The Partnered Podcast: Recent Episodes
Adam Michalski
Subscribe to learn best practices on how to close more deals with your partner ecosystem network from the world's best SaaS leaders.
Learn about the intersection of sales, partnerships, ecosystems, & account-based networking (ABN).
Sponsored by PartnershipLeaders.com, the best community for partnership professionals and execs & Partnered.com, the network where B2B salespeople share customer introductions. Join for free and get started in less than five minutes at Partnered.com.
Join host Adam Michalski as he interviews Kaitlin Green, Partner Account Manager at Contentful. They discuss advice for young partnership professionals to begin or continue to build their careers.
Topics Covered:
- Kaitlin’s Journey to Partnerships
- The Diverse Skillset of a Partner Manager
- Tips for Pursuing a Partnership Career
- Educating and Training Your Partners
Partner with Contentful:
- Kaitlin’s LinkedIn
- kaitlin.green@contentful.com
- Contentful
- Contentful Partners
- Contentful Careers
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Rick van den Bosch, Founder & CEO at Channext. They discuss how to reach out to your partners proactively so you can stay relevant and engaged with them.
Topics Covered:
- Meeting Partners Where They Are
- How to Keep Partners Engaged
- Cadence with Partners
- Amplifying the Each Other’s Messages
- The Future of Partner Integrations
Partner with Channext:
- Rick’s LinkedIn
- Channext
- Channext Blog
- Channext - Request a Demo
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Ben Wright, Freelance at Partner Fuel. They discuss how Partner Fuel kickstarts Partnership programs even in a tough economy.
Topics Covered:
- Identifying Partner Types
- Focusing on Reciprocity
- Educating Internally
- Reusing Motions that Work
Partner with Partner Fuel:
- Ben’s LinkedIn
- Partner Fuel
- Partner Fuel Services
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Blake Williams, CEO at Ampfactor. They discuss the intersection between ‘traditional go-to-market, Sales & Marketing, and partnerships.”
Topics Covered:
- Moving Away from Just Direct Sales
- Selling Quick Solutions to the C-Suite
- Seeing the Buyer Perspective
- Better Together Stories
Partner with Ampfactor:
- Blake Williams
- Ampfactor
- Ampfactor Partnership Ecosystem
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Topics Covered:
- The Principle of 80/20
- The Partnerships Inflection Point
- System’s Built on Systems
- Attention Isn’t an Infinite Resource
Partner with PartnerHacker:
- Jared’s LinkedIn
- Jared’s Twitter
- PartnerHacker
- PartnerHacker “Trust is the New Data”
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Topics Covered:
- Ecosystem-Building vs. Partnerships
- Everything is “Co-” Now
- Recession-Proofing your Partnerships Team
- Explaining the Platform-Business Concept
- Treating Integrations as a Strategic Priority
- Co-Marketing to Maximize Return
Partner with Digital Bridge Partners:
- Allan's LinkedIn
- Digital Bridge Partners
- Partner with Digital Bridge Partners
- Contact Digital Bridge Partners
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Topics Covered:
- Critical KPIs that Prove Your Value
- Partnerships and Customer Retention
- Meet Your Customers Where They Are
- You’ve Got the Data, Now What?
Partner with Pandium:
- Cristina’s LinkedIn
- Pandium
- Pandium Partner Portal
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Topics Covered:
- The Creative Aspect of Partnerships
- Day Zero of Partnerships
- Getting Popular
Partner with Alloy:
- Sara’s LinkedIn
- Alloy
- Alloy Partnerships
- Alloy Careers
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Early-bird tickets are now available for Crossbeam Supernode: the conference for ecosystem-led teams and companies. Supernode is June 5th to 7th in San Diego, California.
Here’s what you’ll get at Supernode:
Several tracks of sessions for all maturity levels - including a track dedicated to ecosystem-led sales.
Results only. We curate each session to make sure the speaker brings the goods and shows what is working and why.
Most importantly, it’ll be fun. Several parties, plenty of social activities, and lots of chances to meet with the heavy hitters of the ecosystem world.
Last year at Supernode we had a great time, we also announced that Partnered was joining Crossbeam. This year will be even better!
Supernode is June 5th to 7th in San Diego California. Be sure to grab a ticket at the lower early bird rate at crossbeam.com/supernode.
Topics Covered:
- Approaching Your Sales Team
- Highlighting Big Wins in a Big Way
- Building Trust Through 1-1 Relationships
- Measuring Your Success with Metrics
Partner with Highspot:
- Chelsea’s LinkedIn
- Highspot
- Highspot Technology Partners
- Highspot Careers
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Crossbeam Supernode:
Early-bird tickets are now available for Crossbeam Supernode: the conference for ecosystem-led teams and companies. Supernode is June 5th to 7th in San Diego, California.
Here’s what you’ll get at Supernode:
Several tracks of sessions for all maturity levels - including a track dedicated to ecosystem-led sales.
Results only. We curate each session to make sure the speaker brings the goods and shows what is working and why.
Most importantly, it’ll be fun. Several parties, plenty of social activities, and lots of chances to meet with the heavy hitters of the ecosystem world.
Last year at Supernode we had a great time, we also announced that Partnered was joining Crossbeam. This year will be even better!
Supernode is June 5th to 7th in San Diego California. Be sure to grab a ticket at the lower early bird rate at crossbeam.com/supernode.
Welcome to The Partnered Podcast Episode 129 with Pamela Slim, Author, Speaker & Small Business Strategist. Pamela discusses how partnership skills will build the future of ecosystems and your company.
Early-bird tickets are now available for Crossbeam Supernode: the conference for ecosystem-led teams and companies. Supernode is June 5th to 7th in San Diego, California.
Here’s what you’ll get at Supernode:
Several tracks of sessions for all maturity levels - including a track dedicated to ecosystem-led sales.
Results only. We curate each session to make sure the speaker brings the goods and shows what is working and why.
Most importantly, it’ll be fun. Several parties, plenty of social activities, and lots of chances to meet with the heavy hitters of the ecosystem world.
Last year at Supernode we had a great time, we also announced that Partnered was joining Crossbeam. This year will be even better!
Supernode is June 5th to 7th in San Diego California. Be sure to grab a ticket at the lower early bird rate at crossbeam.com/supernode.
Topics Covered:
- Recycling Before It Was Cool
- The Birth of the Ecosystem
- Building the Skills of the Future
- Growing Your Skills and Sharing Your Work
Partner with Pamela:
- Pamela’s LinkedIn
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Welcome to The Partnered Podcast Episode 128 with Alyshah Walji, Sr. Strategic Partnership Manager at Alyce. Alyshah talks about being proactive with your integrations to make saying yes easy for your prospects.
Early-bird tickets are now available for Crossbeam Supernode: the conference for ecosystem-led teams and companies. Supernode is June 5th to 7th in San Diego, California.
Here’s what you’ll get at Supernode:
Several tracks of sessions for all maturity levels - including a track dedicated to ecosystem-led sales.
Results only. We curate each session to make sure the speaker brings the goods and shows what is working and why.
Most importantly, it’ll be fun. Several parties, plenty of social activities, and lots of chances to meet with the heavy hitters of the ecosystem world.
Last year at Supernode we had a great time, we also announced that Partnered was joining Crossbeam. This year will be even better!
Supernode is June 5th to 7th in San Diego California. Be sure to grab a ticket at the lower early bird rate at crossbeam.com/supernode.
Topics Covered:
- Don’t Be Afraid To Start Small
- Doing The Hard Work for Your Customers
- Accelerating the Sales Cycle with Cross-Communication
- Showing Value by Driving Results
Partner with Alyshah Walj:
- Alyshah’s LinkedIn
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Welcome to The Partnered Podcast Episode 127 with Barbara Treviño, Senior Partner Operations Manager at Seismic. Seismic “empowers thousands of teams to grow and win. Their success is what makes us the #1 sales enablement leader globally.”
Early-bird tickets are now available for Crossbeam Supernode: the conference for ecosystem-led teams and companies. Supernode is June 5th to 7th in San Diego, California.
Here’s what you’ll get at Supernode:
Several tracks of sessions for all maturity levels - including a track dedicated to ecosystem-led sales.
Results only. We curate each session to make sure the speaker brings the goods and shows what is working and why.
Most importantly, it’ll be fun. Several parties, plenty of social activities, and lots of chances to meet with the heavy hitters of the ecosystem world.
Last year at Supernode we had a great time, we also announced that Partnered was joining Crossbeam. This year will be even better!
Supernode is June 5th to 7th in San Diego California. Be sure to grab a ticket at the lower early bird rate at crossbeam.com/supernode.
Topics Covered:
- Defining Sales Enablement
- Seismic’s Partner Program
- Using Data to Pick the Right Partners
- Aligning Go-to-Market Teams
Partner with Seismic:
- Barbara’s LinkedIn
- Seismic
- Seismic Careers
- Seismic Partners
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Welcome to The Partnered Podcast Episode 126 with Brian Jambor, VP, Global Channel Programs at Uberall. Uberall is “one platform with the innovation and scale to deliver seamless hybrid customer experiences across 10s, 100s, or 1000s of locations.”
Topics Covered:
- Using a Tough Hike to Model Building Partnerships
- What kind of (partner)ship are you on?
- How to Overcome Obstacles
Partner with Uberall:
- Brian’s LinkedIn
- Uberall
- Uberall Become a Partner
Sponsors:
- Partnership Leaders
- Partnered
Early-bird tickets are now available for Crossbeam Supernode: the conference for ecosystem-led teams and companies. Supernode is June 5th to 7th in San Diego, California.
Here’s what you’ll get at Supernode:
Several tracks of sessions for all maturity levels - including a track dedicated to ecosystem-led sales.
Results only. We curate each session to make sure the speaker brings the goods and shows what is working and why.
Most importantly, it’ll be fun. Several parties, plenty of social activities, and lots of chances to meet with the heavy hitters of the ecosystem world.
Last year at Supernode we had a great time, we also announced that Partnered was joining Crossbeam. This year will be even better!
Supernode is June 5th to 7th in San Diego California. Be sure to grab a ticket at the lower early bird rate at crossbeam.com/supernode.
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Welcome to The Partnered Podcast with Jared Fuller, CEO, and Issac Morehouse, Co-Founder at PartnerHacker. PartnerHacker “exists to create a world where we all succeed in business together.”
Topics Covered:
- From Curiosity to Courage to Conviction
- Getting Buy-in From the Rest of the Business
- Ecosystem Trumps All
- Building Your Own vs. Building on an Established Platform
Partner with PartnerHacker:
- PartneHacker Podcast
- PartnerHacker Manifesto
- Partner With Us
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Welcome to The Partnered Podcast Episode 125 with Lisa Hopkins, VP at Amplitude. She takes you through “the messy teenage years of your partner ecosystem.”
