35 - How to PE Takeover-Proof Your Channel Program - David Sherman

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

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How does a private equity firm’s takeover typically impact a company's strategic direction and how can it affect their channel partner program?

Sometimes, channel partner programs get the axe when a PE firm takes over.

In today’s episode, we’ll:

• explore this issue,
• investigate the underlying reasons,
• and discuss strategies to protect your channel program from being eliminated during a PE takeover.

Chapter markers:
(01:02) Guest Intro: David Sherman
(04:09) How a PE firm’s takeover typically impacts a company's channel partner program
(07:42) Common reasons investment firms cancel or restructure a partner program
(08:47) Performance metrics evaluated by private equity firms
(09:40) What metrics should PEs really be analyzing?
(12:09) How important is it for private equity to enhance the partner program
(14:26) Potential risks of canceling a channel program could bring to customer relationships?
(15:58) PEs that keep the partner program post-takeover - maintenance strategy for them?
(17:11) Most important aspects of partner management to you that can help a channel chief prove out the channel program to the PE
(22:11) What can typically go wrong with channel program with M&A as opposed to private equity takeover

This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝

If you haven't already, please like 👍 & subscribe! ✅ And if you enjoyed this episode, please leave us a review on Apple Podcasts ⭐️⭐️⭐️⭐️⭐️ https://apple.co/3HcqSsm See instructions to do so at the end of the episode.
To learn about Magentrix PRM, please visit www.magentrix.com
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Podcast Credits:
Host: Paul Bird
Executive Producer: Fereshta Nouri
Content & Research: Fereshta Nouri
Graphics & Branding: Fereshta Nouri

Luvut

1. 35 - How to PE Takeover-Proof Your Channel Program - David Sherman (00:00:00)

2. Guest Intro: David Sherman (00:01:02)

3. How a PE firm’s takeover typically impacts a company's channel partner program (00:04:09)

4. Common reasons investment firms cancel or restructure a partner program (00:07:42)

5. Performance metrics evaluated by private equity firms (00:08:47)

6. What metrics should PEs really be analyzing? (00:09:40)

7. How important is it for private equity to enhance the partner program (00:12:09)

8. Potential risks of canceling a channel program could bring to customer relationships? (00:14:26)

9. PEs that keep the partner program post-takeover - maintenance strategy for them? (00:15:58)

10. Most important aspects of partner management to you that can help a channel chief prove out the channel program to the PE (00:17:11)

11. What can typically go wrong with channel program with M&A as opposed to private equity takeover (00:22:11)