The Channel CRO

Hosted by The Channel CRO

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Latest episode

May 2024

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EN-US

About the show

Welcome to The Channel CRO Podcast by JSG, your streamlined guide to mastering GTM strategies, accelerating revenue growth, and developing a dynamic channel ecosystem. Each episode brings you face-to-face with elite GTM leaders and CROs who excel in fast-tracking revenue and expanding partner networks. We cut through the complexity to uncover how these visionaries achieve success, overcome challenges, and significantly shorten the time to revenue. This podcast is an essential listen for anyone looking to amplify their channel strategy and drive growth more efficiently. Join us to unlock the secrets of top industry experts and propel your channel partnerships to new heights.

Listen to episodes

38 recent

May 23, 2024Episode 1021 min

iRobot for Sales Teams: How AI is Boosting Business Strategies with Derek Osgood

In this episode, Kathleen and Desraie sit down with Derek Osgood, the CEO and founder of Ignition, to explore the transformative power of AI in the business world. Derek shares how Ignition leverages AI to streamline product roadmaps and launch campaigns, aligning product, marketing, and sales teams to drive powerful results in the market. Emphasizing that AI is not meant to replace humans but to enhance their capabilities, Derek discusses the importance of breaking down silos and creating a shared understanding among teams. "AI allows your team to work on drastically more strategic work," he notes, highlighting how AI frees up employees to focus on higher-level tasks. He also underscores the significance of alignment and communication, stating, "If everybody's actually pulling in exactly the same direction with exactly the same goal and exactly the same message, it drives in the market much, much more powerfully." Tune in to this insightful conversation to learn how AI can revolutionize your business operations and elevate your team's strategic impact.

May 16, 2024Episode 931 min

AI Won't Steal Your Job, But It Will Make It Cooler: Insights from Cody Schneider

In this episode Desraie and Kathleen sit down with Cody Schneider, the co-founder of Swell AI and Drafthorse AI, to delve into the transformative impact of AI on marketing. They explore how AI can optimize content production and growth marketing, highlighting the essential role of automation engineers in streamlining processes. Cody emphasizes that AI is not a replacement for human creativity but a tool that can significantly enhance human capabilities and efficiency. By implementing AI, organizations can gain a competitive edge and adapt swiftly to market changes. He stresses the importance of expert knowledge and brand voice guidelines in creating high-quality AI-generated content. "Expert knowledge is going to become more valuable than it ever was before," Cody notes, underscoring the enduring importance of human expertise in the age of AI. Tune in to this insightful conversation to learn how AI can revolutionize your marketing strategies and boost your business growth.

May 10, 2024Episode 832 min

Beyond the Airplane Selfies: The IT Channel Community with Rob Rae

In this episode hosts Desraie Thomas and Kathleen Martin sit down with Rob Rae, Corporate VP of Community and Ecosystems at Pax8, to delve into the pivotal role of community in the CRO space. Rob brings a wealth of experience in building successful communities and offers invaluable insights into how CROs can leverage these communities to drive growth and enhance their partner programs. During the conversation, Rob underscores the importance of community in building trust, loyalty, and strong relationships with partners, stating, "Everyone has a community. It's just whether you're paying attention to your community or not." The discussion also highlights the significance of events in the channel industry and the necessity of executing a proper event strategy to achieve a positive ROI. Rob emphasizes that creativity and execution are essential in maximizing the value of events and building thriving communities. Learn more about the Beyond conference: https://www.pax8beyond.com/

May 2, 2024Episode 725 min

The Role of AI in Threat Detection and Mitigation with Scott Sampson, Securonix

Welcome to The Channel CRO podcast, where today's conversation features a look into the intersection of revenue sales, marketing, and cybersecurity. Join Kathleen and Desraie as they sit down with Scott Sampson, the Chief Revenue Officer at Securonix. The trio explores the critical role of data-driven decision-making in cultivating high-performing sales teams, delves into the burgeoning opportunities for MSPs within cybersecurity solutions, and examines the transformative impact of AI on threat detection and mitigation. Scott brings his expert insights into the essentials of hiring for sales roles, emphasizing the importance of intelligence, drive, and empathy. He also shares a valuable resource for any sales leader looking to enhance their approach: 'The Qualified Sales Leader' by John McMahon. Tune in to gain a wealth of knowledge on harnessing the power of technology and strategy in the fast-evolving world of cybersecurity sales.

