get your own reps to give up control in exchange for the powerful returns partners can bring? Rich Blakeman, author of Th…

1
Conill and Manks: How to Win on the AWS Marketplace 46:44

1+ y ago46:44

46:44

There’s no doubt that customers are increasingly making their technology purchases on B2B marketplaces. I wrote about the impact of this shift recently in my blog on Channel Predictions: 2023 and Beyond. To learn why marketplaces are gaining so much steam and how ISVs and partners can take advantage of this shift, I turned to Felipe Conill, WW Lead…

1
Gary Morris: How to Create a Successful Channel Manager 25:10

1+ y ago25:10

25:10

One challenge channel managers still face is finding time to sit down with partners and develop proper business plans. But it’s not just an issue of time. Channel managers struggle with the skills needed to talk about business goals, document goals and action plans with their partners, and effectively meet to review progress. To address this challe…

1
Vince Menzione: The Art of Running a Channel Podcast 32:46

1+ y ago32:46

32:46

It’s been almost four years since I launched Channel Journeys, on a mission to help all of us become better channel professionals. From day one I’ve been talking with channel experts, hearing their real life stories of what works and what doesn’t, learning about their own channel journeys, and what they do on and off the job. In this 100th episode …

1
Dan Tomaszewski: How to Power Up MSPs 35:03

2y ago35:03

35:03

One of the common mistakes we make in channel marketing is expecting our MSP partners to use our self-serving marketing content. MSPs don’t sell individual services. They sell a complete offering. Getting your MSP to sell more of your solution requires helping them sell more of their of their complete offering. Dan Tomaszewski, EVP Channels, shares…

1
Nancy Sperry: How to Build a Greenfield Channel 36:22

2y ago36:22

36:22

When you need to build a channel from scratch or create a new channel on top of existing partnerships, where do you start? Nancy Sperry, VP of Strategic Partnerships and Business Development, shares how Allego is creating a greenfield channel in the emerging market of sales enablement technology. KEY TAKEAWAYS Here are the top 3 things I learned fr…

1
Dave Thomson: How to Gain Executive Channel Buy-In 35:08

2y ago35:08

35:08

Executive buy-in is always at the top of the list of key success factors for a successful channel strategy. Dave Thomson, Chief Revenue Officer at Allbound, describes what you can do to gain that executive support. Apply these tips to gain buy-in for your partner strategy, your channel budget, and for reseources you need to execute. KEY TAKEAWAYS H…

1
Lynn Tinney: Two Simple Secrets to Successful Partnerships 33:42

2y ago33:42

33:42

When stepping into a channel chief role, you’re hired for one of three missions. Run a channel, build a channel, or rebuild a channel. The rebuild is often the most challenging. Someone before you built a channel then lost it. And now you’ve got to step in and regain the trust of your partners. Lynn Tinney, SVP of Global Partners at Zayo, faced thi…

1
Louise McEvoy: How to Tap into Transformational Partnerships 48:01

2y ago48:01

48:01

How many channel chiefs do you know who have successfully climbed to the top of Mt. Everest? I’ve only met one, Louise McEvoy, who applys lessons learned from mountain climbing to her role as a channel chief. Louis, VP of US Channels at Trend Micro, loves adventure and thrives on change, both on and off the mountain. She is pursuing new markets and…

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