ChannelTalks by iasset.com

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 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.

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 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.

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 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.

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 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

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 maintenance contracts up-to-date and alive – not only for the vendor and reseller, but also for the end customer.

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. They also delve deeper into the iasset.com and cleverbridge collaboration that offers a world-class transaction ecosystem solution for the channel.

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. 

 

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 an integral part of their business.

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 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.

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 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.