PartnerUp The Partnerships Podcast: Recent Episodes
Jared Fuller
Join Producer Jared Fuller & Co-Host Isaac Morehouse on the world's number 1 podcast on partnerships, PartnerUp. You'll learn the secret lessons from the world's leading partnership professionals and practitioners, but with that PartnerUp twist. Volumes of knowledge are shared about general sales and marketing, but PartnerUp is the only podcast dedicated to bringing you new learnings, hot takes, news, and expert guests every week on all things partnerships. Welcome to PartnerUp The Partnerships Podcast.
HUGE COMPANY MERGER IN B2B SAAS! Tune in to this special episode to hear Jared and Isaac explain why this is such an important event in this industry. They also explore the synergy between ecosystem-led growth (ELG) and Nearbound marketing, emphasizing their positive impact on B2B.
Takeaways
- The merger between Crossbeam and Reveal creates a unified network that benefits customers and partners.
- The concepts of ecosystem-led growth (ELG) and nearbound complement each other and can be used together to drive business growth.
- Network effects play a crucial role in the value and success of a platform.
- Cross-functional strategies are necessary for companies to better serve the needs of customers.
- The merger between Crossbeam and Reveal will lead to a stronger and more valuable network for all stakeholders. Nearbound marketing can elevate credibility and attract opportunities in the B2B industry.
- Choosing the market first and building a product that aligns with the market's needs is crucial for success.
- The market is undergoing a major shift, and being part of that shift can lead to growth and opportunities.
- A movement within a market is like a brush fire, clearing out the old and making way for new growth.
- The market is an ecosystem that requires periodic clearing to allow for healthy and strong growth.
Chapters
00:00 Introduction
02:46 Language as a Network Effect
08:24 The Power of Network Effects
13:31 The Importance of Go-to-Market Strategies
21:28 ELG and Nearbound: Complementary Strategies
23:22 Closing Remarks
26:17 Microsoft's Recognition of Market Shift
29:33 Conversations Happening Across Industries
31:02 The Challenge of Reaching Buyers
36:14 Choosing the Market First
44:14 The Brush Fire of a Market Movement
45:42 The Market as an Ecosystem
Jared and Bobby Napiltonia discuss the current SaaS go-to-market landscape, covering the future of subscriptions, AI in pricing and customer support, and evolving channel dynamics. They highlight AI's impact on industries, the rise of robotics, and the changing review site landscape. Emphasis is placed on adaptation, partnerships, niche markets, vertical SaaS, off-balance sheet resources, system integrators, second-party data, and market-based thinking. Understanding customer industries and building partnerships with conviction and perseverance are key themes.
Takeaways:
- The SaaS go-to-market landscape is undergoing significant changes, and businesses need to adapt to stay competitive.
- The future of subscriptions is uncertain, and outcome-based pricing may become more prevalent.
- AI has the potential to revolutionize pricing and customer support, but it needs to be applied strategically and with a focus on customer success.
- The channel will play a crucial role in the future of go-to-market strategies, and businesses should consider regional expertise and trusted partners.
- Industries like manufacturing and welding are being disrupted by AI and robotics, leading to changes in labor markets and job requirements.
- Review sites are losing credibility, and businesses should focus on building trust and leveraging word-of-mouth recommendations. Partnerships and ecosystems play a crucial role in the SaaS industry, enabling companies to reach niche markets and provide specialized solutions.
- Vertical SaaS is gaining popularity as businesses seek industry-specific solutions that cater to their unique processes and requirements.
- Off-balance sheet resources, such as partnerships, can provide cost-effective solutions and expertise that companies may not have in-house.
- Understanding the customer's industry and challenges is essential for effective selling and building successful partnerships.
- Conviction and perseverance are key in building partnerships and driving success in the SaaS industry.
Chapters:
00:00 Introduction and Revisiting the Past
03:25 The Uncertain Future of Subscriptions
06:26 AI's Impact on Pricing and Customer Support
09:12 The Role of the Channel in Go-to-Market Strategies
11:18 Disruption and Opportunities in Manufacturing and Robotics
14:34 The Decline of Review Sites and the Importance of Trust
21:32 The Changing Landscape of System Integrators
23:41 The Value of Second-Party Data in a Cookieless World
26:05 Understanding the Customer's Industry and Challenges
31:08 Building Partnerships with Conviction and Perseverance
Peter Caputa explores building successful partnerships and the unique value partners bring. He talks about differentiation, customization, network effects, joint value propositions, unique data access, and turnkey marketing campaigns. Pete also discusses collaborative growth, leveraging customers and partners for effective marketing, and the shift from access-based to outcome-based pricing in SaaS.
Takeaways
- Successful partnerships involve creating a unique value proposition for partners.
- Differentiation, customization, and network effects are crucial in partner programs.
- Joint value propositions, unique data access, and turnkey marketing campaigns contribute to successful partnerships. Collaborative growth is a key strategy for effective marketing and business scaling.
- Leveraging customers and partners can lead to referrals and build effective flywheels within marketing and sales processes.
- The shift from access-based pricing to outcome-based pricing is a significant trend in the SaaS industry.
- Professional services firms face challenges in prioritizing and delivering outcomes for their clients in a market with a plethora of options.
Chapters
00:00 Introduction to Successful Partnerships
02:53 The Power of Differentiation and Customization
06:02 Joint Value Propositions and Unique Data Access
09:07 Turnkey Marketing Campaigns: A Key to Successful Partnerships
24:19 Leveraging Customers and Partners for Effective Flywheels
32:29 The Shift from Access-Based to Outcome-Based Pricing in SaaS
36:10 Challenges and Opportunities for Professional Services Firms
Jeff Cheal joins Isaac and Jared to explain how Optimizely has grown in a competitive market and the importance of partnerships in their success. Optimizely, a leading optimization and experimentation platform, recently announced crossing $400 million in revenue. The company's growth can be attributed to its diversified business model and focus on being known for something specific in a crowded SaaS space. They discuss the value of integrations and being a team player in the MarTech landscape. The importance of executive buy-in and proving the value of partnership approaches is also highlighted.
Takeaways:
- Optimizely's growth can be attributed to its diversified business model and focus on being known for something specific in a crowded SaaS space.
- Partnerships play a crucial role in Optimizely's success, with over 50% of their revenue coming from solution partners.
- Being a team player and offering integrations are key factors in the MarTech landscape, where customers prefer unified solutions.
- The strategic approach to partnerships involves different goals and metrics for solution partners and technology partners.
- Executive buy-in is important, but it's necessary to continually prove the value of partnership approaches to internal teams and stakeholders. Aligning business goals and partnership goals is crucial for partnership success.
- Building trust and credibility with other departments is essential for gaining executive buy-in.
- Quick wins, storytelling, and highlighting the impact of partnerships help build support and engagement.
- Data plays a significant role in driving partner success, but manual analysis and proactive actions are necessary.
- Focusing on compelling events and aligning with partners that meet the same buyer's needs can drive success.
- Managing multiple partnerships requires prioritization and focus on strategic partnerships.
- Flexibility, adaptability, and continuous evaluation are key to refining partnership strategies.
Chapters:
00:00 Introduction and Optimizely's Revenue Milestone
03:03 Optimizely's Unexpected Growth in a Competitive Market
05:14 The Importance of Being a Team Player in the MarTech Landscape
09:39 The Strategic Approach to Solution Partners and Technology Partners
28:25 The Power of Quick Wins and Impact Highlighting
32:29 Data-Driven Partner Success
34:14 Focusing on Compelling Events and Strategic Partnerships
37:51 Building Trust and Credibility for Executive Buy-In
43:38 Flexibility, Adaptability, and Continuous Evaluation in Partnership Strategies
Scott Wueschinski from HTEC, a digital consulting and software engineering company, discusses the unique perspective of being on the consulting side of partnerships and the importance of delivering outcomes for clients. Scott emphasizes the need for transparency, collaboration, and a client-first approach in partnerships. He also touches on the challenges of creating partner programs in the SaaS industry and the difference between selling access to software and selling outcomes. Scott shares his experience in building a partner ecosystem in the retail sector and the criteria he uses to select partners.
Takeaways
- Transparency, collaboration, and a client-first approach are essential in partnerships.
- Selling outcomes is different from selling access to software in the SaaS industry.
- Reducing partner time to value is crucial for successful partnerships.
- Partners need to understand and solve client problems to provide value.
- Building a partner ecosystem requires selecting partners based on their fit in the overall strategy and their ability to deliver outcomes.
Chapters
00:00 Introduction to Partnering with HTEC
01:32 Exploring HTEC's Unique Approach to Digital Consulting
02:08 The Power of Combining Hardware and Software Solutions
03:19 Strategic Partnerships and Delivering Client Value
03:55 Navigating the Complexities of Partner Programs in SaaS
04:29 The Importance of Outcome-Focused Partnerships
08:54 Challenges and Strategies in Building Effective Partnerships
09:54 Leveraging Partnerships for Accelerated Client Success
34:16 The Critical Role of Understanding Client Needs in Partnerships
38:57 Concluding Thoughts and Advice on Partnering with Consultancies
Daniel Zarick explains the benefits and challenges of building a product on a platform, specifically on the HubSpot ecosystem. He shares how Arrows, an onboarding tool, chose to build on HubSpot and how they focused on creating valuable content for HubSpot users to capture their attention and build trust. Daniel also highlights the value of creating content that not only attracts customers but also helps sales and customer success teams in their roles.
Takeaways:
- Building on a platform allows you to align your product with existing customer workflows and integrate with other tools they use.
- Understanding customer needs and building integrations that solve their problems is crucial for success.
- Creating valuable content for users within the platform ecosystem can help build trust and attract customers.
- Partnerships and collaboration with other companies in the ecosystem can lead to mutual benefits and growth.
- Focusing on the needs of sales and customer success teams can help drive adoption and usage of your product. Creating value for customers is essential for success
- Partnerships play a crucial role in go-to-market strategies
- Building within a single ecosystem has risks and benefits
- Being narrative-obsessed helps in creating successful partnerships
- Understanding the layers in the stack and focusing on your specific role is important
- Hiring and company culture are key factors in building a successful company
Chapters:
00:00 Introduction and Reunion
03:03 Choosing HubSpot and Understanding Customer Needs
06:02 Creating Valuable Content for the Platform Ecosystem
08:24 The Power of Partnerships
11:22 Focusing on Sales and Customer Success
25:21 Solving the Problem for the Customer
28:30 The Greatest Partner Event Ever
33:26 Build, Buy, Partner - It's All Three
42:20 Being Narrative-Obsessed
45:09 Understanding the Layers in the Stack
Tim Cermak discusses the evolution of marketing strategies, stressing the importance of authentic content to build trust and brand recognition. Tim explains "fuzzy ROI" and the challenges of measuring digital marketing effectiveness. The conversation covers the shift from traditional marketing to community-focused approaches, emphasizing partnerships with local businesses and the value of elevating community voices. Tim's success story from a recent event, where client testimonials significantly boosted sales, illustrates the power of Nearbound marketing and the need for genuine endorsements.
Key Takeaways:
- Tim Cermak's expertise in Nearbound marketing for the real estate industry
- Challenges realtors face in marketing and the importance of building trust with clients
- Shift towards Nearbound marketing and its importance in standing out in a competitive market
- Importance of authentic and organic content in building trust and brand recognition
- Evolution of marketing tactics and the need for adaptation in the changing digital environment
- Emphasis on community-focused approach and partnership with local businesses
- Success of Nearbound marketing strategy in driving sales and recurring revenue
- Impact of leveraging customer testimonials and endorsements in marketing efforts
- Importance of genuine endorsements and trust in building authentic recommendations
- Lessons learned and the importance of groundwork, trust, and social proof in marketing strategies
Chapters:
00:00:00 Introduction
00:02:54 Nearbound Marketing Principles
00:04:42 Alignment with Nearbound Marketing
00:05:04 Challenges in Realtor Marketing
00:13:38 Long Buying Cycle in Real Estate
00:16:57 Selfie Strategy and Organic Posts
00:17:52 Category Marketing and Community Expertise
00:18:42 Partner Marketing and Building Relationships
00:27:21 Impact of Cheap CPMS on Marketing
00:30:45 Challenges in Tracking Marketing Attribution
00:32:19 Importance of Logical Marketing
00:33:26 The guide to rethinking higher education
00:34:18 Email copywriting and human touch
00:39:13 Understanding ad effectiveness
00:41:05 Engagement metrics and trust-building
00:44:02 Sponsorship and trust-building
00:49:52 The impact of customer marketing
00:52:13 Recognizing the power of Nearbound marketing
00:52:55 Lessons from successful marketing
00:55:12 Personal revelation about Nearbound marketing
Jared Fuller properly defines Nearbound in this snippet of the Nearbound audiobook. Why Nearbound, why now? Listen to the full audiobook available on Amazon now.
Chapters:
00:00 What is Nearbound?
01:19 Nearbound in a Word
07:00 Building Up from First Principles
11:06 Why Nearbound, Why Now?
20:05 Network Effects Explained
27:28 A Brief History of Network Effects
40:33 Different Types of Network Effects
46:12 The Nearbound Methodology - What You Need To Do Today.
Jared and Isaac discuss the internet's re-platforming towards AI and GPU tech, and potential challenges for SaaS due to automation and consolidation. Listen in to learn how to navigate the "Who Economy" through strategic partnerships and build resilience in a changing market.
Takeaways
- The book 'Nearbound and the Rise of the Who Economy' has been well-received, with people implementing the ideas and strategies discussed.
- Partnerships are an important aspect of marketing, and if people are not talking about you, they are not thinking about you.
- New terminology, such as 'Nearbound', is necessary to facilitate discussions and explore new strategies.
- Partnerships play a role in social media and events, and their importance should not be underestimated.
- Partner-led growth focuses on GTM resources on accounts nearest to the business and its partners. Partnerships are crucial for reaching buyers and should be based on understanding customer preferences and trusted voices.
- The tech industry is witnessing the emergence of unlikely partnerships, such as Apple and Google, as companies navigate the replatforming of the internet.
- The SaaS industry is facing disruption and consolidation, with AI and automation potentially reducing the need for certain tools and services.
- Interdependence and resilience are key in times of disruption, and companies should seek out partnerships that allow them to survive and thrive.
- The pace of change is accelerating, and companies have a limited time to adapt and create interdependence within their departments.
Chapters
00:00 The Reception of 'Nearbound and the Rise of the Who Economy'
08:49 The Debate and Criticism Surrounding Nearbound
25:07 Unlikely Bedfellows: Emerging Partnerships in the Tech Industry
38:37 The Re-platforming of the Internet and the Disruption of the SaaS Industry
Clint Oram, CSO of SugarCRM, dives into the origins of the company as an open-source CRM platform and explains the importance of building an ecosystem and community around a product. Clint shares insights on the challenges and benefits of embracing open source and API-first approaches, as well as the value of creating loyal customers through partnerships. They also explore the mindset of successful founders and the need to balance product development with go-to-market strategies.
Takeaways
- Building an ecosystem and community around a product is essential for creating loyal customers and driving growth.
- Embracing open source and API-first approaches can enable developers to build on top of a product and create value-added solutions.
- Successful founders understand the importance of letting go and empowering others to drive success.
- Creating a killer product that solves a real pain point is crucial for long-term success.
- Balancing product development with go-to-market strategies, including marketing, sales, and customer success, is essential for creating loyal customers. Growing beyond the early adopter market is crucial for sustained growth.
- Partnerships should be a two-way street, with both sides bringing value and customers.
- AI has the potential to augment human productivity and solve complex problems.
- Blockchain can address privacy concerns created by AI.
- The future will be shaped by AI and blockchain, leading to a more productive and trustworthy world.
Chapters
00:00 Introduction and Background
01:20 The Origins of SugarCRM as an Open-Source Platform
08:13 Embracing Open Source and API-First Approaches
13:09 The Importance of Well-Designed APIs
24:34 Creating a Killer Product that Solves a Real Pain Point
25:26 Balancing Product Development with Go-to-Market Strategies
26:06 Growing Beyond the Early Adopter Market
29:52 The Evolution of Partnerships
34:31 The Potential of AI
41:57 The Role of Blockchain in Addressing Privacy Concerns
48:35 Shaping a Productive and Trustworthy Future
Nelson Wang, the Global Head of Partnerships at Airtable, talks about the importance of transitioning from tactics to principles in building successful partner programs. Nelson shares his experience in building partner programs and emphasizes the value of customer interviews and first principles. He also addresses the challenge of long-term thinking in a short-term job market and the importance of assessing customer needs and building trust.
