The Channel Surfers - Episode 22: Sales Leadership Meets Channel Strategy with Dan Emanuele
Update: 2025-07-22
Description
In this episode, John McCabe and Jeff Lennon are joined by Dan Emanuele, Senior VP of Sales, for a conversation that bridges the often siloed worlds of sales and channel. The discussion uncovers how sales leaders can drive growth through a channel-first mindset, offering real-world insights from Dan’s decades-long career.
Key Highlights:
• Career Journey:
Dan shares how he entered the world of sales, what led him to leadership, and the pivotal moments that shaped his trajectory into channel-influenced roles. His experiences underscore the importance of mentorship, adaptability, and strategic vision.
• Channel Sales Demystified:
Dan breaks down what channel sales really means, how it’s different from direct sales, and why it’s more than just a route to market—it’s a strategic multiplier. He also discusses the challenges like incentive alignment and partner enablement.
• The Good, the Bad, and the Real:
The group weighs the pros (like expanded market reach and efficiency) and cons (such as reduced control and partner dependency) of a channel-led approach, with anecdotes from Dan’s career illustrating both ends of the spectrum.
• What’s Next for the Channel:
Looking ahead, Dan touches on the role of digital transformation, CRM tools, and how data is reshaping partner engagement. He shares advice for emerging sales professionals: develop empathy, build trust, and know that channel success is a long game.
🔗 Call to Action:
Listeners are encouraged to connect with Dan and stay curious about how sales and channel teams can win together.
Key Highlights:
• Career Journey:
Dan shares how he entered the world of sales, what led him to leadership, and the pivotal moments that shaped his trajectory into channel-influenced roles. His experiences underscore the importance of mentorship, adaptability, and strategic vision.
• Channel Sales Demystified:
Dan breaks down what channel sales really means, how it’s different from direct sales, and why it’s more than just a route to market—it’s a strategic multiplier. He also discusses the challenges like incentive alignment and partner enablement.
• The Good, the Bad, and the Real:
The group weighs the pros (like expanded market reach and efficiency) and cons (such as reduced control and partner dependency) of a channel-led approach, with anecdotes from Dan’s career illustrating both ends of the spectrum.
• What’s Next for the Channel:
Looking ahead, Dan touches on the role of digital transformation, CRM tools, and how data is reshaping partner engagement. He shares advice for emerging sales professionals: develop empathy, build trust, and know that channel success is a long game.
🔗 Call to Action:
Listeners are encouraged to connect with Dan and stay curious about how sales and channel teams can win together.
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