ChannelTalks by iasset.com: Recent Episodes
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.
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 ChannelTalks, we sit down with industry analyst and CEO of Channelnomics, Larry Walsh, to unpack the real cost of “business as usual”. Drawing on recent conversations with vendors, distributors, resellers, and MSPs, Larry shares insights into the biggest challenges impacting vendor and partner growth today.
We also explore the growing cost of trying to build systems internally, where transformation projects consume years of investment and internal resources, yet still fail to deliver the frictionless experience businesses are aiming for - or never fully reach completion.
KEY TAKEAWAYS:
- What is slowing channel growth
- The hidden cost of operational friction
- Why many internal transformation and build projects fail to deliver
- The risks of relying on widgets or make-shift solutions
- What leading channel organisations are doing to modernise operations
Discover what leading organisations are doing differently to reduce friction, modernise operations, improve partner collaboration, and create scalable foundations for long-term growth in today’s IT channel.
ABOUT OUR GUEST SPEAKERS
Larry Walsh - CEO & Chief Analyst - Channelnomics
Larry Walsh is a leading advisor in go-to-market strategies for technology executives, channel leaders, and solution providers worldwide. Renowned for his expertise in resolving challenges faced by vendors, distributors, and solution providers, Walsh offers invaluable advice on channel strategies and market trends. He founded Channelnomics in 2010 to deliver clarity, intelligence, and strategic guidance to the technology industry. Walsh specializes in developing and executing channel programs, disruptive sales models, and growth strategies for companies ranging from start-ups to Fortune 500 organizations. Before founding Channelnomics, Walsh was VP of channels and publisher of Channel Insider at Ziff Davis Enterprise, and editor of several technology magazines including VARBusiness, GovernmentVAR, Baseline Magazine and Information Security Magazine. He co-authored “The Power of Convergence,” outlining methodologies for aligning business and technology management.
Amy Henderson - VP Client Relations - Channelnomics
As Vice President of Client Relations, Amy Henderson and her team develop relationships by acting as Channelnomics brand ambassadors to industry groups, clients, and partners. Known for her successful track record of growing, re-engineering, and boosting champion partner programs, Amy brings a wealth of knowledge, experience, and energy to Channelnomics. Amy’s career in the channel spans over two decades, leading various channel alliance and reseller teams. Before joining Channelnomics, Amy worked at Impartner, where she played a key role in evaluating organizations with existing or new Indirect Channel programs. Her expertise in enhancing partner engagement and boosting indirect revenue has been instrumental in her success. She has a proven track record of advising vendors on building and improving their channel and marketing automation platforms, helping them overcome strategic and operational challenges and achieve their go-to-market goals.
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 expert Jay McBain, to unpack what this shift really means for vendors, distributors, MSPs and solution providers. We'll explore how agentic AI could move the industry from reactive, manual revenue motions to fully automated growth engines - where sales teams focus on landing the deal, and AI takes over the rest: identifying expansion opportunities, increasing wallet share, triggering renewals, and orchestrating cross-sell/upsell motions without human intervention.
Key topics:
- Could AI finally make expansion revenue a predictable, scalable cadence for every IT business?
- What opportunities does it create?
- How will agentic AI redefine traditional channel roles and operating models?
- Predictions – how quickly is this shift coming?
- Will agentic AI unlock growth for partners who’ve historically struggled to operationalize their installed base?
- How should channel leaders prepare now?
- What are some potential blockers IT businesses may face?
This is a must-listen episode for anyone in the IT channel looking to understand the next wave of automation and the disruptive potential for those who don’t adapt.
ABOUT OUR GUEST SPEAKER
Jay McBain is a Chief Analyst at Canalys, leading channels research in North America, as well as being an integral part of the worldwide channels research and advisory team. Jay is one of the most visible and respected thought leaders in the global channel ecosystem. Prior to joining Canalys, Jay was a Principal Analyst at Forrester, covering channels and ecosystems. Jay has also held various executive roles with IBM, Lenovo and ChannelEyes over a 28-year career.
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 renewal performance, the promise of scale through partners often falls short of reality.
Why? Because there’s often a fundamental disconnect between vendor expectations and what the channel is actually equipped or incentivized to deliver. We dive into one of the most overlooked aspects of this equation: ownership of the installed base and the ongoing motion to drive Customer Lifetime Value (CLV).
Who’s responsible for nurturing that customer post-sale? Who’s tracking asset data, proactively managing refreshes, upgrades, and renewals? Too often, vendors assume their partners are doing this when in reality, no one’s truly accountable. And that’s costing millions in unrealised revenue.
