PODCAST · business
ChannelTalks by iasset.com
by channeltalks
The go-to podcast for technology vendors, distributors and resellers wanting to protect and grow their revenue. Hear from key channel experts and influencers as they share their experience and best practices on topics such as installed base sales, customer retention, monetizing data, profitable growth and channel strategies. Hosted by iasset.com, the ChannelTalks podcast can also be accessed in video format on our iasset.com Youtube channel.
Episodes
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Why “Business as Usual” is Costing the Channel
Complex, manual and fragmented processes continue to create friction across the channel sales cycle, yet many organisations still accept it as “the way things have always been done.” But in today’s channel economy, that mindset is becoming increasingly unsustainable. In this episode of...
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Agentic AI - the New Era of the IT Channel
The IT channel is standing at the edge of a major transformation. Agentic AI - AI that can take actions, not just provide insights, is poised to fundamentally reshape how technology providers sell, support, and grow their customer base. In this episode, we sit down with Canalys’s channel analyst...
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How's that “100% Channel” Strategy Working for You?
Everyone loves to say they are “100% channel”- but is that strategy actually working, or are you just ticking a box? In this episode, we take a hard look at why so many vendors who rely entirely on channel partners are still underwhelmed by their results. From missed upsell opportunities to poor...
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Beyond Net New - Maximizing Lifetime Value
In this episode of ChannelTalks, Nick Verykios is joined by two industry experts for a compelling discussion on the real drivers of success in the IT channel. The conversation explores the cost of acquiring a customer vs the cost of customer churn and why the channel must shift its focus from...
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Embedding Sustainability within IT Sales
In this ChannelTalks interview with Thomas Mardahl and Matthew Ruskin from Rejoose, we explore the critical role of sustainability within the IT sales process, offering valuable insights and strategies for channel partners and IT sales professionals. The discussion explores how Rejoose supports…
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How to Win the Platform Race
"Platforms are the winners on Wall Street. How do you move from being a Channel Chief to a Platform (Ecosystem) Chief?” Jay McBain. Buyer behaviour and expectations have evolved for today’s enterprise customers. As a result, channel leaders are under mounting pressure to adapt to this rapidly...
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Winning Revenue and Sales Operations for IT Vendors
In this episode of ChannelTalks, we speak to Barry Schween - a pioneer in driving strategy, transformation and revenue acceleration within the tech industry. Our experts deep dive into the realm of revenue and sales operations, delivering examples of how revenue technology can make a positive...
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A Year in Review: Our learnings and how to inform our strategy for 2024.
As we close off another big year for the tech industry, our experts weigh in and reflect upon the state of the channel and lessons learned from 2023. How can these lessons help inform vendors, distributors, resellers and MSPs as they plan for 2024? Where is the industry heading and what changes…
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How to Achieve Seamless Sales Processes - Part 2
In Part 2 of our interview with Wendi Sturgis, CEO of cleverbridge, our experts discuss how to tackle customer churn, especially during challenging times. They deep dive into the importance of automation within renewal and revenue processes and how implementation doesn’t need to be as complex as...
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How to Achieve Seamless Sales Processes
In this episode of ChannelTalks, we speak to cleverbridge CEO, Wendi Sturgis about the importance of quote-to-cash and renewal automation. The first instalment of a two part series, our experts offer real-world examples and practical advice from the field on how to streamline and expedite your...
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Blueprint to Effective Customer & Partner Success
Committing to longer term customer lifecycles that enable sustainable growth and profitability has never been more paramount. But in a channel environment, this is not always straightforward and requires a commitment to customer success from the vendor right through to partners. Whilst many…
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Enabling MSPs to Survive and Thrive - Part 2
Profit margins are tighter than ever. So how can MSPs and VARs remain profitable and continue to grow revenue without the need for expensive investments? In this episode of ChannelTalks, we speak to Dan Tomaszewski, Kaseya’s Executive VP of the Channel. As a former CEO of an MSP, Dan understands...
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Enabling MSPs to Survive & Thrive - Part 1
Profit margins are tighter than ever. So how can MSPs and VARs remain profitable and continue to grow revenue without the need for expensive investments? In this episode of ChannelTalks, we speak to Dan Tomaszewski, Kaseya’s Executive VP of the Channel. As a former CEO of an MSP, Dan understands...
