Our channel is shifting faster than ever before and it’s up to all of us to ensure we keep a finger on the pulse of what partners, alliances, and influencers are focused on going into 2022. Our SVP, Global Channel Chief, Steven Kellam, SVP of TMT Practice, Claudio Ayub, and 360insights new SVP of Marketing, Heather K. Margolis review the key themes of the Channel Focus NA event. Watch this episode to understand the emerging themes that will help shape the landscape of the channel in 2022.

Channel Partners need to get better at marketing and demand generation. Regardless of the specific role designed for them to fulfill, partners need to take ownership and then execute on these critical tasks. But, how do you make that happen in today's frenzied channel environments? Please join me and Marc Monday, VP Global Strategic Partnerships at Sage, as we discuss building both a marketing assessment and a marketing engagement program by breaking it down into 5 steps.

While channel incentive automation and partner engagement are critical factors in achieving partner success, one of the less discussed keys for many channel partners is access to capital. Channel partners are facing new challenges, from digital marketing to sales enablement, so the last thing they need is lack of capital to manage their businesses. Please join me while I talk to Kiley Kunkler, Vendor Origination Lead at Wells Fargo, and discuss how the right bank can make a big difference.

How do you successfully grow and manage your channel business as your revenue, partner community and internal headcount expand? Seems practical and strategic at the same time and that is not always easy. Please join us as we discuss this topic with Darren Bibby, former Vice President Partner Strategy and Programs at DocuSign. Darren share not only his philosophy for success, but he also lays out the  5 key steps that made it happen for DocuSign..

No one can argue that channel ecosystems are becoming broader, more complex and extremely sophisticated. As the channel evolves in this way, participants in the channel are continuously questioning how do you get the most out of them. Listen in as James Hodgkinson, CEO of Webinfinity, talks about why Ecosystem Orchestration is the key to successfully managing not just partners, alliances and applications outside of the organization, but all the parts of an organization's internal ecosystems...

Partners want leads, that is a given. What they really need is to learn how to sell in today’s remote selling world. This goes beyond incentives and cold calling. They also need sales enablement, not just what to do, but when and to whom. Please join us in a lively conversation with Blitzmaster's founder and CEO, Andrea Sittig-Rolf, on what is working in today’s telemarketing world, where to put your incentives, what are the biggest challenges and who is winning the sales enablement game.

Forrester currently lists Channel Automaton at the top of the vendor priority list, with Incentive Automation leading the way. But how important is automation in todays Channel? One thing is clear according to Jay McBain, Principal Analyst Channels, Partnerships and Ecosystems at Forrester. The ones who get automaton right, from Incentives to personalization, will be the winners. Please listen in as Jay and I discuss the value of not just committing to channel automation, but the upside of...

360insights is excited to be releasing its 360|TECHCLOUD this week, the first launch in its multi-industry Cloud strategy. More than just the right nomenclature, this "single pane of glass" incentive cloud offers partners and vendors an industry-specific Incentive Automation (IA) platform that combines multiple components that are seamlessly bound together to address a customers' needs in a way that individual components simply cannot deliver on their own. Please listen as we introduce the...

Digital marketing has never been more important for awareness and demand generation in the channel. Yet, partners still struggle so much with something that can be such a key tool for their success. So, how do you leverage assets like digital marketing agencies to help to drive success? Please join as we discuss this challenge and opportunity with Cameron Avery, Founder and CEO of Elastic Digital, a leading channel digital marketing agency.

IOT has become a universally understood application in today’s business world. At this juncture in IOT evolution, many manufacturers assume it is easy and seamless to create an effective connection that fully capitalizes on their IOT investment. The reality is that there are still some big obstacles to realizing maximum effectiveness. Please join us as we discuss many of the solutions with Ray Underwood, Director of Business Development at Zipit Wireless, an industry leader in bridging the...

Planning a successful MDF or CoOp program is challenging enough without having to worry about whether or not your activities are contra vs. opex. While your program objectives are always your "North Star," it's always a good idea to get the funding right the first time. Please join us in a spirited conversation with Craig DeWolf, VP of MDF Product at 360insights as we discuss how to define, align and manage around the right funding model.

MDF, CoOp, or BDF? What do these acronyms really mean and when do you use one over the other? Can you combine them? When are they most effective? How do you measure them for success? Please join myself and my good friend Craig DeWolf, VP of MDF Product at 360insights as we unpack the real world definitions of MDF, BDF and CoOp, and discuss when and where to use each effectively, as well as how to manage challenges when trying to align each of these programs to channel sales goals and success.

