Hello, Channel Pros! Welcome to the final episode of Channel Journeys—a moment that’s both nostalgic and exciting. After celebrating our voyage with highlights from ten fantastic guests in the last episode, it’s time to chart a new course toward “Bold Journeys.”

This December, in the spirit of advent—a season of anticipation and joy—I reflect on the past seven years of Channel Journeys and the joy it has brought me. Through insightful conversations with astonishing people, we’ve explored channel stories that resonated with our ecosystem, the channel community.

The podcast has evolved from an emerging platform to a sought-after space where guests frequently requested to share their partnering wisdom. But as I transitioned from my career as a channel chief, my passion for sharing channel stories shifted to adventures, grit, and faith.

Join me in this final episode as we dive into grit, adventure and faith behind the pivot to Bold Journeys. You’ll hear stories from Jay McBain, Louise McEvoy, and Mitch Lewandowski that personify these themes.

KEY TAKEAWAYS

Grit: A Formula for Success

Grit combines passion and perseverance, serving as a cornerstone for long-term achievement. Often more crucial than natural talent, grit fuels persistence in challenging times. Jay McBain, known for his analytical approach as a chief channel analyst, transforms obstacles into manageable challenges. During our interview, he emphasized the importance of compartmentalizing life’s difficulties, aiming to prevent overwhelming piles of stress. His analytical mindset is a hallmark of his ability to overcome life’s hurdles.

Adventure: Stepping into the Unknown

Adventure starts where certainty ends. It’s about embracing risks for rewarding experiences. Louise McAvoy, a partnering executive and avid mountaineer, embodies this spirit. Inspired by reading about the 1996 Everest Disaster, she set her sights on climbing Everest. What started as a simple promise turned into a 14-year journey to the summit. Her narrative illustrates that adventure is a choice to leave comfort behind and discover personal limits, whether in careers, relationships, or personal growth.

Faith: Trust in the Unseen

Faith is the compass guiding our journey, even amidst unseen challenges. For Mitch Lewandowski, faith was a lifeline through three critical life challenges, including a near-death experience with COVID. Emerging from his trials stronger, Mitch highlights how faith fuels perseverance, molding us for future challenges. His conviction that trials develop character echoes deeply as we navigate our own journeys.

THANK YOU!

As we embark on “Bold Journeys,” I extend my heartfelt gratitude to our distinguished guests—Jay, Louise, and Mitch—for their inspiring narratives and insights. Thank you, too, to our devoted listeners who’ve been part of the Channel Journeys community and all of the guests who have shared their stories over the past 7 years.

While bidding farewell to Channel Journeys, I invite you to join me on this new adventure. When it launches in January, subscribe, share, comment, and let’s be bold and courageous together.

Thank you so much for being an integral part of the Channel Journeys adventure and for embracing the upcoming Bold Journeys.

Figuring out co-opetition, especially with the hyperscalers, is one of the biggest challenges in partnering today. That’s why the number one top listened to Channel Journeys episode over the past 12 months is this one I had with Alan Chhabra. At the time of the interview, he was Executive Vice President of Worldwide Partners and International Sales at MongoDB. And he had figured out how to turn potential rivals into powerful allies.

Our conversation delves deeply into the challenges and successes MongoDB has faced in navigating partnerships with hyperscalers like Microsoft, AWS, and Google – all while simultaneously competing with them.

Alan sheds light on the nuanced strategy of “co-opetition” – where competition meets cooperation – and how MongoDB has managed to leverage partnerships for growth. This episode is essential listening for business executives and partnership leaders looking to understand the intricate balance of competition and collaboration in today’s technology-driven market landscape.