Topics Covered:
- the Messy Teenage Years
- Joining Amplitude
- Navigating the Big Friends
- Buy-in From Across the Organization
Partner with Amplitude:
- Lisa Hopkins
- Amplitude
- Amplitude Partner Ecosystem
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Maureen Little, Technology Partnership Leader at Okta gives a wide-ranging talk on Okta’s Partnership Ecosystem.
Topics Covered:
- Scaling Okta
- Building Strategic Partnership Layers
- Rules for a Healthy Partner Ecosystem
- Over-communicating Your Success
- Making Allies Internally
Partner with Okta:
- Maureen’s LinkedIn
- Okta
- Okta Partnerships
- Okta Careers
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join Sarah Wang (General Partner at Andreessen Horowitz) & Bob Moore (Co-Founder and CEO at Crossbeam) discussing “just about everything in the realm of the Partnerships Universe, the market, and beyond.”
Topics Covered:
- Shifts in the Markets
- Partnership Inflection Points
- Technology vs. Channel Partnerships
- The Rise of the Partnership Professional
- The API Economy
- Getting the Ear of the CEO
Partner with Andreessen Horowitz & Crossbeam:
- Sarah’s LinkedIn
- Andreessen Horowitz
- Bob Moore
- Crossbeam
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Ophir Penso, VP of Channel Partnerships & Indirect Sales at monday.com. They discuss how Ophir has scaled monday.com’s growth through strategic Channel partnerships.
Topics Covered:
- Ophir’s Journey to Partnerships
- Structure of Ophir’s Partnership Ecosystem
- Core vs. Non-Core Markets
- Onboarding for Partners
- What to Avoid
Partner with monday.com:
- Ophir’s LinkedIn
- monday.com
- Partner with monday.com
- Careers at monday.com
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Bryan Williams, Founder at Hockey Stick Advisory. They discuss how Hockey Stick Advisory jumpstarts partnership programs for their clients.
Topics Covered:
- Journey to Partnerships
- Building Community to Create Growth
- Pitfalls to Avoid
- Which Partnerships to Prioritize
- Becoming a Partner of Choice
Partner with Hockey Stick Advisory:
- Bryan’s LinkedIn
- Hockey Stick Advisory
- Hockey Stick Advisory Contact
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Marty Armstrong, Founder, Owner, Principal at Strong Arm Advisory Services. They discuss how Marty’s expertise helps companies, big and small, reach their partnership goals.
Topics Covered:
- Marty’s Journey to Partnerships
- Ends of the Corporate Spectrum
- How Marty Guides Companies to Growth
- Upleveling Partnerships vs. Starting from Scratch
- Weeding Out Weak Partnerships
Partner with Strong Arm Advisory Services:
- Marty’s LinkedIn
- Marty’s Twitter
- Marty’s Email
- Strong Arm Advisory Services
- Partnership-as-a-Service
- Strong Arm Advisory Services Contact
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Marco De Paulis, Director of E-Commerce Partnerships at Ryder. They discuss building sustainable partnerships while in growth mode.
Topics Covered:
- Marco’s Journey to Partnerships
- Building Symbiotic Partnerships
- Lessons Learned from Scaling
- Building Process and Infrastructure to Rely On
- Prioritization of Agencies and Partnerships
Partner with Ryder:
- Marco’s LinkedIn
- Careers
- Suppliers
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Vince Menzione, Founder & Chief Partner Officer at Ultimate Partnerships. They discuss how Ultimate Partnerships guides their clients to success through a partner-mindset.
Topics Covered:
- Vince’s Journey to Partnerships
- Changes in the Partnerships Space
- Measuring Success & Reciprocity of Partnerships
- Guiding Organizations to Success
- Mastermind at Summit Event
- The Complexity of Partnering with Microsoft and the other Tech Giants
Partner with Ultimate Partnerships:
- Vince’s LinkedIn
- Vince’s Twitter
- Vince’s Email
- Ultimate Partnerships
- Ultimate Partnerships Podcast
- Ultimate Partnerships Contact
- Mastermind at Summit
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Jen Ayotte, Vice President, Sales & Business Development at ActiveCampaign. They discuss the success of ActiveCampaign’s Partnership program.
Topics Covered:
- Jen’s Journey to Partnerships
- ActiveCampaigns Partnership and Sales Structure
- Direct and Channel Orgs Coming Together
- Measuring the Efficacy of the Ecosystem
- Best Practices on Forecasting
- Limiting Channel Conflict
- Customer Experience Automation Impact Study
Partner with ActiveCampaign:
- Jen’s LinkedIn
- ActiveCampaign
- ActiveCampaign Partnerships
- ActiveCampaign Contact
- ActiveCampaign Customer Experience Automation Impact Study
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Smit Patel, Head of Partnerships at Postman. They discuss how partnerships work within product-lead growth (PLG) companies.
Topics Covered:
- Smit’s Journey to Partnerships
- Postman’s Partnership Ecosystem
- Dispelling Confusion Around Product-Lead Growth (PLG)
- Best Practices in Building API Integrations
Partner with Postman:
- Smit’s LinkedIn
- Smit’s Blog
- Smit’s Twitter
- Postman
- Postman Careers
- Postman List Yourself
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Justin Zimmerman, SaaS Partnership Consultant at PartnerPlaybooks.com. They discuss how to cultivate successful partnerships across companies through active management.
Topics Covered:
- Justin’s Journey to Partnerships
- Customer-centric View of Partnerships
- The Customer Success Engineer Mindset
- Why Integrations =/= Partnerships
- Justin’s “Open Office Hours”
Partner with Justin:
- Justin’s LinkedIn
- Justin’s Hit Post
- PartnerPlaybooks.com
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to
hello@partnered.com.
Join host Adam Michalski as he interviews Leah Beitler, Director Of Strategic Partnerships at Listrak. They discuss how Listrak embraces partnerships and works intra-company to build success.
Topics Covered:
- Leah’s Journey to Partnerships
- Listrak and its Partnership Program
- Getting Buy-in and Wins from Inside the Company
- How to Measure Your Success
Partner with Listrak:
- Leah’s LinkedIn
- Listrak
- Listrak Partners
- Listrak Careers
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Molly O'Connell, Director of Strategic Partnerships at Ceros. They discuss how to deliver for your clients and internal teams to grow your Partnership Channel.
Topics Covered:
- Molly’s Journey to Partnerships
- Scaling a Partnership Program from One to Seven
- When To Look for Integrations
- Getting Buy-In from Executives and the Product Team
- The Pitfalls of Selling Internally
Partner with Ceros:
- Molly’s LinkedIn
- Molly’s Twitter
- About Us
- Partners
- Careers
- Contact Us
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Randi Kay, Head of GTM & Ops Fellowships at On Deck. They discuss how On Deck helps connect ambitious fellows with seasoned experts to help everyone connect and grow.
Topics Covered:
- Randi’s Journey to Partnerships
- The Fellowship Programs
- Types of Partnerships Within On Deck
- Benefits of the On Deck Community
Partner with On Deck:
- Randi’s LinkedIn
- Randi’s Twitter
- On Deck
- On Deck Apply
- On Deck Business Development
- On Deck Sales
- On Deck Community Fund
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Eric Elia, Head of Partnerships at Mux. They discuss how Mux built its partnership program from scratch and how it fills “the gap between product and go-to-market.” Here you can also find Eric's 11 Tips for Building a Partnerships Program from Scratch.
Topics Covered:
- Eric’s Journey to Partnerships
- Avoiding “Partner-Biz-Dev Limbo Land”
- The Growing Pains of New Partnership Programs
- Developer-First Partnerships
- Measuring Success with KPIs
Partner with Mux:
- Eric’s LinkedIn
- Eric’s Twitter
- Mux
- Mux Partners
- Mux Blog
- Partnership Leaders Slack (Member Benefits)
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Partnership Leaders co-founders Asher Mathew, Chris Samila, Tai Rattigan. They discuss their next event (Catalyst), their vision for the next year of Partnership Leaders, how the partnership community is growing more than ever.
Topics Covered:
- Partnership Leaders Background
- Why In-Person Events?
- Connecting Unicorns with Angels
- The Ecosystem Catalog
- Catalyst in Miami
Partner with Partnership Leaders:
- Catalyst Event
- Partnership Leaders Investments (PLI)
- Ecosystem Catalog
- Partnership Leaders About Us
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Mike Burton, Co-Founder, SVP Data Sales at Bombora. They discuss how their partnerships lead to customer exposure and direct sales.
Topics Covered:
- Mike’s Journey to Sales and Partnerships
- How Intent Data Can Activate Sales
- Mutually Beneficial Partnerships
- Bombora’s Partnership Structure & Revenue Models
Partner with Bombora:
- Mike’s LinkedIn
- Bombora
- Bombora Careers
- Charles Crnoevich’s LinkedIn
- Bombora What is Intent Data?
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Jared Fuller, Chief Ecosystem Officer at PartnerHacker. They discuss how partnerships and the ecosystem are the future of marketing and sales in a changing world.
Topics Covered:
- Jared’s Journey to Partnerships
- The Ecosystem Model
- The Renewable Resource of Reciprocal Partnerships
- Embedding Partnerships in All Teams
Partner with PartnerHacker:
- Jared’s LinkedIn
- Jared’s Twitter
- PartnerHacker
- PartnerHacker “Trust is the New Data”
- EcosystemWeek.com
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Christen Luciano, Strategic Alliances at HubSpot.. They discuss how partnerships can make 1+1=3 and provide customer-centric solutions.
Topics Covered:
- Christen’s Journey to Partnerships
- HubSpot’s Partnership Program Structure
- Adding User Experience Value Through Partnerships
- Working With Changing Privacy Policies
Partner with HubSpot:
- Christen’s LinkedIn
- HubSpot
- HubSpot Partnerships
- HubSpot Careers
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to
hello@partnered.com.
Join host Adam Michalski as he interviews Bob Moore, CEO & Co-Founder at Crossbeam. They discuss how Crossbeam is unlocking new data layers and building new partnership economies.
Topics Covered:
- Bob’s Journey to Partnerships
- Where Does Crossbeam Fit Into the Ecosystem Right Now?
- Unlocking New Types of Datasets
- Crossbeam, Partnered & The Partner Cloud
- Where is Crossbeam Going?
Partner with Crossbeam:
- Bob’s LinkedIn
- Bob’s Twitter
- Crossbeam
- The Partner Cloud
- Crossbeam Partners
- Crossbeam Careers
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Travis Dion, Channels VP at WalkMe. They discuss how to leverage partnerships and your ecosystem to scale up.
Topics Covered:
- Travis’ Journey to Partnerships
- WalkMe’s Relationship with the Ecosystem & Partnerships
- Amplifying Sales with Your Ecosystem
- Partnerships as Levers
- Partner KPIs & Tracking Influence
Partner with WalkMe:
- Travis’ LinkedIn
- Travis’ Twitter
- WalkMe
- WalkMe Partners
- WalkMe Careers
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Juhi Saha, VP of Partnerships & Alliances at Clearbit . They discuss how Clearbit implemented their vision for a partnership that serves their customers and partners.
