70+ Episodes. Real Conversations With the People Running and Working in the Channel

Ep 73

Understand the partner's perspective, give them a real way to make money, and keep the program simple.

Ep 72

Relationships and real differentiation, and why the ideal partner profile can't just revolve around money.

Ep 71

ICP first, simple pricing, the right partners, and executive buy-in before you start.

Ep 70

The shift from selling alone to ecosystem selling: shared intelligence, joint planning.

Ep 69

Partner activity doesn't equal partner results. Building a real Revenue Operating System.

Ep 68

Founding Fathers mapped to channel roles, the 13 Colonies mapped to a modern ecosystem.

Ep 67

Jeff Lennon and John McCabe sit down with Braydan Young to talk gifting, trust, and his newest venture.

Ep 66

Most vendors approach MSPs the wrong way, forcing a traditional channel playbook into an MSP motion. Jon Purcell breaks down what actually works.

Ep 65

Most partners start as generalists. The challenge is knowing when it's time to specialize.

Ep 64

Everyone is talking about AI revenue engines. This episode breaks down how partnerships, advisory leadership, and execution actually build them.

Ep 63

Everyone is talking about ecosystems. Very few people explain how they actually work. Jeff Lennon and John McCabe break it down.

Ep 62

Most companies think they have a sales problem. In reality, they usually have an alignment problem. Neal Dooly's path from accounting to CRO.

Ep 61

AI in partnerships is moving beyond assistance and into action. John McCabe and Jeff Lennon break down what Agentic AI means for the channel.

Ep 60

Most companies try to 'add' channel. Very few build their business around it. Anders Norremo on going 100% channel from day one.

Ep 59

Most companies say they have a partner strategy, but they can't define partner-sourced pipeline. Separating myth from reality.

Ep 58

AI is everywhere. But what's actually real and what's just hype? A conversation with cybersecurity veteran David Levine.

Ep 57

Most companies rush into co-selling and wonder why it doesn't work. This episode breaks down the missing step: co-marketing.

Ep 56

RSA is back and the energy is high, but most teams blow the follow-up. The 4 mistakes that kill post-event pipeline.

Ep 55

AI is everywhere, but most teams still aren't getting real value from it, because they're skipping the most important step.

Ep 54

Jeff Lennon and John McCabe sit down with Kyle Edmund Hayes, founder of Ecosystem Revenue Dynamics, to tackle building a real ecosystem.

Ep 53

Revisiting Nearbound and breaking down why influenced revenue is the real future of the channel. Nearbound is not a marketing play.

Ep 52

Is your partner ecosystem truly orchestrated? Leland Morris on building repeatable revenue with zero-code tooling.

Ep 51

Channel managers don't win from their inbox. They win in the field. Mitch Simon on life on the road as a channel manager.

Ep 50

Outbound is getting tougher, ads cost more, SEO is harder. How partner leaders build pipeline without burning cycles.

Ep 49

Outbound is harder than ever and partnerships are becoming the real growth engine. A PRM update with Introw's Andreas Geamanu.

Ep 48

Sales Kickoff season is here: how channel and partner teams should be thinking about SKO.

Ep 47

What if AI isn't here to replace channel leaders, but to give them their time back? Raj Skrezyna on a new way to partner.

Ep 46

Distribution isn't dead, it just evolved. If you're still treating disti like logistics, you're leaving scale on the table.

Ep 45

2025 changed the channel. Did you change with it? A holiday special counting down the year's top moments.

Ep 44

Where AI actually helps a partner motion, and where it still needs a human in the loop.

Ep 43

Is your partner program truly delivering value, or are you just hoping it is? Chris Messina of Quarq.ai weighs in.

Ep 42

AI isn't just showing up in the channel, it's taking over the workflows that make partnerships run. The practical side of AI for partners.

Ep 41

Tired of AI hype? This episode breaks it down for real-world channel and partner leaders — five concrete AI initiative types.

Ep 39

From chaos to clarity — Nelson Wang shares a framework for building better, more organized partnerships.

Ep 38

Partnerships are sales, period. Vaughn Mordecai, CRO at MindMatrix, on revenue, relationships and repeatability.

Ep 37

What does it really take to lead in the channel for over five decades? Scott Strubel's take on building great partner teams.

Ep 36

Is your channel strategy built for 2025 or stuck in 2015? How the partner landscape is shifting.

Ep 35

John McCabe and Jeff Lennon dive into the dynamic world of partner ecosystems, breaking down the 5 major partner categories.

Ep 34

Is the job market broken or just evolving? Rick Sears, executive coach and resume expert, on navigating today's channel job market.

Ep 33

What makes a channel partner program actually work? It's not just sales, it's operations. Helene Ervin explains.

Ep 32

Repeatability, grit, the channel grind, and a few surprise stories with Nick Nicholas.

Ep 31

Navigating the changing channel job market — you're not alone. A candid, timely conversation on today's realities.

Ep 30

What does it take to lead channel partnerships in an AI-driven world? Industry veteran Rob Cohen joins the show.

Ep 29

What's it really like in the trenches of channel management? Ross Kemp on trust, ROI, and AI tools.