KEY TAKEAWAYS

Here are five important lessons I learned from my discussion with Alan Chhabra about managing partnerships and navigating the competitive landscape:

1. Customer-Centric Focus in Strategy Decisions: Listening to customer demands is crucial. When faced with the decision to lean into or pull away from hyperscaler partnerships, MongoDB chose to strengthen those partnerships based on customer preferences. Customers wanted the flexibility to use MongoDB on platforms like Azure, prompting MongoDB to prioritize integration and collaboration over direct competition.
2. Value of Strategic Product Integration: Alan highlighted that the first step toward a successful partnership with hyperscalers was making MongoDB products highly integrated and seamless to use. Their strategy focused on creating robust product experiences, such as integrating with Azure’s AI stack and Power BI, making their offerings irresistible to customers looking for functionality beyond native hyperscaler products.
3. Effective Utilization of Marketplaces: Alan pointed out the importance of leveraging cloud marketplaces, where strategic partnerships can flourish. The compelling benefits for customers and sales teams alike lie in how marketplace transactions allow for retiring commitments and enhancing the purchasing process’s simplicity. This approach also served to add value for the hyperscalers involved, providing them with broader revenue streams through product attachment.
4. Creating Mutual Financial Incentives for Success: A crucial element in MongoDB’s partnership strategy involved ensuring mutual financial benefit. Alan discussed how demonstrating a marketplace sale’s potential to attach additional Microsoft services added immense value, ensuring not only MongoDB’s growth but also incentivizing Microsoft’s sales teams to collaborate.
5. Evolving Toward Partnership Over Competition: Throughout our conversation, Alan illustrated the evolution from a predominantly competitive relationship to a partner-driven one. By proving the value of cooperation through measurable successes and mutual benefits, MongoDB has positioned itself as a preferred partner within the hyperscaler ecosystem, successfully balancing competition with collaboration.

LINKS & RESOURCES

• • Connect with Alan on LinkedIn
  • Listen to a Channel Pro Panel on the Impact of Hyperscalers on the Partner Ecosystem

In this last episode of our ChannelCon series, I have the opportunity to wrap up with MJ Shoer, the Chief Community Officer at GTIA. MJ’s role is pivotal as GTIA executes on it’s mission around community and innovation in technology.

As someone deeply embedded in the fabric of GTIA, MJ provides unique insights into the organization’s current strides and future directions. Our conversation spans a wide array of topics, from the vibrancy of recent GTIA events to strategic preparations for the next generation of industry leaders. MJ’s reflections highlight a community-driven approach that integrates philanthropic efforts and engages both seasoned and upcoming professionals in the technology sector.

The interview offers valuable insights for business executives and partnership leaders aiming to harness community engagement as a means to drive organizational growth and foster sustainable innovation. This conversation is also a testament to GTIA’s commitment to evolving and adapting in a rapidly changing technology landscape.

KEY TAKEAWAYS

Here are the top 5 lessons I learned from MJ Shoer about fostering an engaged community at GTIA:

1. Revitalizing the Channel through Strategic Events: MJ underscores the success of ChannelCon, and the enthusiastic participation of GTIA members. After 201 days of hard work, the show not only met but exceeded expectations, symbolizing the return of a vibrant community atmosphere that extends beyond mere business networking.
2. Acknowledging the Power of Leadership and Vision: With the strategic vision and leadership of Dan Wensley, GTIA has welcomed a new wave of energy and alignment. MJ highlights the importance of having a leadership team that complements and challenges each other. This combination has resulted in an environment where teams are empowered to exceed their capabilities, crossing boundaries and reaching unprecedented goals together.
3. Building for the Next Generation: In recognizing the need to engage younger members of the industry, GTIA is actively planning initiatives to attract and nurture the next generation. By fostering mentorship programs and leadership opportunities, GTIA is laying down pathways for these individuals to aspire towards meaningful roles in the community, ensuring the organization’s longevity and relevance for years to come.
4. Harnessing Philanthropy as a Community Binding Element: The integration of philanthropic efforts across GTIA’s activities has redefined the scope of member engagement. The organization’s commitment to impactful giving, driven by member recommendations and participatory decision-making, highlights a unique blend of community involvement that extends beyond business interests to making a real-world difference.
5. Strategic Planning for Long-Term Success: As GTIA looks forward, there’s a strong emphasis on strategic planning and execution. With the successful conclusion of ChannelCon, the focus now shifts towards leveraging the momentum gained to take initiatives to new heights.