Takeaways
- Transitioning from tactics to principles is crucial in building successful partner programs.
- Customer interviews and understanding their pain points are essential for building customer-centric partner programs.
- Sharing lessons and experiences can help others be more successful and make their lives easier.
- Balancing short-term wins with long-term trust is important in building sustainable partner programs.
- Assessing customer needs and building trust are key components of successful partnerships. Being customer-obsessed is crucial for long-term success in partnerships.
- Helping customers reach their desired outcomes is the key to creating value.
- Saying no and prioritizing key initiatives is essential for success.
- Quality is more important than quantity in partnerships.
Chapters
00:00 Introduction and Teaser of the Book
01:10 Using Airtable for Workbook Creation
03:06 Transitioning from Tactics to Principles
05:39 The Importance of Customer Interviews
07:17 The Value of First Principles
08:56 Nelson Wang's Motivation to Share Lessons
10:38 Balancing Short-Term Wins and Long-Term Trust
19:17 The Challenge of Long-Term Thinking in a Short-Term Job Market
20:49 Assessing Customer Needs and Building Trust
25:31 Customer Obsession and Long-Term Success
26:27 Setting Up a Partner Program for Long-Term Success
27:04 The Importance of Being Customer-Obsessed
28:01 Helping Customers Reach Their Promised Land
28:29 Making Hard Asks in Pursuit of Customer Outcomes
29:54 Outside-In Approach and Focusing on Customer Outcomes
30:15 Being Bold in Pursuit of Customer Outcomes
31:32 The Importance of Saying No and Prioritizing
32:36 Knowing Your Customers and Partners
33:31 Focusing on Key Priorities at Different Company Stages
34:31 Quality Over Quantity in Partnerships
36:46 Avoiding Shiny Object Syndrome
37:12 The Importance of Making Good Decisions
38:11 The Power of Compound Interest in Partnerships
41:23 Getting Buy-In from Leadership
42:20 Presenting Strategy to CXOs and Boards
44:17 Sharing Strategy and Getting Feedback
46:49 The Importance of Quality in Partnerships
Join Max Traylor, Isaac Morehouse, and Jared Fuller on a rollercoaster ride through the agency ecosystem, where AI looms large. In this episode, Max unpacks the future of consulting, shares tales from the trenches, and offers a preview of his upcoming book, 'The World's Worst Book for Consultants.' This episode is a MUST listen for those eager to challenge the status quo of the consulting world.
Takeaways
- Building trust and confidence with clients is crucial for agencies.
- Documenting and recording the process can help agencies navigate challenges and build credibility.
- Strategic agencies that have experience in implementing new services are more likely to succeed.
- The rise of AI will disrupt the agency industry, but strong relationships with clients' leadership teams will remain valuable. Building strong relationships with trusted partners is crucial in uncertain times.
- Humor can be a valuable tool in consulting and building connections.
- Questioning traditional consulting advice and exploring unconventional approaches can lead to innovative solutions.
- Breaking into people's physical world and providing tangible, memorable experiences can enhance the impact of consulting services.
Chapters00:00 Introduction and Excitement
01:13 The Challenges of Agencies
06:29 Building Trust and Confidence
08:20 Documenting and Recording the Process
10:32 Customer Success as the Foundation
12:00 The Importance of Experience and Trust
13:41 The Role of Strategy in Agency Programs
15:05 Balancing Strategy and Implementation
21:31 The Impact of AI on Agencies
24:52 The Future of Go-to-Market and Trust
30:09 Building Strong Relationships
32:08 The World's Worst Book for Consultants
33:14 The Worst Advice from Consultants
36:39 Humor in Consulting
38:44 The Secret Project
40:19 The Beers of Max
41:20 The Pirate Island Problem
42:34 Breaking into the Physical World
In this episode, Jacco van der Kooij joins Jared and Isaac to discuss the importance of selling customers what they want and helping them succeed. He emphasizes the role of recurring revenue in driving impact and the need to focus on long-term profitability. They also explores the tension between AI and trust, with Jacco highlighting the need for time to build trust in AI-driven experiences. The delayed adoption of AI in go-to-market motions is discussed, along with the future of AI and the challenge of predicting its timeframe. Jacco predicts the rise of go-to-market quality management and the role of AI as the 'robot' of the go-to-market industry. The conversation concludes with a discussion on the replacement of SDRs by AI and the importance of passion and expertise in achieving success.
Takeaways
- Buyers are becoming increasingly wary of traditional inbound and outbound strategies, making it challenging to reach them effectively.
- Trust is the new data, and buyers are more likely to trust voices that have been to the places they want to go.
- Education plays a crucial role in building trust with customers, but it is important to consider the source and context of the information.
- Aligning go-to-market motion with the product can lead to faster growth and success. Industry expertise and passion are key factors in building trust and driving sales.
- Reviews and recommendations from trusted sources are more valuable than ratings alone.
- Sell customers what they want and help them succeed to drive recurring revenue and long-term profitability.
- Building trust in AI-driven experiences takes time and requires a focus on delivering value to customers.
- The adoption of AI in go-to-market motions has been delayed compared to other industries, but its impact will be significant.
- Predicting the timeframe of AI's development is challenging, but it is important to anticipate changes sooner rather than later.
- The future of go-to-market will involve the rise of go-to-market quality management and the use of AI as a key tool.
- AI has the potential to replace certain roles, such as SDRs, in the go-to-market process.
- Passion and expertise are crucial for success in any field, and individuals should focus on aligning their work with their passions.
- Embrace change and be prepared to adapt to the evolving landscape of go-to-market strategies.
Chapters
00:00 Introduction and Setting the Stage
01:21 The Challenge of Reaching Buyers
06:26 Trust as the New Data
09:21 The Importance of Education and Context
13:39 The Role of Education in Building Trust
19:33 The Challenge of GTM Alignment in Different Industries
20:28 The Importance of Trustworthy Reviews and Recommendations
23:37 The Future of Sales: Experts and Passion
25:53 The Importance of Selling Customers What They Want
28:12 The Tension Between AI and Trust
29:06 The Delayed Adoption of AI in Go-to-Market Motions
30:35 The Future of AI and Predicting the Timeframe
34:57 The Rise of Go-to-Market Quality Management
38:02 AI as the Robot of the Go-to-Market Industry
41:41 The Replacement of SDRs by AI
42:57 Passion and Expertise as the Key to Success
In this episode, Jared and Lizzie Chapman discuss the success of the book 'Nearbound and the Rise of the Economy' and the changes happening in the MarTech and advertising industry. They delve into the concept of collaborative go-to-market (GTM) and RevOps Venture, highlighting the need for a cohesive strategy that brings together product, sales, marketing, and partnerships. The conversation explores the different growth motions, including product-led, sales-led, and partner-led growth, and how they can work together to drive success.
Takeaways:
- The days of silos in go-to-market strategies are over, and companies need to adopt a collaborative approach that brings together product, sales, marketing, and partnerships.
- Different growth motions, such as product-led, sales-led, and partner-led growth, can work together to drive success, and companies should consider a multi-faceted strategy that leverages the strengths of each approach.
- Language and strategy alignment are crucial in building effective partnerships, and it's important to meet people where they are in their understanding of partnership concepts.
- The role of partnership leaders is evolving, and they may become more involved in overall business strategy and go-to-market planning.
- Partnerships require a comprehensive strategy that leverages strengths and considers all aspects of the business.
- Partner leaders should lean into their background and expertise to drive success in partnerships.
- The lack of standardization in integrations hinders efficiency and scalability.
- The network effect of industry standards, such as OpenRTB, can benefit all participants. Blockchain technology may play a role in standardizing integrations and ensuring data accuracy.
Chapters:
00:00 Introduction and Book Success
01:12 Changes in MarTech and Advertising
03:02 The End of Silos and the Need for Collaboration 04:09 Tools and Strategies for Go-to-Market Leaders
05:15 Expanding Across Different Growth Motions
06:43 The Convergence of Sales and Product in SaaS
08:31 The Evolving Role of Partnership Leaders
09:34 Different Approaches to Growth: Product-led, Sales-led, and Partner-led
13:09 The Overlap and Interaction of Different Growth Strategies
21:20 The Importance of a Comprehensive Strategy
23:08 Thinking Holistically and Leveraging Strengths
24:35 The Role of Mindset in Partnerships
25:30 The Potential for Growth in Partner Leadership
28:46 Standards in the Ad Tech Industry
29:07 The Wild West of Integrations
33:24 The Need for Standardization in Integrations
37:27 The Network Effect of OpenRTB
38:21 The Potential Exhaust and Network Effects of Integrations
42:15 The Role of Blockchain in Standardization
Calen Holbrooks, VP of Integrated and Partner Marketing at Zoom Info, discusses the role of integrated and partner marketing in driving growth and profitability. She explains how integrated marketing orchestrates all marketing activities and channels, while partner marketing focuses on creating win-win scenarios with external businesses.
Takeaways:
- Integrated marketing orchestrates all marketing activities and channels, while partner marketing focuses on creating win-win scenarios with external businesses.
- Partnerships are crucial for breaking into new markets and expanding into the enterprise space.
- Conversational intelligence and AI can provide valuable insights for informing partnerships and driving growth.
- Achieving profitability and free cash flow requires a focus on efficiency and leveraging partnerships to maximize resources.
Chapters:
00:00 Introduction and Background
01:25 Defining Integrated and Partner Marketing
02:25 Understanding Partner Marketing
04:21 Nearbound Marketing
05:51 Leveraging Partners in Integrated Campaigns
07:23 Strategic Approach to Partner Selection
08:25 Measuring Partner Influence
10:25 Account Executive Collaboration with Partners
11:38 Scaling Partner Collaboration
12:49 Breaking into New Markets with Partners
14:49 Partnering with Competitors
16:32 Navigating Partnerships in the AI Space
19:11 Building Expertise in New Industries
21:45 Expanding into New Markets with Partners
23:16 Leveraging Conversational Intelligence for Insights
25:04 Using AI to Inform Partnerships
26:00 The Importance of Partnering in the AI Space
31:58 Driving Profitability and Growth through Partnerships
34:07 Achieving Profitability and Free Cash Flow
36:44 Unlocking Growth with Partnerships
38:14 Conclusion and Book Plug
Jared Fuller's new book "Nearbound and the Rise of the Who Economy" launches today! In today's episode, Isaac and Jared talk through the power of influencer partnerships, with Snoop dogg and Solo Stoves as an example, the future of partnerships, and the cover more detail on the Nearbound book.
Takeaways:
- The official launch of Nearbound and the Rise of the Who Economy is today!
- Nearbound marketing represents a unified approach to sales, marketing, and partnerships.
- Partnerships are crucial for business growth, offering a framework for collaboration and mutual benefit.
- Real-world examples and anecdotes provide insights into successful partnership strategies.
- The importance of aligning partnerships with business objectives and market demands.
Chapters:
- 00:00 - Introduction: Nearbound Podcast Kickoff
- 04:21 - Snoop Dogg and Solo Stoves Partnership: A Case Study
- 07:23 - Influencer Partnerships: What Works and What Doesn't
- 10:25 - Nearbound in Action: Real-World Applications and Strategies
- 14:49 - The Importance of Product and Influencer Alignment
- 16:32 - Lessons from Failed Partnerships
- 19:11 - Strategic Approach to Partner Selection and Collaboration
- 23:16 - The Future of Nearbound: Building a Culture of Partnership
- 26:00 - Nearbound the Book: A Comprehensive Guide to Partnership Success
- 31:58 - Conclusion: The Nearbound Philosophy and Its Impact on Business Growth
Jay McBain and Jared Fuller discuss the decade of the ecosystem, highlighting the shift towards partnerships that are more strategic in nature as opposed to transactional. Jay explains the transformative power of Nearbound strategies, backed by compelling statistics and real-world examples. Explore the shift from transactional to strategic partnerships and the critical importance of integration-first buying behavior. Tune in to grasp the narrative and actionable strategies behind this paradigm shift.
Takeaways
- Transformative shift towards ecosystems and partnerships, emphasizing the importance of moving from transactional to strategic collaborations.
- Nearbound strategies are highlighted as essential for companies across industries to navigate the evolving landscape of strategic partnerships and ecosystems successfully.
- Jay McBain discusses key statistics, such as 75% of the world economy being sold through partners, and shares real-world examples to support the case for Nearbound strategies.
- The $5 trillion tech industry's role in the ecosystem shift is discussed, with 73.1% of it flowing through partnerships and a focus on the growing significance of tech services. Integration-first
- The critical importance of integration-first buying behavior, as 91% of customers prioritize products that seamlessly integrate into their lives or workflows.
- CEOs across various industries, including tech, pharmaceuticals, banking, insurance, manufacturing, and automotive, are reported to be investing more in partnerships, mirroring tech companies' approach to ecosystems.
- Jay McBain introduces the Nearbound Movement, discussing its momentum and the need for companies to adapt to the changing economics of partnering.
- The importance of narratives and mental models in understanding and embracing the decade of the ecosystem is highlighted, with Nearbound positioned as a leading framework.
- The need for a human-centric approach in the era of ecosystems, providing narratives and stories to connect data dots into an understandable arc.
- Companies are urged to engage in conversations and ideas, leading to a total transformation of business. Nearbound is presented as an actionable strategy guiding this transformative journey.
Chapters
00:00 Introduction and Book Announcement
02:15 Forward by Jay McBain
08:17 Discussion on the Decade of the Ecosystem
16:25 Examples of Nearbound Strategies
19:41 Platform Strategy and Partnerships
21:36 The Momentum of the Nearbound Movement
23:04 Conclusion and Congratulations
Jared, Isaac, and Chris Walker discuss the shift from the how economy to the who economy, where buyers are more interested in finding trusted individuals to help them rather than searching for the best solutions. They highlight the importance of becoming a trusted voice in the industry and how it can drive business growth. They also discuss the lag between B2C and B2B in adopting marketing strategies and the potential pitfalls of influencer marketing. The conversation touches on the broken metrics and go-to-market strategies in the industry and the limitations of traditional marketing attribution. They emphasize the need to make it easy for others to help and the value of marketing to non-marketers. The conversation explores the shift from SEO tactics to a more journalistic approach in content marketing. It emphasizes the importance of trust in people over search engines and highlights the use of content to build trust and interest. The discussion also emphasizes the need to make people look good and explores the use of new content mediums.
Takeaways
- The shift from the how economy to the who economy is driving buyers to seek trusted individuals who can help them navigate the overwhelming amount of information available.
- Becoming a trusted voice in the industry can drive business growth and establish credibility with potential customers.
- There is a lag between B2C and B2B in adopting marketing strategies, and B2B companies can learn from the trends and tactics used in the B2C space.
- Influencer marketing can be effective when done well, but it requires a long-term partnership and a focus on key opinion leaders and evangelists rather than one-off campaigns.
- Traditional marketing metrics and attribution models may not accurately measure the impact of marketing efforts, and a shift in mindset is needed to better understand the most impactful touchpoints.
- Making it easy for others to help and collaborating with industry experts can lead to successful marketing partnerships and amplify your message. Content marketers should adopt a more journalistic approach, focusing on interviewing knowledgeable individuals and amplifying their voices.
- Trust in people is more important than relying solely on search engines for information.
- Content should be used to build trust and interest in potential customers before engaging with sales.
- Making people look good and treating them well can lead to increased engagement and willingness to help.