Topics Covered:
- Juhi’s Journey to Partnerships
- Clearbit’s Partnership Program Structure
- How to Work with Large Cloud Providers as a Startup
- Creating Consistent and Standardized Processes
- Internal Evangelizing
Partner with Clearbit:
- Jobs
- Partnerships
- Juhi’s LinkedIn
- partnerships@clearbit.com
- Webinars
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Scott Barker, Director of Strategic Engagement at Outreach. They discuss how to build out your community and harness your evangelizers.
Topics Covered:
- Scott’s Journey to Partnerships
- Analyzing the Sales Execution Gap
- Building Community-lead Growth
- Leveraging VCs and Partners to Network
- “Instead of an Ask, Let’s do a Gift”
Partner with Outreach:
- Watch a Demo
- SalesHacker
- Scott’s LinkedIn
- Careers at Outreach
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Bader Hamdan, Global Head, Platform Partnerships at Twilio. They discuss how to start building ecosystem partnerships.
Topics Covered:
- Bader’s Journey to Partnerships
- Twilio’s Partner Structure
- How to Approach Ecosystem Partnerships
- Using Your Influence to Create Consumption
- Where is Twilio Headed?
Partner with Twilio:
- Brader’s Personal Site
- Brader’s Twitter
- TechPartnerships.club
- Partner with Twilio
- Jobs at Twilio
- About Us Twilio
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Nick Salzman, Head of Partnerships at OneSignal. They discuss how Nick is building OneSignal’s Partnership Program from scratch using data-driven methodologies.
Topics Covered:
- Nick’s Path to Partnerships
- Structuring a Partner Program
- Finding the Right Partners
- Encouraging “Partner Touches” Throughout the Sales Process
- The Partnership PLG (Product Lead Growth) Motion
Partner with OneSignal:
- Partners
- Careers
- Contact
- Nick’s LinkedIn
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Samantha Samuels, Head of Partnerships at Friendbuy. They discuss best practices around referrals and how to scale your Partner Program to match your vision.
Topics Covered:
- Samantha’s Journey to Partnerships
- Vision for the Partnership Program
- Referrals Best Practices
- Scaling the Partnership Program
Partner with Friendbuy:
- About Us
- Careers
- Partners
- Become a Partner
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Mike Burton, Co-Founder & SVP Data Sales at Bombora. They discuss how Partnerships helped Bomboras build their business.
Topics Covered:
- Mike’s Journey to Partnerships
- How to Structure Partnerships
- Partner KPIs & Tracking Success
- Revenue-side Recommendations
Partner with Bombora:
- Mike’s Twitter
- Careers
- What is intent data?
- Charles Crnoevich (Vice President - Partnerships & BD at Bombora)
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Scott Pollack, Co-founder & CEO of Firneo. They discuss how Firneo is filling the gap in Partnership education.
Topics Covered:
- Scott’s Journey to Partnerships
- Building a Playbook that Delivers Results
- Partnership Teaching Methodology
- Avoiding Vanity Partnerships
Partner with Firneo:
- Home
- Certification
- Apply for Membership
- Scott’s Twitter
- What, Exactly, Is Business Development? (Scott’s Book)
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Amy Franko, Founder & CEO of Amy Franko Associates. They discuss how to integrate partnerships into different levels of the sales process.
Topics Covered:
- Amy’s Journey to Sales & Partnerships
- How Sales People Should Approach Partnerships
- Centering the Customer
- Avoiding the Price Race to the Bottom
- Advancing Partnerships through Management
Partner with Amy:
- Website
- Sales Training
- Contact
- Podcast
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Jeremy Seltzer, Chief Revenue Officer at Movable Ink. They discuss how Movable Ink leverages their partner network to create a sticky ecosystem and act as multipliers for their clients.
Topics Covered:
- Jeremy’s background and journey to SaaS
- Content Personalization
- The Intersection of Partnerships & Sales
- Best Practices for Involving Your Sales Team
- The Power of Partner References
Partner with Movable Ink:
- Partners
- Careers
- Resources
- Jeremy’s Twitter
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to
hello@partnered.com.
Join host Adam Michalski as he interviews Tiffani Bova, Global Growth & Innovation Evangelist at Salesforce. They discuss the swimlanes of Partnerships, Best Practice for Customer Success, and how to explain “the Channel” to people outside of sales.
Topics Covered:
- Tiffani’s journey to Partnerships
- Culture of Salesforce
- Partner Swimlanes
- The Effects of Partnerships on Other Teams
- Customer Success Best Practices through Partnerships
Partner with Salesforce and Tiffani:
- Home
- Careers
- Growth IQ (Book)
- What’s Next with Tiffani Bova (Podcast)
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Duane Dufault, Founder of Selling SaaS. They discuss how partnerships “build trust between you and the customer.”
Topics Covered:
- Duane’s journey to SaaS sales
- Making partners happy
- Best Practices selling SaaS
- How Partnerships build trust
- What is the The Manager Playbook?
Partner with Duane:
- The Manager Playbook
- Selling SaaS (course)
- Selling SaaS (podcast)
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews TK Kader, Founder at Unstoppable. They discuss how partnerships can give you a leg-up in the start-up space.
Topics Covered:
- TK’s journey to Unstoppable
- Bringing in Partnerships after your Market Fit is Proven
- How to find your Ecosystem Strategy
- Quantifying the Ecosystem
- “Own a Number and You’ll Be Golden”
Partner with TK:
- YouTube Channel - new every Sunday
- Unstoppable
- Blog
- GetUnstoppable.com
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Michael Hanson, CEO at Growth Genie. They discuss how to stand apart in your outreach and how you can leverage partnerships for better conversions.
Topics Covered:
- (Thoughtful) 30 Touch Sequence
- The importance of Reciprocity in Partnerships
- Leveraging Partners vs. Standard Outreach
- Ideal Partner Profile (IPP)
- How can SDRs Stand Out
Partner with Growth Genie:
- The Ultimate Outbound Sales Cadence
- Sales Tips
- Contact
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Jonathan Petrino, Head of Agency and Chantel Green, Senior Agency Partnerships Manager at Iterable. They discuss the agency side of partnerships.
Topics Covered:
- Iterable’s Partnership Program Structure
- How the Sales Industry is Changing
- Scaling Partnership Programs
- Best Practices of Partnership Programs
- Teaching Account Executives to Work with Partners
Partner with Iterable:
- Solutions
- Careers
- Partners
- Blog
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Morgan Rochofski, Ecosystem, Marketing Enablement & Partner Programs at Salesloft. They discuss how to build successful integrations that customers actually use, and selling co-selling to your sales team.
Topics Covered:
- Morgan’s Path to Partnerships
- Structuring and Restructuring Partnerships
- Best Practices for Co-Selling
- Selling Co-selling
Partner with Salesloft:
- Home
- Partner with Us
- Careers
- Morgan’s LinkedIn
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
SHOW CONTRIBUTORS
Adam Michalski | Morgan Rochofski
Join host Adam Michalski as he interviews Joni Deus, VP of Strategic Partnerships & App Marketplace at Mailchimp. They discuss which partnerships to invest in and why, and some best practices for working with third-party developers on integrations.
Topics Covered:
- Joni’s journey to VP of Strategic Partnerships
- Partnerships under the Product Org vs. Marketing
- Choosing how to integrate and with whom
- “Go Fishing” vs. “Bring the Fish to Us”
- Best practices for working with third-party developers
- Joni’s side projects
Partner with Mailchimp and Joni:
- Partner
- 1$ Million Integration Fund
- Partnership Leaders
- Women in Partnerships
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to
hello@partnered.com.
Join host Adam Michalski as he interviews Deb Calvert, President of People First Productivity Solutions. They discuss how to maintain partnerships that challenge you in the right ways.
Five Don’ts for Partnership
- Don’t partner on personality alone.
2.Don’t be vague on the front-end about your expectations, roles, and responsibilities.
-
Don’t take your partner for granted.
-
Don’t dodge the difficult conversations.
-
Don’t put all your eggs in one basket.
Topics Covered:
- How to pick a good partnership
- Setting expectations and communicate effectively
- Following through on commitments
- Safeguarding your partners’ trust
- Keep an exit strategy in mind
Partner with People First Productivity Solutions:
- Contact
- Leadership Academy
- Deb’s LinkedIn
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Kevin “KD” Dorsey, SaaS Sales Consultant & Advisor “starting a new venture.” They discuss how to “bake partnerships into the sales process.”
Topics Covered:
- How and when to think about partnerships
- Building partnerships into the process
- Measuring partner success
- Viewing partners as Gears vs. Levers
- What’s next for KD?
Partner with KD:
- Live Better Sell Better (KD’s Podcast)
- Patreon
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Greg Greenberger, Head of Channel at Signavio an SAP Company. They discuss how to merge partnerships, keep scalability in mind, and curate a sticky, attractive ecosystem.
Topics Covered:
- Greg’s journey to Partnerships
- How to scale up with partnerships
- Defining your processes proactively
- How to limit channel conflict
- Your ecosystem is your value
Partner with Signavio:
- Blog
- Signavio Careers
- SAP Careers
- SAP Partner Form
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Jason Bay, Chief Prospecting Officer at Blissful Prospecting. They discuss how to perfect your cold call outreach and how that fits with partnerships.
Topics Covered:
- Reminiscing about Door-to-Door sales
- Mass-blast vs. quality-first cold call approach
- Personalization research techniques
- All the communication channels are best
- Playing the long-game
- Reducing cognitive load for more responsiveness
- Cold outreach and Partnerships
Partner with Blissful Prospecting:
- Home
- Contact
- Free Stuff!
- Research
- Outbound Squad
ASAP Excellence Awards:
- Are you proud of your achievements in partnering? Well, here’s your chance to get recognized for excellence.
- Every year the Association of Strategic Alliance Professionals sponsors an excellence award that brings forward exemplary and innovative partnerships and partner ecosystems.
- There are several categories to participate including partnerships for Corporate Social Responsibility, Innovative Best Practice, and Best Ecosystem Solution.
- The deadline to submit your nomination is January 18 at this link: https://www.strategic-alliances.org/2022-awards
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he referees the The Ecosystem Heavyweight Championship (“the fight of the year”) Jay McBain, Principal Analyst at Forrester, and Allan Adler, Managing Partner at Digital Bridge Partners.
Topics Covered:
- Why ecosystems matter
- Where customers fit into the ecosystem
- How to orient your company toward the future
- Point of Transaction vs. Value Added
- Partner-Influence Model vs. the Legacy Model (Partner-sourced)
Partner with Forrester:
- About Us
- B2B Marketing
- Become a Client
Partner with Digital Bridge Partners:
- Digital Bridge Partners
- Partner with Digital Bridge Partners
- Contact Digital Bridge Partners
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Richard Harris, founder of The Harris Consulting Group. They discuss how The Harris Consulting Group teaches “reps how to earn the right to ask questions, which ones to ask, and when.”