LINKS & RESOURCES

• • Connect with MJ on LinkedIn
  • Listen to Charting GTIA’s Future with CEO Dan Wensley
  • Hear about Unlocking the Benefits of GTIA with MJ Shoer & Carolyn April

How do great companies thrive in the midst of massive industry and technology changes? What sort of leadership is required to energize employees and your customers? In this episode with Jennifer Roy, CEO of Nucleus Networks, we dive into the secrets of leadership in the rapidly evolving tech industry. Jennifer, who took over as CEO in January 2024, reflects on her leadership journey from her earlier role as COO starting in 2021.

Based in Vancouver, Nucleus Networks strategically serves medium-sized businesses across various verticals including non-profit, architecture, engineering, and mining. Recorded live at ChannelCon, Jennifer shares her experiences and perspectives on effective leadership, operational efficiencies, and the transformative power of technology like AI.

Her insights, particularly on fostering a people-first approach and her involvement in mentorship programs, provide valuable guidance for business executives and partnership leaders looking to thrive amidst industry changes.

KEY TAKEAWAYS

Here are the top 5 lessons learned from my discussion with Jennifer:

1. The Significance of ‘People-First’ Leadership: Jennifer emphasizes the importance of leading with kindness and putting people first in her leadership role. She believes that focusing on the well-being and development of her team members plays a crucial role in business success. This philosophy involves giving opportunities, providing coaching, and ensuring that employees feel valued and supported in their roles.
2. Strategic Hiring for Operational Efficiency: One of the key operational highlights discussed is the timing of investment hires. Jennifer talks about the importance of discerning when to expand the team by identifying strategic points for hiring to enable leaders to shift their focus from working “in” the business to working “on” the business. This transition facilitates growth and allows companies to efficiently utilize their workforce.
3. Leadership Through Mentorship: Jennifer shares her rewarding experience as a mentor within the GTIA mentorship program. She describes how mentorship is not just about giving, but also receiving invaluable insights and growth opportunities from mentees. This reciprocal learning experience highlights the importance of mentorship in professional development and its potential to provide mutual benefits.
4. Embracing AI Responsibly: As the tech industry rapidly evolves, Jennifer discusses the growing role of AI and its responsible implementation. She talks about how her company integrates AI into their operations to enhance efficiency and creativity, underscoring the importance of developing a thoughtful strategy for AI deployment to benefit clients and the business alike.
5. Adaptability and Continuous Evolution: Jennifer notes that 2025 is branded as the year to “evolve or die” at Nucleus Networks, indicating the significance of continual adaptation in the tech industry. She stresses the need for businesses to evolve and adapt to remain relevant and competitive, capturing how embracing change and growth strategies can prevent stagnation and promote long-term success.

LINKS & RESOURCES

• • Connect with Jennifer on LinkedIn
  • Listen to Charting GTIA’s Future with CEO Dan Wensley
  • Learn How to Achieve Customer-Centric Success with Brian Glahn

In one of my many conversations at ChannelCon, I had the opportunity to interview Chris Day, the co-founder and CEO of ScalePad. Chris offered a unique perspective into the evolving Managed Service Provider (MSP) landscape and shared his journey from the inception of his business to spearheading massive growth through strategic integration and technological advancements.

With a history of scaling businesses and making strategic acquisitions, Chris provides invaluable insights into the challenges and triumphs of navigating the rapidly-changing technology landscape. As Chris re-emerged as CEO, he emphasized the importance of collaboration, innovation, and leveraging technology—especially artificial intelligence (AI)—in crafting seamless business processes and enhancing customer relationships.