Chapters
00:00 Introduction and Setting the Stage
01:25 The Shift from the How Economy to the Who Economy
03:20 Becoming a Trusted Voice in the Industry
06:08 The Lag Between B2C and B2B
09:59 The Nuance of Influencer Marketing and Evangelism
12:27 The Evolution of Influencer Marketing
13:45 The Flash in the Pan Phenomenon
15:25 The Importance of Word-of-Mouth and Referrals
18:39 The Broken Metrics and Go-to-Market Strategies
22:43 The Limitations of Traditional Marketing Attribution
25:37 Measuring the Impact of Marketing Efforts in the Middle of the Funnel
28:06 Making it Easy for Others to Help
30:31 Marketing to Marketers vs. Non-Marketers
39:02 Shifting from SEO Tactics to Journalism
41:09 Trust in People over Search Engines
42:03 Using Content to Build Trust and Interest
43:21 Making People Look Good
44:14 Exploring New Content Mediums
Summary
In this episode, Jared and Isaac interview Mark Bedard, the founder and CEO of Upsell.io. They discuss the importance of accurate contact information, the shift away from automated cadences, and the value of building relationships and having real conversations. They also explore the challenges of working with partners and the power of cold calls and research in sales. The episode concludes with a discussion on changing the research approach and the playbook for sales and partnerships.
Takeaways
- Accurate contact information is crucial for effective sales and partnerships.
- Automated cadences are becoming less effective, and there is a shift towards personalized and meaningful outreach.
- Building relationships and having real conversations are key to successful sales and partnerships.
- Curiosity and research are essential for understanding customer challenges and objectives.
- Cold calls and gathering intel can lead to valuable insights and opportunities.
- The playbook for sales and partnerships is evolving, and a focus on relationships and personalized outreach is becoming more important.
Chapters
00:00 Introduction and Congratulations to Mark Bedard
02:02 Founding Upsell.io and the Gap in the Market
05:36 The Importance of Accurate Contact Information
08:09 The Shift Away from Automated Cadences
11:28 The Value of Partner Relationships
14:49 The Intersection of Sales Development and Partnerships
18:08 The Role of Curiosity in Sales and Partnerships
21:09 The Importance of Building Relationships and Having Real Conversations
25:01 The Rise of Phone Communication and the Skills Gap
27:17 The Challenges of Working with Partners
29:27 The Power of Cold Calls and Building Trust
32:40 The Evolution of Sales and the Importance of Research
36:18 The Value of Intel Gathering and Building Relationships
40:28 Changing the Research Approach and the Playbook
Summary
In this podcast episode, Jared and Nate discuss the impact of AI on business and the opportunities it presents. They explore the role of AI tools and automation in streamlining processes and improving efficiency.
Takeaways
- The market is shifting towards a post-SaaS era, where integrations and customization are becoming more important.
- Integrations are becoming a commodity, but there is still a need for thought leadership and ecosystem support.
- Partner professionals need to have a technical understanding to effectively manage integrations and partnerships.
- Partnerships should be strategic and focused on driving value and innovation.
- The market is experiencing a cycle of consolidation and unbundling, creating opportunities for new solutions and partnerships. AI has a significant impact on business and presents numerous opportunities for innovation and growth.
- AI tools and automation can streamline processes and improve efficiency.
- Data and analytics are essential for leveraging AI effectively.
- AI can enhance customer experience and provide personalized interactions.
- Innovators should embrace AI and explore the potential for creating new products and features.
Chapters
00:00 Introduction and Setting the Stage
02:05 The Post-SaaS Era
07:56 The Current State of the Market
10:34 Understanding iPaaS and Integrations
13:25 The Nuances of Integrations
15:46 Managing the Conversation with Engineering
17:51 Defining the Checklist for Integration Strategy
22:26 The Power of Integration and Innovation
26:06 The Evolving Role of Partner Professionals
29:47 The Bundling and Unbundling Cycle
38:16 Consolidation and Unbundling in the Market
02:30 The Impact of AI on Business
10:15 AI Tools and Automation
20:45 Data and Analytics
30:10 AI in Customer Experience
41:58 Unbundling and Innovation Opportunities
42:33 Conclusion and Call to Action
Summary
In this episode, Jared and Isaac are joined by Pete, the CMO of AllBound, to discuss the changing landscape of partner relationship management (PRM). They explore the history of PRM and how it is evolving to become more equitable and collaborative. The conversation highlights the importance of building relationships with partners and customers, and how this can lead to mutual value and revenue generation. They also discuss the challenges of translating trust and relationships into revenue and the need for a mindset shift in sales and marketing teams. The conversation explores the difference between building relationships and being strategic in business. It emphasizes the importance of investing in relationships that have mutual value and can drive significant results. The hosts discuss the need for explicit goals and effective execution to achieve desired outcomes. They also highlight the power of creating advocacy between partners to foster long-term collaboration and success.
Takeaways
- PRM is evolving to become more equitable and collaborative, moving away from the traditional hub and spoke model of partnerships.
- Building relationships with partners and customers is crucial for creating mutual value and revenue generation.
- The changing role of partners and the diversification of partner types require a recalibration of the way businesses approach partnerships.
- Trust and relationships are key in the success of partnerships, and organizations should focus on long-term games with long-term people.
- The changing dynamics between direct and partner sales require a shift in mindset and a focus on relationship-first approaches.
- Translating trust and relationships into revenue requires a mutual commercial benefit and a focus on creating value for both parties. Building relationships is valuable, but being strategic in choosing which relationships to invest in can lead to greater benefits for both individuals and companies.
- Setting explicit goals and effectively executing tasks is crucial for achieving desired outcomes in business relationships.
- Creating advocacy between partners by aligning with their needs and interests can result in long-term collaboration and success.
- Investing in relationships that have mutual value and can drive significant results is key to strategic business growth.
Chapters
00:00Introduction and Football Banter
03:00The Changing Landscape of PRM
12:23The Changing Role of Partners
20:36The Importance of Relationships
29:19Changing Partner Types and Activities
36:35The Role of Trust and Relationships in Revenue Generation
42:13Building Relationships vs. Being Strategic
43:22Setting Explicit Goals and Making Them Happen
44:22Creating Advocacy Between Partners
Elliot Smith discusses the challenges faced by partner teams in being fully appreciated for their efforts. He emphasizes the importance of having a clear vision and strategy for the partner program, as well as aligning with sales and marketing teams.
Elliot also highlights the need for strong technology and operations support for partner teams. In addition, Jared Fuller mentions the importance of campaign-centric approaches and the upcoming episode on partner enablement with Pete Caputo.
Key Takeaways:
- Partner teams often face challenges in being fully appreciated for their efforts.
- A clear vision and strategy for the partner program is crucial for success.
- Partner teams should strive to be seen as an extension of the sales team and focus on driving sales impact.
- Attribution can be a challenge, but the focus should be on pipeline influence, pipeline sourcing, and customer satisfaction.
- Technology and operations support for partner teams is often lacking and needs to be improved.
- Campaign-centric approaches and partner enablement are important for long-term impact.
Quotes:
- "Partner programs must be seen as an extension of the sales team and driving sales impact." - Elliot Smith
- "The best partner people are comfortable in the role of providing the assist and not necessarily getting the full limelight and glory." - Elliot Smith
Chapters:
00:00 Introduction and Welcome
00:40 Guest Introduction: Elliot Smith
01:44 Discussing Challenges Faced by Partner Teams
04:00 The Role of Partner Teams in Sales
05:11 The Importance of Sales Attribution
15:52 The Impact of Partner Programs on Product Development
18:05 The Role of Technology in Partner Programs
22:00 The Future of Partner Programs
25:21 Programmatic Approach to Partnerships
25:58 Understanding Co-Sell Motion
26:11 The Hustle Game and Prioritization
27:15 Challenges in Co-Sell Motion
27:47 The Importance of Pre-Call Preparation
28:35 Aligning with Bigger Codes
31:46 The Ideal Profile for a Partner Team
39:45 Hiring for Partner Teams
43:05 Challenges in Partner Programs
43:41 The Role of Marketing in Partner Programs
47:59 Conclusion: The Future of Partner Programs
TK Kader shares his insights on the power of strategic partnerships in driving business growth. He discusses his experience with partnerships and acquisitions at ToutApp and Marketo, highlighting the importance of understanding the market, building strong integrations, and prioritizing key partners.
Cotter offers invaluable advice on data analytics, co-marketing, integration strategy, addressing unique customer needs, revenue share, and prioritizing partners on both sides of M&A deals.
TK also emphasizes the value of data-driven decision-making and effective co-marketing strategies in successful partnerships.
Key Takeaways:
- Building strong integrations with key partners is crucial for driving business growth.
- Prioritize partnerships with platforms that serve your target market and have a large customer base.
- Data is essential for understanding the impact of partnerships and making informed decisions.
- Co-marketing can be a powerful tool for generating pipeline and increasing deal sizes.
Chapters:
00:00 Introduction and Welcome
00:39 Guest Introduction and Sponsor Mention
01:07 Discussion on Partnerships and M&A
01:56 Deep Dive into ToutApp's Journey
03:21 The Role of Partnerships in ToutApp's Success
13:35 Transition from ToutApp to Marketo
17:45 Strategic Alliances and M&A at Marketo
22:51 Aligning with Service Partners and Implementing Revenue Share
23:29 The Evolution of a Platform and Monetization Strategy
24:57 The Role of Strategic Partnerships in Business Growth
25:41 Building a Successful SaaS Business: Market, Product, and Go-to-Market Strategy
26:54 The Acquisition Journey: From Marketo to Adobe
30:52 The Transition to Adobe and the Importance of Data in Partnerships
36:45 Tips for Building Successful Partnerships and the Role of Co-Marketing
Norma Watenpaugh joins the podcast to discuss the importance of customer experience in ecosystem economics. She highlights the role of partners in shaping the customer experience and explains how understanding partner revenue streams is crucial for understanding the overall economics of an ecosystem.
Norma discusses the significance of building intellectual property with partners and the challenges of measuring partnership influence. She points out that the expectation for time to value has significantly changed in the software-as-a-service (SaaS) model, with customers now expecting immediate value.
Norma also touches on the lagging adoption of new trends by partners and the need for a more agile approach in the channel.
Key Takeaways:
- Partners play a crucial role in shaping the customer experience and are essential for driving business outcomes.
- Understanding partner revenue streams is crucial for understanding the overall economics of an ecosystem.
- Building intellectual property with partners creates stickiness and drives long-term value for customers.
- Measuring influence in partnerships can be challenging, but it is important to track the impact of partners on revenue and customer outcomes.
- The expectation for time to value has significantly changed in the SaaS model, with customers now expecting immediate value.
- Partners often lag behind in adopting new trends, and an agile approach is needed to keep up with market demands.
- Integration partners are important for retaining customers and delivering ongoing value.
Chapters:
00:00 Introduction
00:39 The Role of Partners in Sales
01:31 Guest Introduction: Norma Wattenpah
02:27 Understanding Ecosystem Economics
03:01 The Importance of Customer Experience in Ecosystem Economics
03:18 The Role of Partners in Customer Experience
04:04 Understanding Partner Revenue Streams
08:05 Building Intellectual Property with Partners
25:09 The Challenge of Measuring Influence in Partnerships
31:20 The Importance of Customer Value in Software Services
32:10 The Role of Partners in Software Implementation
32:41 Incorporating Partners into Business Growth Plans
33:20 The Shift Towards Post-Sale Consulting
34:19 Understanding the Economic Model of Software Services
34:53 The Impact of Partners on Business Growth
35:57 The Role of Partners in Customer Success
37:47 The Evolution of Business Development and Partnerships
38:36 Understanding the Different Types of Partnerships
40:58 The Importance of Time to Value in SaaS
41:48 The Role of Partners in Customer Retention and Growth
42:07 The Future of Partnerships in Business Development
Bobby Napiltonia shares his insights and experiences in building channel partnerships. He discusses his time at Salesforce, where he was responsible for building the app exchange and the Salesforce.com practices.
Bobby talks about the challenges he faced and the strategies he used to build successful channel programs.
He emphasizes the importance of trust, training, and communication in building strong partner relationships. Bobby also shares his thoughts on the future of partnerships and the role of channel programs in SMB and mid-market software companies.
Key Takeaways:
* Building channel partnerships requires trust, training, and communication.
* Repeatable models and packaged solutions are essential for partner success.
* Sharing the wealth and making partners famous are key to building strong partner relationships.
* The quality of leads from partners is often higher and leads to faster close rates.
* Channel programs are relevant for both enterprise and SMB/mid-market software companies.
Quotes:
"Everything in this industry is about trust." - Bobby Napiltonia*
Chapters:
00:00 Introduction and Podcast Overview
00:39 Introducing the Special Guest and Sponsor
01:33 Building Salesforce.com Practices
05:39 The Genesis of Global SI Ecosystem Partner
07:35 The Role of Training in Partner Success
13:12 The Importance of Repeatable Models in Partner Success
15:34 The Impact of Verticals on Partner Relationships
23:02 Understanding the Importance of Leads
23:39 The Role of Trust in Business Relationships
24:39 The Challenge of Partner Recruitment
25:27 The Struggles of Traditional Partners
28:58 The Role of Services in Business
31:36 The Importance of Internal Communication
32:19 The Power of Making Partners Famous
36:24 Understanding the Difference Between Sourced and Influenced Deals
43:06 The Future of Partnerships
Asher Mathew, founder of Partnership Leaders, joins Isaac Morehouse and Will Taylor to discuss the emergence of the Chief Partner Officer (CPO) role in companies.
He explains that as partnerships become more important for businesses, there is a need for a leader who can focus on optimizing relationships and driving value from partnerships.
The CPO role is responsible for managing partnerships, enabling partner success, and aligning partner strategies with overall business goals.
The role is becoming more prevalent in enterprise-level companies, but there is still a lack of understanding and readiness for the role in mid-market and SMB companies. Mathew believes that more partnership leaders need to develop their business acumen and gain experience in order to be ready for CPO roles.
Key Takeaways:
- The CPO role is emerging as partnerships become more important for businesses.
- The CPO is responsible for managing partnerships, enabling partner success, and aligning partner strategies with overall business goals.
- Currently, only a small percentage of partnership leaders are ready for CPO roles, especially in mid-market and SMB companies.
- Partnership leaders need to develop their business acumen and gain experience to be ready for CPO roles.
Quotes:
- "The CPO role is responsible for optimizing relationships and setting up partnerships for success."
- "Partnerships can be a strategic advantage for businesses, and the CPO role is crucial in driving value from partnerships."
- "More partnership leaders need to think about their company's interests rather than just their partner's interests."
Chapters:
00:00 Introduction
01:00 Discussing the CPO Report and Role
02:23 Exploring the Genesis of the CPO Role
02:36 Understanding the Growth and Impact of Partnership Leaders
03:12 The Emergence of Chief Partner Officers
06:01 The Role and Importance of a CPO
07:34 The Evolution of C-Suite Roles
14:31 The Future of CPO and Its Impact on Business Strategy
24:29 Understanding the Role of Rev Ops Teams
24:57 The Role of a CRO in Revenue Routing
26:36 The Impact of Demand Generation on Marketing and Sales
27:34 The Shift in Seed Level Roles
28:17 Layoffs by Role in 2023: A Data Analysis
29:11 The Importance of Partner Relationships in Business
30:15 The Role of Engineering Resources in Business
31:44 The Future of CPO Roles
45:55 Closing Remarks and Future Predictions
Isaac Morehouse and Will Taylor reflect on the year 2023 and the impact of partnerships in the world of nearbound marketing.
Will highlights the importance of partnerships in the buyer's journey and introduces the concept of the bow tie model, which maps out the stages of the buyer's journey and identifies the best types of partners for each stage.
Isaac and Will emphasize the need for partner people to take the lead in implementing nearbound plays and driving the success of partnerships within their organizations.
They also discuss the importance of data and tactical execution in moving the needle and the value of social networking platforms like LinkedIn in B2B marketing.
Looking ahead to 2024, they discuss their plans for the Nearbound podcast, the release of the Nearbound book, and the evolution of nearbound.com.
Key Takeaways:
- Nearbound marketing is highly valued by companies looking for efficient growth.
- Partner people play a crucial role in driving nearbound plays and need to take the lead in implementing them within their organizations.
- Companies are still investing in partnerships despite economic challenges.
- Ops data and tactical execution are key to proving the value of partnerships and securing resources.
- Social networking platforms like LinkedIn are undervalued in B2B marketing and offer opportunities for demand creation and trust-building.
