Twins Talk Tech Leadership

Episode 137: Building Successful Pipelines

This might be the perfect time to reimagine how to best reach your ICP; how to build a better pipeline. Ryan O’Hara, CEO and Co-Founder of PitchFire, a platform redefining how organizations and B2B teams build pipeline through paid prospecting, discusses a value added approach to your prospecting. Ryan challenges conventional outreach tactics, explaining why more automation doesn’t always mean better results.Key Takeaways:The outbound paradox.Highly personalized outreach campaigns that prioritize engagement over volume, leading to real meetings.How integration with AI is impacting prospecting (30% of sales messages using AI).743 Billion prospecting touches will be ignored.Get listed on the Pitchfire marketplace.Components of a successful pitch framework.Brand archetypes & social media.Connect with Ryan on LinkedIn and check out PitchFire.com to see how your team can break through the noise.Timestamps:[00:06:45] Effectiveness of paid prospecting[00:14:10] Pitchfire marketplace, Chrome plugin[00:15:10] Key to designing a great pitch[00:21:13] Seth Godin, Purple Cow[00:25:18] Brand archetypes [00:37:14] Quickfire questions~~~Website: appmeetup.com/twinstalktechleadership/Community: facebook.com/groups/salesmavericksPatreon: patreon.com/twinstalkitup

Episode 136: PitchIT 2025

When passion meets purpose and opportunity, success takes flight. ConnectWise Channel Evangelist Sean Lardo and Andrea Barrow, Channel Marketing Manager share how the PitchIT Accelerator Program continues to fuel the future of the MSP ecosystem by transforming startup visions into thriving businesses.Headlines include:How PitchIT is far more than a "Shark Tank-style" competition.A rigorous 16-week program covering everything from developing go-to-market strategies to product market fit. 26 startups are empowered to refine their story, build their foundation, and ultimately compete for a coveted spot on the IT Nation Connect stage in Orlando this November.The impact speaks for itself with past finalists having a combined $3M+ in ARR growth.If you're a startup ready to elevate your brand – or an MSP eager to shape the future – applications are open until April 30, 2025. Learn more at itnation.connectwise.com/pitchit and get ready to pitch with purpose! We look forward to seeing you at IT Nation Connect. ~~~Website: appmeetup.com/twinstalktechleadership/Community: facebook.com/groups/salesmavericksPatreon: patreon.com/twinstalkitup

Episode 135: A Champion in the Community

We love celebrating champions who not only lead with excellence in tech but also uplift the communities around them. Brook Lee, Vice President of Community and Channel at Liongard, is not only a seasoned IT and MSP expert, but also a tireless advocate for diversity, mentorship, and connection across the Channel.Highlights include: Challenges and opportunities for women and leaders of color in the sector.Driving meaningful change through education and networking.The art of asking questions, as listening may reveal that 'next great idea.'Initiatives like “Conversations and Cocktails,” and restarting Liongard’s Partner Advisory Council.Producing a book with several other GTIA leaders on how to interview, hire and retain women in technology.Her beloved travel mascot Leo from the #WhereInTheWorldIsLeo campaign.Follow Brook on LinkedIn and visit liongard.com/ to learn more about their platform and upcoming webinars. ~~~Website: appmeetup.com/twinstalktechleadership/Community: facebook.com/groups/salesmavericksPatreon: patreon.com/twinstalkitup

