Channel partnerships are the secret weapon for tech companies looking to scale and dominate their markets, but most organizations are doing it completely wrong. In this eye-opening episode of ETMA Tech Talk, host Joe Basili sits down with Yvonne Patterson, Vice President of Channel Sales at Hyperion and ETMA board member, to reveal the insider strategies that separate successful channel programs from the failures.

Short description: Discover why potential partners are ghosting your tech stack and learn the practical strategies to build unstoppable channel partnerships that generate new revenue streams and keep competitors at bay.

Tune in inside: Channel strategy fundamentals, partnership monetization, mobility solutions, carrier relationships, TEM evolution to MTS, gap filling strategies, leadership buy-in requirements, emerging tech trends

Take away:

• Channel programs must be C-level driven from day one to avoid grassroots failures

• Successful partnerships focus on complementing existing strengths rather than competing

• The TEM industry has evolved into MTS (Managed Telecom Solutions) to reflect broader capabilities

• Mobility monetization requires understanding carrier processes and relationship building • Tour bus connectivity solutions showcase innovative B2B mobility applications

• Partnership success depends on mutual give-and-take relationships, not one-sided transactions

• Companies leaving money on the table by not exploring adjacent revenue streams through mobility

• Private 5G, AI, and satellite technologies represent the next wave of partnership opportunities

Chapters:

0:00 - Intro

0:45 - What Hyperion Specializes In

1:45 - Why Companies Need Help Monetizing Carrier Relationships

2:30 - Hyperion's Partnership Philosophy and Gap-Filling Strategy

5:45 - The Evolution from TEM to MTS (Managed Telecom Solutions)

11:00 - Building Successful Channel Strategy from the Top Down

12:20 - Innovative Tour Bus Connectivity Project

14:15 - Emerging Tech Trends: Private 5G, AI, and Satellite

15:30 - Business Goals and Mobility Focus

15:45 - Channel Partner Dating Profile: Red Flags vs Green Flags

17:30 - Personal Background and Career Journey

21:30 - Life Lessons and Success Principles

24:00 - Contact Information and Wrap-up

24:30 – Outro

Quote of the show: "Keep pushing those boundaries. Keep seeing where the wiggle room is. Keep asking for the next thing and keep pushing yourself to be better than you even think you're capable of."

Whether you're a VAR, MSP, distributor, or technology vendor looking to accelerate growth through strategic partnerships, this episode delivers actionable insights you won't find anywhere else. Yvonne shares real-world examples of how companies are leaving millions on the table by not properly structuring their channel strategies and reveals the specific steps to fix these costly mistakes.

From her 24 years at Sprint to revolutionizing Hyperion's channel program during COVID, Yvonne brings unmatched expertise in mobility solutions, carrier relationships, and partnership development. Learn how to identify untapped revenue opportunities, build lasting strategic alliances, and create competitive moats that protect your market position.

Don't forget to subscribe to ETMA Tech Talk for more insider strategies from industry leaders, hit the like button if this episode provided value, and share it with your network to help other tech professionals unlock their channel potential.

#channelstrategy #partnerships #mobility #telecom #MTS #TEM #carriersales #B2Bsales #techpodcast #ETMA #hyperion #channelpartners #mobilitymonetization #businessdevelopment #techleadership

Love the show? Subscribe, rate, review, and share!

Join host Joe Basili as he sits down with David Rippner, CEO and founder of The Mobility Marketplace, for an eye-opening discussion about enterprise mobile device management strategies that could save your organization thousands of dollars. With over 16 years of experience building innovative solutions for buying and selling smartphones and tablets, David shares insider knowledge from his 15+ years working with major wireless carriers including AT&T, Sprint, Southwestern Bell, and Verizon.

Short description: Discover how enterprises can revolutionize their mobile device management approach while generating revenue through strategic buyback programs and proactive inventory management.

Tune in inside: Device replacement strategies, construction industry mobile needs, wireless carrier evolution, data security misconceptions, robotics in device processing, enterprise IT challenges, revenue generation through buybacks, proactive inventory management, telecommunications industry insights

Take away:

• Replace mobile devices every 2-3 years instead of waiting 4+ years to maximize resale value

• Understand that factory resets don't completely erase data - professional data wiping is essential for security compliance

• Consider proactive inventory management with spare devices to minimize productivity losses

• Calculate the true cost of employee downtime when devices fail in the field

• Leverage buyback programs to generate revenue and offset new device costs

• Partner with specialized companies for device management rather than handling everything in-house

• Focus on total cost of ownership including productivity losses, not just device purchase prices

Chapters:

00:00 - Intro

02:00 - David's Background and The Mobility Marketplace Overview

05:30 - Industry Evolution and Changing Carrier Models

08:45 - Enterprise Mobile Device Pain Points

12:15 - Security Misconceptions and Data Wiping Reality

15:20 - Revenue Generation Through Strategic Device Management

18:30 - Channel Partners and Market Approach

21:45 - Robotics Implementation and Objective Device Grading

24:10 - Industry State and Future Directions

27:20 - Personal Background and Entrepreneurial Origins

29:50 - Closing Thoughts and Contact Information

31:00 – Outro

Quote of the show: "You have a roofer out there making $40 an hour and they don't have way to communicate with the office, and they work an eight hour day, that's $320 of lost productivity."

Don't miss this valuable conversation that could transform how your organization approaches mobile device management. Subscribe to ETMA Tech Talk for more insights from industry leaders, hit the notification bell to stay updated on new episodes, and share this episode with your IT and procurement teams who need to hear these cost-saving strategies.

#MobileDeviceManagement #EnterpriseIT #DeviceBuyback #TelecomManagement #ITStrategy #MobilityMarketplace #DeviceSecurity #DataWiping #WirelessIndustry #EnterpriseMobility #ITCostOptimization #DeviceLifecycle #TechnologyPodcast #ETMATechTalk