Chris’ insights offer a comprehensive guide for MSP business executives seeking to navigate growth, integration, and technological advancement with confidence. Listen in and hear the intricacies and potential of the MSP space, offering guidance and inspiration to business executives and partnership leaders aiming to thrive in this dynamic industry.

KEY TAKEAWAYS

1. Embrace a Unified Vision for Growth and Integration: Chris underscores the significance of streamlining processes and integrating acquisitions into a cohesive business model. In his journey with ScalePad, he transformed fragmented services into a multi-product platform, ensuring operational harmony and strategic growth. This approach not only streamlined business operations but also enhanced product offerings, ultimately providing a unified and efficient service experience for clients.
2. Prioritize Customer Success Post-Sale: A crucial insight from Chris centers on the importance of focusing on customer success beyond the initial sale. It’s not just about acquiring customers; the emphasis should be on retaining and growing these relationships. Chris advocates for a paradigm shift where MSPs excel in customer success by running effective Quarterly Business Reviews (QBRs) and engaging in meaningful boardroom discussions to drive ongoing value for clients. This approach ensures long-term customer retention and nurtures trust.
3. Leverage AI for Enhanced Customer Interaction: Chris highlights the role of AI in revolutionizing customer interaction within the MSP space. By employing AI, businesses can gain a deeper understanding of their clients and tailor their offerings to meet specific needs. AI-driven insights can assist MSPs in framing discussions that resonate with clients, thereby fostering stronger relationships and delivering solutions that align with industry-specific challenges.
4. The Power of Strategic Partnerships: One of the cornerstones of Chris’s success is the ability to foster robust partnerships. He emphasizes collaborating with strategic partners and leveraging shared resources to bolster service offerings. Through partnerships, businesses can extend their capabilities, reach new customer segments, and drive mutual growth. These collaborations create a more competitive ecosystem, benefiting all parties involved.
5. Future-Ready Mindset: Chris encourages a proactive approach to future industry trends. By anticipating technological shifts and market changes, organizations can navigate potential challenges and seize emerging opportunities. This forward-thinking mindset is crucial for ensuring long-term success and sustainability amid the evolving landscape of the MSP industry.

LINKS & RESOURCES

• • Connect with Chris on LinkedIn
  • Listen to Charting GTIA’s Future with CEO Dan Wensley
  • Learn about The AI Evolution from MSP to MIP with Pax8’s Ryan Walsh

If you’ve been listening to the series of Channel Journeys podcasts recorded at ChannelCon, you’ll know that there was a lot of conversation around AI. One of the most important and valuable discussions for partners and partner managers was around leveraging AI for partner success.

At the forefront of innovation around this topic stands Jessica Baker, the Chief Innovation Officer at AchieveUnite. I had the great pleasure of sitting down with Jessica and learning all about the work she is doing to learn as much as she can about AI and it’s ability to increase productivity and profitability in the partnering world.

This episode explores her unique perspective on leveraging AI to drive partner success and business innovation. Jessica’s role as an innovator involves applying existing technologies in novel ways to enhance business processes.

Highlighting her participation at Channel Con, Jessica shares how AI is reshaping how businesses operate, interact, and innovate. You’re going to hear about the transformative potential of generative AI, its integration into workflows, and the crucial role of prompt engineering.

Jessica’s perspective offers invaluable insights for business executives and partnership leaders eager to harness AI’s potential to enhance operational efficiency and strengthen partnerships.

KEY TAKEAWAYS

Here are 5 lessons learned from Jessica Baker on enhancing partner success through AI:

