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We show how linking MDF to partner tiers and specialisations turns a blunt perk into a strategic lever for capability and pipeline. Clear ladders, maturity-based activities, and simple operations make funds work harder and prove ROI across segments. • Shifting from volume-only MDF to capability and outcomes • Segmenting partners into strategic, growth and long tail • Mapping MDF tracks to competencies like cloud and security • Matching activities to partner maturity for higher impact • Creating clear tier requirements and transparent benefits • Simplifying execution with PRM automation and guardrails • Piloting in one region and benchmarking ROI • Using data to refine tiers, activities and investment There’s still time to register for the Channel Scalar Live webinar taking place today, January 27th at 8 a.m. PST | 11 AM EST | 4pm GMT. Registration link: https://hubs.ly/Q03-l_pt0 Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

We break down accrual, proposal-based, fixed, activity-based, and hybrid MDF models, then map each to vendor maturity, and growth goals. The result is a simple path from starter funds to a hybrid mix that drives utilisation, focus, and measurable ROI. • Core MDF models and what they suit • Pros and cons of accrual and proposal-based • When fixed allocations help activation • Activity-based menus that drive outcomes • How hybrids balance reward and growth • Aligning MDF to partner landscape • Operational maturity and tooling needs • Start small, measure, and evolve • Questions to test fit and ROI Join our friends at Channelscaler and a panel of channel marketing pros on January 27th to see how AI is used to make MDF far less painful. Registration link: https://hubs.ly/Q03-l_pt0 Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

We cut through MDF confusion and show how to prove ROI with clear targets, clean attribution, and partner enablement. The conversation moves from spend reporting to outcome-based funding that ties every Dollar and Euro to pipeline and revenue. • Why MDF measurement is hard and why it matters • Shift from discretionary spend to outcome-based models • The four-step loop from spend to revenue proof • Concrete ROI example with pipeline and payback • Fixing data plumbing and platform integrations • Solving partner capacity with concierge plays • Hybrid earned and proposal-based funding structures • Setting benchmarks and reallocating toward winners • Using transparent dashboards to coach partners • Three-part framework of strategy, instrumentation and collaboration Here, you can register for the upcoming Channelscaler Live Webinar -  Frictionless MDF: The AI Playbook for High-Velocity Channel Growth Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

We break down the real difference between partner enablement and partner engagement, why the words get mixed, and how that confusion hurts growth. Then we map a practical system that unites capability with commitment using segmentation, incentives, trust, and better measurement. • Enablement as capability across technical, sales and marketing tracks • Engagement as motivation shaped by trust, incentives and joint planning • Segmentation-driven journeys for emerging and strategic partners • Outcome-led learning and co-selling motions • Metrics for enablement and engagement and how to correlate them • Cultural levers to reduce conflict and increase commitment • Self-assessment to find overinvestment and gaps • Practical next steps to raise both curves together Feel free to send a note or drop a comment on how are you balancing enablement and engagement in your world right now. Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

We lay out why co‑sell has become non‑negotiable for vendors and partners and how to make it work with hyperscalers and marketplaces. Clear roles, aligned incentives, shared data, and trust turn scattered efforts into a repeatable revenue engine. • Buyer shift to cloud marketplaces and committed spend  • Why resale margins thin and solution bundles grow  • What co‑selling is versus lead trading  • Hyperscaler programs, quota retirement and marketplace paths  • Common failures from vague roles and weak data flows  • Nearbound intelligence and building trust first  • Enablement, joint value narratives and ready‑made plays  • Operating rhythm, mapping, attribution and measurement  • A simple starter checklist for first wins Send us a topic suggestion for the next episode, and we'll see you next Chewsday for another channel challenge to chew through together. Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

This Channel Chewsday, I bite into a topic suggested by our listener, Maria. I explore how partner training evolves from long seminars to microlearning, AI personalisation, and simulation based practice.  I share a high-level roadmap for channel leaders to build motivation, track impact, and turn partners into trusted advisors in 2026 and beyond. • Shifting from legacy sales tactics to continuous learning • Adding soft skills alongside technical depth • Adopting microlearning for recall and speed • Using AI to tailor journeys to roles and gaps • Boosting motivation with gamification and rewards • Building hands-on confidence with labs and simulations • Expanding enablement beyond training to coaching and content • Tracking business impact over course completions If you've got your own training success stories, challenges, or would like to suggest a topic for the next episode, reach out. Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

This Channel Chewsday, we unpack how channel partners can replace shrinking resale margins with recurring revenue and usage-based incentives that reward real customer outcomes. We share models, incentives, systems, and culture shifts that turn adoption and retention into predictable growth. • Margin decline across product and software licensing • Shift to subscriptions, cloud, and API consumption • Mechanics of tiered and volume-based pricing • Services as a margin engine for partners • Outcome-based partner recognition over status tiers • Incentives tied to adoption, retention, and upsell • Data, billing, and PRM needed for accuracy • Cultural shift to customer success and enablement • Benefits of predictable revenue and higher NRR As always, if you've got a question, a story, or an idea for a future episode, drop me a line, and we'd love to feature your insights next week. Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

We explore how AI can actually help partner programs today, where it still falls short, and what data foundations are needed to turn dashboards into decisions. Margaret Adam, Director Product & Partner Marketing at Channelscaler shares practical wins in co-sell matchmaking, MDF automation, and personalising enablement at scale while keeping trust central. • AI use cases that already work in channel • Data readiness and workflow standardisation • PRM as the real-time window for partners • Personalisation with next best actions • Co-sell partner matching beyond certifications • Attribution support in multi-partner deals • Generative AI guardrails and brand context • Balancing automation with human relationships • Measuring ROI through time saved, engagement uplift, conversion gains • Future interoperability across ecosystems Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