Quotes:
- "Nearbound marketing works, whether it's for pipeline generation or brand recognition." - Will Taylor
- "Running nearbound plays has to be driven by partner people." - Isaac Morehouse
- "Just because your company is not investing in you doesn't mean they don't want to or won't invest in nearbound." - Isaac Morehouse
- "Companies are still investing in partnerships because they see the efficiency and value it brings." - Will Taylor
- "Ops data and tactical execution are what's moving the needle in partnerships." - Will Taylor
- "LinkedIn is still undervalued in B2B marketing and offers opportunities for demand creation and trust-building." - Isaac Morehouse
Chapters:
00:00 Introduction and Year-end Reflection
02:17 Takeaway 1: Nearbound Marketing Works
08:11 Takeaway 2: Nearbound Plays Driven by Partner People
22:38 Takeaway 3: Companies Still Investing in Partnerships
36:46 Takeaway 4: Ops Data and Tactical Execution
41:44 Takeaway 5: Value of Social Networking, Specifically LinkedIn
46:02 Building Trust and Connection through Nearbound Marketing
47:20 Key Takeaways from 2023
48:32 Looking Ahead to 2024
49:55 Exciting Plans for 2024
51:06 Phase Two: Proving and Validating Nearbound
52:36 Getting Rubber on the Road in 2024
52:44 Fun Teasers for 2024
53:12 Closing Remarks and Call to Action
Rohan Batra, Global Head of Partnerships at Pigment, joins Isaac Morehouse and Ella Richmond to discuss the importance of building a strong partner program.
Rohan shares his career journey from Accenture to Pigment and explains how his experience in professional services has shaped his perspective on partnerships.
He emphasizes the need for a clear strategy and goals when building a partner program and highlights the importance of collaboration and transparency with other departments.
Rohan also discusses the challenges of working with different departments, such as sales and services, and shares his insights on hiring for a successful partner program.
📧 Get daily partnership updates, subscribe to the Nearbound Daily email: https://nearbound.com/
Key Takeaways:
- Building a partner program requires a clear strategy and goals that align with the company's overall objectives.
- Collaboration and transparency are essential when working with different departments, such as sales and services.
- Hiring for a successful partner program requires individuals who are collaborative, self-motivated, and constantly learning.
- A healthy partner program is one that allocates resources to partners who drive the most revenue and impact.
- The success of a partner program can be measured by the speed and size of deals, as well as the win rate.
Quotes:
- "I think being purposeful in how we go about things has been a real focus in building a healthy partner program." - Rohan Batra
- "A healthy program is foundationed on transparency in the partnership." - Rohan Batra
- "Lead with empathy. Put yourself in the shoes of the partner and understand their business and strategy." - Rohan Batra
- "A healthy program is one that is focused on driving revenue and impact for the company." - Rohan Batra
***Chapters:***
00:29 Intro
01:28 Introducing Guest Rohan Batra
02:15 Rohan's Career Journey: From Accenture to Pigment
06:12 The Shift from 'Ecosystem' to 'Universe'
07:50 The Transition from Professional Services to Partnerships
10:08 The Role of Partnerships in Business Growth
14:57 The Impact of Company Size on Decision-Making
18:04 The Appeal of Tech Partnerships
20:14 Constructing a Point of View with Leadership
22:58 Understanding Incentive Structures in Partnerships
23:32 Defining Goals for Different Types of Partnerships
24:27 Balancing Multiple Objectives in Tech Partnerships
25:02 The Importance of Focus in Partner Relationships
26:44 Working with Different Departments: Marketing
31:04 The Challenge of Transitioning to Objective Partner Selection
31:48 Working with Different Departments: Sales
35:31 Working with Different Departments: Services and CSS
37:43 Hiring for a Successful Partner Program
38:13 Defining a Healthy Partner Program
40:19 Final Thoughts and Future Goals
If you want to succeed in partnerships, you need a Nearbound mindset. Jared talks about the importance of the Nearbound Mindset and its impact on the future of partnerships at Catalyst 2023.
He emphasizes the need for leaders to have a customer-centric mindset and unite their teams around a common mission.
Jared shares stories of successful entrepreneurs who took risks and had the courage to challenge the status quo. He also highlights the power of language and the role it plays in creating a unified vision.
📧 Get daily partnership updates, subscribe to the Nearbound Daily email: https://nearbound.com/
Key Takeaways:
- The Nearbound Mindset is about uniting marketing, sales, and success teams around the customer.
- Language is a network effect and can be a powerful tool for rallying people around a common mission.
- Successful entrepreneurs take risks and have the courage to challenge the status quo.
- Partnership leaders need to have conviction and be willing to take personal risks to drive change.
- Uniting teams around a customer-centric approach is essential for success in the modern business landscape.
Quotes:
- "Partnerships is not a department. It has to be a strategy for every department. This isn't a channel world." - Jared Fuller
- "The moment, right now for Nearbound, is the opportunity during these hard times for B2B, to unite the company around a singular mission, which is the only thing that matters is the customer and the people that they work with." - Jared Fuller
Chapters
02:02 Reflecting on the Past Year and the Birth of Nearbound
08:59 The Nearbound Mindset and the Future of Partnerships
19:29 The Power of Curiosity and Taking Risks
20:10 The Story of Pete: From Account Executive to CEO
22:41 The Impact of Courage and Conviction in Business
23:40 The Role of Partnerships in Business Success
24:04 The Importance of Conviction in Leadership
25:03 The Nearbound Mindset: Unifying People and Driving Results
31:39 The Importance of Customer-Centric Approach in Business
Relationships are important, but they’re not as important as revenue!
Rasheité Calhoun joins the podcast to discuss the importance of prioritizing revenue over relationships in partnerships. She emphasizes the need to be honest and transparent about the goal of driving revenue and how this approach can lead to more successful partnerships.
She believes that the ultimate goal of partnerships is to drive revenue.
Rasheité also discusses the grassroots approach to partnerships, where success is built from the ground up by finding wins and leveraging them to create more opportunities.
🎥 Watch Rasheité’s full talk at the Nearbound Summit: https://www.nearboundsummit.com/
📧 Subscribe to the Nearbound Daily email: https://nearbound.com/
Key Takeaways:
- Prioritizing revenue in partnerships is essential for success.
- Building relationships is important, but it should not overshadow the goal of driving revenue.
- Being transparent about revenue goals and expectations can lead to more productive partnerships.
- Focusing on quick wins and parading those wins can help build momentum and credibility in partnerships.
Quotes:
- "I don't come into the partnership space to make friends. Relationships is not my thing. Revenue is my thing." **- Rasheité Calhoun
- "Relationships is something that comes along with it. It's a nice to have, it's the cherry on top." - Rasheité Calhoun
**Chapters:**
00:05 Introduction and Welcome Back
01:10 Introduction of Guest: Rasheité Calhoun
02:17 Controversial Topic: Revenue Over Relationships
02:33 Rasheité's Perspective on Revenue and Relationships
04:12 The Importance of Revenue in Business
06:07 The Role of Relationships in Partnerships
07:17 The Value of Time in Partnerships
17:45 The Grassroots Aspect of Partnerships
18:17 The Strategy of Grassroots in Partnerships
20:48 The Impact of Grassroots Movements
22:15 The Importance of Groundwork in Sales
22:46 The Power of Sales Enablement
23:33 The Art of Taking Initiative
24:14 The Value of Being Specific and Helpful
25:16 Strategies for Winning Over Skeptics
25:34 The Power of Quick Wins
26:03 Identifying Potential Partners
27:56 The Journey into Partnerships
33:36 The Importance of Being Respected Over Being Liked
39:36 The Power of Conditions in Partnerships
41:27 The Value of Time in Partnerships
42:28 Closing Remarks and Future Prospects
Jared Fuller joins the 30 minutes to President's Club Podcast with Armand Farrokh and Nick Cegeleski, live at the Nearbound Summit.
Jared shares strategies for salespeople to close more deals by working with partners and running nearbound plays. He emphasizes the importance of tapping into your ecosystem and partner networks to win more deals.
Jared discusses three nearbound plays: the Intel Play, the Influence Play, and the Intro Play. He explains how to leverage relationships with vendors and partners to gain insights, influence decision-makers, and secure high-performing leads.
Jared also highlights the power of multi-threading and the importance of making yourself helpable.
Key Takeaways:
- Implement nearbound plays to tap into your ecosystem and partner networks for more deal opportunities.
- Use the Intel Play to gather insights from vendors who have already closed deals with your target accounts.
- Leverage the Influence Play to get endorsements and support from influential decision-makers in your target accounts.
- Use the Intro Play to request specific introductions from partners and make yourself the most helpable person in the room.
- Multi-threading is crucial for building strong relationships and gaining buy-in from multiple stakeholders.
***Chapters:***
00:05 Introduction and Welcome
00:18 The Importance of Sales Partnerships
02:25 Top Three Actionable Takeaways
02:32 Deep Dive into the Intel Play
03:29 Exploring the Influence Play
04:26 Unveiling the Intro Play
08:59 How to Start Leveraging Relationships
12:50 Using Partner Channels to Influence Active Deals
13:35 Validating and Testing Your Champions
15:40 The Power of Resonance in Nearbound Plays
16:09 The Art of Convincing People to Advocate for You
16:37 The Importance of Building Relationships with Partners
16:56 The Art of Writing Effective Introduction Emails
17:45 The Power of Context in Communication
18:29 The Importance of Making Yourself Helpable
18:36 The Art of Ghost Writing Notes
22:19 The Power of Multi-Threading in Sales
22:53 The Importance of Transparency in Sales Processes
28:47 The Power of Curiosity in Sales
Jeff Breunsbach and Jay Nathan of the Gain Grow Retain Podcast join Jared Fuller and Isaac Morehouse on the Nearbound Podcast for a special live crossover episode. They discuss the importance of partnerships in customer success and how to bring the customer voice into planning meetings.
They also explore the challenges and opportunities in B2B tech companies and the power of community in customer success. The conversation highlights the need to focus on helping customers and building trust, as well as the role of technology and data in planning for the future.
Key Takeaways:
- Scaling customer success efforts through community and partnerships is essential for success in 2024.
- Building trust and delivering value are key to turning customers into advocates.
- Understanding the business goals and needs of customers is crucial for effective customer success.
- Integrating with partners and leveraging their expertise can enhance customer success efforts.
- Taking a customer-centered approach and focusing on their journey can drive retention and growth.
Quotes:
- "Be the DJ, not the talent." - Jay Nathan
- "Helping people get where they're trying to go builds trust and advocacy." - Jared Fuller
- "Know your customer's business and market to deliver value and create win-win situations." - Jeff Breunsbach
***Chapters:***
00:05 Introduction
00:31 The Importance of Partnerships in Customer Success
01:07 The Importance of Customer Success in Business
01:19 Looking Forward to 2024: Strategies and Predictions
01:54 The Challenges and Opportunities in B2B Tech Companie
03:04 The Concept of Scaling in Customer Succes
03:29 The Power of Community in Customer Success
04:40 Turning Customers into Advocates: Strategies and Examples
04:46 The Power of Customer Advocacy
11:49 The Importance of Trust in Customer Relationships
20:24 Leveraging Consulting Partners for Customer Success
20:55 Building Partner Communities to Enable Customer Success
21:37 The Role of Integration Partners in Customer Retention
22:05 Understanding Partner Attach Rate
22:42 The Importance of Business Strategy in Partnering
22:52 Segmenting Customer Base for Effective Partnering
28:46 The Role of Partner Leaders in Driving Connections
29:23 The Black Swan Moment in Strategic Alliances
31:31 The Power of Understanding Your Customers' Business
33:40 Planning for FY24: A Community-Driven Approach
Kipp Bodnar, CMO of HubSpot, and Kieran Flanagan, CMO of Zapier, join Isaac and Jared to discuss four radical truths of marketing: distribution is undefeated, storytelling is unconditional, marketers flourish with AI, and marketers are creators.
Key Takeaways:
- Distribution is a key factor in marketing success, and marketers should prioritize partnerships.
- Storytelling must be authentic.
- AI can help marketers own more of the customer journey by automating tasks and providing personalized experiences.
- Marketers should embrace their role as creators and focus on building their personal brand and audience.
Chapters
01:39 The Importance of Distribution in Marketing
13:04 The Power of Storytelling in Marketing
21:05 The Role of AI in Marketing
22:04 Marketers as Creators
35:54 The Future of Marketing: AI and Creators
The Nearbound Summit 2023 is LIVE, and we've recorded a special episode straight from the Nearbound Summit house.
Jump into the summit here: https://www.airmeet.com/e/7d1feef0-c1f0-11ed-9a45-5382b7a1e084
Anthony Kennada, founder and CEO of Audience Plus, joins the Nearbound Podcast to discuss the power of owned media and the importance of building relationships with customers.
Jared, Isaac, and Anthony explore shifting from traditional marketing tactics to creating ongoing conversations through communities and owned media.
They also discuss the challenge of balancing short-term results with long-term investment in building an audience. The conversation highlights the need to market WITH customers rather than at them and the importance of creating a high-quality media experience.
Highlights:
0:01:00 Pressure to have amazing production quality in media
0:03:32 Easier to turn attention into capital than vice versa
0:04:50 Importance of building relationships and ongoing conversations
0:07:29 Starting conversations before launching a product
0:08:56 The next generation of marketing focuses on engagement and belonging
0:10:01 The traditional marketing playbook doesn't work anymore
0:11:04 Owned media provides a place for belonging and revenue generation
0:12:15 Trust comes from helping people reach their goals
0:14:52 Supporting experts to contribute to online conversations
0:16:28 Balancing short-term results with long-term investment
0:18:04 Owned media can have a faster feedback loop
0:20:37 Compounding effect of owned media over time
0:29:56 Isaac challenges the idea of focusing solely on rented media platforms and asks why not just do all content there.
0:32:05 Anthony explains the need for rented media distribution but highlights the importance of owned media and exclusive content.
0:33:43 Anthony suggests deplatforming listeners and viewers from rented media to an owned context for building relationships and business value.
0:35:59 Leveraging partners and community members for third-party validation
0:38:46 Using the trust already earned to deepen relationships
0:40:41 Bridging the gap between dark social and first-party data
0:41:06 The value of pushing traffic to owned properties
0:43:30 Overlooking the importance of human engagement in B2B marketing
0:48:01 Isaac Morehouse mentions the benefits of treating vendors as partners.
0:48:17 The power of private communities
Harry Mack, the freestyle rapper, drops a sick beat on today’s Nearbound Pod! Harry gained popularity through his YouTube channel, where he performs live freestyle rap on the fly for strangers.
Harry joins Isaac and Jared to discuss the power of collaboration and authenticity. Harry shares his technique of using set-up punchlines to create anticipation in his freestyles. He emphasizes the importance of improvisation and the ability to adapt in the moment, making each performance unique and engaging.
Highlights:
00:00:00Introduction to Harry Mack.
00:01:58The collaborative nature of Harry Mack’s freestyle rap.
00:03:41The deliberate use of set up punchline technique in Harry Mack’s rhymes.
00:06:48Recognition of the unique live experience of watching Harry Mack perform.
00:07:34Highlighting collaborations with Marcus Veree and other musicians.
00:08:24Appreciation for the improvisational nature of collaborations in Harry Mack’s work.
00:09:04Harry Mack expresses his openness to collaborate with artists from different genres.
00:09:40Harry Mack mentions jazz artists he would like to collaborate with.
00:10:11Harry Mack jokes about collaborating with Isaac and the Near Bound Summit.
00:11:14Isaac asks Harry Mack about his deliberate approach to incorporating personalized elements into his freestyles.
00:12:18Harry Mack explains how he incorporates real-time elements to prove the authenticity of his freestyles.
00:13:37Harry Mack discusses the concept of freestyling as a language and the repetition of certain phrases.
00:15:04Jared and Isaac discuss the first principles and marketing lessons they learned from Harry Mack’s approach.
00:16:07Jared introduces the idea of doing a live version of Omega Bars with Harry Mack.
00:16:34Harry Mack agrees to do a live version of Omega Bars and asks for words.
00:17:09Jared and Isaac provide the words “Near Bound” for Harry Mack’s freestyle.
How do you partner with Salesforce, one of the biggest SaaS companies in the world?
Xiaofei Zhang, head of Platform and Strategic Partnerships at ActiveCampaign tells how ActiveCampaign became the #1 marketing automation app on Salesforce’s AppExchange. And she spills the deets on how ActiveCampaign optimized its listing in the AppExchange.
