Last month, I had the opportunity to be interviewed by Nick Verykios and Scott Frew on their ChannelTalks podcast.
The topic was based on my earlier post “How’s that ‘100% Channel’ Strategy working for you?” and covered everything from the importance of customised channel strategies, to the need for defined profitability beyond margin (eg. services, costs, and recurring revenue), to the underutilised potential of distribution, to the critical role of managing the installed customer base and renewals for long-term success.
Our conversation often highlighted the misaligned incentives and compensation structures that prioritise net-new business over customer retention, and why trust and data-driven insights are crucial for all channel tiers, especially partners and distributors.
As always when talking to those two, you know the conversation is going to be lively and opinionated.