We unpack the myths and missteps of the “100% channel” mindset, and offer a more realistic, modern approach to partnering: one that balances trust with structure, and enables both vendor and partner to actively grow customer value throughout the lifecycle.
If you're committed to channel but struggling to unlock its full potential, this conversation is a must-listen.
ABOUT OUR GUEST SPEAKER
Moheb Moses - Managing Director - Channel Dynamics
Moheb is regarded as one of Australia’s most authoritative figures in the field of channel management. He is a regular speaker at industry events, and was inducted into the prestigious ARN (Australian Reseller News) IT Industry Awards 2011 Hall of Fame for his outstanding contribution to the Australian IT industry. Moheb has spent over 30 years in the Information and Communication Technology (ICT) industry in senior management roles assisting companies grow their business through a focussed and successful partnership methodology. He has delivered channel sales training workshops to over 6,000 people in 15 countries across Asia Pacific, Europe and America.
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 chasing new logos to maximizing customer lifetime value.
Our experts discuss and how partner lifetime value plays a pivotal role in sustainable growth and the importance of making it easy for partners to succeed - through better programs, simplified quoting, streamlined processes, and more direct communication with end customers. You’ll hear candid takes on what’s broken in today’s partner models, how outdated channel practices are holding businesses back, and why operational simplicity is the key to scale. If you’re navigating the complexities of channel strategy, partner enablement, or recurring revenue, this episode is full of insights that challenge the status quo and offer a modern approach to driving long-term value.
ABOUT OUR GUEST SPEAKER Alex Whitford - VP of Revenue - Channext
Alex Whitford is the VP of Revenue at Channext, helping businesses understand how to hit hyper scale through technology and channel strategy. With 8 years of building channels across Europe, Middle East and Africa, he has developed extensive relationships with key leaders and businesses who have taught him the key steps to building a killer channel that scales itself!
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 the Channel in integrating sustainability into their operations and why their partnership with iasset is a game-changer for embedding ESG to the I.T sales process and quoting.
The interview underscores the significant commercial opportunities that sustainability presents for IT sales teams, particularly as demand for carbon and energy metrics rises at the board level. As customer priorities shift toward sustainable purchase strategies, sales professionals are urged to adapt by leveraging new tools, operational processes, and data.
Sustainability is not just a moral imperative but a strategic advantage, which is why IT sales professionals need to embrace ESG principles and equip themselves for the evolving market landscape.
ABOUT OUR GUEST SPEAKERS
Thomas Winther Mardahl - COO & Founder - RejooseThomas Winther Mardahl is an entrepreneur and co-founder of Rejoose ApS, a green-tech company established in 2017 that specializes in integrating carbon emission data into business transactions to enhance environmental transparency. Mardahl's work reflects a commitment to merging technology with sustainability, aiming to provide businesses with tools to accurately assess and reduce their carbon footprints.
Beyond Rejoose, Mardahl holds directorial positions in other ventures, including TNT Invest ApS and E Optimo ApS.
Matthew Ruskin - Chief Commerical Officer - Rejoose
Matthew Ruskin is a seasoned professional in the IT channel industry, currently serving as the Chief Commercial Officer (CCO) at Rejoose, a SaaS company specializing in carbon emissions data and reporting for the global IT market.
In 2019, Ruskin founded Channel Edge Ltd, a premium channel engagement partner, where he holds the position of Managing Director.
"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 changing market by transitioning to a platform (ecosystem) model.
At its core, a platform approach brings together multiple players to collaboratively deliver value to the end customer. But this requires a different set of tools and processes that can recruit and support partners on an unprecedented scale.
We are beyond excited to have two industry greats on this episode of ChannelTalks - Sonicwall Global Channel Chief, Michelle Ragusa-McBain and Canalys Chief Analyst, Jay McBain. Hear as they share their invaluable observations and advice on how to successfully navigate this transition, in what is being hailed as 'the decade of the ecosystem.'
ABOUT OUR GUEST SPEAKERS
Michelle Ragusa-McBain - Global Channel Chief - SonicWallMichelle Ragusa-McBain is a highly visible thought leader in the global technology channel and serves as Global Chief at SonicWall. Entrepreneur Magazine named her as one of the top 4 people to inspire women to pursue a career in Tech and was recognized by SMB Magazine as one of the 150 most influential people in the global IT Business Community. Michelle was recognized as 2021 Leader for Advancing Women in Technology by CompTIA and serves as Florida Leader for Alliance of Channel Women and sat on the board of CRN Women of the Channel.
