Cost of Eliminating the Channel Chief – Heather K. Margolis | Partnerships Unraveled [Video]

In this must-watch episode of Partnerships Unraveled, Alex Whitford is joined by Heather K. Margolis, a recognized powerhouse in the world of channel and partner strategy, for a conversation packed with insights, bold predictions, and actionable advice.

Heather’s story is nothing short of inspiring. From founding Channel Maven in 2009 to building and selling two companies to 360 Insights, she’s now embarking on the reinvention of Channel Maven to tackle the challenges of a rapidly changing industry. Heather reveals how shifting market dynamics and boardroom decisions are reshaping the roles of channel chiefs and partnerships leaders—and how businesses can adapt to stay ahead.

This episode is a goldmine for anyone in channel marketing, partner enablement, or revenue leadership. Key topics include:

– Why partnerships are becoming more strategic while traditional channels face declining influence.
– The hidden cost of eliminating the channel chief role—and why companies are bringing it back.
– Heather’s cutting-edge 12-course curriculum, designed to arm CMOs and CROs with the tools they need to succeed in a channel-first world.
– Practical strategies for co-selling, building partner ecosystems, and creating long-term value through partner lifetime strategies.
– Why the concept of “campaigns in a box” needs a total rethink—and how to truly empower partners with modern marketing approaches.

Heather also shares thought-provoking insights on how VCs and tech companies are rethinking their channel strategies, especially in global markets like Europe, where customer behavior demands a partner-first approach.

Connect with Heather : https://www.linkedin.com/in/heatherkmargolis

Timestamps:
00:00:00 Introduction to Partnerships Unraveled
00:01:11 Heather’s Journey and Channel Maven’s Evolution
00:02:45 The Shift Towards Strategic Partnerships
00:05:49 The Role of Channel Chiefs in Modern Business
00:10:14 CMOs and Channel Strategy
00:14:17 Understanding Partner Lifetime Value
00:16:51 Rethinking Campaigns in a Box
00:20:08 Enhancing Partner Events and Engagement

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Listen on 🎧:
Apple Podcasts – https://podcasts.apple.com/nl/podcast/partnerships-unraveled/id1648091322
Spotify – https://open.spotify.com/show/5LBehmUCwmmxIApamuLK6m?si=7b166ee1661a4a0d

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