We challenge the doom narrative that AI will replace channel managers and show how the role expands when automation takes the grunt work and humans focus on trust, coaching, and strategy. Practical examples walk through insights, personalisation, and predictive tools that make partnerships stronger. • What AI automates across reporting and campaigns • How insights flag risk and opportunity for partners • Why relationships, empathy and negotiation remain decisive • How leading vendors use hyper-personalisation and scoring • The risk of delaying AI adoption in ecosystems • A simple playbook to start and set guardrails Your feedback, questions, and success stories help shape the next episodes, so feel free to drop us a line or share your ideas for what you want to hear next! Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

This episode of Channel Voices Podcast has been sponsored by Meter. We explore how networking is shifting from hardware refreshes to daily value, why trust must be proven with evidence, and how partners can bridge from Capex to resilient recurring revenue without losing top‑line margin. Adam shares tactics for trials, enablement, roadmap transparency, and rules that reduce channel conflict. • Defining partner value as daily outcomes, not one‑off sales • Three partner mindsets: detractors, skeptics, early adopters • 45‑day full stack trials as proof, SE support • Upfront rebate bridging Capex to subscription margins • Enablement path: lab installs, office kits, certification • Transparent roadmap and faster feature delivery • Co‑sell, services monetisation, certified installer network • Going all‑in on channel and clear rules of engagement • Talent shortage in networking and operational leverage • Growth through repeatability over single deal maximisation Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

This week on Channel Chewsday, we’re diving into how to turn raw partner data into sharp, personalised coaching that actually moves the needle. If you’ve ever felt your partner enablement relies more on instinct than insight, this one’s for you. We’ll walk through how to go from intuition to evidence—choosing the right KPIs, designing dashboards that drive action, and guiding your team through a 90‑day rollout that turns analytics into outcomes. Here’s what we’ll cover: Why data‑driven coaching always beats gut feelThe three pillars of partner performance: metrics, personalisation, and technologyThe revenue‑tied KPIs that matter mostHow to build dashboards that make it easy to spot what’s workingTraining managers to coach using real conversation insightsUsing predictive analytics to flag risk early and focus effortA 90‑day rollout plan from setup to pilotHow to turn insights into consistent next stepsThanks for listening, and don't forget, your feedback, questions, and success stories help shape the next episodes. Drop us a line or share your ideas for what you want to hear next. Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

This Chewsday, we chew on how to make channel ROI undeniable with aligned goals, clean data, and human stories that win over finance, boards, and partners. From MDF benchmarks to advisory boards, we share practical tools you can use this week. • Aligning channel activity to broader business goals • Building real-time dashboards for pipeline and velocity • Using case studies to turn skeptics into supporters • Creating partner advisory boards and feedback loops • Quick-win metrics like deal registrations and certifications • Measuring MDF from lead to closed-won with 10x target • Combining story and statistics to defend investment Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

We share a no-fluff playbook for channel leaders to turn chaos into momentum through honest communication, smart activation, and practical AI enablement. We cover partner fit, metrics that matter, and how to lead with both heart and rigour. • Clear, timely, transparent communication that builds trust • Segmenting partner needs and matching enablement • Streamlined onboarding, fast access, simple incentives • Activation as early wins and ongoing support • Practical AI guidance with training and tools • Strategic partner recruitment based on fit and culture • Using metrics to guide real conversations • Leading with empathy, responsiveness, and consistency If you found this helpful, why not share it with a fellow channel professional who could use the boost or maybe get some inspiration from this. Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

Ashby Lincoln, with 35 years of IT industry experience, shares how honesty and technical expertise have been the foundation of his channel business for over two decades. • Building a successful channel business requires bringing value to both customers and OEMs • The Verinext approach focuses on truth-telling ("veri" = truth in Latin) and understanding customer needs before recommending solutions • Channel ecosystem will transform through AI from transactional to business outcome-driven experiences • Market will double in next five years with greater focus on marketplaces, cloud, and as-a-service models • Effective OEM partners provide simple channel programs, field sales support, relationship-building approach, and backend incentives • Constantly reinventing yourself is essential to staying relevant in the channel Don't forget to subscribe, rate and leave a review on your favourite podcast platform. Every bit helps us grow and reach more future channel leaders like you. Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋

How do you build a thriving channel ecosystem? When does a partner become truly valuable? And what's the real story behind AI in cybersecurity? Alex Glass brings his wealth of experience from Dell, Rapid7, Duo Security, Tessian, and now Expel to tackle these questions head-on in this conversation about partner strategy and cybersecurity trends. With a career spanning individual contributor roles to leading global channel organisations through IPOs and acquisitions, Alex offers a unique perspective on what makes partner relationships work. He reveals Expel's strategic approach to partner development, including their dedicated focus on nurturing high-potential "growth partners" alongside established revenue generators. Alex unpacks the reality behind generative AI in cybersecurity following the RSA Conference. Beyond the marketing hype, he explains how Expel integrates AI to enhance their MDR service with practical applications that deliver measurable results - including a remarkable 91% SOC analyst retention rate. For partners looking to navigate the AI landscape, Alex provides actionable insights on upskilling teams, evaluating ethical considerations, and understanding evolving regulations. Perhaps most valuably, Alex shares what he wishes he'd known before starting his channel career - that this powerful ecosystem even existed. His journey highlights how channel partnerships consistently drive higher-quality pipeline, better conversion rates, and larger deals than other go-to-market approaches. Whether you're a seasoned channel professional or just beginning to explore partner ecosystems, this episode delivers essential insights on building scalable, sustainable partner relationships in today's rapidly evolving cybersecurity landscape. Channel Voices is currently sponsored by Meter. To stay up to date follow us on LinkedIn. Subscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation. Visit www.ChannelVoices.com Until next time 👋