Topics Covered:
- Richard’s career journey
- When the right time is to scale up sales
- How to craft a repeatable sales process
- What skill sets to look for in new hires
- How to leverage your community network
Partner with The Harris Consulting Group:
- Partners & Tools
- Blog
- Richard’s Twitter
- Richard’s cell number: (415) 596-9149
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Ian Moyse, Chief Revenue Officer at OneUp Sales. They discuss how using sales data and specific questions can help you with engaging your leads.
Topics Covered:
- An introduction into OneUp Sales
- The difference between communication vs. conversations
- The importance of asking insightful questions
Partner with OneUp Sales:
- About Us
- Ian’s LinkedIn
- Ian’s Twitter
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Margot Paterson, Senior Partnership Manager at Clearco. They discuss how Clearco is “building internal ways of partnering more effectively.”
Topics Covered:
- Introduction into Clearco
- How partnerships fit into e-commerce
- Using data-driven tools to find partnerships
- Platform vs. Channel side of e-commerce partnerships
- What’s next for Clearco and partnerships in general
Partner with Clearco:
- Partners
- margot@clear.co
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to
hello@partnered.com.
Join host Adam Michalski as he interviews Allison Kelly, VP of Partnerships at Attentive, and Blake Imperl, Partner Community at Attentive. They discuss how partnership communities can “create evangelists” and “have a multiplier effect.”
Topics Covered:
- How Allison and Blake got into Partnerships
- How Attentive structures their partner program
- How evangelizing promotes your business
- The difference between integration and tech partners
- The right time for partnership foundation
- What’s next for Attentive
Partner with Attentive:
- Partner with Attentive
- Careers
- Product Overview
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Steven Brennan, Senior VP of Sales for HQ East at PFL.com. They discuss Steven’s current and past roles and how they influence his view on partnerships and their ever-expanding value.
Topics Covered:
- Steven’s career journey
- An introduction into PFL.com and the value of tactile marketing
- The Intersection of partnership and sales
- Partnerships with respect to “Go-to-Market”
- Future of Sales Partnership at PFL
Partner with PFL.com:
- PFL.com
- Steven Brennan LinkedIn
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Allan Adler, Managing Partner at Digital Bridge Partners. Adam and Allan discuss partnership best practices from an "ecosystematic" perspective. "What do ecosystems mean? How are they changing the world? How can we optimize them?"
Topics Covered:
- Introduction to Digital Bridge Partners
- What core differences exist between the typical channel model and ecosystems model
- How you can proactively identify potential partners by taking your Ideal Customer Profile (ICP) into account
- Why partnerships leverage marketing potential and minimize friction
- How ecosystems related to the Classic Marketing Funnel
- Identifying potential partnerships through ecosystem synergies (co-building, co-selling, co-marketing, co-retaining)
- The roadmap of partnership ecosystems
- Get in touch:
- Partnership Leaders
- Slack (preferred)
- allan@digitalbridgepartners.com
Partner with Digital Bridge Partners:
- Digital Bridge Partners
- Partner with Digital Bridge Partners
- Contact Digital Bridge Partners
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
SHOW CONTRIBUTORS
Adam Michalski | Allan Adler
Join host Adam Michalski as he interviews Drew Mohoric, Strategic Partnerships at Harver.
Adam and Drew discuss the unique aspects of the HR partnership landscape, Drew's path into partnerships, and much more.
Topics Covered:
- How Drew got started in partnerships
- What the HR partnership landscape is like
- Best practices when working with HR partnerships
- What Drew has learned from his career in partnerships thus far
- Where Drew sees the future of HR partnerships heading
Partner with Harver:
- Harver
- Partner with Harver
Partnership Jobs:
- Join Partnership Leaders as an Account Executive
- Careers at Coda
- Careers at Checkr
- Careers at Medallia
- Join Radar as a Technology Partner Manager!
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Andy Whyte, Author of MEDDICC - The Ultimate Guide to Staying One Step Ahead in the Complex Sale.
Adam and Andy discuss MEDDIC and MEDPICC, which are sales methodologies used by elite sales companies like Sprinklr, AppDynamics, and Snowflake to generate billion-dollar revenues streams. We also dive into how Andy thinks about partnerships and selling with your ecosystem.
Topics Covered:
- What is MEDDICC and why does it matter
- How you can apply MEDDICC to your company
- What is MEDDPICC and how do partners fit into MEDDICC
- What you can do today to start leveraging these proven methodologies in your sales cycles
- Where Andy sees the future of sales heading
Get in touch with Andy:
- Andy Whyte
- MEDDICC.com
- MEDDICC - The Ultimate Guide to Staying One Step Ahead in the Complex Sale
Partnership Jobs:
- Careers at Coda
- Careers at Checkr
- Careers at Medallia
- Join Radar as a Technology Partner Manager!
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Thibaut Souyris, CEO and Founder of SalesLabs.
Adam and Thibaut discuss best practices for partnering with influencers - what works, what doesn't, and how to effectively partner with influencers. We also cover sales and prospecting best practices using social selling.
Topics Covered:
- How Thibaut started and became an influencer in the sales space
- How to think about working with influences - what works and what doesn't
- What you need to be mindful of when asking to partner with an influencer
- What are the best social selling strategies that Thibaut is deploying today
- Where Thibaut sees the future of prospecting heading
Partner with SalesLabs:
- SalesLabs
- Reach out to Thibaut
Partnership Jobs:
- Careers at Coda
- Careers at Checkr
- Careers at Medallia
- Join Radar as a Technology Partner Manager!
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Nick Valluri, Head of Partnerships at Coda.
Adam and Nick discuss ecosystem best practices Nick has learned from his time at Box, Google, Zapier, and now at Coda.
Topics Covered:
- What Nick has learned from his time at Box, Google, Zapier, and Coda
- How Nick thinks about the transition from API to SDK
- What are the major differences between reseller partnerships and ecosystem partnerships
- Why Nick chose to build out the partner program at Coda
- Where Nick sees the future of partnerships heading
Partner with Coda:
- Coda
- Partner with Coda
Partnership Jobs:
- Careers at Coda
- Careers at Checkr
- Careers at Medallia
- Join Radar as a Technology Partner Manager!
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Christopher Smith, Head of Partner Success at Checkr.
Adam and Christopher discuss how to ensure your partners are as successful as possible. We also cover leading cross-functional teams and how to ensure everyone is aligned plus much, much more.
Topics Covered:
- What is Partner Success and why is it important?
- How to make partnerships successful - with a focus on SaaS and software
- How Chris got Alibaba to partner and the learnings from working with such a large company
- What is important to keep top of mind when leading cross-functional teams
- Where Christopher sees the future of government partnerships heading
Partner with Checkr:
- Checkr
- Partner with Checkr
Partnership Jobs:
- Careers at Checkr
- Careers at Medallia
- Join Radar as a Technology Partner Manager!
- Strategic Alliances Manager at Airship (US/EMEA)
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Peter Spoehr, Senior Director of Alliances of the Public Sector at Medallia.
Adam and Peter discuss everything government partnerships - what do they look like, how are they different from traditional partnerships, and more.
Topics Covered:
- Peter's transition from the US Army into business
- What are government partnerships and how do they differ from traditional partnerships
- What most companies overlook when it comes to their relationships with partners or potential clients
- How to overcome a "culture of narcissism"
- Where Peter sees the future of government partnerships heading
Partner with Medallia:
- Medallia
- Partner with Medallia
Partnership Jobs:
- Careers at Medallia
- Join Radar as a Technology Partner Manager!
- Strategic Alliances Manager at Airship (US/EMEA)
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Lester Lee, Head of Partnerships at Lattice.
Adam and Lester discuss the intersection of sales and partnerships - what are the commonalities, what are the differences, and more. We also talk about Lester transitioning from a startup founder into a partnership leader. Enjoy!
Topics Covered:
- What are commonalities between sales and partnerships
- How Lester transitioned into partnership from starting his own Y-combinator backed startup
- What's happening in the HR tech ecosystem and how Lester sees things playing out
- How to think about partnerships as a core business unit within the companies broader vision
- Where Lester sees the future of B2B partnerships heading
Partner with Lattice:
- Lattice
- Partner with Lattice
Partnership Jobs:
- Join Radar as a Technology Partner Manager!
- Careers at Sendoso
- Strategic Alliances Manager at Airship (US/EMEA)
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Francois Grenier, Head of Partnerships at Sendoso.
Adam and Francois discuss how Sendoso is shifting from co-selling to focusing on pipeline generation. We also cover how companies can do better with integration partnerships and what Francois is focusing on since he's joined Sendoso (and since their recent $100,000,000 Series C fundraise!). Enjoy!
Topics Covered:
- Why Sendoso is shifting their focus to pipeline generation
- How Francois thinks about agency partnerships and why they're different
- What Francois is looking to improve upon now that he's Head of Partnerships at Sendoso
- How to think about integration partnerships and all the value they can add to your company
- Where Francois sees the future of B2B agency partnerships heading
Partner with Sendoso:
- Sendoso
- Partner with Sendoso
Partnership Jobs:
- Join Radar as a Technology Partner Manager!
- Careers at Sendoso
- Strategic Alliances Manager at Airship (US/EMEA)
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Alexis Petrichos, Anthony Kapitanski, & Daniel Cmejla of Chili Piper.
Adam and the Chili Piper partnership team discuss everything Ecosystems, Product, & Channel. Alexis is a Partnership Manager covering Product. Anthony covers Channel. And Daniel covers all things Ecosystems. Enjoy!
Topics Covered:
- How Chili Piper structures their partnership team
- What each partnership role focuses on and how they KPI themselves
- Why not everything needs to have a KPI
- How to think about Community Partnerships and why they're different
- Where the Chili Piper team sees the future of B2B agency partnerships heading
Partner with Chili Piper:
- Chili Piper
- Join the Chili Piper Partnership Team
Partnership Jobs:
- Strategic Alliances Manager at Airship (US/EMEA)
- Careers at Chili Piper
- Careers at Gusto
- Careers at HubSpot
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Somrat Niyogi, previously Head of Business Development at Gusto, and recently just took on a new role as Head of Business for Gusto’s embedded products.
Somrat and Adam cover a bunch of topics include the similarity between enterprise sales deal making and partnerships, what makes a good partnership professional, and how Somrat thinks about building and running partnerships.
Topics Covered:
- What makes a good partnership professional
- How is enterprise deal making and partnerships similar
- What does career development look like for a partnership professional
- How partnerships really get done - who has influence, who has authority, etc.
