Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast - 35 - How to PE Takeover-Proof Your Channel Program - David Sherman

35 - How to PE Takeover-Proof Your Channel Program - David Sherman

06/12/24 • 26 min

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

Let us know what you think of the podcast.

How does a private equity firm’s takeover typically impact a company's strategic direction and how can it affect their channel partner program?

Sometimes, channel partner programs get the axe when a PE firm takes over.

In today’s episode, we’ll:

explore this issue,
investigate the underlying reasons,
and discuss strategies to protect your channel program from being eliminated during a PE takeover.

Chapter markers:
(01:02) Guest Intro: David Sherman
(04:09) How a PE firm’s takeover typically impacts a company's channel partner program
(07:42) Common reasons investment firms cancel or restructure a partner program
(08:47) Performance metrics evaluated by private equity firms
(09:40) What metrics should PEs really be analyzing?
(12:09) How important is it for private equity to enhance the partner program
(14:26) Potential risks of canceling a channel program could bring to customer relationships?
(15:58) PEs that keep the partner program post-takeover - maintenance strategy for them?
(17:11) Most important aspects of partner management to you that can help a channel chief prove out the channel program to the PE
(22:11) What can typically go wrong with channel program with M&A as opposed to private equity takeover

This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝

If you haven't already, please like 👍 & subscribe! ✅ And if you enjoyed this episode, please leave us a review on Apple Podcasts ⭐️⭐️⭐️⭐️⭐️ https://apple.co/3HcqSsm See instructions to do so at the end of the episode.
To learn about Magentrix PRM, please visit www.magentrix.com
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Podcast Credits:
Host: Paul Bird
Executive Producer: Fereshta Nouri
Content & Research: Fereshta Nouri
Graphics & Branding: Fereshta Nouri

Let us know what you think of the podcast.

How does a private equity firm’s takeover typically impact a company's strategic direction and how can it affect their channel partner program?

Sometimes, channel partner programs get the axe when a PE firm takes over.

In today’s episode, we’ll:

explore this issue,
investigate the underlying reasons,
and discuss strategies to protect your channel program from being eliminated during a PE takeover.

This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝

Previous Episode

34 - Hiring A Fractional Channel Chief vs. In-House - Kameron Olsen

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Have you ever heard of a fractional channel chief? This is a concept that's shaking up the industry, and we had the privilege of delving into it with Kameron Olsen, a leading expert with over 15 years of experience.
So, what exactly is a fractional channel chief? Unlike a full-time in-house channel leader, a fractional channel chief offers their seasoned expertise to multiple companies, but only for a fraction of their time. This approach allows businesses to benefit from top-tier channel knowledge and experience without the full-time investment. It's a perfect solution for companies looking to dip their toes into the channel waters or needing to revamp their existing channel strategies.
(See here for the video version of this episode https://youtu.be/ALnjOa-ABgw?si=X4XIg-YbzFpkC2wt)
(01:02) Guest intro: Kameron Olsen
(01:47) Highlights in your career in the channel thus far
(04:29) How hiring a fractional channel chief differs from in-house + shortage of the role
(06:01) Typical responsibilities and scope of work for a fractional channel chief
(08:06) Most enjoyable part about the role of a fractional channel chief
(09:15) Potential conflicts of interest or competing priorities channel chiefs may have to navigate when working with multiple clients
(09:52) When is it more advantageous for a company to hire fractional channel chief vs. in-house employee?
(11:58) Being thrown into a channel role for the first time & how to figure it out
(14:04) The disillusion of hiring an inexperienced channel manager that you don't provide training to
(14:54) Advice for companies that want to hire a fractional channel chief for the first time + steps to take
(17:08) Steps for suppliers to ensure successful partnerships
(18:10) Partner management tech stack recommendations to vendors
(20:03) Customized recommendations partner management tech stack for each vendor
(22:50) How to keep track of the partner experience aspect & increase likelihood of partner engagement & what mature partner programs might do
(25:53) Do fractional channel chiefs have deeper insights than in-house channel chiefs?
(27:20) Tips for organizations to nurture successful partnerships
(28:56) How the role of a fractional channel chief may evolve (will there be a shortage?)

This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝

Next Episode

36 - Selectivity in Partnerships + the State of Channel Research + ChannelCon with Carolyn April

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Carolyn April discusses: the state of the IT channel, research availability, the impact of AI, the importance of quality over quantity in vendor-partner relationships and what to expect at ChannelCon.
She also shares exciting details about the upcoming ChannelCon event in Atlanta. As well as taking us through her journey in the tech industry, highlighting significant shifts such as the move from hardware reselling to cloud computing and the current buzz around AI.
📽️ To watch the video of this podcast, please see here.
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References:
ChannelCon 2024 is happening on July 30 - August 1, 2024 in Atlanta, GA.
To learn more about ChannelCon, please visit their website here.
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This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