MDF has never been so important to partner & dealer success. ROI resulting from MDF programs is now the prerequisite KPI for keeping the investment in this essential sales tool moving forward. CFOs & marketers are more critical of costs and asking questions: Why are we spending on MDF? What are we getting out of it? How are we measuring? Join us on this ChannelEdge Podcast with Craig DeWolf, VP of MDF Product at 360insights, as he talks about why MDF is so important and the best...

So many MDF conversations today begin with ROI. How do I measure, how do I manage, how do I report? However, an interesting twist is how do I create great engagement and measure ROI at the same time. How do I live up to the customer obsession mandate, continue loyalty drive and still get what you need to keep the funding going. Please join us as we begin a series of podcast with Craig DeWolf, VP MDF Product at 360insigts, on just that subject. Not only is it possible, but it is imperative...

Ecosystems in the channel have traditionally been ad hoc, partner driven and not particularly efficient. However, as complexity in sales increases, efficient vendor-managed ecosystems are a necessary part of delivering successful customer experiences and outcomes. But, managing those ecosystems can be a significant challenge. Please join us as Theresa Caragol, founder and CEO at Achieve Unite, talks about how you can effectively manage your ecosystem, offering some great ideas and insights.

We are becoming more and more addicted to getting data fast and getting it anywhere. From life altering support of remote heart monitors to everyday activities like checking how much milk is in the fridge from our mobile device, our dependencies on IOT and data mobility is surging. Join as Paul Spencer, Director of Channel Sales at T-Mobile talks about how to drive partner success, remove friction for his dealers, delight his end users and incentivize his channel to capture all the market...

90% of information transmitted to the brain is visual and it is perceived 60,000X faster than text. Video marketing is a necessity for brands of all sizes to better connect with customers & partners, communicate messages, improve brand experiences and break through the noise to capture attention. Robert Cassard, CEO & Co-Founder of Voodoo Video chats with Reggie Waterman about the power of video, the latest video trends, its perceived challenges and ways to use this medium to achieve...

How do you delight the customer and enhance your brand when consumer expectations, sales enablement, consumer incentives and supply chain are not all aligned? While we don't know what the supply and demand relationship will look like in six months to a year, customer obsession in this space needs to happen now. Please join us as Melina Aguilar, one of the top high-end appliance sellers in all of Southern California, talks about what she sees as the challenges and the opportunity in retail...

Join us in a candid conversation with Taylor Macdonald from Sage Intacct as he shares how he has solved the sales enablement side by giving his partners the chance to not only learn the skills they need to drive revenue, but also the opportunity to teach and learn from each other in a community environment. According to Taylor, nothing is more effective than learning from those that face the same challenges as you do every day.

So what happens after International Women’s day? How do we extend these critical conversations beyond just one day or one month and leverage all that attention, celebration and honoring? One way is to tell stories, even if they are painful. Please join us as Adele Hedrick, talented data scientist at 360Insights, walks us through her journey, the abuse and harassment that altered the course of her life, and how she refused, with purpose, to let it keep her from achieving everything she wanted.

From what I know of Tina Gravel, I'd guess that channel growth, incentive automation, ROI on channel programs, PRM and TCMA are all on her mind. As a successful channel leader, driving channel success is always on her mind, but as an advocate for women, she's also thinking about how to help women achieve success in the channel and in life. Join us as we discuss both channel growth and personal growth. The irony, according to Tina, is that it takes the latter to make the former work so much...

Where are we today with regards to inclusion and diversity for women in the channel? Please join us for a personal discussion around Women in the Channel with Theresa Caragol, founder and CEO of Achieve Unite and former Channel Chief. A life-long advocate for diversity, equality and empowerment in the workforce and beyond, Theresa talks about the real challenges that still exist today for women, while celebrating the notable progress and success that continues to happen every day.

What happens when the pandemic ends? Naturally, there’s an inevitable rush and expectation to go back to business as usual. But, surprise! So much of a successful channel partner’s go-to-market strategy doesn’t always immediately revert back to pre-COVID times. Join us for another eye-opening conversation on what happens when partners realize that while the “new” reality may still be new, the wheels have been in motion well before COVID and buyers are better off for it.

The question every partner and dealer wants to answer is: How do we drive profitability? Please take a listen as Scott Mann from Scale Computing talks about their "Keep it Simple" culture, which he attributes to better partner/dealer engagement and improved overall CX/PX at every contact point throughout the buyer's journey. Through all departments, simplifying experiences leads to greater partner and customer satisfaction, which ultimately results in more profitability for channel...