- Where Somrat sees the future of B2B agency partnerships heading
Partner with Gusto:
- Gusto
- Join the Gusto Partner Program
Partnership Jobs:
- Careers at Gusto
- Careers at HubSpot
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalskias he interviews Jay McBain, Principal Analyst of Channels, Partnerships, and Ecosystems at Forrester.
In this special annual episode, Jay and Adam discuss where the SaaS partnership landscape is today and where it's going.
Topics Covered:
- What's happening in the world of partnerships for over 175,000 SaaS companies
- What is going on with the investment in the partnership space and how that impacts the role
- The most interesting trends Jay is seeing among B2B SaaS companies adopting partnerships
- How Jay sees the partnership role and career path evolving
- Why 76% of CEOs say their future is wrapped around ecosystems (and why they're right)
Reach out to Jay
- Forrester
- Email Jay
Partnership Jobs:
- Careers at HubSpot
- North America Channel Lead - Crownpeak
- Director, Product Partnerships at Klaviyo
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalski with Tori Barlow on the Allbound Partner Channel Podcast.
Adam and Tori discuss where to invest in your channel tech stack and how to bring attribution to the forefront of your channel strategy.
Topics Covered:
- The new emerging world of ecosystem technology
- What challenges are partnership leaders facing today
- Why are companies adopting ecosystem as a go-to-market strategy at a rapid pace
- What are the best practices to keep top of mind when building out partnership teams
- Where Adam sees the future of B2B agency partnerships heading
Partner with Allbound:
- Allbound
Partnership Jobs:
- Careers at HubSpot
- North America Channel Lead - Crownpeak
- Director, Product Partnerships at Klaviyo
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Alex Glenn, Founder at PartnerPrograms.io.
Alex and Adam discuss all things agencies - what are the different types of agencies? What do they care about? How are they different from tech integrations partnerships? And more!
Topics Covered:
- What are the different types of agencies and why understanding what they care about is so important
- How to treat co-selling with agencies differently to ensure success
- Why spending the time to understand agency motivations is crucial; hint: they don't care about referrals as much as you think
- What are the best practices to keep top of mind when building out agency partnerships
- Where Alex sees the future of B2B agency partnerships heading
Partner with PartnerPrograms:
- PartnerPrograms.io
Partnership Jobs:
- Careers at HubSpot
- North America Channel Lead - Crownpeak
- Director, Product Partnerships at Klaviyo
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalski as he interviews Andrew Lindsay, SVP of Corporate Development and Business Development at HubSpot.
Andrew and Adam discuss tips on building out your partner program and the various kinds of partnerships you should be thinking about. We also get into how HubSpot has built such an engaged community that serves them till this day - at $1bn in revenue and growing!
Topics Covered:
- How Andrew got into partnerships via banking and consulting
- What partnerships Andrew recommends you think about as you begin building and scaling your partner program
- Why investing in the HubSpot community from the earliest days was one of the key levers for HubSpots growth
- Why Corporate Development is tightly aligned with Business Development and learnings on combining the two roles
- Where Andrew sees the future of B2B partnerships heading
Partner with HubSpot:
- HubSpot
- Partner with HubSpot
Partnership Jobs:
- Careers at HubSpot
- North America Channel Lead - Crownpeak
- Director, Product Partnerships at Klaviyo
- Business Development Manager - Consulting Partners at Productboard
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalskias he interviews Pete Caputa, CEO at Databox (previously VP of Sales at Hubspot).
Pete and Adam discuss the early days of building out HubSpot's Partner Program and all the learnings that came with it. We then get into Databox and how Pete thinks about partnerships as CEO of the growing business analytics company.
Topics Covered:
- What the founding story was of HubSpot's Partner Program - how did it happen?
- What the early days of building HubSpot's Partner Program were like
- How did the evolution of partnerships come about at HubSpot and how did they scale
- How Pete thinks about partnerships at Databox given all his experience
- Where Pete sees the future of B2B partnerships heading
Partner with Databox:
- Databox
- Partner with Databox
Partnership Jobs:
- North America Channel Lead - Crownpeak
- Director, Product Partnerships at Klaviyo
- Business Development Manager - Consulting Partners at Productboard
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.com.
Join host Adam Michalskias he interviews Jason Breed, Global Lead of Partnerships and Alliances at Crownpeak.
Jason and Adam discuss how to get your organization partner ready - including internal change management across sales, customer success, and operations.
Topics Covered:
- How to create an Ideal Partner Profile (ICP)
- Why Jason keeps his partner program focused by design
- How to get your company partner ready with internal change management
- How to think about partner influence and why it's critical to success
- Where Jason sees the future of B2B partnerships heading for Crownpeak
Partner with Crownpeak:
- Crownpeak
- Partner with Crownpeak
- Reach out to Jason
Partnership Jobs:
- North America Channel Lead - Crownpeak
- Director, Product Partnerships at Klaviyo
- Business Development Manager - Consulting Partners at Productboard
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Rich Gardner, VP of Global Strategic Partnerships at Klaviyo.
Rich and Adam discuss transitioning your org from direct selling to selling through/with partners. We get into the weeds on how to minimize channel conflict between sales and partnerships and even how to set up compensation for long-term success.
Topics Covered:
- How to transition from direct selling to selling with/through partners
- What are all the benefits partners can provide - hint, it's more than just a lead channel
- How to minimize channel conflict between partnerships and sales
- How to properly set up compensation structures that will let you go-to-market team thrive
- Where Rich see the future of B2B partnerships heading for Klaviyo
Partner with Klaviyo:
- Klaviyo
- Partner with Klaviyo
- Reach out to Rich
Partnership Jobs:
- Director, Product Partnerships at Klaviyo
- Business Development Manager - Consulting Partners at Productboard
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Mark Brigman, CEO at PARTNERNOMICS®.
Mark and Adam discuss the past, present, and future of partnerships with specific emphasis on the use of data, systems, and tools that are being developed to help leaders achieve greater levels of success.
Topics Covered:
- What's happening in the past, present, and future of the partnership ecosystem
- How to leverage data and tools to maximize the value of partnerships for your company
- What coursework is available to ramp your knowledge on partnerships as effectively as possible
- Why now is the decade of partnerships and why you should care
- Where Mark & Adam see the future of B2B partnerships heading
Partner with PARTNERNOMICS®:
- PARTNERNOMICS
- Partnership Courses
Partnership Jobs:
- Business Development Manager - Consulting Partners at Productboard
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Alex Thomson, RVP of EMEA at Quantum Metric and Daniel Lancioni, Partnerships Director at Quantum Metric.
Alex, Daniel and Adam discuss how to think about your partner ecosystem from a sales perspective.
Topics Covered:
- How to think about your partner ecosystem from a sales perspective
- How to leverage agencies for go-to-market as a growing SaaS company
- What the difference is between technology partners and services partners from a revenue perspective
- What it's like building a new category and how to pave the way
- Where Alex & Daniel sees the future of B2B partnerships heading
Partner with Quantum Metric:
- Quantum Metric
- Partner with Quantum Metric
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Marne Reed, Chief Evangelist of Brand Experiencesat PFL.com.
Marne and Adam discuss best practices on leveraging your partner ecosystem in your sales motion - strategies, how to ensure reciprocity, and more.
Topics Covered:
- Why making sure your sales rep are reciprocating value is critical to co-selling
- How to leverage your partner ecosystem in your sales motion as effectively as possible
- How to make sure your sales team understands the partner ecosystem and the role it plays
- What best practices Marne can share on effective co-marketing
- Where Marne sees the future of B2B partnerships heading
Partner with PFL:
- PFL
- Partner with PFL
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Norma Watenpaugh, CEO and Founding Principal of Phoenix Consulting Group.
Norma and Adam discuss going from an anti-partner culture to a partner focused culture. Norma also shares her experience from working with companies like Adobe, Amazon, Cisco, Dell, Intel, IBM + more on what works and what doesn't in building your partner ecosystem.
Topics Covered:
- Why Norma started Phoenix Consulting Group and how she helps her Fortune 1000 clients
- How to change your culture from anti-partner to partner focused and the pitfalls to avoid
- What insights Norma has gotten from building ecosystems at major clients like Adobe, Amazon, + more
- What resources Norma recommends from the Alliances of Strategic Partnership Professionals
- Where Norma sees the future of B2B partnerships heading
Partner with Phoenix Consulting:
- Phoenix Consulting
- Alliance of Strategic Partnership Professionals
Sponsors:
- Partnership Leaders
- Partnered
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Nancy Ridge, Founder & President at Ridge Innovative.
Nancy and Adam discuss how she goes about educating executives on the value partnerships can bring to your company. We also discuss creating a culture of that promotes innovation.
Topics Covered:
- What questions Nancy sees most revenue leaders asking about partnerships and why
- How to educate your executives on the value that partnerships can bring to your company
- How to create a culture of innovation at your company and why it starts with employees
- What excites Nancy most about what she's seeing in the partnership space
- Where Nancy sees the future of B2B partnerships heading
Partner with Ridge Innovative:
- Ridge Innovative
- Culture of Innovation Podcast
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalski as he interviews Asher Mathew, Chris Samila, and Tai Rattigan of Partnership Leaders.
Asher, Chris, Tai and Adam discuss everything from how Partnership Leaders got started all the way to what's coming in future for the community. You might even find out who officially started the Slack channel!
Topics Covered:
- How Asher, Chris, and Tai met and decided to start a community focused on partnership professionals
- How PL got started - with all the details around why and how the community got built
- All the great initiatives that PL provides today that you can take advantage of as a member
- All the details on everything that's coming in the future for members of PL
- How to get started with PL today if you're not already a member
Join Partnership Leaders:
- Partnership Leaders
- Find Partnership Leader LinkedIn
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalski as he interviews Ramsey Pryor, Founder at Port of Entry Partners.
Ramsey and Adam discuss the how, why, and what to do when it comes to international expansion. This is a must-listen for any growing company who wants to expand internationally.
Topics Covered:
- When should you begin thinking about international expansion for your business?
- What markets you should be focusing on and how to prioritize them
- How to put together an expansion plan and what you need to be thinking about to be successful
- How partnerships play into your international expansion strategy
- Where Ramsey sees the future of international expansion going - hint, it's not slowing down!
Partner with Port of Entry Partners:
- Port of Entry Partners
- The International Expansion Podcast
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Bryn Jones, CEO at PartnerStack.
Bryn and Adam discuss why most SaaS companies fail to get to their desired state of distribution and why partnerships are the key differentiator for the companies who really succeed. We also discuss the exciting news on PartnerStacks recent Series B!
Topics Covered:
- Why Bryn and his co-founders started PartnerStack
- How to maximize your distribution by focusing on your partner program
- How to avoid the major pitfalls the most SaaS companies make when focusing on distribution
- What's coming next for PartnerStack and the exciting Series B announcement
- Where Bryn sees the future of SaaS partnerships heading and how PartnerStack fits in
Partner with PartnerStack:
- PartnerStack
- Partner with PartnerStack
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Rachael Powell, Chief Customer Officer at Xero.