Xiaofei also shares the framework she uses to help partners solve problems, choose the right partners, and co-sell with a PLG company.
Highlights:
01:21 Greatest partnership of all time
03:19 From Salesforce and ActiveCampaign
10:21 Partner up to help solve problems
12:31 Becoming the #1 marketing automation app on the Salesforce app exchange
14:10 Framework for choosing partners
16:51 Becoming the number 1 app in the Salesforce app exchange
21:25 How to optimize your listing
23:32 Building a network within Salesforce
27:29 Partnerships decision matrix
30:38 Helping others is instrumental to growth
33:49 How to individualize how you treat each partner
38:28 Co-selling with a PLG company
Before you implement a Nearbound strategy, you need to diagnose what’s gone wrong in outbound.
Leslie Venetz joins the show to talk about why outbound strategies aren't working like they used to. She shares why focusing on a repeatable sales process is so important. It's not just about new terms like Nearbound; it's about putting into the best practices that actually work, and Nearbound is one of them.
To win in this B2B dystopia, you must find strategic ways to connect with customers. Leslie shares insights on achieving sustainability goals, understanding your ICP, and the importance of a well-defined target list and personas.
Are you helping your customers achieve their goals across an entire platform and ecosystem?
Alexandra Zagury, VP of Partner Managed as-a-service, at Cisco drives $9B+ partner-managed revenue. With the changing landscape of go-to-market, we can no longer simply sell products to help save money.
She focuses on forming strategic alliances so businesses can tap into new markets, access new resources, and create more value across the ecosystem.
Alexandra says you need a platform mindset to thrive in today's market. You’ve got to go beyond offering a single product or service and creating an entire ecosystem of value.
Just as successful musicians have built communities and monetized their talents, businesses can leverage platforms to diversify offerings, engage customers, and generate multiple value variations.
Join Isaac, Jared, and Alexandra as they discuss navigating partnerships and platforms in the Nearbound era.
00:54 Intro to Alexandra Zagury
02:15 Partner Managed as a service
03:43 The SaaS industry is at a turning point
09:24 Venture-backed vs. ecosystem-backed
16:49 Time preferences change with cheap money
19:57 It's not just about deals; it's about customer outcomes
25:46 Platform thinking and Crossfit
29:32 Music industry and SaaS parallels
32:19 Ecosystems and Beyonce
34:03 You need to find multiple ways to reach your customer
40:09 Bundling and unbundling SaaS products
Jill Rowley, Head of Strategy and Evangelism at Reveal, shares insights from implementing Nearbound strategies before Nearbouond was a word.
Jill discusses the importance of seizing the moment and taking risks. She tells how companies like HubSpot and Box have been using the power of partnerships and ecosystems to work together for better outcomes.
Jared and Jill hit on the significance of strategic alliances, and the value of partnerships. Most importantly, Jill encourages us to keep the customer at the top of mind in all business strategies.
01:22 Isaac's pulse on the market 05:15 Putting Nearbound into practice 11:02 Jill leads strategy and evangelism at Reveal 11:48 Why Jill Rowley joined Reveal as Head of Strategy and Evangelism 12:13 Be first and take risks 12:41 Do what is best for the customer 14:40 Growing Nearbound movement 17:29 Making sense of signal from noise 28:15 You need insight plus strategy 32:05 It's not enough to help 32:10 Have an entrepreneurial mindset 32:40 Box is talking about Nearbound 41:35 Lock in the joint value proposition 42:20 Nearbound Summit 44:02 Harry Mack drops the mic on Nearbound
Matt Cameron, CEO of SaaSy Sales, joins Isaac and Jared to dive into the Nearbound Sales Mindset. Matt says that one key missing element in sales is customer centricity. To succeed, sellers need to understand their customers at a deeper level and shift their go-to-market plays to reach them through trusted channels.
But it's not just about changing strategies—it's a personal journey. Matt shares his personal journey in sales. He emphasizes the need for personal growth. You need to combine emotional intelligence and selling skills in order to build trust with buyers.
00:00 Intro
00:12 PartnerUp is now The Nearbound Podcast
01:39 Why Nearbound.com?
02:56 Did Jared get his sales skills from Matt Cameron?
04:02 Jared shares what he's learned about sales from Matt
05:06 Sales happens through people
06:13 What is different about 2023?
07:01 Outbound is dying
07:20 We're at the cusp of a new sales motion
09:00 How do you implement a Nearboudn motion?
11:42 Building the Nearbound Mindset
18:12 Testing your Nearbound market plays
22:02 Sellers need to have case studies of themselves
24:02 Sales needs tangible storytelling
27:55 How to build your Nearbound muscles
31:00 Customer centricity is the key to Nearbound success
42:15 Nearbound, the book is coming...
46:27 Ideas are cheap, execution is everything
In today's episode, we have a special guest joining us: Jeff Reekers. He's the former CMO of Aircall, Co-Founder of Champion, and an advocate for customer centricity.
Jeff is obsessed with the customer experience. He sees the customer experience as the main driver for business growth. Jeff shares his unique approach to dealing with the angriest customers. He tells how caring about customers is the ultimate competitive advantage. Let's dive in!
P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.
P.P.S. If you haven’t heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.
What is up PartnerUp!
Today we’re bringing you interviews live from the Catalyst Media Booth. Jared and Isaac sit down with Michelle Eatherton (Vice President Global Partner Strategy at Hubspot), Michael Cole (SVP of Marketing at Everflow), Alexis Petrichos (Director of Strategic Partnerships and Ecosystem Marketing at Chili Piper), Bryan Williams (CEO at Hockey Stick Advisory), Melissa Blatt (Founder and CEO at indipop), Mike Davis (CRO at InVisory), and Vaughn Mordecai (Senior Vice President Partner and Business Development at Mindmatrix).
Each guest brings perspective on their company's current Nearbound perspective. From Everflow’s successful referral strategy to navigating the Salesforce app exchange, tune in to understand key takeaways from the Catalyst conference.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.
P.P.S. If you haven’t heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.
What is up PartnerUp!
Katie Landaal, AVP, Global Partnerships and EcoSystem at ZoomInfo, discusses career trajectories, knowing your stats, keeping things simple, AI, and more. Katie, Jared, and Isaac dive into the importance of being willing to be an agent for change. Katie shares relevant stories from her time at ZoomInfo and at previous organizations, giving you a combination of tactical insights and an understanding of the overall strategy.
Katie, Jared, and Isaac highlight the importance of knowing the right partners to focus on and being willing to cut those who aren’t driving a meaningful impact. Katie and Jared even dive into a bit of controversy surrounding Jared’s recent LinkedIn post, which, at the end of the day, underlines the importance of being able to be an agent for change.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.
P.P.S. If you haven’t heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.
What is up PartnerUp!
Sangram Vajre, Co-Founder and CEO at GTM Partners, joins the show to discuss ecosystem, Nearbound, and category creation. He shares insights he learned while building Terminus, which was an early company in the ABM space. Sangram, Jared, and Isaac discuss how partner people can interface with CEO’s. They dive into how to show that partnerships can fit into the larger vision of the company.
Sangram gets specific on what he is seeing with events, community, and AI in the market. He divulges how GTM Partners is taking advantage of those trends, and Sangram, Jared, and Isaac discuss the importance of embracing change.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.
P.P.S. If you haven’t heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.
What is up PartnerUp!
Matt Sobel, Partnerships Manager at Writer, joins Jared and Isaac to discuss how Writer is using partnerships to enhance their AI implementation for enterprise customers. If you’re wondering how AI will affect the future of B2B, this is the episode for you. Matt shares how his passion for AI led him to Writer, the skill-development goals that led him to partnerships, and how Writer is working to understand the AI market.
Matt, Jared, and Isaac dive into various project management frameworks, including ‘stock and flow.’ Jared emphasizes that he thinks effective project management can help partnership teams get ahead based on the conversations he’s been having with prominent partnership leaders.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.
P.P.S. If you haven’t heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.
What is up PartnerUp!
TrustRadius CEO Vinay Bhagat joins the show to share his insights on what buyers actually care about when it comes to ratings and reviews. He emphasizes how much buyers care about reviews from people with similar use cases. He gives tips for how companies can better leverage reviews and emphasizes the importance of a “radius of trust.”
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.
P.P.S. If you haven’t heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.
What is up PartnerUp!
Christopher Lochhead, author, podcaster, advisor, and category design teacher, joins the show to discuss many hot topics, including personal branding, AI, and the future of work. He dives into category design, the importance of language as it relates to innovation, and the difference between gut reactions and true thought. He berates social media for creating mindless chatter and urges listeners to think critically about their digital media diets.
As Christopher puts it, word of mouth isn’t a volume game: “It’s all about the right words in the right mouths.”
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.
P.P.S. If you haven’t heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.
What is up PartnerUp!
This week, Jared and Isaac are joined by Qualtrics Chief Ecosystem Officer Aaron McGarry (AKA AMG) who breaks down the most difficult revenue market in a decade, why SDRs are getting crushed, and how to heroically fill the gap.
He and Jared go ALL-IN on partner attach rate (PAR) as “the only number that matters,” and defend the claim from all-comers. We get into some supporting data, and walk through how to start moving the needle now with some Nearbound plays - even if your company isn’t fully bought in yet.
Aaron knows his stuff, so get ready to take some notes!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.
P.P.S. If you haven’t heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.
What is up PartnerUp!
This week, Jared and Issac dive into everything going on in B2B sales right now. To put it bluntly, s*** is hitting the fan - and everyone knows it. How come everyone is problem aware but solution wary? If you’re a partner pro, you have a huge opportunity to bring nearbound plays to the table and generate increased revenue for your company.
Jared and Isaac discuss the hundreds of conversations they’ve been having in the market. These conversations have led to development of the nearbound blueprint for driving revenue NOW using partner intros and influence. Listen in to find out more!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
This week, Scott Pollack, Co-Founder & CEO of Firneo joins Jared to discuss navigating partnerships careers and the concept of nearbound. Jared attempts to demystify nearbound and explains why it’s so powerful. He shares that nearbound is what your GTM team does to generate and accelerate pipeline with partners and adds context about why existing GTM methods are failing.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
This week on the show, Content Marketer & PartnerHacker OG Ella Richmond discusses everything she’s learned in 1.5 years on the team. She discusses learning out loud, narrowing your focus, and finding the conversations that matter.
Ella emphasizes the importance of distinguishing between trends and truly essential topics. She notes that many conversations she’s seen around internal buy-in involve partner people and executives not being on the same page about ROI timelines. Ella, Isaac, and Jared discuss definitions they’ve come up with regarding partnerships to help partner professionals and executives get on the same page.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
James Hodgkinson, SVP, Ecosystems at 360insights.com, joins the show to discuss the differences and similarities between channel and nearbound. James, Jared, and Isaac talk about the definition of channel vs. that of nearbound and explain how ecosystem as a final state plays into that understanding and dynamic.
They discuss how software sales has gone from buying through a third party, to direct, to being influenced by a third party, and Isaac shares how his recent experience with a moving company has informed his view of ecosystems.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
Barrett King, Sr. Manager - Global GTM Strategy, Partner Ecosystem at Hubspot, discusses how he thinks AI technology will affect agencies. Barrett, Jared, and Isaac talk about the current labor constraints faced by agencies; It’s hard to have enough labor when projects come in without having too much overhead to survive.
The group discusses new business models that may arise because of AI. They discuss how this may affect individuals and the value agencies are able to provide.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
Scott Leese, Co-Founder of GTM United and CEO & Founder of Surf and Sales and Scott Lease consulting, joins the show to discuss the value of building your network. He emphasizes that old outbound methods are dying, sharing that he never picks up when people call him nor opens emails from unknown addresses.
Scott advocates for sales people to grow and then lean into their networks. He proposes leaning into intro’s and influence, sharing how his unique community, GTM United, operates.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
Looking to supercharge your partner engagement and grow your partner pipeline by 26%? We've got you covered! In this action-packed episode, we sit down with the brilliant Jay McBain, Jonathan Deveaux from ComforteAG, and Jared Fuller, as we cover everything from reviving partner programs to debating the 80-20 rule in partnerships. Your top challenges will be addressed, including reseller partner recruitment, aligning targeted customers, and getting channel managers and partners on the same page.
We also clear up some misconceptions about resellers and the value they provide to customers before, during, and after the point of sale. Our experts discuss the shift from resellers to non-transactional partners in the SaaS space, co-innovation, and the fascinating fact that security deals often involve seven layers. This episode is packed with insights to help you understand the role of resellers in the economy and tech space.
Finally, we share valuable strategies for navigating the noise and clutter of the tech industry while finding the right partners. From the importance of a grassroots approach to breaking through the noise to learning about the six vectors of influence, this episode is a goldmine of insights. We even touch on what motivates resellers and how to make sure your messaging is effective. Don't miss this opportunity to learn from the best and boost your partner engagement today!
What is up PartnerUp!
Mike Stocker, VP of Partnerships at CallRail, shares his four lenses for measuring partner success. He highlights the struggle many partnership teams face in terms of resourcing and buy-in from the wider organization. Mike emphasizes how this can lead to a lack of prioritization toward building integrations, which is detrimental to the company as a whole.
He also touches on the power of becoming a trusted advisor in your customers’ eyes.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
Today's episode is a recording from the event Surviving and Thriving in 2023, a partnership with Oneflow, HubSpot, and Avidly.
As we journey onwards into 2023, the business landscape continues to present challenges, and losing customers can be a significant setback for any company. While cutting costs is essential, it's crucial to prevent churn and retain loyal customers.
In the episode, we explore the critical roles that customer retention and win-back strategies play in driving business growth in today's uncertain environment. As well as practical insights and strategies for creating a significant competitive advantage that lasts beyond temporary struggles.
Discover how to turn the tide in your favor and maintain customer loyalty during tough times.
It’s time to turn the vicious cycle into a victorious cycle.
Download the e-book here!
What is up PartnerUp!
Today Jared and Isaac break down the chaos quotient. The fact that some people can tolerate more disorganization than others. Jared and Isaac dive into the benefits of more organization and the strategic necessity of lack of organization. Jared and Isaac discuss who in their partnership leans higher on the “chaos toleration barometer” and how that’s affected the business they’ve built together.
Tune in to find out who was higher on the barometer and who ended up closer to the bottom in terms of ability to cope in the face of chaos and stress.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
Conner Jeffers, CEO of Aptitude 8 and hapily, joins the show to share his expertise on the Hubspot ecosystem. He explains why Aptitude 8 is NOT an agency, Hubspot’s evolution into being an increasingly robust solution, and how he manages the challenges of running software-based (hapily) and services-based (Aptitude 8) business at the same time.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
Today’s episode is a crossover episode from the Marketing Together podcast hosted by Logan Lyles. Jen Spencer is the CEO of SmartBug, a full-service revenue-driving digital agency. She shares essential tips for partner marketing. She touches on things like balancing multiple partners and analyzing the reasons for success or failure of a partner marketing campaign.
Hope you enjoy!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
Sometimes our greatest strengths are our greatest weaknesses.
To make progress, we must strike the balance between planning ahead and allowing our direction to change as we take in new information. That partner that’s smaller than you, with a smaller marketing team and audience? Your CMO may be onto something when they say a co-marketing event with them might not be useful to your company.
Optimistic, visionary people often make great partner managers. They’ve always got ideas. Always making new friends. These are great strengths that fit well with the responsibilities of partner work. But we must learn to be aware of and compensate for our shortcomings.
There’s such a thing as too damn many partner ideas!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
Fredrik Mellander, Head of Partnerships at Teamtailor, joins the show to discuss all the ways Teamtailor is leveraging partnerships to get ahead. We discuss multi-way collaboration, internal buy-in, and dividing teams by region.
We also talk about deal registration, intent level, channel partners, and churn. How can we better understand how nearbound is different than channel? How can we divide teams by region and empower partner managers to work with their regional marketing, sales, customer success, and product managers?
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
How do you deploy the battle-worn tactics when they haven’t been developed yet? How do you stay ahead of the curve when it comes to revenue-generating strategies and marketing plays?
You experiment, measure the results, and try again. And again. And again. But where should you experiment? How much time and resources is it helpful to spend experimenting vs doing what you know?