Jay McBain - Chief Analyst - Channels, Partnerships & Ecosystems - CanalysJay McBain is a Chief Analyst at Canalys, leading channels research in North America, as well as being an integral part of the worldwide channels research and advisory team. Jay is one of the most visible and respected thought leaders in the global channel ecosystem. Prior to joining Canalys, Jay was a Principal Analyst at Forrester, covering channels and ecosystems. Jay has also held various executive roles with IBM, Lenovo and ChannelEyes over a 28-year career.
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 impact on reducing organizational complexities and improving revenue performance for both vendors and their channel partners.
RevOps, SalesOps, RevTech and everything in between. This episode is a must-watch for every IT vendor wanting to become more profitable, efficient and channel-friendly.
ABOUT OUR GUEST SPEAKER
Barry Schween is an accomplished senior business leader with experience spanning across channel strategy, planning, operations and more. He has a deep understanding of sales and operations strategies through the many positions he has held within leading tech companies, such as VMware, Cisco, Aruba Networks, [24]7.ai, Quantum, Splunk and PwC.
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 do tech providers need to make in order to future proof their business?
We speak to Canalys Channels Chief Analyst, Jay McBain and iasset's Scott Frew on a range of topics, including:
3:00 - The state of the channel and tech industry.
5:30 - With channel-led revenue on the rise, how can partners keep up with their growing installed base?
10:00 - The generational shift amongst decision makers and how that will influence things from an operational perspective.
12:00 - Understanding buyer behaviours and the growing importance of integrations.
16:00 - Canalys Channel Ecosystem explained.
20:10 - How to "democratise" the channel ecosystem with iasset's Channel Gateway API.
24:15 - The growing trend for Marketplaces and what that means for traditional MSPs.
26:15 - Channel margins, the new era of transparent, frictionless sales processes and changing B2B customer/buyer expectations and behaviour.
38:30 - Importance of maintaining up-to-date sales data and adopting the RevOps model.
41:45 - Customer lifetime value extension and creating customers for life.
49:00 - Channel Heads and their take on RevOps and SalesOps maturity within their business.
54:30 Reflections on 2023 predictions and forecasting what to expect in 2024.
ABOUT OUR GUEST SPEAKER----------------------------------------
Jay McBain is a Chief Analyst at Canalys, leading channels research in North America, as well as being an integral part of the worldwide channels research and advisory team. Jay is one of the most visible and respected thought leaders in the global channel ecosystem. Prior to Canalys, Jay was a Principal Analyst at Forrester, covering channels and ecosystems. During his tenure at Forrester, Jay developed his reputation as an industry thought leader and was named 2021 Channel Influencer of the Year by Channel Partners Magazine. Jay has also held various executive channel sales, marketing and strategy roles with IBM, Lenovo and ChannelEyes over a 28-year career.
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 you might think.
Some key points covered within this episode include:
- How to automate renewals
- Overcoming internal barriers
- Leveraging feedback loops
- Why a straight renewal isn’t always the solution
- How to get an edge over your competitors
- How your business can achieve more, with less resources/investments
- Why now is the perfect time to become a change agent for your business
ABOUT OUR GUEST SPEAKER
Wendi Sturgis - CEO - cleverbridgeWendi Sturgis has served as the Chief Executive Officer of Cleverbridge, a customer success and process automation company since 2021. She has over twenty-five years of experience as a technology and marketing leader at some of the world’s largest tech companies. Prior to Cleverbridge, Ms. Sturgis was a founding executive at Yext (NYSE: Yext) where she worked from 2011 to 2019, serving in multiple roles, including SVP of Sales and Services, Chief Customer Officer, and most recently, CEO of Yext Europe. She has previously held executive positions at Oracle, Gartner, Right Media, and Yahoo!, where she was Vice President of Account Management for North America in charge of the North American Search business. She is currently an independent director for The Container Store and Sabre Corporation. She has served on multiple boards including Dailyworth.com, Kustomer (acquired by Facebook) Student Transportation of America (Nasdag: STA), Step Up Women’s Network, and Chair of the Georgia Tech Advisory Board. Ms. Sturgis currently serves as a trustee for the Georgia Tech Foundation.
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 sales processes. They cover the entire customer lifecycle, from what to do once you land a new deal, right through to renewals and asset retirement.