Rachael and Adam discuss what is customer experience, how is it relevant to your partnerships, and what are best practices to help you succeed.
Topics Covered:
- How COVID has impacted small business and the learnings Xero has had
- How Xero structures the partner experience side of the organization
- How to manage overall customer experience at an org as large as Xero
- Best practices for KPIs to use when managing customer experience
- Where Rachael sees the future of B2B partnerships heading
Partner with Xero:
- Xero
- Partner with Xero
- Develop with Xero
- Careers at Xero
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskialong with Jared Fuller and Justin Bartels from the PartnerUp Podcast for this special cross-pod episode.
Jared, Justin and Adam discuss the future of B2B partnerships and what may be coming around the corner.
Topics Covered:
- What are projections for the paths partnerships can take over the coming years
- Why a tech stack is critical for B2B partnerships to succeed
- How partnerships will follow a similar innovation arch as sales and marketing
- What are the key things learnings Justin, Jared, and Adam have from speaking with leading experts
- Where we all see the future of B2B partnerships heading
Get in Touch:
- PartnerUp Podcast
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Brad Bowery, Business Development & Strategic Partnerships at Zendesk for Startups.
Brad and Adam discuss best practices for building a partner program specifically focused around Startups, VCs, Accelerators, and Universities.
Topics Covered:
- What are best practices for companies building partner programs for the Startup Ecosystem
- How do Startup Ecosystems Partner Programs differ from traditional partner programs
- How to avoid major pitfalls in building for startups - what not to do if you want to succeed
- What are the key things Brad has done at Zendesk for Startups to succeed
- Where Brad sees the future of B2B partnerships heading
Partner with Zendesk:
- Zendesk
- Zendesk for Startups
- Partner with Zendesk
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Anne McClelland, VP of XaaS Channel Optimization Research at TSIA.
Anne and Adam discuss SaaS ecosystem strategies and best practices from Anne's experience working at industry leaders like IBM, Microsoft, Red Hat, & Cisco.
Topics Covered:
- What are best practices for SaaS companies looking to maximize go-to-market benefits of partners
- What are the big trends that are happening in the channel ecosystem
- How the channel has evolved as SaaS has become more prolific
- What are the major pitfalls you need to avoid in your ecosystem as you grow your partner program
- Where Anne sees the future of B2B partnerships heading
Partner with TSIA:
- TSIA
- Get in touch with Anne
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Dan Rippey, Director of Partner Programs & Experiences at Microsoft.
Dan and Adam discuss how Microsoft runs their best-in-class partner program and lessons learned.
Topics Covered:
- How Microsoft structures their partner program
- What are the main KPIs Microsoft focuses on to manage their partner program
- What are the most common mistakes to avoid for folks looking to scale their partner program
- What's next for the Microsoft Partner Program
- Where Dan sees the future of B2B partnerships heading
Partner with Microsoft:
- Microsoft
- Partner with Microsoft
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Jill Rowley.
Jill and Adam discuss building partnership ecosystems from a go-to-market perspective and why "surrounding the buyer" is critical now to success.
Topics Covered:
- How Jill thinks about partnership ecosystems and the role they play in the broader go-to-market strategy
- What are the best practices Jill has learned from her experience working and advising at companies like Marketo, Hubspot, Oracle, Salesforce, + more
- Why "surrounding the buyer" is critical to success for SaaS companies today
- Why the reseller partnership doesn't work well in SaaS
- Where Jill sees the future of B2B partnerships heading
Contact Jill:
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Diane Krakora, CEO at PartnerPath.
Diane and Adam discuss how PartnerPath evaluates a clients partner/channel program and the most common mistakes she sees in the market today.
Topics Covered:
- How Diane evaluates a clients partner & channel program to determine next steps
- What is her Partner Maturity Curve framework and how can you apply it to your business
- What are the most common mistakes SaaS companies make with respect to partnerships
- How COVID-19 has affected the partnership landscape and what's coming next
- Where Diane sees the future of B2B partnerships heading
Partner with PartnerPath:
- PartnerPath
- PartnerPath Resource Center
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Mike Davis, VP of Sales at TaskRay & Founder of GTM Guides.
Mike and Adam discuss how to navigate the Salesforce Ecosystem and best practices to focus on when joining the Salesforce ecosystem.
Topics Covered:
- Why it's important to get involved in the Salesforce ecosystem
- What are the best practices to focus on when joining the Salesforce ecosystem
- What are the pitfalls you need to avoid if you're trying to maximize value to your organization
- How you can develop a go-to-market strategy using the larger ecosystems in your space
- Where Mike sees the future of the Salesforce ecosystem (and other large players) heading
Partner with Mike:
- Partner with TaskRay
- Partner with GTM Guides
Sponsors:
- Customer.io
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Kit Merker, Chief Operating Officer at Nobl9.
Kit and Adam discuss how to make the transition from partnerships to the C-suite and best practices for partnership folks looking to follow the same path.
Topics Covered:
- How to trust partners to deliver - especially as more technology is being integrated across companies
- How to make the tough transition from partnerships into the C-suite
- What best practices Kit recommends for those trying to break into the C-Suite
- Why measuring ISV partnerships by sales is not seeing the full picture
- What Kit sees coming in the partnership landscape over the next 5 to 10 years
Partner with Nobl9:
- Nobl9
- Work with or at Nobl9
Sponsors:
- Partnership Leaders
- Customer.io
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Heather Margolis, Founder at Channel Maven & CEO at Spark Your Channel.
Heather and Adam discuss how to get started with Through Channel Marketing & Demand Gen.
Topics Covered:
- What is TCMA and TCDG and why you should be paying attention
- How to get started with TCMA and TCDG and the milestones you should be focused on
- What tools you need to make sure you're making the most of your TCDG efforts
- What best practices Heather uses to maximize TCDG
- What Heather sees coming in the partnership landscape over the next 5 to 10 years
Partner with Heather:
- Channel Maven
- Spark Your Channel
Sponsors:
- Partnership Leaders
- Customer.io
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Markus Zirn, Head of Strategy & Business Development at Workato.
Markus and Adam discuss how he has taken an organization that sold mostly direct to becoming a powerhouse at selling with partners.
Topics Covered:
- How to get your sales team comfortable and efficient at selling with partners
- Why boutique consultancies have been an integral piece to Markus's success
- How to make the organizational transition from direct selling to indirect selling
- What best practices Markus uses to maximize partnership sales
- What Markus sees coming in the partnership landscape over the next 5 to 10 years
Partner with Workato:
- Workato
- Partner with Workato
Sponsors:
- Partnership Leaders
- Customer.io
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Braydan Young, Chief Partnership Officer at Sendoso.
Braydan and Adam discuss how you can leverage your partnership ecosystem to generate pipeline and accelerate enterprise deals.
Topics Covered:
- How to structure integrations partnership and agency partnerships - KPIs and all
- Why making sure you track pipeline generation & deal acceleration is key to success
- How to measure the impact partnerships are driving on sourced revenue
- What best practices Braydan uses to maximize partnership sales
- What Braydan sees coming in the partnership landscape over the next 5 to 10 years
Partner with Sendoso:
- Sendoso
- Partner with Sendoso
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Michelle Lerner, Director of Business Development at Branch.
Michelle and Adam discuss partner enablement and how to maximize trackable sourced partner revenue.
Topics Covered:
- How to prioritize which partnerships to focus on to drive revenue
- Why making sure both your organizations goals are aligned early
- How to measure the impact partnerships are driving on sourced revenue
- What tools Michelle uses to attribute each partner interaction and compensate her team
- What Michelle sees coming in the partnership landscape over the next 5 to 10 years
Partner with Branch:
- Branch
- Partner with Branch
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Thomas Hall, Head of Sales at Pachyderm.
Thomas and Adam discuss aligning partnerships with sales and how to maximize the benefits of partnerships for the sales team.
Topics Covered:
- What do sales teams really think about partnerships
- How to get alignment between your sales team and partnership team
- How to measure the impact partnerships are driving on sales
- Why getting the right foundation in place early on helps with partnership sales
- What Thomas sees coming in the partnership landscape over the next 5 to 10 years
Partner with Pachyderm:
- Pachyderm
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews John Joe Smith, Sr. Director of BD & Partnerships at mParticle.
John Joe and Adam discuss both sides of the table: agency and SaaS. What makes them similar? What's different? And what are some tips on how to work with agencies from someone who's done both jobs.
Topics Covered:
- What agencies actually care about - hint, it's not just free lunch
- How to differentiate your SaaS solution to an agency who's getting pitched daily
- How mParticles handles account mapping at scale to drive their co-selling motion
- Why demonstrating value to your agency partners as early as possible is crucial
- What John Joe sees coming in the partnership landscape over the next 5 to 10 years
Partner with mParticle:
- mParticle
- Partner with mParticle
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Andrew Black, Sr. Director of Alliances at Pendo.io.
Andrew and Adam discuss solutions/implementation partnerships, how to get started, and how to really make the most of solutions partners from a strategy perspective.
Topics Covered:
- Why Andrew recommends teams invest in a solutions partner strategy early
- How to start a solutions partner programs from scratch and how to scale it
- How Andrew recommends working with solutions partners and what makes them unique
- Why partner programs are unique in general and how you can get cross-team collaboration
- What Andrew sees coming in the partnership landscape over the next 5 to 10 years
Partner with Pendo:
- Pendo
- Partner with Pendo
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Pat McBrearty, Head of Partnerships at Workboard.
Pat and Adam discuss how to partner with consulting firms, OKRs, and building out a partner program from scratch.
Topics Covered:
- Why it's worth your time to understand OKRs if you don't yet already
- How to start a partner program from scratch in a fast-growing industry
- How Pat recommends working with consulting firms having spent 3 years at Bain & Company
- How you can get OKR certified using Workboard's OKR Coach Certification Platform
- What Pat sees coming in the partnership landscape over the next 5 to 10 years
Partner with Worboard:
- Workboard
- Partner with Workboard
- The OKR Journey
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Theresa Caragol, Founder & CEO at AchieveUnite.
Theresa and Adam discuss trends happening in the channel and why every SaaS company needs a partner ecosystem - it's no longer optional.
Topics Covered:
- Why Theresa started AchieveUnite and how they help their clients achieve channel success
- What are the high-level trends that Theresa is seeing in the channel market today
- Why every SaaS company needs a partner ecosystem strategy today
- What are the skill sets you need to be successful when building out your partner ecosystem
- Where Theresa sees the future of B2B SaaS partnerships heading over the next 10 years
Partner with AchieveUnite:
- AchieveUnite
- Partner with AchieveUnite
- Channel Acceleration Bootcamp (use code PARTNEREDPODCAST to get 20% OFF)
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Jo Wright, Director of Partnerships & Channel at Braze.