Blake Williams, CEO and Head of Partnerships at Ampfactor, is ready to help you go from partner-intrigued to partner-actioned. “How can we expect people to do something they’ve never done before, if they’ll get fired if they mess it up?” asks Blake.
Blake lays out an 80/20 framework: 80% of your budget and resources toward what you know works (established and tested GTM plays) and 20% to experimentation. “What’s my newest, highest, and best use of these funds?” asks Blake. “New data, new decisions, what does that look like today?” We touch on the intersection of partnerships and demand gen, attribution for partner-generated success, how CMOs can use partners to hit their numbers, and how to measure the success of a partnerships strategy. Can you get ahead through experiment?
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
The field of partnerships is in a major state of innovation. The “go to” strategies, tactics, and takeaways are still being developed.
Kelly Sarabyn, platform ecosystem advocate at Hubspot, joins the show today to discuss her podcast, Unlearned. She also dives into how she’s been using surveys around partnerships, and we brainstorm how surveys could be leveraged (after using ChatGPT to come up with powered-up questions) to understand market attitudes toward partnerships from non-partner people.
Can those who use ChatGPT get ahead? Can we use it to better understand negotiation, leveraging data to get an affirmative answer about which relationship management tactics are most useful?
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
We’re joined by Rich Lewis-Jones and Stan Wasowicz from SmartRecruiters. Rich, VP of Sales, and Stan, Global Director Alliances, are the ultimate killer duo. From demo engineering to working with service partners to building processes to keep track of and share information about your partners’ org charts, Rich and Stan are covering so. Many. Partner. Bases.
They’re seeing results. As they detail in this call, the sales team recently closed a unicorn prospect and Rich (VP of Sales) is the FIRST to say - it was because of partners.
We thrash into the details of thinking of it as “our” ecosystem vs “the” ecosystem. Rich and Stan discuss what’s worked for them in terms of taking on a trusted “advisor” or “consultant” role with prospects when recommending partner solutions.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!
We’ve got Raja Nucho with us this week, and he’s been from sales to partnerships and back again, then back again again. He understands the need for “Nearbound Surround” in every step of the customer journey.
We dive into his perspective from the services side, the sales side, and the partner side across multiple companies. We explore the tension between driving a sale as quickly and simply as possible and bringing in multiple partners.
We even get into some wild ideas about a future in which no one is an employee, but everyone is a partner. Let’s go!
Oh, one more thing. PLXSummit.com is now live. The 80s dystopian future is here. But there’s always a way to overcome. This year, THE ONLY WAY OUT IS TOGETHER. Pre-register today.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
You're in the trenches. The good news is, others have been there before you and lived to tell the tale!
Today's podcast was recorded live at our First Friday event War Stories with Legends.
Jared Fuller interviews legends of B2B SaaS, Peter Caputa and Jill Rowley.
Peter Caputa built HubSpot's agency program before executive alignment was ever established and Jill Rowley won one of the most important deals in Eloqua's history by partnering!
Kick-back and hear how they did it.
Three digit podcast club what’s up?! We’re so honored to enter the 100+ podcast club with this release of episode 101. Thank you to every listener: From the OG’s who were here at the beginning and new alike who are tuning in for the first time, thank you. We truly are here to serve and help you on your journey.
For our first guest joining us in the three digit era of PartnerUp we have Alexander Buckles, CEO of Forecastable.
Alex’s entrance into partner land came via the sales organization. So we’re talking Nearbound Sales, people! He was a top performer at Marketo Adobe who always was partner friendly, but never fully committed to the motion or his partner team.
That is, until he switched sides so to speak and led the Perkuto sales org (a top Marketo partner) to doubling their revenue by going all in on co-selling with the very company he left. He gained so much conviction in the power of selling together, he founded Forecastable on his journey. (Oh hey, if you haven’t caught our new show Selling Together with Jessie Shipman and this topic is top of mind for you, go sub, now!)
This episode is packed full of snippets for those hard conversations you’re having in the field right now with sellers and sales leadership alike.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
From having a team of 25 people (who were all under 25) while still being under 25 himself to escaping scorpion infestations in Las Vegas that the exterminators could barely believe the severity of, PartnerHacker co-founder Jared Fuller has had one hell of a journey.
In this episode, PartnerHacker co-founder Isaac Morehouse grills Jared for all the details. How did he decide to move from Hubspot to Drift? Why did he start a marketing agency when he was in college?
This episode covers the gambit from the good, the fun, the bad, the ugly, and of course, those God damn scorpions (which must have been some of the ugliest moments, right? Tune in to find out if anything topped that...)
Behind any story there's struggle and anxiety. You look at the plan you spent hours on and wonder if any of it's worth it. You form moments of humanity, friendship, and laughter along the way, even as you question and refine your beliefs and come to better understand what your purpose in the world can look like.
Hope you enjoy this special PartnerUp episode. Please don't forget to tell your friends about the secret insights we're sharing on these kinds of episodes.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
Everyone knows at least one person who's just "that guy" or "that girl" - the one who seems to know everyone, talk to everyone, and cross paths with everyone!
It's got to be a personality trait, right?!
Well, not always. It can be learned.
Today's guest Justin Zimmerman is one of the most active partner pros on LinkedIn, and he's only been in the game for a year.
Justin is the former Director of Partnerships at Salesmsg (#1 Hubspot SMS App), the founder of Partner Playbooks, and a valuable part (and partner) of the PartnerHacker community.
In less than a year, Justin drastically transformed his career and life by leaning into the partner ecosystem. In today's episode, he shares his journey from marketing into partnerships, as well as how he's successfully managed to undergo massive changes in a little less than a year.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
Today we’re joined by the incredible Kim Walsh, former VP of Go To Market Partnerships at Hubspot.
That’s right, ladies and gentleman, we’ve got an absolute BEAST on the show today! From incentive structures to ramping team productivity to the importance of outsourced metrics, Kim shares the secrets of how she scaled the Hubspot partnerships department. When she started the department was at 1 million in revenue. Now it’s at almost 400 million.
If you’re a partner pro, this episode will have you nodding your head while simultaneously scribbling notes as Kim sheds light on the challenges and triumphs of proving out a groundbreaking partner program. She knew she’d have to continually prove her worth as she influenced everyone from sales ops to product and worked with them to make Hubspot faster and better at its core objectives.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
Uggghhhh. It’s been a heckuva start to the market this year. Lot’s of tough news in tech land and we’ve been working double time to help where we can… But, last week we were two days late on publishing episode 96.
And today we’re pushing this one live past our normal 5am ET Tuesday drop deadline.
Mea culpa – my fault! But rest assured we’re back on track as we eye episode 100 and bigger than ever baby!
This show was a #nofilter sitdown with Isaac and I after an exhausting 14 hour day together with 14 calls. No. Lie. We’re in the grind. We feel you out there.
So we sat back, sifted through our favorite social stories of the week, ranted on “experience gets exhausted,” shared some of our “learning out loud” nuggets, AND of course dropped the launch of Together Network!
Which, let’s be real, this is what makes it all worth it!
We’re stoked to welcome Market[ing] Together with Logan Lyles and Sell[ing] Together with Jessie Shipman as the first two shows on the network! Check ‘em out here https://partnerhacker.com/podcasts/ and subscribe you and your marketing team and sales teams to their own streams.
MAJOR shoutout to Logan and Jessie. They are true stars and we’re so happy to partner with them to bring them to you and the world!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!? Jared here!
Sorry we were two days late on the pod this week, BUT, it’s for good reason! We had to make sure inrevenue.capital was LIVE – dropping hot and exclusive right here on PartnerUp.
Now that the cat is out of the bag, I was delighted to welcome my good friend, the magnate of martech, Justin Gray to the podcast. I had to celebrate the launch of the first VC fund EVER dedicated to Partner Led Growth as a core thesis! In Revenue Capital baby, and partners Justin and Josh are no joke.
Not only did we dive into why one of the most seasoned partner practitioners (we’re talking about multiple THOUSANDS of partner led implementations of SaaS by teams under Justin) launched a fund, but also one specifically with the partner led thesis.
You’re going to love his takes.
Not to mention, we shared some of my biggest learnings Justin taught me on the frontline of partnering. Packed Services. And it changed how I thought about partner revenue and customer success, forever.
Do. Not. Miss. This. One.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
What happens when you have your head of sales, marketing, customer success, and partnerships all aligned on driving value with your ecosystem? Let's find out.
In 2023 you reach your promised land by helping others reach theirs. Period. The job and conviction of a partner pro has never been more important.
This episode is a must listen for all partner pros and execs. Partner pros - hear the mindset of your execs and learn how to partner pill them in 2023. Execs - get a look into how the best leaders are rewriting their playbooks to deal with the challenges of the economy.
And check out the Partner Ecosystem Kickoff recordings!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
I’m not sure there is more of a dirty word in B2B than…“affiliate.” After this episode of PartnerUp, be prepared to not only change your mind, but take full-on ownership of rescuing your company’s affiliate program.
Mark our words, the affiliate program play may be one of your top initiatives in 2023. Lee-Ann Johnstone of AffiliateInsider.com does not disappoint in helping set the record straight on influencer, ambassadors, and affiliates.
What does buying a bunch of pizzas for college students have to do with setting up an effective affiliate program? Marble floors at banks as a role-model? Yes, we make all the analogies in our effort to uncover the secrets of affiliate. This was a fun one.
AND, don’t miss partnerkickoff.com where Lee-Ann will be talking more about leveraging affiliate in B2B!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
Last year, I made 7 predictions for the year ahead. This year, I'm making 7 pleas.A plea to VCs
A plea to Founders
A plea to Product
A plea to Marketing
A plea to Sales
A plea to Success
And most importantly, a plea to Partnerships
Check 'em out, and be sure to join us January 17 for Partner Ecosystem Kickoff with PartnerStack!
partnerkickoff.com
What is up PartnerUp!?
PartnerHacker’s biggest partner in 2022 was none other than PartnerStack. We co-created some incredible experiences like EcosystemWeek.com all the way to the groundbreaking PLXsummit.com.
So it only made sense to unpack the market sh*tshow of 2022 and our top trends for 2023 with Tyler Calder, the CMO of PartnerStack. He’s not only a great partner, but one of our favorite interlocutors.
In 2023 there are no long-term time horizons for results. And yet, don’t we always say “play long term games with long term people?” How the heck do we reconcile the dichotomy we’re all faced with? Tyler’s advice: throw out the playbooks.
In our first recording of 2023, we unpack the thinking and practices that will help you help others reach their promised land and create daily progress to your goals.
Oh, and we dropped PartnerKickoff.com for the first time ever. Just because you don’t have a playbook doesn’t mean we can’t have some guidance, support, principles, and inspiration going into 2023! Join us for this half-day supercharged event.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
Archaeology is a great way to understand B2B community. Yes, you heard that right.
Pavilion CMO Kathleen Booth broke down what a community is, the delicate dance between fueling and squelching one, and how Go-To-Market is being overhauled by innovators who build community before product. We get into some nerd stuff at the end as well (our favorite!)
Everyone seems to be finding religion on community, but few have the patience to play the long game. We discuss some possible “middle road” solutions easier than building or buying. Hint: it starts with a ‘P’. This one is fast-paced and hard-hitting, so buckle up!
Oh, and, btw, we’re having a community kickoff for the ENTIRE partner ecosystem. Everyone has an internal sales kickoff, but we’ve been thinking the partner ecosystem needs it’s own event. For us. By us. Mark your calendars for Tuesday, January 17th and join together PartnerKickoff.com. See you there!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes and subscribe to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
Vince Menzione from the Ultimate Guide to Partnering (https://ultimateguidetopartnering.com/) joins the PartnerUp crew to recap PL[X] and discuss the importance of customer success.
Vince shares his expertise about managing partnerships when working at Microsoft. He shares the difference between channel and partnerships and talks about how leveraging the partner ecosystem requires support from your C-suite.
Isaac and Jared dive down some economic rabbit holes regarding TikTok, Netflix, YouTube and Ludwig von Mises’ preconditions for action. They discuss the importance of mindset and the power of creating a vision for a better future through partnerships.
This episode was recorded LIVE at PL[X].
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
**The SalesHacker OGs join the PartnerHacker newbies Jared & Isaac for a moment to never forget. When SalesHacking meets PartnerHacking. An episode for the books!
Max Altschuler is the Founder of SalesHacker & Scott Barker was their first Head of Partnerships. Today, they run GTMfund together.
This is the episode I've been waiting for (Jared) since I pressed record on my very first podcast 89 shows ago!**
Max tells how he hacked his way into the Dreamforce conference by renting out an apartment near the conference. Max embodies the hacker mentality – generating more revenue with less resources and this is a conversation you DO NOT want to miss!
This episode was recorded LIVE at PL[X].
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
Chip Rodgers and Alexis Scott of WorkSpan join the PartnerUp crew to break down Day 3 of PL[X] and talk partner led marketing. Chip and Alexis have deep knowledge of category creation, demand generation, digital marketing, and account-based marketing. They emphasize the importance of building meaningful relationships through open dialouge.
Alexis shares the differences between qualitative and quantitative metrics in partner led marketing. She says that by planting seeds in your market, you’ll eventually be able to harvest the fruit. By developing deep connections and trust, your marketing grows organically.
This episode was recorded LIVE at PL[X] – you don’t want to miss it!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp?
Jared Fuller joins all-stars, Jay McBain, Cassandra Gholston, Kristine Stewart,and Janet Schijns on stage in Salt Lake City, Utah to discuss ecosystems, the current state of the market, and what the future holds for B2B SaaS companies.
Today’s episode is a recording from ImpartnerCon 2022.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
Just in time for the holiday season, we dive into the secret power of not just giving, but giving in a way that benefits MORE than just the giver and the recipient. What if gifts were used to create an impact far beyond the initial exchange?
What can we learn about partnerships from all this?
Packed with Purpose Founder & CEO Leeatt Rothschild joins us to dive into all of this and more. What an awesome convo. A combo of actionable tips and heartfelt stories.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
The master of methods Mark Brigman joins the PartnerUp crew to dissect the Day 3 of PL[X] and talk product partnerships. Mark is author of PARTNERNOMICS and contributor to The Partnernomics Podcast.
Mark knows that best partner led products tap into the power of the ecosystem. He thinks in terms of designing products in a way that integrates seamlessly partner workflows. When it comes to building products, Mark says: “If you want to play ball, you’re going to have to play ball through partnership.”
Isaac announces the PartnerHacker Education Hub is live at https://partnerhacker.com/edhub, and the hosts dive into the courses offered, including a course by Partnernomics! The courses lay the foundation for partnerships. Check them out!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
We get a little brotherly with this one! Isaac’s brother Levi is a seasoned entrepreneur who has gone from bootstrapped to raising over $40M in VC and scaling to 200 employees at lightning speed. Along the way, he stumbled into partnerships and an ecosystem-first approach.
We talk through his journey (including he and Isaac’s first “exit”) and get into some speculation about whether and to what extent we’re in a bundling or unbundling phase in tech, and why Levi would “Never sell direct” again.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
Adam Michalski joins us in a cross-pod takeover, recorded live on Day 1 of PL[X] - Partner Led Startup Day. Adam is Co-Founder & CEO of Partnered at Crossbeam and contributes The Partnered Podcast.
Adam, Jared, and Isaac discuss what they learned about building a partner led startup at Day 1 of PL[X]. They talk about the knowledge bombs dropped at Day 1 of PL[X] like this one from Nathan Latka who said: “Partners will want you if their customers watch you”.
They talk about the first principles approach to partnerships that were introduced by the speakers of the day at PL[X]. Adam distilled partnerships down to one sentence: “partnerships are basically just working with another organization to build something that people want!”
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You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.
What is up PartnerUp!?
Chief Marketing & Ecosystem Officer? You heard that title right. Allison Munro came in to Vena as a CMO, but quickly realized that the customer ecosystem was king when it comes to distribution.
So many gems in this one. Allison breaks down the new way to win today’s “impossible to reach buyers” by living in the ecosystem, building community, partnering with influencers in a deep way, and a lot more.
We talk about how Product Led Growth connects to this, and what the future holds for marketing leaders.
*This is the episode to share with your CMO!
