Embark on a transformative journey with us as Peter Hancock unravels the secrets behind Asimily's strategic pivot from direct to channel partner sales, a move that has revolutionized their global market presence. With Peter's vast experience, including his tenure at Symantec, he brings to light the critical role of executive backing in such a bold transition. We talk about crafting and ecosystem building, addressing the complex issues customers face in the realm of cybersecurity for connected devices.

As we navigate the intricacies of channel program development, Peter lays bare the approaches that have spurred exponential growth. He shares the ins and outs of implementing deal registration, margin programs, and the adaptation of sales strategies that resonate globally. The conversation takes a deep look at how Asimily values the contributions of its partners, recognizing them through initiatives like the founding members program, and emphasizes the importance of listening to partner feedback to refine the sales process, making it a mutually beneficial journey for the company and its partners.

Our episode closes by exploring the art of nurturing robust channel partnerships, where trust and respect for a partner's brand reign supreme. With Peter's guidance, we dissect the nuances of sales team education on the dynamics of partnerships, and how competition can be a catalyst for growth through strategic programs. We also touch on the future direction of Asimily's channel program and the keys to forging successful relationships that pave the way for achievement. Join us as we share wisdom from a distinguished channel sales veteran and celebrate the milestones that define a successful channel partner program.

Support the Show.

Thank you for tuning in to Channel Voices! If you appreciate this resource please consider supporting us. Thank you!

To stay up to date follow us on LinkedIn and Twitter.

You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com

Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.

We would also like to invite you to join our growing Channel Ecosystems Community on Twitter, a community of channel professionals exchanging ideas, sharing insights and learning from each other. Let’s grow together!

Until next time 👋

Unlock the secrets to amplifying sales through the power of partnership with our latest episode featuring the insightful Rachel Tuller. Together, we navigate the shifting landscape of co-selling, a strategy that when executed with precision, can transform partners into a formidable sales force.

Embark on a journey through the building blocks of a prosperous co-selling framework, where Rachel and I discuss the critical elements of partner enablement, including aligned messaging and joint marketing efforts. We reveal the magnetism of incentives through a case study that showcases the synergy of tech giants, and we stress the importance of meticulously choosing partners with the right mix of skills and market influence. Discover how strategic communication and the optimal allocation of channel team resources can be the linchpin in cultivating enduring and fruitful partnerships.

As we round off the episode, we probe into the tactical side of co-selling, where careful planning and a unified sales force are paramount. Rachel also shares her expert advice on the role of technology, from leveraging CRM systems to fine-tuning data collection, ensuring your partnerships are not only aligned but also measurable and driven by success. Grasp how channel leaders can craft winning scenarios for all involved parties—manufacturers, vendors, and, most crucially, customers—turning co-selling into a game-changer for your business. Tune in and equip yourself with the strategies to thrive in the world of collaborative selling.

Support the Show.

Thank you for tuning in to Channel Voices! If you appreciate this resource please consider supporting us. Thank you!

To stay up to date follow us on LinkedIn and Twitter.

You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com

Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.

We would also like to invite you to join our growing Channel Ecosystems Community on Twitter, a community of channel professionals exchanging ideas, sharing insights and learning from each other. Let’s grow together!

Until next time 👋

Unlock the secrets to a thriving sales ecosystem where direct and channel sales don't just coexist, but amplify each other's success. Mike Coleman, the channel chief at First Orion, joins us to share his insights into how a robust partner ecosystem can catapult your market reach to new heights. If you've ever wondered how to foster a harmonious and effective division of labor between direct and channel sales, this conversation with Mike will illuminate the path. We also take a deep dive into First Orion's innovative branded calling technology that's setting the telecom world abuzz, enhancing call center connections and creating a win-win for agents and customers alike.

As we peel back the layers of channel sales strategy, we confront the myths head-on, dispelling the fog around costs and average selling prices. The episode is a masterclass in the scalability of channel models, detailing the timing, balance, and strategic implementation that can redefine your approach to revenue growth. Mike, with his channel expertise, not only demonstrates how First Orion tripled its success through partnerships but also provides a blueprint for when and how to weave a channel strategy into your business fabric. For anyone interested in leveraging partnerships for sales acceleration, or simply curious about branded calling's impact on call center dynamics, this episode packs strategic gems you won't want to miss.

Mike's LinkedIn Profile

First Orion website

Support the Show.

Thank you for tuning in to Channel Voices! If you appreciate this resource please consider supporting us. Thank you!

To stay up to date follow us on LinkedIn and Twitter.

You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.com

Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.

We would also like to invite you to join our growing Channel Ecosystems Community on Twitter, a community of channel professionals exchanging ideas, sharing insights and learning from each other. Let’s grow together!

Until next time 👋