The Channel Buzz

Hosted by Amiee Keenan

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146

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Jun 2026

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About the show

The Channel Buzz is a podcast exploring the people, partnerships, and ideas shaping modern software ecosystems. Hosted by Amiee Keenan, each episode connects the dots across partnerships, ecosystem visibility, marketing, AI, ERP, CRM, SaaS, and community-driven growth. From ecosystem leaders and software founders to partner teams, marketers, and industry experts, these conversations focus on how companies build recognition, create momentum, and grow through collaboration inside connected ecosystems. Because the future of software growth isn’t happening in silos.

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June 16, 2026Episode 2126 min

Stop Blaming Partners: What’s Really Holding Your Program Back

Many companies invest heavily in partner programs only to find themselves asking the same question months later: Why isn't this working?In this episode of The Channel Buzz Podcast, Amiee Keenan sits down with Bart Dirksen, Director of Strategic Solution Partners and founder of Partner Impact, to unpack what separates successful partner programs from those that struggle to gain traction.Drawing on more than 20 years of experience across sales, consulting, leadership, and partner management, Bart explains why partnerships often fail when they're treated as an add-on rather than a core business strategy. He shares the seven-layer framework behind high-performing partner ecosystems, the importance of executive ownership, why data matters more than most companies realize, and the common mistakes organizations make when trying to "fix" underperforming programs.The conversation also explores key concepts from Bart's newly released book, The Partnership Operating System, which provides a practical framework for building partnership programs that align strategy, operations, leadership, and growth.If you're building a partner ecosystem, scaling a channel strategy, or trying to get more value from your existing partner investments, this episode offers practical lessons and a fresh perspective on what actually drives long-term partner success.Buy the book🔗 Connect with Amiee on ⁠LinkedIn⁠ 🎧 Listen & follow to get future episodes on marketing, partnerships, and channel growth.Learn more about ⁠The ISV Society⁠

June 9, 2026Episode 2021 min

Why “Checking In” Isn’t Building Relationships

“Just checking in…”We’ve all sent the email.But according to Kelly Gindlesperger from Triumph, that’s not what builds real partnerships.In this episode of The Channel Buzz Podcast, Kelly joins Amiee Keenan for an honest conversation about why strong partner relationships are built through trust, consistency, and genuine human connection — not transactional follow-ups.Kelly shares why the best partner managers remember birthdays, kids’ names, vacations, and even dogs recovering from surgery. Because in ecosystems, people don’t remember every meeting… they remember how you made them feel.This episode covers:Why most partnership outreach feels forgettableThe difference between follow-up and relationship-buildingHow trust develops over timeWhy vendors lose momentum after conferencesThe small gestures that create long-term loyaltyWhy “doing what you say you’re going to do” matters more than everChapters:00:00 – Welcome & Meet Kelly01:08 – Why Partnerships Beat Sales02:00 – What Partners Really Value05:10 – How Vendors Actually Stand Out07:45 – “Do What You Say You’ll Do”10:35 – Why Trust Takes Time15:35 – Handwritten Notes Still Matter19:35 – What Causes Partnerships to FadeIf you work in partnerships, alliances, ecosystems, channel sales, or ISV growth — this conversation is a reminder that relationships still matter more than automation.🔗 Connect with Amiee on ⁠LinkedIn⁠ 🎧 Listen & follow to get future episodes on marketing, partnerships, and channel growth.Learn more about ⁠The ISV Society⁠📩 Get the ISV Guide to Grow Your Audience: https://go.theisvsociety.com/theisvguide

June 2, 2026Episode 1912 min

AI Isn’t Replacing Partner Teams — It’s Making Them Effective

AI is everywhere right now — but what does it actually look like inside real partnership teams?In this episode of The Channel Buzz, Amiee Keenan sits down with Justin Baryza, Director of Channel Partners at PointFive, to talk about the practical ways AI is transforming partnerships, co-sell motions, sales alignment, and partner operations across the ERP and ISV ecosystem. Justin shares the real workflows he uses every day to eliminate manual reporting, improve partner collaboration, automate follow-ups, and create highly personalized account outreach at scale. The conversation also explores why smaller ISVs may actually have an advantage in the AI race — despite larger vendors investing heavily in AI initiatives.Chapters00:00 Introduction to the episode and guest Justin Baryza01:45 Justin's background and experience with AI in partnerships02:26 AI's impact on daily operational tasks in partnership roles03:36 Top AI workflows for partnership teams: pipeline analysis, email follow-ups, co-sell account mapping07:24 How AI improves alignment between sales, marketing, and partnerships08:48 Building AI-powered workflows for tailored account outreach10:42 Strategies for smaller ISVs to compete with larger vendors in AI adoptionIf you’re a partnership leader, channel marketer, ERP vendor, SaaS company, or ISV trying to understand how AI can improve efficiency without replacing human relationships, this episode is packed with actionable ideas you can start using immediately.🔗 Connect with Justin on LinkedIn🔗 Connect with Amiee on ⁠LinkedIn⁠ 🎧 Listen & follow to get future episodes on marketing, partnerships, and channel growth.Learn more about ⁠The ISV Society⁠📩 ⁠Get⁠ the ISV Guide to Grow Your Audience: https://go.theisvsociety.com/theisvguide

May 26, 2026Episode 1834 min

Negative One. No Proof. And You Want Partners to Sell?