Episode 134: IPP For Profitability & Growth

How can organizations drive sustainable growth and predictable profitability by refining not just their Ideal Customer Profile, but also their Ideal Partner Profile? With economic uncertainties impacting the market, it’s no longer sufficient to only understand who your ideal buyer is — businesses must now focus on identifying and investing in the right partnerships. We dive into questions like: What does an ideal partner look like? and What defines a fair, mutually beneficial partnership?Key takeaways include:Go Beyond the ICP: While knowing your ICP is crucial, the real growth may come from honing in on your IPP.The Power of Balanced Partnerships: A successful partnership ensures that the client wins, the partner wins, and you win — avoiding one-sided relationships.What Makes Partnerships Work: Strategic fit, aligned values, shared ICPs, and synchronized buying cycles.Why Some Partnerships Fail: A lack of shared vision, poor alignment, or no clear go-to-market strategy.Tools to Support Partnerships: Move beyond CRMs — consider Partner Relationship Management (PRM) tools to effectively manage partner engagement.Examples of Great IPPs: Highlighting the Red Bull and GoPro collaboration — a case study in complementary brands going to market together.The AppMeetup IPP Framework: A structured approach to evaluating partnerships that can help forecast revenue outcomes.Tips for Success: Develop a partner-first strategy, communicate often, define shared goals, and go to market together.Whether you're a startup or an enterprise, this is packed with actionable insights into building strategic alliances that fuel lasting growth. For more insight into identifying and building strategic partnerships, visit AppMeetup.com~~~Website: appmeetup.com/twinstalktechleadership/Community: facebook.com/groups/salesmavericksPatreon: patreon.com/twinstalkitup

Episode 133: Microsoft’s 50th Anniversary

From its founding by Bill Gates and Paul Allen to its continued evolution under Satya Nadella, Microsoft has consistently reinvented itself while shaping generations around the world. Thank you for 50 years of innovation, inspiration, and empowerment. Highlights include: Microsoft is more than "its tools." Microsoft has also been a leader and champion for inclusion, sustainability and providing access to opportunities. Continued focus on amplifying and supporting the Partner ecosystem. Foundational for the growth of communities; including the IAMCP, Women in Technology and Women in Cloud. Integral to the formation of the Black Channel Partner Alliance and the Black Partner Growth Initiative Program. Our very own AppMeetup being recognized as a 2024 Microsoft Supplier Partner of the Year. Subscribe and continue to download episodes from your favorite twins. For more on Microsoft's 50th Anniversary, visit news.microsoft.com/microsoft-50/~~~Website: appmeetup.com/twinstalktechleadership/Community: facebook.com/groups/salesmavericksPatreon: patreon.com/twinstalkitup

Episode 132: The Power of Community

Community is at the heart of success in the technology services space, and not many understand this better than Ken Patterson, Director of Community at Todyl. As a leader in the channel, Ken has spent years fostering collaboration and support among partners through peer groups, industry events, and strategic initiatives.Highlights include:Why building strong communities is essential for growth and innovation.Todyl’s commitment to “educate, enable and enact” while keeping customer needs at the forefront.Why SASE might be better than a traditional VPNThe importance of events like IT Nation Connect, where partners come together not as competitors but as allies striving for collective success; the concept of “coopetition" for mutual growth and success.Tips for how to plan for a successful conference or event.Biggest opportunities and challenges he sees.Follow Ken on LinkedIn and visit Todyl.com to learn more about their platform and resources to support the Community.~~~Website: appmeetup.com/twinstalktechleadership/Community: facebook.com/groups/salesmavericksPatreon: patreon.com/twinstalkitup

Episode 131: Bring the Energy as a Tech Leader

March is International Women’s Month, a time to celebrate the achievements and leadership of women across industries, including technology. With over 28 years of experience in sales, consulting, and digital transformation, returning guest Danielle Estrada, Executive Vice President of Sales and Marketing at Hitachi Solutions Americas, joins the conversation once again.Highlights include:Her leadership approach at Hitachi Solutions and why relationships matter.Her dedication to fostering diverse talent in the tech space, emphasizing the importance of authenticity and embracing diverse perspectives.Exploring industry trends, particularly in compliance, data security, and AI advancements.Insights into how Hitachi Solutions is helping businesses navigate digital transformation.Being an Adjunct Professor at Georgetown University and why you should know the “prompt.’Her passions for mixology, finding the best online deals and the importance of self-care.Connect with Danielle on LinkedIn and TikTok. Be sure to also follow Hitachi Solutions on LinkedIn~~~Website: appmeetup.com/twinstalktechleadership/Community: facebook.com/groups/salesmavericksPatreon: patreon.com/twinstalkitup

