🔥 Episode Summary:On this episode, Ronnell is joined by channel innovator Daniel Majure—coffee obsessive, bourbon buff, and tech advisor extraordinaire—to tackle the biggest blind spot in our industry: transparency. They rip into legacy “order-taking” mindsets, expose why MDF and partner events often miss the mark, and map out a clear path forward with razor-focused ICPs and solution-stack selling.Whether you’re a supplier, partner, or channel exec, this episode is your go-to blueprint for evolving beyond 2015 tactics. Daniel lays down:Why partners must own their true customer acquisition costsHow MDF should fuel partner growth, not just reward volumeThe silver lining in channel fragmentation—and how to niche down for max impactWhy “trusted advisor” is more than a buzzword—it’s a strategic commitmentThe secret to pairing complementary tech stacks for deeper solution salesThis is the episode you’ll be referencing in every strategy session and QBR. No fluff. No filters. Just hard truths and actionable moves.⏱️ Episode Breakdown:00:01 – RR’s signature caffeine call & Daniel’s 17-bean coffee obsession06:05 – Hot seat Q&A: DC vs. Marvel (and why Adam Sandler could be Batman)08:13 – Dream superpower: a time-travel door to past and future11:03 – Why this show exists: naming our icebergs before we hit them13:51 – Core gap in the channel: transparency at every layer16:22 – Layered transparency: commissions, pipelines, and “order-taking” partners19:59 – The “trusted advisor” myth vs. reality22:21 – Legacy partners built on inside deals—time for solution selling25:00 – ICP deep dive: list 10 perfect clients, then build your world around them27:48 – MDF done right: develop new partners with strategy, not just events30:06 – Niche & tech stacks: why you need three Daniels, not twenty generic partners34:32 – Narrative is everything: don’t inflate pipelines or promises37:48 – Diversify wisely: fewer TSDs, deeper revenue relationships41:27 – Know your true CAC: calculate your real cost to acquire a customer48:12 – Final advice: as AI rises, human trust and niche expertise become premium🧠 Featured Guest:Daniel MajureTech Advisor | Coffee & Bourbon Aficionado | Channel Strategist▶️ Connect with Daniel on LinkedIn: https://www.linkedin.com/in/danielmajure/🚀 Boost Your Sales PerformanceThink your channel approach is stuck in the past? Ronnell can help with a Sales Gap Assessment—visit ronnellrichards.com—or level up your team with on-demand courses at SayLess Academy: sayless.academy.🔔 Subscribe, Like & ShareEnjoying the show? Hit Subscribe, then share this episode with your team, LinkedIn network, and anyone in Channel Sales.