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Ecosystems vs Traditional Channels
In this episode of ChannelTalks, we are joined by Julian Lee - President of TechnoPlanet and Publisher of eChannelnews. Our industry experts compare ecosystems to traditional channels. How are they different and why does it matter? Is it another passing “fad”? Together, they discuss the potential...
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Ecosystem Success - Part 2
In Part 2 of our interview with Chief Analyst, Jay McBain, we get his take on how Ecosystem Success should be the driving force behind the go-to-market strategy for every technology business today.
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Ecosystem Success - Part 1
Following a number of unprecedented macro events over last few years - from pandemics and war to fluctuating economies and rising inflation, how can technology businesses withstand this turmoil and come out stronger than ever? We speak to Chief Analyst at Canalys - Jay McBain and get his take on...
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Ecosystem Economics - Part 2
In this episode of ChannelTalks, we speak with Allan Adler, Managing Partner at Digital Bridge Partners. As the founder of the Go-to-Ecosystem Framework, Allan Adler helps define ecosystems and explains why they are the future of business. Our experts explore how an ecosystem-centric platform can...
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Ecosystem Economics - Part 1
In this episode of ChannelTalks, we speak with Allan Adler, Managing Partner at Digital Bridge Partners. As the founder of the Go-to-Ecosystem Framework, Allan Adler helps define ecosystems and explains why they are the future of business. Our experts explore how an ecosystem-centric platform can...
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Services Success Management - Part 2
Part 2 of our interview with Matthias Knaur is packed with valuable advice on how to protect existing revenue and market share within your IT business. Our experts touch on key topics such as: Asset success management vs service success management How to collect and organise your data for...
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Service Success Management - Part 1
In this episode of ChannelTalks, we speak with Matthias Knaur, the CEO and Co-Founder of Annuity Management AG. Our experts explore how technology vendors and resellers can prevent revenue leakage and protect pre-existing market share. They discuss the importance of keeping service and…
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Optimizing Sales and Removing Friction - Part 2
Part 2 of our ChannelTalks interview with Doug Caviness - Vice President of B2B Strategy and Partnerships at cleverbridge. In this episode, our experts discuss how technology vendors can benefit from digitally transforming their sales and customer success processes from quote through to payment....
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Optimizing Sales and Removing Friction - Part 1
In this episode of ChannelTalks, we speak with Doug Caviness - Vice President of B2B Strategy and Partnerships at cleverbridge. Our experts discuss how B2B businesses, particularly those within the technology sector can remove friction within their global sales processes and buying experiences.
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Customer Lifetime Value with Palo Alto Networks - Part 2
In Part 2 of our ChannelTalks interview with Karl Soderlund - Senior VP for Worldwide Channel Sales at Palo Alto Networks, our experts continue to explore the importance of expanding customer lifetime value. Karl shares his experience of how value and lifecycle sales has become second nature and…
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Customer Lifetime Value with Palo Alto Networks
In this episode of ChannelTalks, we speak with Karl Soderlund - Senior VP for Worldwide Channel Sales at Palo Alto Networks. Our experts discuss why customer lifetime value should be the most important metric for today's technology vendors and how Palo Alto Networks have successfully executed…
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Forrester 2021 Channel Trends - Part 2
In part two of our interview with Jay McBain - Principal Analyst, Channel Partnerships & Alliances at Forrester Research, we capture some of Jay's most valuable advice to date. He provides insight into the significant opportunity present for the traditional channel to grow up to x100 in size, by...
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Forrester 2021 Channel Trends - Part 1
In this episode of ChannelTalks, we catch up again with Jay McBain - Principal Analyst, Channel Partnerships & Alliances at Forrester Research. In the first of our two part series, we discuss Jays' 2021 predictions for the IT channel, including: How the channel can shape and influence the way...
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Customer Success for Technology Providers - Part 2
Hear from two category creators within the Customer Success movement – Gainsight CEO, Nick Mehta and iasset.com CEO, Scott Frew. In the finale of our two part series, our experts provide practical advice on how technology providers can execute on their customer success and retention strategies in...