- Who owns the renewal? 7:50
- Dealing with a global channel - US vs rest of the world 15:30
- How automated should renewals and expand motions be? 17:10
- Are we considering the customer experience? 19:10
- What should you do after you land a deal? 23:25
- How can the channel work better together? 25:40
ABOUT OUR GUEST SPEAKER
Wendi Sturgis, CEO - cleverbridge
Wendi Sturgis has served as the Chief Executive Officer of Cleverbridge, a customer success and process automation company since 2021. She has over twenty-five years of experience as a technology and marketing leader at some of the world’s largest tech companies. Prior to Cleverbridge, Ms. Sturgis was a founding executive at Yext (NYSE: Yext) where she worked from 2011 to 2019, serving in multiple roles, including SVP of Sales and Services, Chief Customer Officer, and most recently, CEO of Yext Europe. She has previously held executive positions at Oracle, Gartner, Right Media, and Yahoo!, where she was Vice President of Account Management for North America in charge of the North American Search business. She is currently an independent director for The Container Store and Sabre Corporation. She has served on multiple boards including Dailyworth.com, Kustomer (acquired by Facebook) Student Transportation of America (Nasdag: STA), Step Up Women’s Network, and Chair of the Georgia Tech Advisory Board. Ms. Sturgis currently serves as a trustee for the Georgia Tech Foundation.
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 vendors are adapting their partner programs to include customer success enablement, there are still countless partners lacking the data, support and resources required for effective, scalable execution. This in turn has led to partners taking control and building their own customer success frameworks.
No matter which end of this spectrum your business sits, this ChannelTalks episode is guaranteed to provide countless, valuable take-aways, including:
- A blueprint to starting a partner success program.
- Globalisation considerations for your program.
- How data can be leveraged to help scale efficiently.
- Best practices amongst partners who are executing their own customer success.
- The difference between a traditional and proactive approach.
- Top indicators for success.
About our guest speaker:
Irit Eizips, Chief Customer Officer & CEO at CSM Practice, is a world-renowned expert in customer retention and upsell strategies. She has been nominated Top Customer Success strategists and influencer year after year since 2013 for her contributions in shaping CS methodologies.
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 your pain points. He shares proven strategies that have helped more than 7000 MSPs close more deals and go-to-market faster through his award-winning channel program.In addition, iasset.com CEO Scott Frew explains how to do more with less. In particular, Scott deep dives into the importance of data, installed base selling and operational excellence, and the role each of these play in achieving long-term profitability within your business.
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 your pain points. He shares proven strategies that have helped more than 7000 MSPs close more deals and go-to-market faster through his award-winning channel program.In addition, iasset.com CEO Scott Frew explains how to do more with less. In particular, Scott deep dives into the importance of data, installed base selling and operational excellence, and the role each of these play in achieving long-term profitability within your business.
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 benefits of an ecosystem approach and explore best practices and tools that will help channel businesses adapt to this model, particularly from a transactional, profitability and operational efficiency perspective.
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.
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 how Ecosystem Success should be the driving force behind the go-to-market strategy for every technology business today. Jay has nailed his predictions year after year, which is why there is no better authority for the channel than Jay.
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 help meet the technology procurement needs of the end customer. A single platform that is driven by the channel that serves them, rather than a myriad of isolated portals or tools that satisfy only the vendor’s needs.
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 help meet the technology procurement needs of the end customer. A single platform that is driven by the channel that serves them, rather than a myriad of isolated portals or tools that satisfy only the vendor’s needs.
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 successful retention
- How to demonstrate value by proactively managing the entire lifecycle
- The difference between a tool and a platform
- Why building tools in-house can actually become a disadvantage
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 maintenance contracts up-to-date and alive – not only for the vendor and reseller, but also for the end customer.
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. They also delve deeper into the iasset.com and cleverbridge collaboration that offers a world-class transaction ecosystem solution for the channel.
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.
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 an integral part of their business.
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 value selling over the years. In addition, they explore the Operational Technology market, its convergence with IT and what this means from a security standpoint.
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 moving from a linear supply chain to ecosystem tech.
Together, our experts explore what it takes to become the next trillion dollar tech business with a three point business plan that every technology vendor should consider.
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 businesses work (post COVID)
- Can the channel adapt to subscription/consumption models, as they become more mainstream?
- How can distributors survive an embedded, white-labeled future of solution “building blocks"?
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 an intelligent, efficient and cost effective manner. They also highlight the importance of automation and how it can not only reduce operational costs but also influence and enhance the customer and partner experience
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 that IT businesses unknowingly place within their organizations and provide recommendations on how to embrace customer success as a core business strategy for long-term profitability.
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 which any IT vendor, distributor and reseller could easily apply within their business to achieve long-term, profitable growth.
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 - Monetising data and the multiplier effect of complementary platforms
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.
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.
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.
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 underlying foundation.
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 how to execute your customer retention and extension objectives effectively. And finally, the position of the modern service provider is defined and explored through the lens of monetizing automation.
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 well as the importance of installed base selling for the evolving role of the modern CSO and Channel Executive.
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 accelerated or decelerated these trends.
About our guest speaker: Jay leads Forrester's research and advisory for global channels, alliances, and partnerships.