Jo and Adam discuss how to ensure your tech partnerships are driving "predictable revenue" in a scaleable way.
Topics Covered:
- How Jo defines "predictable revenue partnerships"
- How to think about building a partner program focused on "predictable revenue"
- What are the differences and overlap between building tech focused partnerships & revenue focused partnerships
- How to avoid major pitfalls when building out your scalable revenue partnerships
- What Jo sees coming next in partnerships over the next 5 - 10 years
Partner with Braze:
- Braze
- Partner with Braze
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Nikolai Avrutov, VP of Alliances at Bringg.
Nikolai and Adam discuss how he's built a partner program that's focused on "physical partners" like Doordash, Postmates, Lyft, and over 35 others.
Topics Covered:
- How Nikolai built out the partner program at Bringg
- How to think about building a partner program focused on "physical partnerships"
- What the difference is between building tech focused partnerships and "physical partnerships"
- How to avoid major pitfalls at the earlier stages of building out your partner program
- What Nikolai sees coming next in partnerships over the next 5 - 10 years
Partner with Bringg:
- Bringg
- Partner with Bringg
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Eli Mitchell, Director of Partnerships at Bench Accounting.
Eli and Adam discuss how he's built a partner program that's focused on service and solutions partners, not tech partners.
Topics Covered:
- How Eli built out the partner program at Bench Accounting
- How to think about building a partner program focused on SMBs
- What the difference is between building tech focused partnerships and service focused partnerships
- How to avoid "being too scrappy" at the earlier stages of building out your partner program
- What Eli sees coming next in partnerships over the next 5 - 10 years
Partner with Bench:
- Contact Eli
- Bench
- Partner with Bench
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews James Denker Jr., Head of Partnerships at Imagination Media and Business Development Advisor at Relay Cloud.
We discuss how James got into partnerships and where he sees the future of the ecosystem going in 2021 and beyond.
Topics Covered:
- How James got into partnerships from his start at IBM
- How to build out partnerships in the e-comm vertical and what makes them different
- What the core KPIs are that James uses to measure and manage his partnerships
- How to avoid major pitfalls in building out partnerships in the e-comm vertical
- What James sees coming next in partnerships over the next 5 - 10 years
Partner with Imagination Media and/or Relay Cloud:
- Partner with Imagination Media
- Partner with Relay Cloud
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Matt Irving, Global Partner Operations at WP Engine.
Matt and Adam discuss what exactly is Partner Operations and how does it differ from just standard Sales/Revenue Operations.
Topics Covered:
- How Matt thinks about Partner Operations and the role in the broader Go-to-Market organization
- How to build a Partner Operations organization - structure and all
- What the difference is between Partner Operation and Sales/Revenue Operations
- How to avoid major pitfalls in building out a Partner Ops role at your company
- What Matt sees coming next in partnerships over the next 5 - 10 years
Partner with WP Engine:
- WP Engine
- Partner with WP Engine
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Jake Wallace, Head of Strategic Partnerships at SignEasy.
Jake and Adam discuss how Jake got started in partnerships and how he thinks about partnerships both in the short-term and the long-term.
Topics Covered:
- How Jake got started in partnerships via coming from food tech
- How Jake measures success at SignEasy to run the partnership organization
- What the different types of partnerships Jake oversees are and how each is different
- How you can leverage tech integrations to grow your market share in competitive markets
- What Jake sees coming next in partnerships over the next 5 - 10 years
Partner with SignEasy:
- SignEasy
- Partner with SignEasy
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Cody Jones, Head of Partnerships & Alliances at Zapier.
Cody and Adam discuss how to build out a partner program with over 2,500+ integrations. Cody also shares how to think about ranking your partners to drive the most value for both your organizations.
Topics Covered:
- Why it's worth your time to develop a framework for ranking potential partners
- How do you get other companies to recommend and sell your product for you
- How Zapier structures their partnership team with over 2,500+ product integrations
- How you can leverage Zapier to get your product partnerships going at the early stages
- What roles Zapier is hiring for as they continue to scale
Partner with Zapier:
- Zapier
- Partner with Zapier
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Cristina Cordova, Head of Platform & Partnerships at Notion.
Cristina and Adam discuss platform partnerships and how to build successful API ecosystems.
Topics Covered:
- What Cristina learned from her time building out the BD team at Stripe as the 28th overall employee
- How Cristina is strategically figuring out the API strategy for Notion
- How to think about your overall tech/product partnership strategy to build integrations people love
- Why focusing on getting the basics right first (product-market fit, customer pain points, etc) is crucial
- What Cristina is up to next at Notion and how you can get involved!
Partner with Notion:
- Notion
- Partner with Notion
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Asher Mathew, VP of Revenue & Operations at DemandMatrix.
Asher and Adam discuss partnerships through the lens of data and where the future of Partnership Leaders is heading.
Topics Covered:
- How Asher thinks about the role of data in partnerships
- Why partnerships need to be thought of as a faster way to drive your business
- How monetization early in the journeys helps align you for success
- Why setting up the right attribution methodology is extremely important
- Why Asher is so excited about the future of Partnership Leaders
Partner with DemandMatrix:
- DemandMatrix
- Partner with DemandMatrix
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Jay McBain, Principal Analyst of Channels, Partnerships, and Ecosystems at Forrester.
In this special 25th episode, Jay and Adam discuss how partnerships in SaaS are becoming less of an art and more of a science. Jay also provides an analysis of where the SaaS partnership landscape is today and where it's going.
Topics Covered:
- How many of the 175,000 SaaS companies today are focused on the channel
- Why SaaS partnerships are significantly different than the B2B software partnerships of the past
- The history of co-selling and how it's evolving during the "SaaS Renaissance"
- Why the next 5 years are going to make SaaS partnerships look much different than today
- Why 76% of CEOs say their future is wrapped around ecosystems (and why they're right)
Reach out to Jay
- Forrester
- Email Jay
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Tiffany Tai, GM Global Enterprise and Partnerships at Canva.
Tiffany shares her learnings on B2B and B2C partnerships from her experience at leading companies like Canva, InVision, CloudFlare, & Dropbox.
Topics Covered:
- How Tiffany thinks about the differences between B2B and B2C partnerships
- Why "keeping things simple" is incredibly important, especially from the start of your partner program
- How to manage and track your partnerships across all stages - early to growth
- Why you need to align early on with go-to-market strategies with your partners to succeed
- Tactical advice on how to build-out B2B and B2C partnerships at scale
Partner with Canva
- Canva
- Partner with Canva
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Greg Chapman, SVP of Business Development at Avalara.
Greg shares his learnings on channel partnerships and marketplaces from his experience leading Avalara's partner-focused go-to-market and experience at Amazon.
Topics Covered:
- How Greg thinks about the Channel as a value driver for the business
- Marketplace best practices and pitfalls to avoid from his time at Amazon
- How to run a global partner program with 700+ platform partners & thousands of referral partners
- Why you need to align go-to-market strategies with your partners to succeed
- Tactical advice on how to structure your channel partners
Partner with Avalara
- Avalara
- Partner with Avalara
- Reach out to Greg
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Andrew Massad, Vice President, Alliances & Corporate Development at Leanplum.
Andrew shares his learnings on tech/integration partners from both a quantitative and qualitative lens.
Topics Covered:
- How Andrew thinks about tech/integration partnerships
- An overview of Andrew's 2x2 matrix of partner-sourced/partner-assisted to map value
- How to drive 40% higher retention & 50% decrease in COGS using partnerships
- Why you need to focus on aligning all internal departments to maximize success
- Tactical advice on how to structure your tech/integration partnerships
Partner with Leanplum
- Leanplum
- Partner with Leanplum
- Andrew's 2x2 Matrix
- Reach out to Andrew
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Al Harnisch, VP of Business Development at Radar.
Al shares his learnings from seeing partnerships from both sides of the table - the agency side, and the SaaS side.
Topics Covered:
- How Al got into SaaS partnerships via the agency side at Prolific Interactive
- Why it's critical to understand what agencies value when partnering with them
- How to set up your partner program for success with agencies & solutions partners
- Why you should focus on partnerships where every party gets meaningful benefit
- Tactical advice on how to structure your agency partnerships
Partner with Radar
- Radar
- Partner with Radar
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Kai Mak, VP of Sales & Customer Success at Webflow.
Kai shares his first-hand learnings from seeing how one of the best partner programs in the world, Microsoft, is run. We then cover how Kai is using these learnings to drive the partner focus at Webflow.
Topics Covered:
- How Microsoft always keeps a partner focus - including even at their Annual Sales Kickoff
- Why it's critical to understand what value your customers need from partners first
- How to set up your partner program with a focus on implementation/solution partners
- Why you should focus on business drivers outside of just revenue when thinking of partnerships
- Tactical advice on how to work with digital agencies to set yourself up for success
Partner with Webflow
- Webflow
- Partner with Webflow
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalski as he interviews Kyle Schroeder, Head of Global Partnerships at Movable Ink. Kyle shares his learnings from getting started in partnerships at Salesforce all the way to leading up global partnerships at Movable Ink.
This is a great episode centered on co-selling and how to maximize the revenue you can drive with partners.
Topics Covered:
- Why co-selling with partners is an integral motion at Movable Ink
- What the foundational elements are when building out your partner program
- How to set up your metrics / KPIs to maximize the value you get from your partnerships
- How Kyle structures his partnership team regionally with a focus on sourced/influenced revenue
- Tactical advice on how to set up your CRM to make sure you're getting the right data
Partner with Movable Ink
- Movable Ink
- Partner with Movable Ink
- Check out the Movable Ink Exchange
- Attend the Movable Ink (RE)Think Virtual Conference
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Dustin Clinard, VP of Strategic Partnerships at Betterworks. Dustin shares his learnings on building out partner programs from scratch - what to do, and what not to do.
Topics Covered:
- What processes Dustin took from his engineering background to help in partnerships
- Why it's critical to get aligned internally before setting out to build your partner program
- How to set up your partner program for scale after first iterating and testing
- Why you should focus on the quick wins in the beginning and have a roadmap as you scale
- Tactical advice on how to avoid time sucks that could derail your partner program
Partner with Bettworks
- Betterworks
- Partner with Betterworks
- Reach out to Dustin
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Episode SummaryWelcome to The Partnered Podcast Episode 017 with Jennifer Chang, Partner Marketing at Tray.io (previously at New Relic & Highwire PR). Enjoy!
Episode NotesJoin host Adam Michalskias he interviews Jennifer Chang, Partner Marketing at Tray.io. Jennifer shares her learnings from building out the partner marketing practice at Tray.io.