What if the reason your partner program isn’t working… is because it never had a chance to?In this episode of The Channel Buzz, Amiee Keenan sits down with Daniel Eliasi from Gong to break down the hard truths behind building successful ecosystems.One of the biggest takeaways: Most partner marketing isn’t driving ecosystems—it’s creating the illusion of progress.Webinars, campaigns, events, and co-marketing efforts may look like momentum…But they’re often just activity—not impact.Because real ecosystems aren’t measured by how much you do with partners.They’re measured by:Partner-generated revenuePartner growthAnd whether partners are actually winningChapters:0:00 – Why Partner Programs Fail Early3:30 – What Great Ecosystems Have in Common7:00 – Trust Is the Real Infrastructure11:30 – The 3 Stages of Partner Growth13:00 – Starting at Negative One17:30 – The PMF Problem20:00 – Co-Marketing vs Real Impact21:30 – Metrics That Actually Matter25:30 – AI and Partner Enablement26:15 – Lessons from HyperscalersThis episode is a must-listen for ISVs, SaaS leaders, and ecosystem builders who want to move beyond vanity metrics and build partnerships that actually scale.🔗 Connect with Amiee on ⁠LinkedIn⁠ 🎧 Listen & follow to get future episodes on marketing, partnerships, and channel growth.Learn more about ⁠The ISV Society⁠📩 ⁠Get⁠ the ISV Guide to Grow Your Audience: https://go.theisvsociety.com/theisvguide

May 23, 2026Episode 176 min

Last Takeaways from Directions NA: Where AI & ISVs Are Driving Change

In this final episode from Directions NA, Amiee Keenan sits down with David Laster of GraVoc to unpack what’s actually changing inside the Microsoft Dynamics ecosystem.With 27 years of experience spanning Great Plains to Business Central, David brings a grounded, practitioner perspective on how ERP partners are evolving and where ISVs fit into that equation.The conversation explores:Why ISVs are essential for filling industry-specific gapsHow AI is shifting from hype to practical applicationWhat’s changing in reporting, analytics, and day-to-day workflowsWhy community and openness remain the foundation of the ecosystemChapters00:00 – Welcome + David’s Background01:10 – The Role of ISVs in ERP02:30 – The Shift to AI-First Thinking04:00 – Reporting Improvements & Small Wins06:10 – Community, Openness & Final TakeawaysAs the final episode in the Directions NA series, this conversation brings both reflection and forward-looking insight into what partners should focus on next.🔗 Connect with Amiee on ⁠LinkedIn⁠ 🎧 Listen & follow to get future episodes on marketing, partnerships, and channel growth.Learn more about ⁠The ISV Society⁠📩 ⁠Get⁠ the ISV Guide to Grow Your Audience: https://go.theisvsociety.com/theisvguide

May 19, 2026Episode 165 min

Why Speed to Insight Is Winning - Live at Directions NA

Live from Directions North America in Orlando, Amiee Keenan sits down with Craig from Business Central Insights to unpack a major shift happening across the ecosystem: the move toward faster, more accessible data insights.Craig shares how partners and customers are increasingly turning to Power BI to gain deeper visibility into their operations—without the long development cycles traditionally required. With prebuilt, plug-and-play reports that connect in minutes, the conversation highlights how speed, usability, and decision-making are becoming non-negotiable.They also explore a growing opportunity in warehouse management reporting, a gap many partners are actively looking to fill, and why momentum—not just innovation—is shaping success in today’s partner ecosystem.If you're building, selling, or supporting Business Central solutions, this episode offers a clear look at where reporting—and partner value—is headed next.Chapters:00:00 – Live from Directions NA + Guest Intro00:45 – The Shift Toward Power BI & Faster Insights01:45 – Why Speed to Value Is Driving Adoption02:40 – Warehouse Reporting Gap & New Opportunities03:30 – Momentum at Directions & Closing Thoughts🔗 Connect with Amiee on ⁠LinkedIn⁠ 🎧 Listen & follow to get future episodes on marketing, partnerships, and channel growth.Learn more about ⁠The ISV Society⁠

