The Channel Surfers - Podcast

Riding the waves of channel sales with insight, real stories & humor. Join John & Jeff as they explore strategies & growth for every modern Channel Professional

[The Channel Surfers - Podcast @TheChannelSurfs]

Stagnant revenue despite loyal partners?
Focus on active sellers and prune underperformers to reduce costs and boost market push, ultimately driving better revenue with a leaner, more effective partner program. #PartnerStrategy #RevenueGrowth #SalesTips

[The Channel Surfers - Podcast @TheChannelSurfs]

The worst QBR of my career happened when I used channel metrics to solve a sales problem. Salespeople care about *their* metrics, not yours. You have to speak their language to translate value. #SalesTips #BusinessStrategy

[The Channel Surfers - Podcast @TheChannelSurfs]

Deal registration builds trust and creates alliances with partners. Respecting this 'line in the sand' ensures co-marketing and a commitment to closing deals together. It's crucial for pipeline growth and long-term partnerships. #PartnerSuccess #SalesStrategy #ChannelSales

[The Channel Surfers - Podcast @TheChannelSurfs]

Sales is an emotion! Data guides, but your instincts are key. Never stop being a student – evolve, practice AI, and refine your skills. Ready to scale your revenue model? Let's chat. #SalesTips #RevenueGrowth #ContinuousLearning

[The Channel Surfers - Podcast @TheChannelSurfs]

The rapid pace of AI development is outpacing systematic blueprints. This reactive, 'Whac-A-Mole' approach leads to fragmented operating models as businesses chase highlight-driven cases instead of deep strategic planning. #AIStrategy #TechTrends

[The Channel Surfers - Podcast @TheChannelSurfs]

Expert attachment can accelerate deal cycles by 2x by answering prospect questions instantly. Plus, expect a 10% increase in deal size as experienced customers, familiar with pricing, negotiate more smoothly. #SalesTips #DealGrowth

[The Channel Surfers - Podcast @TheChannelSurfs]

MSP programs aren't just cheaper VAR programs; they're a distinct economic model with a unique sales motion. To succeed, focus on packaging and activation, not just volume. If you can't define and measure your motion, you don't have a program.

#MSP #SalesStrategy

[The Channel Surfers - Podcast @TheChannelSurfs]

Trust, not just automation, is the future of go-to-market. A simple coffee gift before a pitch still outperforms AI outreach, proving human connection is key. #Sales #Marketing #Gifting

[The Channel Surfers - Podcast @TheChannelSurfs]

Enterprise AI budgets are fueling short-term deals, but without CRM integration, churn is massive. To secure big contracts, your champion needs a powerful 3-second pitch to sell your solution internally. #SalesTips #AI

[The Channel Surfers - Podcast @TheChannelSurfs]

Building trust in sales is tough. After the demo, leads often fall into a 'no man's land.' Your customers are your best salespeople—leverage them for social proof and community to close deals. #SalesTips #LeadGen

[The Channel Surfers - Podcast @TheChannelSurfs]

Most MSP programs don't have a recruitment problem.
They have an activation problem.
On EP #66, Jon Purcell explains why MSPs require a different playbook, economics, and expectations than traditional channel partners.

📺 https://t.co/ao6Ne0HB4B

🏄 Activation beats volume.

[The Channel Surfers - Podcast @TheChannelSurfs]

The safest move used to be being a generalist.
In 2026, it may be the riskiest.

Buyers want outcomes.
Vendors want repeatability.
Marketplaces want differentiation.
Clarity creates momentum. 🏄
Take a listen and let us know:
🎙️ https://t.co/pyf1Odi8qG
📺 https://t.co/lUpBdcSH4d

[The Channel Surfers - Podcast @TheChannelSurfs]

Most companies don't have an AI problem.
They have a readiness problem.

On EP #64, Joe Cellucci explains why AI exposes broken processes, weak governance, and poor data faster than ever.
🎧https://t.co/BeBpT3WGhV
📺https://t.co/LzSYU4SMHq
Build the blueprint first, Then scale.🏄

[The Channel Surfers - Podcast @TheChannelSurfs]

Most companies don’t have an ecosystem.
They have Ecosystem Theater.
On EP #63, we break down what ecosystem GTM actually looks like: coordination, trust, partner roles, co-marketing, execution rhythms, & AI-enabled workflows.
https://t.co/kH1mVFElcQ
Real talk from the surf...🏄

[The Channel Surfers - Podcast @TheChannelSurfs]

https://t.co/0igUWPzdXo

[The Channel Surfers - Podcast @TheChannelSurfs]

A Founder’s Guide to Building a Real 100% Channel Motion https://t.co/wLJhAyLFAZ

[The Channel Surfers - Podcast @TheChannelSurfs]

Most partnerships fail before they even start.

Why?

They skip co-marketing.

Align → Test → Build momentum → THEN sell

That’s how you turn partnerships into pipeline.

EP57 of The Channel Surfers
📺 Watch here: https://t.co/VDjAVyq9pB
🎧 Listen here: https://t.co/lOLKU5FDn6

[The Channel Surfers - Podcast @TheChannelSurfs]

Most people come back from RSA with 200 cards and a lot of energy.

Then 4-5 days pass and nothing happened.
Here's why that keeps happening - and how to fix it 🧵

📺 YoueTube: https://t.co/usqpAFEVpz

[The Channel Surfers - Podcast @TheChannelSurfs]

AI isn’t failing., Most just skipped the first step.
🏄No problem defined
🏄No strategy
🏄No execution

Most companies are hesitant to lean-in...
The Real shift: Problem → Strategy → Execution
🎧 New Channel Surfers episode is live https://t.co/x5bN7y9K65

[The Channel Surfers - Podcast @TheChannelSurfs]

Most companies think they have a partner problem.

They don’t. They have a system problem.

On EP 54 of Channel Surfers, Kyle Edmund Hayes explains why ecosystem success starts with clean data and partner attribution.

Ecosystems are revenue systems!!

📺https://t.co/bJ14OLsHxA