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Customer Success for Technology Providers - Part 1
Hear from two category creators within the Customer Success movement – Gainsight CEO, Nick Mehta and iasset.com CEO, Scott Frew. In the first of our two part series, we explore the importance of customer success and retention within the technology industry. Our leaders discuss common roadblocks...
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Installed base selling for long term profitable growth
Nick Verykios interviews Remi Gicquel, Director of Sales and Strategy at HPE and co-author of the book "Using Installed Base Selling to Maximize Revenue", along with iasset.com CEO, Scott Frew. Together, they delve deep into the concept of installed base selling, marrying the theory with practise...
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ChannelTalks with the Channel Collective
In this edition of we catch up with the Channel Collective - a partnership between ISV’s delivering solutions dedicated to the IT channel. Hear from the CEO's of Vortex 6, Channel Mechanics, ScopeStack and iasset.com as they talk about: - The importance of ecosystems - The build vs buy dilemma -...
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Land. Invest. Protect. Surrender – Customer Engagement in the IT Channel.
In this podcast, we catch up with industry veteran Nick Verykios and chat about his latest collaboration with iasset.com CEO Scott Frew. Discover Nick's latest observations of the technology industry as he takes a well deserved break and find out why he created the L.I.P.S sales strategy with Scott.
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ChannelTalks with IDG’s James Henderson
In this edition of ChannelTalks, we interview the interviewer! We talk to IDG’s James Henderson about horizontal vs vertical channels, cross-channel ecosystems, partner programs and portals as well as the critical role of consultancy firms in IT.
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iasset.com and ServiceSource join forces
iasset.com and ServiceSource have now partnered to offer the channel with best in breed solutions for customer success and revenue retention. Find out more about the partnership and what it can offer ServiceSource customers and the channel, in this video.
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Best practices for effective customer retention with TSIA’s Jack Johnson
Listen to TSIA's VP of Service Revenue Generation Research - Jack Johnson alongside Nick Verykios and iasset.com's Scott Frew, as they provide useful insights and best practices around customer retention and renewal sales for channel businesses, using the LIPS and LAER strategies as the…
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Forrester Channel Trends - Part 3
The final episode of our 3 part video series with Forrester's Jay McBain covers the great distribution debate, as our experts discuss what's next for distribution space and Jay offers priceless advice for today's distributors. In addition to this, our channel experts provide recommendations on…
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Forrester Channel Trends - Part 2
In the 2nd of our 3 part series with Forrester's Jay McBain, we dive even deeper into Jay's 2020 channel predictions. Our channel experts also discuss the incredible opportunity waiting to be uncovered when the Operations Technology (OT) and Industrial IoT worlds collide with traditional IT, as...
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Forrester Channel Trends - Part 1
In the first of our three part video series with Forrester's Jay McBain, we revisit Jays' 2020 channel trend predictions and explore where the channel is at. With the economic impact of the global pandemic, we review whether these predictions have become a reality and how the pandemic has...
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ABOUT THIS SHOW
The go-to podcast for technology vendors, distributors and resellers wanting to protect and grow their revenue. Hear from key channel experts and influencers as they share their experience and best practices on topics such as installed base sales, customer retention, monetizing data, profitable growth and channel strategies. Hosted by iasset.com, the ChannelTalks podcast can also be accessed in video format on our iasset.com Youtube channel.
HOSTED BY
channeltalks
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Frequently Asked Questions
How many episodes does ChannelTalks by iasset.com have?
ChannelTalks by iasset.com currently has 37 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is ChannelTalks by iasset.com about?
The go-to podcast for technology vendors, distributors and resellers wanting to protect and grow their revenue. Hear from key channel experts and influencers as they share their experience and best practices on topics such as installed base sales, customer retention, monetizing data, profitable...
How often does ChannelTalks by iasset.com release new episodes?
ChannelTalks by iasset.com has 37 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to ChannelTalks by iasset.com?
You can listen to ChannelTalks by iasset.com on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts ChannelTalks by iasset.com?
ChannelTalks by iasset.com is created and hosted by channeltalks.
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