1. Understanding the Role of an Innovator: Jessica describes her role as Chief Innovation Officer as one that intertwines with the art of innovation rather than invention. She emphasizes taking existing technologies, like generative AI, and finding new applications that enhance business value. This involves seeing beyond the current capabilities of AI and envisioning transformative business processes.
2. Importance of Prompt Engineering: A key skill highlighted by Jessica is prompt engineering, which is essential for extracting meaningful, context-driven responses from AI systems. She has designed a certification program that trains individuals to effectively utilize AI in business contexts, underscoring the importance of teaching this skill to empower partners and facilitate AI adoption.
3. Integrating AI into Workflows: Jessica points out that the real advantage of AI comes when it is embedded into existing workflows, turning repetitive tasks into automated processes. By doing so, organizations can achieve higher efficiency and intelligence in their operations, from training to marketing, thereby freeing up time and resources for more strategic activities.
4. Trust and Human Element in AI Deployment: Trust is fundamental when integrating AI into business processes. Jessica highlights the necessity of building trust among internal teams and partners to ease transitions and offset apprehensions about AI replacing human roles. This approach ensures a smoother adoption process and maximizes the technology’s benefits.

5. Strategic Partner Empowerment: By focusing on empowering partners rather than just enabling them, Jessica advocates for providing partners with tools and skills to transform their business practices. This empowerment goes beyond transactional relationships, fostering deeper trust and collaboration, ultimately leading to more resilient and innovative partnerships.

LINKS & RESOURCES

• • Connect with Jessica on LinkedIn
  • Listen to the Secrets to Scaling AI Responsibly & Profitably with Noelle Russell
  • Learn How to Build the Ultimate Partner Success Program with Jason Beal

Are MSPs at a major inflection point of opportunity? According to a new report by Pax8, that’s exactly where they are at and it’s driven by AI. In this latest episode of our ChannelCon series, I have the pleasure of chatting with Ryan Walsh, a previous Channel Journeys guest and distinguished leader in the IT sector as the Channel Chief and Chief Strategy Officer at Pax8.

Ryan brings a wealth of experience and insights into the transformative journey from being a Managed Service Provider (MSP) to evolving into a Managed Infrastructure Provider (MIP). Our discussion navigates Ryan’s strategic expertise and some of the key findings of the Pax8 Agentic Inflection Point research paper. Throughout our conversation, Ryan emphasizes the importance of adaptability and innovation as essential traits for any business looking to thrive in the rapidly-changing technology landscape driven by agentic AI.

This episode offers invaluable insights for MSP business executives and partnership leaders aiming to stay ahead of the curve and significantly reshape their strategic plan for growth.

KEY TAKEAWAYS

Here are 5 things I learned from Ryan about the MSP to MIP transition:

1. Comprehensive Understanding Required for MIP to MSP Transition: The move from Managed Infrastructure Provider (MIP) to Managed Service Provider (MSP) isn’t just about changing service labels; it’s about broadening the operational scope and re-defining service delivery. Ryan says this transition demands a deep understanding of client-centric service models, emphasizing the need to expand technical offerings and integrate a wider array of services to meet evolving client needs.
2. Leadership’s Role in Facilitating the Transition: A successful transition hinges significantly on leadership. Ryan shared insightful strategies on how leaders can guide their teams through this shift, focusing on fostering a culture that embraces change and encourages innovative thinking to align with new market realities.
3. Enhancing Partner Ecosystems for Growth: One vital lesson is the importance of developing robust partnerships during the MIP to MSP transition. Ryan illustrated how strategic collaborations enable businesses to extend their capabilities, reach new customer segments, and enhance service offerings, ultimately fostering mutual growth and competitive advantage.
4. Embracing a Customer-First Mindset: Ryan stressed that this transition requires a steadfast commitment to customer-centric innovation. By prioritizing client needs and feedback, businesses can tailor their service offerings to ensure they are not only meeting but exceeding customer expectations.
5. Proactively Anticipating Future Industry Trends: Finally, Ryan discussed the necessity of being proactive in anticipating future changes within the industry. This forward-thinking approach helps organizations not only mitigate challenges early but also seize opportunities that can arise during such transitions, securing long-term success and sustainability.

LINKS & RESOURCES

• • Connect with Ryan on LinkedIn
  • Download a copy of Pax8’s report “The Agentic Inflection Point”
  • Learn how to Unlock the Benefits of GTIA with MJ Shoer & Carolyn April