April 25, 2024Episode 68 min

Listen, Learn, Lead with Janet Schijns, JSG

In this episode of the Channel CRO podcast, now officially a JSG podcast, host Janet Schijns, CEO of JS Group, shares the exciting news about the podcast's new alignment with JSG and its focus on growth within the CRO community. The group discusses JS Group's track record of enhancing sales enablement and reducing time to sales, discussing upcoming research on effective routes to market and the development of a comprehensive CRO toolkit. These initiatives aim to provide CROs with actionable insights and essential resources to navigate the changing sales landscape and accelerate growth. The conversation concludes with a forward-looking discussion on the future impacts of the podcast on go-to-market and sales strategies in the IT ecosystem. The CRO Research Report is now available: https://www.jsgnow.com/research

April 18, 2024Episode 526 min

Identifying and Targeting Micro Markets with Alex Shyshko, Outbound Funnel

In this episode of The Channel CRO, Kathleen and Desraie sit down with Alex Shyshko, the Chief Revenue Officer (CRO) of Outbound Funnel. They discuss pivotal topics such as customer experience, the strategic role of marketing, the evolving influence of artificial intelligence (AI) in sales and marketing, the concept of micro markets, and effective funnel building techniques. Alex emphasizes the integral role of customer experience in unifying various organizational functions and how marketing efforts must be designed to support the customer journey. He shares his expertise on using AI as a catalyst for generating options and enhancing efficiency, although he underscores that it cannot substitute human creativity and execution. The discussion also covers how identifying and engaging with micro markets is essential for precise targeting, and the importance of prioritization in his role as a CRO. Alex wraps up the conversation with valuable book recommendations and information on how listeners can connect with Outbound Funnel. Whether you're looking to refine your marketing strategy or better understand the role of technology in sales, this episode is packed with insights.

April 11, 2024Episode 420 min

Developing the CRO Mindset with Rob Fegan

In this episode of the podcast, hosts Kathleen Martin and Desraie Thomas engage in a profound discussion with Rob Fegan, the founder of Venvito, focusing on the Chief Revenue Officer (CRO) mindset. Together, they explore the multifaceted aspects of driving revenue and growth within a business, stressing the importance of a holistic approach that involves the entire team. One of the central themes explored is the significance of assembling a cohesive team, composed of individuals who not only possess the necessary skills but also resonate with the company's values. Fegan emphasizes the critical role of hiring individuals who exhibit the drive to execute revenue-centric tasks effectively. Additionally, the conversation highlights the importance of aligning success metrics collaboratively with the team to ensure collective buy-in and accountability. Fostering a culture of continuous learning emerges as a key component of the CRO mindset, with recommendations from Fegan regarding books and mentors that have influenced his journey.

April 4, 2024Episode 329 min

From Big Tech to Startups: Darr Aley on the Art of Leadership and Innovation

Welcome to this episode of The Channel CRO, where hosts Kathleen Martin and Desraie Thomas are joined by Darr Aley, co-founder of Aidentified and a veteran of entrepreneurship and corporate strategy. Darr shares his experiences working with icons like Jeff Bezos and Elon Musk, and shares his insights on the critical role of a Chief Revenue Officer (CRO) in driving a company's success. He discusses the transition from large corporations to startups, emphasizing the importance of team building and culture, and outlines key metrics for small business growth. Our conversation also highlights the transformative impact of AI and data analytics in sales, marketing, and customer relationships. Darr provides insights into his leadership style and the lessons learned over his career, underlining the significance of relationships and AI in enhancing business operations. Tune in to gain valuable insights on leadership, the role of technology in business, and strategies for driving growth and efficiency in today's dynamic business landscape.

March 28, 2024Episode 224 min

From Customer Focus to High-Performance Teams: The CRO Blueprint with Richard Hudson

In this episode of The Channel CRO, hosts Kathleen Martin and Desraie Thomas sit down with Zebra Technologies' Chief Revenue Officer, Richard Hudson, for a deep dive into the world of CROs. Richard shares his insights on the importance of customer focus, the need to break down organizational silos, and the key metrics CROs should track. He emphasizes building high-performing teams and the unique path to becoming a CRO, highlighting the value of diverse experiences. The episode wraps up with advice on professional growth, including networking and continuous learning. Tune in for a concise exploration of achieving success in the critical role of a CRO, packed with actionable insights for leaders at all levels.

March 21, 2024Episode 127 min

Beyond the Bottom Line: People, Pace, and Profit in Business

Welcome to this episode of The Channel CRO, featuring Kevin Brooks from Procurant. In a focused conversation, Kevin explores key aspects of revenue generation and organizational dynamics, emphasizing the critical roles of revenue velocity, team alignment, and the unique challenges in the food industry. He stresses the importance of the right personnel, the diverse objectives of sales and marketing, and the strategic balance a Chief Revenue Officer must maintain for both short-term success and long-term growth. Highlighting customer service and profitability as business cornerstones, Kevin's insights are invaluable for anyone aiming to enhance their understanding of effective business leadership and the collective effort needed for organizational success. Tune in for a condensed masterclass on driving business forward with strategic alignment and robust leadership.