May 14, 2026Episode 155 min

Growth, Guidance, and Getting Commerce Right in the Channel - Live at Directions

Recorded live at Directions North America, this episode of The Channel Buzz features Chris de Visser, CEO of commerecebuild, sharing insights from 15 years in the ecosystem and what’s changing fast.From the surge of AI conversations to the evolving role of commerce platforms like Shopify and Business Central, Chris breaks down what partners are really asking, where opportunities are emerging, and how to guide customers toward the right solutions.But beyond the tech, this episode highlights something just as important: the power of relationships. Directions isn’t just an event—it’s a community that continues to drive collaboration long after the conference ends.And that’s exactly what The Channel Buzz is doing—keeping the momentum going by bringing these conversations directly to you.Chapters00:00 – Live from Directions NA & Meet Chris 01:30 – 15 Years in the Directions Community 03:30 – AI: What Partners Are Really Asking 06:00 – Shopify vs. B2B Commerce Platforms 08:30 – Community, Relationships & What Comes Next🔗 Connect with Amiee on ⁠LinkedIn⁠ 🎧 Listen & follow to get future episodes on marketing, partnerships, and channel growth.Learn more about ⁠The ISV Society⁠

May 12, 2026Episode 137 min

The Real Buzz Isn’t AI—It’s Delivering Results Together — Live at Directions NA

At Directions NA, the conversations aren’t just about innovation—they’re about certainty in an uncertain market.In this episode of Channel Buzz, Amiee Keenan sits down with Jeffrey Porter, Principal Brand Evangelist at StockIQ, to unpack a major shift happening across the Microsoft ecosystem: risk aversion is rising and it’s reshaping how partners sell, collaborate, and deliver value.With decades of experience in supply chain and the channel, Jeffrey shares why customers are demanding more proof before making decisions, how failed projects have changed expectations, and why deeper partner collaboration is no longer optional—it’s essential.They also explore where AI fits into the conversation (and where it doesn’t), and what makes customers become long-term “raving fans.”00:00 — Welcome from Directions NASetting the stage and introducing the conversation01:15 — Risk Is Changing Buyer BehaviorWhy customers are more cautious and doing deeper due diligence03:10 — AI vs. Real ResultsMoving beyond hype to what actually delivers value05:00 — No Appetite for Failed ProjectsRising expectations and pressure to get it right07:00 — Winning TogetherWhy partner collaboration is key to delivering outcomes08:45 — Creating Raving FansHow strong partnerships and ROI drive long-term successIf you’re an ISV, VAR, or SaaS leader navigating today’s volatile market, this episode is packed with grounded, real-world insight.🔗 Connect with Amiee on ⁠LinkedIn⁠ 🎧 Listen & follow to get future episodes on marketing, partnerships, and channel growth.Learn more about ⁠The ISV Society⁠

May 7, 2026Episode 125 min

Directions NA: AI, ERP & the Speed Problem No One Can Solve

Speed. That’s the word coming out of Directions NA and this episode proves why.In this live conversation, Stephanie McColly of Crestwood Associates breaks down the 3 forces reshaping the ERP channel right now:the unstoppable momentum of AIthe overlooked power of ISVsAnd the growing pressure on partners to keep upFrom native AI agents inside Business Central to the real-world challenges customers are facing, this isn’t a hype-filled AI conversation—it’s a reality check.💡 Key insight: The winners won’t be the ones who “master” AI… They’ll be the ones who help customers make sense of it.Fast-moving, insight-packed, and straight from the show floor—this is Channel Buzz at its best. Chapters:00:00 – Live from Directions NA + Meet Stephanie McCollySetting the stage and introducing the partner perspective02:30 – The ERP “Value Gap” & Why ISVs MatterWhere ERP falls short—and how ISVs unlock more value05:30 – The Partner Advantage: What Actually WorksReal-world insights from seeing what clients are using successfully08:30 – AI Is Creating a DivideWho’s keeping up, who’s not—and the growing confusion11:30 – The Big Takeaway: AI Speed Is EverythingWhy no one can keep up—and why “speed” defines the future🔗 Connect with Amiee on ⁠LinkedIn⁠ 🎧 Listen & follow to get future episodes on marketing, partnerships, and channel growth.Learn more about ⁠The ISV Society⁠

May 5, 2026Episode 119 min

From Founder-Led to Scalable - Live at Directions NA

Recorded live at Directions North America in Orlando, this episode of Channel Buzz features Rob Triggs—sales expert and founder of RTR—sharing hard-earned insights on what actually drives growth in the Microsoft partner ecosystem.From scaling challenges in founder-led organizations to the critical gaps in sales capability and channel strategy, Rob breaks down why many partners hit a revenue ceiling—and what it takes to move past it.The conversation also explores what international ISVs often get wrong when entering the North American market, and why differentiation doesn’t have to be dramatic to be effective.Plus, Rob shares the personal story behind his upcoming book The Manifested Seller, and how mindset—not just skillset—can be the ultimate driver of sales success.If you're building, scaling, or refining your go-to-market strategy in the Microsoft ecosystem, this episode delivers practical insights you can act on immediately.00:00 Introduction to the Ecosystem02:48 Challenges in Scaling Microsoft Partnerships 05:07 Entering the North American Market 06:50The Importance of Mindset in Sales SuccessTake the 20 question survey Reach out to Rob - Rob@RTROfficial.com🔗 Connect with Amiee on ⁠LinkedIn⁠ 🎧 Listen & follow to get future episodes on marketing, partnerships, and channel growth.Learn more about ⁠The ISV Society⁠