Episode 130: Impact of a Tech Roadshow

The 2025 Lenovo MSP Roadshow series is an exciting event highlighting the transformative impact of AI on the MSP industry. Attendees explore the latest advancements in AI, gain actionable insights to strengthen customer relationships, and to discuss alignment of IT solutions with business goals. The roadshow will also showcase opportunities for business expansion ideas, leveraging tailored resources and how to implement marketing strategies. Additionally, MSPs will have access to Lenovo’s dedicated channel team; all designed to help MSPs integrate AI-driven solutions into their business strategies to meet the evolving needs of their customers.This is from the Lenovo Roadshow Series stop in Orlando, FL. Guests include Joey Monseur, Business Development Manager with Lenovo; Nicole Watson, CEO of Bloom Consulting Group; Nick Allo of SemTech IT Solutions, Michaela Doucette, Channel Program Manager with Lenovo; Ali Crisci-Bartunek, Go To Market Partner Experience Manager with LenovoSome of the key Highlights:Lenovo Roadshow expectations including listening to the partner, education and networking. To help the partner "see beyond the right here, right now."Partnership goals, reward system and growth. Importance of having an AI Integration strategy to build your practice. Encouragement to think about upstream strategy as well as downstream strategy, including the implementation of services. Why choosing Lenovo can make all the difference. How Lenovo can help partners create and implement solutionsFollow each of our guests on LinkedIn and visit their websites for more information about how they are impacting the community. Lenovo.com/BloomConsultingGroup.com/SemTechIT.com/~~~Website: appmeetup.com/twinstalktechleadership/Community: facebook.com/groups/salesmavericksPatreon: patreon.com/twinstalkitup

Episode 129: Go to Market; Grow to Market

Success comes from building trust and with being intentional in every aspect of leadership and business growth. Jen Waltz, Vice President of Global Alternate Channels at Kron Technologies shares the importance of relationships, collaboration, and compliance in a rapidly evolving tech landscape.Highlights include:Driving remarkable growth, including a 233% increase in channel partners and a 453% expansion in pipeline opportunities. Her passion as an advocate for women in technology, playing a key role in initiatives like the Women in Alliances Summit and the Women of the Channel board.Jen’s experience extends into event management, having orchestrated iconic gatherings for the Sundance Institute.Her recent launch of her own consultancy, Imajentative Consulting LLC, focusing on go-to-market strategies and expanding brand influence. Jen’s philosophy centers around the power of connections, diversity of thought, and the value of lived experiences, proving that success is built not just on expertise but on meaningful relationships. Follow Jen on LinkedIn and visit imajenative.com/ for more insights and invaluable lessons on all things channel, for driving impactful partnerships and championing inclusivity. ~~~Website: appmeetup.com/twinstalktechleadership/Community: facebook.com/groups/salesmavericksPatreon: patreon.com/twinstalkitup

Episode 128: Strengthen your Brand, Strengthen Engagement

Building a strong brand—whether personal or organizational—is no longer optional; it’s essential for standing out in a crowded, fast-evolving digital world. Dux Raymond Sy, Chief Brand Officer & Philippines Country Manager at AvePoint shares why it is essential to have the right mindset for building and strengthening your brand. Highlights include:His leadership journey and the evolution of the AvePoint brand.His 3 stages of presenting include preparation, engaging the audience, and sharing knowledge as the SME.The significance of AI tools in automation and time management.The challenges and opportunities of expanding AvePoint’s presence globally while maintaining a “glocal” mindset—balancing global strategy with local execution.Empowering others to adopt a growth mindset and his LinkedIn course.AvePoint’s partner platform, Elements, and its role in supporting managed service providers.Follow Dux on LinkedIn and visit AvePoint.com to learn more about addressing data quality and data security. ~~~Website: appmeetup.com/twinstalktechleadership/Community: facebook.com/groups/salesmavericksPatreon: patreon.com/twinstalkitup