Allison will be speaking at plxsummit.com on Day 3, November 9th, for Partner Led Marketing Day. Register today at plxsummit.com.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
Today we’re talking about the ground floor of growth - network effects.
But not just with anyone, we’re talking with the king of NFX himself, James Currier, Managing Partner of the kingmaker VC firm, NFX.com.
Network effects are kind of like compound interest:
“All the returns in life, whether in wealth, relationships, or knowledge, come from compound interest.” - Naval Ravikant
But they’re also so much more. In fact, there are SIXTEEN types of network effects. And what holds the nodes together? Oh, James calls that “node bonding theory.”
Yeah, we’re going that deep. I mean, he did write the “Network Effects Bible,” and currently has an entire masterclass for FREE on network effects.
James is a legend and we were delighted to welcome him to the show.
Oh, and James will be speaking at plxsummit.com on Day 1, November 7th, for Partner Led Startup Day. Register today at plxsummit.com.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
A PartnerUp first today - a couples interview!
Jennifer and Kevin are both seasoned partner pros - in fact, they met at HubSpot while building their legendary program. We explore what they learned there, how it changed their career trajectory, and what partnering means to the respective roles today, both in SaaS (Kevin) and in VC (Jennifer).
We also get into partnering as a concept that’s bigger than business, and what principles apply to marriage, friendship, investors, teammates, and more. We tried to stir up some trouble, but these two just rolled with it and complimented each other!
Great convo to pull you out of the weeds. Oh, and Jennifer will be speaking at plxsummit.com Nov 7-11!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
Reveal introduced the concept of ‘Nearbound’ at Catalyst in Miami this year, and we wanted to learn more about why and how it works.
Jo Wright joins us to talk about why sales and marketing leaders are catching on quicker than partnership leaders (what?!?), how to use second party data to find the best future customers right next store, and the challenges of operationalizing this strategy.
Near the end, we speculate about how the Nearbound concept might spill into marketing in unique ways, and go from account info to individual info.
If you want more, don’t fear - Jo will be speaking at plxsummit.com Nov 7-11!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
Mark Kilens makes the case that the era of ecosystems will be ushered in by Marketing. Especially with events.
We debate and discuss how partnerships and community overlay the four main growth tactics - product led, sales led, content led, and events led. We get into the future of co-marketing, and why events might be the lowest hanging fruit to bridge the gap between the nebulous world of ecosystem and the scientific world of sales and marketing automation.
Mark is a former marketer at Drift and is the CMO of Airmeet, a killer events platform sponsoring the upcoming PL[X] Summit - plxsummit.com. Mark will be speaking there, so don’t miss it!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
No metaphors were harmed in the recording of this episode. Hunters, farmers, freeways, factories, X, Y, and Z axes, and a bunch more.
We set out to answer what the partner led future means for each and every department, why PartnerHacker almost died in our first few months, and how we adjusted to the shifting economy with a very (too?) early push for taking partnerships mainstream.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
Boy did we have fun on this one! The Social Selling Queen Jill Rowley joined us again to catch up on everything that’s happened since her first appearance nearly two years ago.
We talk PLG, ecosystems everywhere, why community is so hard to measure, why Tik Tok is where Jill goes to fix her stove, and why “gated companies are dead on arrival”.
We get into lots of good stuff and some awkward jokes too!
Jill will be speaking at the PL[X] Summit in November. The moment partner ecosystems go mainstream is live at plxsummit.com
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
Wow. Andrew is an understated powerhouse. The dude built his first company with one $100k angel check to $11M ARR…by leveraging a network of over 5,000 agency partners!
You’ll want to stick around for this one, it keeps getting better as we go!
He’s the founder of Microacquire, and an evangelist for the bootstrapping approach. We talk about the changing startup funding landscape, and how eocystems are lowering the cost of Go-To-Market for founders.
Oh, and he’ll be speaking at the PL[X] Summit in November. The moment partner ecosystems go mainstream is live at plxsummit.com
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
Jared here, and today was all my treat. I’m so excited I got to interview my Co-Host and Co-Founder, Isaac Morehouse. This is his story.
I’ve known Isaac Morehouse for going on 12 years – personally, politically, philosophically, and in business.
We’ve been customers of each other multiple times.
We’ve read, written, and spoken on almost the exact same topics with very similar takeaways.
And I can confidently say that Isaac influenced the trajectory of my life. He’s a once in a lifetime business partner who I am honored to share the title of co-founder with.
But what makes him so special?
Of the thousands and thousands of articles, podcasts, and content pieces he’s produced, what made the “partner moment” right for him?
What first principles span the past decade of learnings that resulted in us creating PartnerHacker together?
I know you’re going to love it.
OHHH and if you listened all the way to the end, don’t miss out on the biggest news we’ve EVER dropped. The announcement of the first ever, PL[X] Summit.
The moment partner ecosystems go mainstream is live at plxsummit.com
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
Partnerships are wonderful, right?!
Well, not always. In fact, sometimes it’s downright brutal. We can talk about how great the era of ecosystems is, but the day-to-day reality of partnership pros is no cake walk.
Everflow’s Michael Cole joins us for real talk about the hard parts. But it’s not all gloom! We also discuss how to overcome the challenges, and the massive silver lining in the early innings of this era. We also discuss how to not waste time, why measurement is so hard, and whether partnerships should live inside of marketing.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
Wow. This one was pretty awesome. Allan Adler became the first ever three-peat PartnerUp guest, and this was our best convo yet.
We unpacked the challenge of visualizing an ecosystem approach, talked about Allan’s Commitment/Influence model, and somehow wound up in a full-on anti-funnel dialogue that took us all kinds of unexpected places.
Consider this the initial salvo to kick-off the discovery of replacements for the funnel as a mental map of our markets and processes.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
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You can check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
We’re busting out the bourbon kcapping off the first ever First Friday event with this live PartnerUp episode.
Bonus: Isaac shares (for the first time ever) his White Whale Fail, and how he would’ve handled this botched megapartner differently if he had it to do over.
We dive into landing outsized partners, building a program from scratch, and a lot more. Let your hair down and join the fun!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll be sure to showcase your commentary! We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
Many people don’t realize how far ahead of its Intuit competitor Xero was in winning the ecosystem battle and becoming a necessary layer across the finance and accounting world.
Bryan Williams joins us to talk about their unique strategy, how they managed to win big, and what the pros and pitfalls are of going platform-first. It’s the way to dominate a category, but it’s not something you can do easily, lightly, or in every situation. We also discuss Bryan’s next career chapter bringing these insights to the world!
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll be sure to showcase your commentary! We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
What is up PartnerUp!?
A few weeks ago we covered the ~75,000 Account Executive jobs listings on LinkedIn being surpassed by a surprising new leader…the Partnerships Manager job listing
There were ~81,000 Partnerships Manager jobs. Perhaps a turning point in partnership's popularity.
If that’s the case, then it’s on us leading this movement to answer the question – where the heck are these partner people going to come from?!
Most likely, sales.
So instead of pontificating in our ivory towers on what will motivate sellers to come to partner land, we figured we’d bring on one of the best who HAS made the transition absent any of our influence!
Chelsea Graham is a former Account Executive for Tableau turned Partnerships Manager for Highspot.
She spoke at Supernode 2022 and after her story of taking the partner pill, we dive deep into the opportunity to create partner experiences for sellers that flip creative switches and sew the seeds of tens of thousands of partner professionals for the future.
Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.
Share the episode with your commentary on LinkedIn or Twitter and we’ll be sure to showcase your commentary! We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.
You can check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world’s number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/
Partner people what is up?! Today we have on an old friend of Jared’s Mario Tarrabia, CEO of partnerpage.io/ for some lessons at the intersect of emotion and logic.
And a surprising first principle that’s probably your company’s most scalable component…
Emotions.
How you make people feel.
It turns out, give, give, give and make deposits before making withdrawals is the fastest way to scale a partnership culture that wins.
This is one for the books that I wanted to end with a hug, don’t miss the meditation master himself Mario on this less philosophical, less tactical, and more emotional PartnerUp!
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
Mentioned on today’s episode:
– PartnerPage.io – if you’re lacking a scalable way to give first, boom. Now you’re not.
– Mario’s columns - https://partnerhacker.com/author/mario/
– INTRODUCING, PartnerHacker’s first ever First Friday! Join us Friday, August 5th at 2-4pm ET to hang LIVE with the PartnerUp crew and the secret return of the ORIGINAL PartnerUp co-host, Kevin Raheja
What is up PartnerUp?!
If you try to build a product, platform, community, or ecosystem like an engineer or architect, you will fail. Every time.
If you view it as a garden, you just might succeed.
Alex Komoroske is one of the most fascinating thinkers in business, and his wildly popular illustrated and emoji-based decks on how to build a platform ecosystem and how large companies are like slime molds have created breakthroughs for startups large and small.
We talk about whether all this abstract stuff is just a load of bull, why it has to come from the bottom up, and how to put it to use. We also dive into the problem of measurement, and why sometimes the most important stuff is what can’t be measured - and how to convince your boss of this!
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
Mentioned on today’s episode:
Gardening Platforms:
https://docs.google.com/presentation/d/1cY95dRixFho0pMIlrEFcGL_XKVy9vnE4NGOD6TQMj50/view#slide=id.ge22ac2ec66_0_94
Slime Molds: https://komoroske.com/slime-mold/
FLUX Collective: https://read.fluxcollective.org/
What is up PartnerUp?!
We’re back with a second time guest, the King of listening to the customer, author of The Partnerships Economy, and CEO of impact.com Dave Yovanno
And this time, we’re making it easy for you.
Isaac mentioned something on the show that really brought this home for all of us: the very nature of a B2B buy requires solutions working together. And yet consumer? You can mostly buy without consideration of other solutions.
Ok, duh, so what?
Well, why the heck then is consumer partner marketing lightyears past B2B marketing?!
How is it that consumer companies are driving the innovation in going to market together, when they don’t have to?
Turns out, we’ve been overcomplicating it all and Dave shares his favorite stories we can all use to have more simple, meaningful conversations with our marketers.
Give ‘em that easy button and tune in.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
Mentioned on today’s episode:
David’s book, The Partnership EconomyThe impact.com Sunday Story: Trust at Scale - Bringing Influence to the B2B Journey
Allan Adler’s Ecosystem Maturity Survey mentioned in the show
What is up PartnerUp?!
Today, Jared and Isaac are joined by Bryn Jones, CEO of Partnerstack following the biggest event of B2B SaaS Partnerships history — Ecosystem Week 2022.
The partnership narrative is changing, and ecosystems, are a huge variable in that change.
If ecosystems can help elevate partnerships from out of the shadows, we need to actually understand them.
Partner professionals from across the world gathered to hear some of the top minds in partnerships answer some of the most looming questions — what is an ecosystem; what does an ecosystem-centric business look like; why are ecosystems advantageous for businesses.
WTF is an Ecosystem?!
Find out now.
Get on-demand access to the recordings!
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
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Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
Wait... did the author of THE CHALLENGER SALE... seriously agree to come on PartnerUp?!
Like, millions of copies sold, "The Challenger Sale?!?
Like, the rulebook for every seller in Silicon Valley "The Challenger Sale?!"
Oh yes he did, and it's too good to pass up. Let's roll.
What is up PartnerUp!?
Perhaps one of the most influential voices in all of sales, Brent Adamson, joins us on the pod.
Has the sultan of sales been partner pilled?!
On today’s episode, we welcomed on Brent Adamson from The Challenger Sale, CEB, Gartner, and Ecosystems.us.
Brent explains the biggest things standing in between companies and their customers, what it actually takes to establish effective customer relationships, and the SaaS macro-trends he’s seen bringing about the era of ecosystems.
Together, Brent, Jared, and Isaac bounce ideas back-and-forth to come to a conclusion about one huge opportunity the SaaS space needs to figure out how to leverage.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
A couple of months ago, Reveal’s $50M Series A shook the Partner Tech space.
Today we have on Simon Bouchez, Reveal’s CEO and Co-Founder on the podcast to give us the inside scoop.
On the episode we discuss Reveal's business model, data sharing, partner tech, and data sharing.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
What’s up PartnerUP?!
Today we have Braydan Young from Sendoso on the podcast to talk about the sending economy.
We all know that partnerships are built on trust, but finding ways to establish that trust is not always easy.
The mass-produced swag, auto-respond messages, and lack of personalization don’t do the trick when you want to establish deep trust.
You have to show people that they can trust you by doing more than they expected.
Read the Sendoso feature on PartnerHacker.com.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
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What's up PartnerUp?!
Today we have PartnerHacker's head of partnerships, Will Taylor.
This episode is all about how Will forged relationships and compounded trust in the partnerships space.
We dive into Will's journey into B2B partnerships, explore his beginning as a sales person, and talk about adding value at scale.
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Find more episode details on partnerhacker.com
What’s up PartnerUp?!
WHY do we believe in ecosystems? Is it all confirmation bias?
In all honesty, we’re big fans of believing what we preach, but we’re not trying to delude ourselves. After some deep thought, today we explain WHY we believe in ecosystems.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Find more episode details on partnerhacker.com
What is up PartnerUp?
Is it just me or are partnership events gaining more traction than they used to?
Crossbeam's Supernode happened in Philly a couple weeks ago, and a lot happened.
Two honorable mentions:
- Sara Wang from A16Z announced that VCs are betting big on partnerships
- Crossbeam announced that it acquired Partnered.
This is a moment, and the more we come together, the more we realize.
That's why it's important to keep up-to-date with what's going on at each.
Here are a couple of conversations captured during the event as well as Jared's keynote.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
SUBSCRIBE & LISTEN ON:
- Apple
- Spotify
- Or literally, anywhere you get your podcasts. Seriously. Ask Alexa: “Alexa, play "PartnerUp the Partnerships Podcast” and magic…
What’s Up PartnerUp?!
A few weeks ago PartnerUp set up a makeshift studio at SaaS Connect.
As people were going in and out of talks, connecting and networking, and discussing a coming shift in partnerships, we invited some of the best to stop in and chat.
This episode is the second compilation of those conversations.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
What's up PartnerUp?!
On today's episode, Josh Wagner from Love Selling Hate Sales comes on to talk about co-selling and agencies.
Co-selling is one of the most difficult things to do well, and it has to be treated that way.
Listen to the episode as Josh gives his advice for creating long-lasting partnerships.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
What is up PartnerUp?!
What's the future of partner portals? Should we keep them? Should we kill them? Should we come up with a new type of partner portal?
Following a viral LinkedIn post, partner portals became the focus of a live event. Hotly contested, there's still much to be decided.
Here's the recording of that event.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
What's up PartnerUp?!
Lisa Lawson is on to talk about partner management. Starting at Microsoft and finding herself at many startups, she recognized one of the biggest issues is role-based training. There are very few companies that provide role-based training for their employees, and even fewer companies for something as new as partner management.
Partner Managers are at the front line of finding and creating quantifiable value between partners.
A repeatable playbook is what new partner managers need, and Lisa has just that with her course at SaaSy. Get a spot while you can.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
SUBSCRIBE & LISTEN ON:
- Apple
- Spotify
- Or literally, anywhere you get your podcasts. Seriously. Ask Alexa: “Alexa, play "PartnerUp the Partnerships Podcast” and magic…
What’s Up PartnerUp?!
Last week PartnerUp set up a makeshift studio at SaaS Connect.
As people were going in and out of talks, connecting and networking, and discussing a coming shift in partnerships, we invited some of the best to stop in and chat.
**This episode is a compilation of those conversations.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.**
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
What’s up PartnerUp?!
Laura Padilla, the Head of Global Channel, Platform Sales and BD at Zoom is BACK for her second feature on the podcast.
Today she’s sharing some juicy Zoom details.
During the pandemic we were consumers of Zoom. Now, we get the chance to look back and ask her what it was like on the inside.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
What’s up PartnerUp?!
The DYNAMIC DUO has returned!
In this special episode, Jared and Isaac leverage their shared love for philosophy, economics, first principles, and systems to figure out partnerships.
This is uncharted territory, and it takes exploration to understand.
We’d love to hear your connections and insights!
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
What is up PartnerUp!
Today we have on Rob Brewster, CEO of Go Formz, and ex - Twilio, Eloqua, and Salesforce.
