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.

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