Topics Covered:
- How Jennifer thinks about experimentation & iteration as keys to success for partner marketing
- Why it's crucial to define your KPIs early so that your entire organization knows where to focus
- How to tie partner marketing success back to revenue & pipeline goals
- Why you shouldn't be dissuaded being the "small fish" - eventually that will change
- Tactical advice on KPIs and what metrics Jennifer tracks when measuring success
Partner with Tray.io
- Tray.io
- Partner with Tray.io
- Reach out to Jennifer
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Dheeraj Sareen, Senior Director of Strategic Partnerships at Iterable. Dheeraj shares his learnings from looking at partnerships from a CSM/Marketing lense.
Topics Covered:
- How Dheeraj thinks about how important partnerships are for Customer Success teams
- Why it's crucial for your go-to-market team to understand the major verticals of partners
- How Dheeraj thinks about the value that partners drive for sales and other parts of the org
- Why you need to align with product to understand product focus and where partners can help
- Tactical advice on KPIs and what metrics Dheeraj tracks when measuring success
Partner with Iterable
- Iterable
- Partner with Iterable
- Join the Iterable Team
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Drew Quinlan, VP of Strategic Alliances at RingCentral. Drews shares his learnings from over 20 years of diverse and global experience within the technology and SaaS sectors.
Listen as we discuss Drew's experience building strong partner and alliance relationships while being recognized for expertise in leading Alliances Management teams in the delivery of solutions across key areas that include Analytics, Security, Big Data, and Digital Experience in both Cloud and On-Premise environments.
Topics Covered:
- How Drew thinks about educating executive teams on why partnerships are important
- Why it's crucial to understand the ecosystem you play in to drive the most value
- What frameworks Drew has learned from the Association of Strategic Alliance Professionals
- What Drew learned from his time at major ecosystems like Salesforce & Oracle
- Tactical advice on KPIs and what metrics Drew tracks when measuring success
Partner with Monday
- RingCentral
- Partner with RingCentral
- Join the RingCentral Team
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Oren Stern, Head of Partnerships and Alliances at Monday.com. Oren shares his learnings from leading a vibrant, world-class partner ecosystem - including channel partners, global system integrators, technology partners, academic institutions, app developers, NGO's.
Topics Covered:
- How Oren thinks about the major factors driving partnership success
- Why trust & transparency are the most important variables in partnerships
- How Oren utilizes the Monday.com platform to manage their own partnerships
- Why ARR is important, but not the only major KPI to focus on
- What the next steps are in the partner journey for Oren and the Monday team
Partner with Monday
- Monday
- Partner with Monday
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Jared Jones, Head of Ecosystem Partnerships at LaunchDarkly. Jared shares his learnings from building developer ecosystems from his experience at LaunchDarkly and previously GitHub.
We also go deep into frameworks Jared has put together for executing integrations at scale.
Topics Covered:
- How to maximize the value of your integrations
- Why it's particularly important to remove friction and barriers for developer-focused partnerships
- How Jared & the GitHub team added 30,000 developers in the first 12 months of the partner program
- Why you need to take a qualitative and quantitative approach to KPIs for tech partnerships
- What are the next steps in the partner journeys for Jared and the LaunchDarkly program
Partner with LaunchDarkly:
- LaunchDarkly
- Partner with LaunchDarkly
- Join the LaunchDarkly Team!
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Chris Samila, VP of Partnerships at FullStory. Chris offers some great advice on how to build and scale your partnerships with a focus on revenue from his experience at FullStory and previously Optimizely.
Chris is also the co-founder of the Partnership Leader community so he shares some great insights on the community as well.
Topics Covered:
- Why you need to figure out the core business problems you're looking to solve early
- Why you should spend time figuring out what the partner(s) care about before starting
- How to think about "product-market fit" in relation to partnerships
- Why Chris started Partnership Leaders and where it's heading
- What Chris is most excited about for the future of the partnership ecosystem
Partner with FullStory:
- FullStory
- Partner with FullStory
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Ty Lingley, Director of Partnerships at Unbounce. Ty offers some great advice on how to build and scale an SMB-focused partner program.
Topics Covered:
- How Unbounce structures and runs their SMB-focused partner program
- What differentiates an SMB partner program from an Enterprise partner program
- How to leverage Zapier to do a lot of the "heavy lifting" with your initial integrations
- Why you need to get to product-market fit before you start thinking about partnerships
- How to embed a "partner centricity" mindset into your organization
Partner with Unbounce:
- Unbounce
- Partner with Unbounce
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Emily Wenzler, Head of Alliance Management at Adobe Exchange for Experience Cloud atAdobe. Emily offers some great insights on how one of the most prolific partner ecosystems is run with tactical advice for those aspiring to scale their partner programs.
Topics Covered:
- How Adobe structures and runs their 2000+ ISV partner program
- What differentiates a good partner from a great partner at Adobe
- Why companies need to invest in their partner programs in order to set them up for success
- How to best set up your joint go-to-market teams for partnership co-selling success
- What types of partnerships are top of mind now at Adobe and how to get in touch
Partner with Adobe:
- Adobe
- Partner with Adobe
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Join host Adam Michalskias he interviews Billy Robins, Director of Partnerships at productboard. Billy offers some great insights given his experience at a large platform company like Zendesk and now heading up partnerships at the leading product excellence system, productboard (used by companies like Zendesk, UiPath, Avast, Envoy, & 2400+ more).
Topics Covered:
- How digital transformation is driving the need for product excellence
- What the pros and cons are of becoming a platform
- Why, in order to become a successful platform company, you need to be "open by default"
- What metrics to evaluate for integration & go-to-market partnerships
- Why you should always focus on "what does the customer get from the integrated solution?"
Partner with productboard:
- productboard
- Access productboard developer docs to build an integration
- Get in touch with Billy at billy@productboard.com
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Summary:
Join host Adam Michalski as he interviews Henry Prevette, Director of Channel Partner Development at Impact. Henry shares some great insights around how to think about partnerships from a high-level, while also providing some great tactical advice on how best to manage and measure your partnership organization.
Topics Covered:
- The different kind of partnerships and how to define them
- How Impact structures their partnership org reporting up to a Chief Partnership Officer
- How Impact has used partnerships to "be the single largest generator of new business"
- Why partner sourced business closes 4X higher than other acquisition channels
- What tools Impact uses for managing and measuring their partnership team
Partner with Impact:
- Impact
- Partner with Impact
- Agency Partners
- Integration Partners
- Media Partners
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Summary:
Join host Adam Michalski as he interviews Tai Rattigan, VP of Business Development at GGV Capital. Tai covers topics ranging from his experience building partner programs at Amplitude, Optimizely, & AMEX, to what skill sets it takes to be successful in partnership roles. We also touch on how Partnership Leaders got started and what the future will bring for the invite-only community.
Topics Covered:
- The skills you need to develop to be successful in partnership facing roles
- How sales, marketing, & product each think differently about partnerships
- Why celebrating partnerships wins will help get you to get the partnership flywheel going
- How Tai predicts it's not long before 'Chief Partnership Officer' is a common title
- Why Tai co-founded Partnership Leaders so “all boats can rise together”
Apply to join Partnership Leaders:
- Apply to join Partnership Leaders
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Summary:
Join host Adam Michalski as he interviews Matt McRoberts, SVP of Global Alliances at Braze. Matt offers some great insights having been an early employee at Braze and having architected and advanced the Braze global business and channel development strategy focusing on Regional Reselling (primarily throughout Asia), Technology Alliances (building a data streaming ecosystem), and a comprehensive Agency Accelerator program (partnering with diverse, dynamic agency and consultancy groups).
Topics Covered:
- The "three pillars" of the Braze Partner Program
- How Braze considers Relevancy, Revenue, & Retention when considering partnership ROI
- Why your team must have a top-down pro-partner mentality
- How we're currently living in a partnership & alliance renaissance
- Why in the future we'll likely be seeing more Chief Partnership Officer titles
Partner with Braze:
- Braze
- Partner with Braze
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Summary:
Join host Adam Michalski as he interviews Dan Stephen, Director of Partnerships at Amplitude. Dan offers some great insights given his experience being directly & indirectly involved with many different types of partnerships at both Amplitude & previously at Google.
Topics Covered:
- Why great partnerships are "one plus one equals three"
- How the SaaS market is shifting to "best-in-class" solutions vs one entire suite
- What metrics to focus on when measuring partnership success
- How great salespeople will naturally gravitate towards leveraging partners for go-to-market
- Why account mapping is just the tip of the partnership iceberg
Partner with Amplitude:
- Amplitude
- Apply to partner with Amplitude
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Summary:
Join host Adam Michalski as he interviews Lisa Thoman Lawson, Founder at LTL Partner Consulting. Lisa offers some great insights given her 15+ years of experience in SaaS technology channels, and consulting for high growth, venture backed SaaS businesses on their partnership and channel strategies.
Topics Covered:
- What factors to take into consideration when starting your partner program
- Why every company needs a custom partner playbook based on their goals
- How to use partnerships to drive value for sales, product, & marketing
- Why you need to invest in your partnership stack to track partner metrics
- Where the future of partnerships are heading - more science, less art
Connect with Lisa:
- LTL Partner Consulting
- SaaSy Sales Leadership Partner Workshops
- Get in touch with Lisa for consulting
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Summary:
Join host Adam Michalski as he interviews Joey Malysz, Channel Partners at Segment. Joey offers some great insights having been early in building the partner programs at both Segment & Mixpanel.
Topics Covered:
- Joey's background and how he got started in partnerships at Mixpanel
- What Joey likes most about partnerships & the channel
- The three main pillars of partnerships at Segment
- Best practices for prioritizing partnerships
- How to determine ROI and gauging the overall success of each partnership
Partner with Segment:
- Segment
- Apply to Partner with Segment
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Summary:
Join host Adam Michalski as he interviews Eric Stein, Head of Partnerships at Branch.io. Eric offers some great insights given his background at Epsilon, Google, Bessemer, and Doubleclick.
Topics Covered:
- Eric's background and breadth of experience across multiple leading digital companies
- How to think about architecting your partner program for both short & long term success
- The benefits co-selling can have with both smaller partner orgs and larger partner orgs
- Best practices for utilizing partnerships for expediting your go-to-market teams sales
- Why ecosystems are becoming more predominant due to the API economy
Partner with mParticle:
- Branch.io
- Apply to Partner with Branch.io
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.
Summary:
Join host Adam Michalski as he interviews Adam Biehler, VP of Sales at mParticle. Adam offers some great insights given his background at mParticle & Mulesoft (now Salesforce.com).
Topics Covered:
- The different ways to think about partnership organizational structures
- How attribution is critical; not just partner sourced, but also partner influenced
- The benefits co-marketing can drive for your org at different company stages
- Best practices for utilizing partnerships for the go-to-market teams
- Why partnerships will become even more integral for go-to-market strategy
Partner with mParticle:
- mParticle
- Apply to Partner with mParticle
Sponsors:
- Partnership Leaders
- Partnered.io
Subscribe at www.partneredpodcast.com.
Interested in joining the podcast? Reach out to hello@partnered.io.