Podcast Archives | 360insights

Ep. 43 – Heather Tenuto: What, Where, & How of Customer Success

by 360insights On January 24, 2020 Under: Podcast

Where are you in your customer success journey? Are your customers feeling the love… literally? Many organizations are taking the leap and embracing the move beyond just the “customer first” notion and instead becoming “customer obsessed.” Simply because, as Heather Tenuto puts it, “the customer has never been more powerful than they are today.” In

Ep. 42 – Melanie Zevenbergen: Culture is The Difference Maker

by 360insights On January 14, 2020 Under: Podcast

“What I’m terrified of is losing that humanity as we grow…” That’s what keeps Melanie Zevenbergen Vice President of Sales & Channel Enablement for CommScope, up at night. While her focus remains on leading the introduction of new technologies, processes and initiatives, she can’t help but have a passion for great culture. For Melanie, so

Ep. 41 – Jennifer McCready: Channel Strategy From Scratch

by 360insights On December 20, 2019 Under: Podcast

Have you ever thought about how you would build a program with no legacy organizational contracts? Well, Jennifer McCready, the Global Channel Chief for Steelcase definitely has. In this podcast, we had the pleasure of speaking with her about some insights she’s acquired managing channel strategy. So, what does she believe is a key starting

Ep. 40 – Melinda Aguilar: What’s a Vendor to Do?

by 360insights On December 5, 2019 Under: Podcast

“They NEED to all stick with rebates…” Melinda Aguilar is back for round two. After kicking up dust in her first appearance back on episode 38, Dear Vendor, Let Me Introduce You to Our Customer…. she’s back to share her perspective on what makes a great partnership with a vendor. If you haven’t checked out

Ep. 39 – Tommy Wald: MSP Optimization/Partner Symbiosis

by 360insights On November 21, 2019 Under: Podcast

You may have heard this theory before, we certainly have, resellers don’t always tell vendors and or customers exactly what they’re thinking. It can be difficult to build a strong lasting relationship if vendors, resellers and customers are not on the same page. In this Channel Edge episode, we dig into the reseller experience to

Ep. 38 – Melinda Aguilar: Dear Vendor, Let Me Introduce You to Our Customer….

by 360insights On November 7, 2019 Under: Podcast

“Everyone acts like everything’s perfect, and that’s the problem …” Melinda Aguilar is the sales manager at RenWes Sales in Lake Forest, CA but she’s also much more than that. She is a 37-year veteran of the appliance business and proven number one appliance salesperson in North America, possibly even the world. For this reason,

Ep. 37 – Amy Belcher: Top 3 Areas of Investment For Channel Success

by 360insights On October 31, 2019 Under: Podcast

“The reality is that in a channel there are still a lot of in-person sales that happen…” Amy Belcher is VP of Global Partner Marketing at Xerox with a history of successes in channel expansion and growth & a focus on revenue acceleration. Repeatedly recognized for her consistent achievements in this area, Amy was recently

Ep. 36 – Lori Cornmesser: Should We Treat Resellers as Customers?

by 360insights On October 31, 2019 Under: Podcast

“Are you speaking your partners’ language?” Lori Cornmesser is VP of Worldwide Partner and Alliance Sales at Infoblox where’s she’s responsible for indirect sales, partner performance, channel reach, revenue attainment, and partner profitability. Lori got her start in the managed services and network security fields 25 years ago and has brought a hard-charging approach to

Ep. 35 – Tina Gravel: 3 Fundamentals of Customer Success

by 360insights On September 19, 2019 Under: Podcast

“Getting people 4 and 5 degrees away from you to do what you want them to do is the most difficult thing in the world…” Tina Gravel is the Channel Chief at Cyxtera Technologies and shares perspectives from over 25 years of indirect and direct sales and customer service/support in IT with a special emphasis

BONUS – Scott Armstrong: Aligning Marketing Tactics to the Buyer’s Journey

by 360insights On September 5, 2019 Under: Podcast

“Machines don’t create trust; emotion creates trust and emotion is between people.” Scott Armstrong is a partner at Brainrider, a B2B marketing agency that helps businesses adopt and optimize a pipeline strategy, run more effective campaigns, and ultimately drive more business revenue. He also happens to enjoy teaching because, as many of us know, teaching