HeyJaredJeff Lennon
Channel Surfers brings real-world insight to channel sales, partnerships, and GTM. Hosted by John McCabe and Jeff Lennon, we share practical strategies, honest conversations, and ideas that help you build better partnerships and drive real growth.
- Indexed issues, last 90 days
- 13
- Latest publication
- Sep 30, 2026
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- Earliest in this view
- Jul 3, 2026
Latest issues
From Incentive to Impact - Making Partner Rewards Actually Work (opens the original)
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Partner incentives should do more than reward activity. They should encourage the right behavior, remove friction, and help create measurable partner engagement.In Episode 77 of The Channel Surfers, John and Jeff sit down with Bill Taibl, CRO at XTRM, to discuss why incentive programs often fall short.The problem usually starts before the reward is ever offered. Companies launch a SPIFF or MDF program without clearly defining who they are trying to engage, what they want that person to do, or ho
Great Partnerships Don’t Happen by Accident Part 1: Build the Foundation Core Theme (opens the original)
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Great partnerships do not start with partner count.They start with clarity.In Episode 76, Jeff Lennon and John McCabe kick off Part 1 of the Channel Surfers series Great Partnerships Don’t Happen by Accident by breaking down what a strong partnership foundation actually looks like.The conversation focuses on five core areas:Segment. Align. Enable. Execute. Measure.The goal is not simply to find companies that look good on a partner slide.<a class="image-link image2 is-viewable-img" href="https:/
Catalyst 2026 What Changed What Matters and What Comes Next (opens the original)
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Partnership leaders spent years working to earn a seat at the table. At Catalyst 2026, hosted by Partnership Leaders, it felt like many had earned it. That progress creates a harder question: What are you doing with the seat?<img alt="" class="sizing-nor
Why Great Partner Programs Don’t Happen by Accident - Part 4 (opens the original)
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Activation creates motion. Scaling turns that motion into repeatable delivery.Every partner program wants momentum.Then momentum arrives.More sellers engage. More opportunities enter the pipeline. More customers need support. More partners want access, and more markets begin to look possible.That is when growth starts exposing the design underneath the program.<a class="image-link image2 is-viewable-img" href="https://substackcdn.com/image/fetch/$s_!KLmz!,f_auto,q_auto:good,fl_progressive:steep/
Why Great Partner Programs Don’t Happen by Accident (opens the original)
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We spend a lot of time in the channel trying to sign partners and then we finally sign them. And sadly, sometimes…nothing happens.They’ve completed onboarding, some of them or someone attended training. They have access to the portal. There is probably a recurring meeting on the calendar.I mean technically, they are a partner, right… But are they doing anything?<a class="image-link image2 is-viewable-img" href="https://substackcdn.com/image/fetch/$s_!EMfF!,f_auto,q_auto:good,fl_progressive:steep
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