To succeed in this business, you need the right mindset, and Rob is a classic example of this.
Beginning as a “food and beverage salesman on a 20% commission structure,” aka a waiter, he stumbled into SaaS and made it a priority to exceed expectations.
You can’t just do what’s expected of you, you have to go above and beyond.
Enjoy!
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
What is up PartnerUp?!
Can you believe this episode is the big 5-0?!
We’ve been on this partnership journey for almost two years, and we’re just getting started!
For this monumental 50th episode, we have on Chris Samila, the VP of Partnerships at Crossbeam.
As a part of Crossbeam, the largest Partner Platform, Chris has a front-row seat to the “wild world of peer-to-peer tech partnerships.”
He shares his thoughts on partnership MVPs, testing, the future of marketing, data, and the early signs of this coming partnership era.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
Scott Brinker has been deemed the Godfather of Martech. That’s high praise, and rightly so.
He saw the value in early marketing technology and became an advocate. At that point, not many people recognized the way everything would fit together. Scott did. Now he’s hopped onto the partner train. That CAN’T be a coincidence.
As Hubspot’s VP of Platform Ecosystems, Brinker is ahead of the curve and is becoming a leading voice in partnerships and ecosystems.
“The world is shifting to ecosystems,” he says.
It’s time to hop onto the train!
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
So everything feels weird right now.
We’re all exhausted and we’re a little scared. And we can’t even feel ok about feeling bad because look how lucky we have it compared to “waves vaguely at every war torn country.”
But something else is afoot.
Today’s conversation was prompted by Warren Buffet’s saying, “Be fearful when others are greedy, and greedy when others are fearful.”
Given our current financial situation, the uncertainty of war, and the unplanned events of the past two years, becoming anti-fragile is a must.
What will change if (when?) bear markets roar? What sequence of dominoes would fall? How would it affect you and your company? And most importantly, what moves should you be making right now given your unique understanding of and position in partnerships?
These are important questions to answer BEFORE everything takes a turn.
Armed with some insider information, we see people anticipating this turn. People either benefit from major events or are divested by them. They either become leaders or look to leaders.
Listen to today’s episode, cut down on the non-essentials, and prepare to become a leader in the changes that are to come.
What is up PartnerUp?!
We have Allan Adler back on the podcast, and it’s time to get PROVOCATIVE with predictions!
When it comes to making plans, it pays to think about the next 18 months, not the next decade. Today, Allan makes predictions about what 2023 might have in store for the partner and ecosystem worlds.
You WON’T want to miss this. Whether you’re a partner leader, an executive, or play a different part in your org, knowing what to look for might be the edge you need to ride this wave.
To catch a wave, you have to know when to hop on. You can't jump on too early, and you don't want to jump on too late.
The swell is what you’re waiting for — catch the swell, and allow it to carry you as far as it can.
In this episode, Allan gives you all the signs to look out for so you don’t miss that swell.
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
What is up PartnerUp?!
I looked at my phone the other day, and realized how bombarded I was by notifications. Tell me if this sounds familiar: too many Slack groups, a crowded email inbox, and memberships galore. I can't keep up! Some win my attention, but most don’t.
That leaves me with a big question -- how do we create communities that cut through the noise?
When it comes to communities, Ashley Taylor, VP of Partnerships at Commsor, is top-notch. Throughout this episode, she reframes our thinking and answers some hard-pressed questions.
There are a lot of ideas about what community is, and about what it’s not.
The temptation is to view community only as a function of a business, but that view can steal your imagination. Community isn’t one-dimensional. Ashley explains why community touches every aspect of an org, and why it’s not limited to our technology.
“Community is going to happen whether or not you, as an org, intentionally create it.”
Fun fact: Jared and Ashley used to work together at Drift. Want to know why Jared was a “pain” to work with? Tune in.
—-
Never miss an episode by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of the episode.
Share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. We love to hear your thoughts on each episode, and would love to comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
What is up PartnerUp?!
Isaac and Jared are back after a wild week with Jay McBain. This time, Isaac turns the mic on Jared to go way beyond the perfunctory partner tactics, and dive deep into philosophy...
Why does Jared believe that ecology and ecosystems play according to the same laws?
What first principles of partnering apply all the way from public companies, down to starting a brand new biz?
How early is too early for partnering? How late is too late?!
All this and more as we recognize the moment we're in and think outside the box.
Oh and hey, remember to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. And if you’re on Youtube, smash the subscribe and notify button.
For the Apple Podcast fans, leave a FIVE STAR rating.
And If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker . Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
The Maven of Markets…
The Godfather of Partner Ecosystems…
The Partner Prophet himself, Jay McBain is BACK.
In an episode for the books that will go down in history.
Jay’s first PartnerUp appearance “The Decade of the Ecosystem,” was an instant hit.
But what is happening right now?
Is anyone listening to Jay?
Are there examples already of his predictions coming true?
Exploding VC and Wall Street investments… Community everything… Marketplaces for everyone… channel chiefs being replaced by ecosystem chiefs across the board…
And it’s only going to get wilder from here.
Don’t miss it.
* To follow Jay’s writing —* https://go.forrester.com/blogs/author/jay_mcbain/** Hey, did you know PartnerHacker Daily launched? Sign up at http://partnerhacker.com/ for the world’s first daily partner ecosystem newsletter and follow us on Twitter https://twitter.com/partner_hacker/
And If you liked the show, share the episode with your commentary on LinkedIn and hashtag #partnerup #partnerhacker. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
What is up PartnerUp & Ecosystem Aces!
Jared Fuller and Chip Rodgers join each other on a very special cross-pod takeover to bring you some of their favorite stories from doing over 200 episodes on partnerships combined.
Chip is the Chief Marketing Officer at Workspan and host of the Ecosystem Aces podcast.
Don't forget, we just launched PartnerHacker.com - go there RIGHT NOW and signup. Promise, you're gunna love it.
Oh and hey, remember to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. And if you’re on Youtube, smash the subscribe and notify button.
For the Apple Podcast fans, leave a FIVE STAR rating -- because Isaac will leave if you don't
.And If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
What is up PartnerUp!
We're back. And we just launched PartnerHacker.com - go there RIGHT NOW and signup. Promise, you're gunna love it.
And the "we" is different this time as PartnerUp welcomes our newest co-host, entrepreneur, and friend of Jared since 2009, Isaac Morehouse. Isaac is the founder of DiscoverPraxis.com and Crash.co, but even more importantly, he's an entrepreneur who's seen the light of ecosystem.
AND he's no stranger to podcasts or content creation, having recorded over FIVE HUNDRED podcast episodes and written over TWO THOUSAND blog posts. Whoah. I think the PartnerUp game just got leveled the heck up.
So tune in to the next BIG chapter of PartnerUp and PartnerHacker.com - big things are poppin in partner land.
Oh and hey, remember to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go.
And if you’re on Youtube, smash the subscribe and notify button.
For the Apple Podcast fans, leave a FIVE STAR rating -- because Isaac will leave if you don't.
And If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/
The PartnerUp co-host curse strikes again! Does that make me the WORST co-host ever???
It’s time to say goodbye to Michele for now - AND good luck in the next era of her career.
It may be the last but it’s certainly one of the best.
So tune in as we remember four years of being on the frontlines in hypergrowth partnerships together.
Learn how we went from “Experimental Business Unit” to trailblazing our way to that “Official” status, ramping reps in their first month, and many more stories.
PLUS I also drop the teaser of a new website I’m launching next week and name the new co-host!
Oh and hey, remember to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. And if you’re on Youtube, smash the subscribe and notify button.
For the Apple Podcast fans, leave a FIVE STAR rating -- because Michele won't accept anything less.
And If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com
Happpppy New Year PartnerUp!
I'm back (and solo for the first time ever!) recording this on Sunday night because I couldn't sleep before dropping my 7 partner predictions for 2022...
They're urgently important before we hit SKO season and are just as controversial as I hope they are inspirational.
Inflation, Offers, Influence, oh my!
After tuning in, what do you think of my 7 predictions? Share one on LinkedIn, tag me in the comments, and let me know your thoughts!
Oh and hey, remember to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. And if you’re on Youtube, smash the subscribe and notify button.
For the Apple Podcast fans, leave a FIVE STAR rating -- because Michele won't accept anything less.
And If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com
What's up PartnerUp!
Today we are geeking out on my favorite topic of all time -- strategic partnerships.
You know what I'm talking about - the underdog partnering with the market leader. The David and Goliath. The Cinderalla Story. Strategic Alliances!
And we're delighted to have the author of one of the very, very few reads on this market shifting motion, Mark Sochan of "The Art of Strategic Partnering, Dancing with Elephants."
Available on Amazon of course :)
So tune in and learn from the legendary author of this fundamental read. Even Geoffrey Moore (total fan over hear btw) says Mark knows his stuff (yes, the Crossing The Chasm author endorsed this book!).
Oh and hey, remember to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. And if you’re on Youtube, smash the subscribe and notify button.
For the Apple Podcast fans, leave a FIVE STAR rating -- because Michele won't accept anything less.
And If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com
What is up PartnerUp!
Jared here - I’ve been complaining for years that there is no definitive work on partnerships and no ‘book’ to reference. If you’re a listener, you’ve probably heard me rant on this a few times…
But that’s about to change, FINALLY.
Welcome to The Partnership Economy, ushered in and documented for the first time ever by David Yovanno’s must-read for every partner leader and executive in this new era.
I read an advanced copy and knew I HAD to have Dave on the show.
You’re going to love the tons of crazy stories about legendary partner deals that are sitting right in front of you and our discussion on the primer for this huge book release by Wiley.
So tune in partnerup! And don’t forget to pre-order “The Partnerships Economy” from Dave here: https://www.amazon.com/-/en/David-Yovanno/dp/1119819709 and check out the great content on impact.com.
Oh and hey, remember to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. And if you’re on Youtube, smash the subscribe and notify button.
For the Apple Podcast fans, leave a FIVE STAR rating -- because Michele won't accept anything less.
And If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com
PartnerUp - we're back!
Good to be back too, we've missed ya.
One thing we wouldn't miss though is the seemingly universal disdain of the dirtiest word in partnerships: "influence."
Unfortunately, I think we all get it. "Partner Influence" has a bad rap for a reason -- it's been abused by too many and ignored as a result.
But what about the today's crazy new world in 2022 and beyond makes it time to change how we view and use "partner influence?" Is it time to take back the meaning and measure of "influence" as not only strategic for partnerships, but critical to company growth?
Allan Adler of Digital Bridge Partners has seen partner influence change over each era of the Internet. He's founded, operated, sold GTM consulting firms and coached partner strategy for some of the best CEO's and Ecosystem Executives in tech.
Instead of a dirty word, Allan pushes for the executive team to take renewed ownership of influence as the real currency in the decade of the ecosystem and shares how we can start measuring that influence... right... now!
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go.
And leave a FIVE STAR rating -- because Michele won't accept anything less.
If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
What is up PartnerUp!
On today's episode we're bringing back the duo format more dynamic than ever with the addition of Michele Albanese to the show. Lettts go!
Today we discuss what the role of a "Partner Programs Manager" is and why you absolutely need one, now!
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. And leave a FIVE STAR rating -- because we do this all for free for all of you. It's the least you can do :)
If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
What's up PartnerUp! We're BACK and dropping heat with the best names & knowledge in partnerships you SHOULD have heard of. And this is a name you're not going to forget with some lessons you can take all the way to the Board Room.
Did you see those logos in the title?
Avanish is perhaps (and IMO undoubtedly) the most decorated B2B SaaS Partner Executive of all time.
Avanish has helped lead partner programs & ecosystems for SalesForce, ServiceNow, Google Cloud and is on the Board of Directors for HubSpot.
We discuss the rapid changes in B2B GTM leaving the door open for ecosystem as a competitive advantage that executives and boards are starting to wisen up to.
You're going to love Avanish's cool, calm, and collected thoughts from someone who can say a thousand words in one crisp sentence.
This is how a true partner executive and board representative talks partnerships and the strategic imperatives for their business. Tune in and level up your executive presence that you can take all the way to the Board Room on this very special episode of PartnerUp.
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. And leave a FIVE STAR rating -- because I do this all for free for all of you. It's the least you can do :)
If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
Bobby Napiltonia is a LEGEND of Business Development, Partnerships, and GTM. He scaled the AppExchange under Benioff in the early 2000s, was the CRO of Twilio, Next, and has so many exits I can't count them.
He was our FIRST outside guest on episode #2 of PartnerUp.
And... he's... BACK!
With the most poetic and deep conversation we've had on the show. You will need to pause and re-listen... several times.
It really is THAT good.
Bobby and I could go on for hours.
He's taught me some of my favorite lessons in BD and I consider him one of the (if not THE) most legitimate Partnerships pros to have ever graced B2B.
Tune in to check out his timeless tales & truths behind the SFDC AppExchange and the whole new world we find ourselves in now.
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. And leave a FIVE STAR rating -- because I do this all for free for all of you. It's the least you can do :)
If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
What's up PartnerUp! We're BACK with another emergency pod on back-to-back days with a big announcement.
If you didn't catch episode 032, we said goodbye to Justin in a heartfelt episode of reflection.
In 033 we're looking forward and I'm amped to be welcoming Jason Yarborough, aka Yarby, as Drift's new Head of Tech Partnerships.
Jason shares his framework for driving partnerships that matter and what being genuine is all about. He's even got the stick posted to his desk.
If you want to be a partner leader of the future pay close attention to how Yarby uses his simple framework to drive partnerships that make a difference.
Welcome to Drift Yarby and stay tuned for our next episodes.
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go.
If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
We're baaaaaack and in-person for the first time ever.
It's bittersweet but more sweet than bitter.
It's not goodbye but more like, "see ya later."
On this special pod of PartnerUp, Jared says goodbye to co-host Justin as Justin starts his next chapter in fitness and life.
BUT don't get too worried. PartnerUp isn't going anywhere. In fact, we're coming back bigger and better than ever.
Tune in to hear Jared and Justin reflect on their lessons and learnings from the dozens of shows they've produced together and how Justin will use these learnings in his new chapter.
What REALLY is partnerships all about and how can it apply to a life outside of partnerships to even entrepreneurship?
Thanks for the memories Justin and raising the bar for PartnerUp - it was a pleasure partnering with you -- Jared.
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go.
If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
What's up PartnerUp?!
Let's set the stage for this one. On episode 027 with the CEO of Crossbeam, Bob Moore, we asked "when is the title of Chief Partnerships Officer" coming?!
Well, don't wait any longer, it's here.
Braydan Young is the Cofounder and Chief Partnerships Officer of Sendoso. And while his title of Cofounder will never change, he's the first Cofounder to our knowledge to ever change his title to anything with partnerships in the name.
So why did he do it? And why should every company have a partner chief?
Tune in to find out and geek out with the PartnerUp crew.
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go.
If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
Hey hey PartnerUp, we're back-to-back with another show and a little bit of back-to-the-basics. You might be thinking you have your fundamentals down, but I challenge you to spend the 7 months Stephen spent honing Marketo's program relaunch!
Great ecosystems aren't brainstormed on one slide deck and shipped...
Today's guest is Stephen Ceplenski who designed and managed Marketo's Partner Program structures and tiers. He also worked on amorphous metals used in spaceflight. Whoah.
I've seen Stephen's program structure work first hand. All 900 cells! And let me tell you, you are going to want to take a similar approach if you want an ecosystem that lasts.
Everyone says to keep program design "simple" but the reality is ecosystems are complex. Stephen makes quite the case for seeing the full picture before leaving vital pieces of your partner program blindly behind on the cutting room floor.
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go.
If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships. Tag us in on the post so we can comment and share back!
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
We're back - what's up PartnerUp?
(Sorry for the brief hiatus -- Jared was off in an RV for two weeks roaming the Rockies)
Today we have Isaac Smith of Allocadia to unpack why he sits in the Proserve org and the unseen benefits that come alongside. Don't worry, he still carries a revenue target and why you might want to embed a function in your Proserve team too.
Plus, Isaac shares the simplest GTM matrix for program prioritization out there. Check it out here: https://blog.crossbeam.com/exercise-evaluating-partner-program
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go.
If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerships + tag us in on the post so we can comment and share your content.
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
Ok, so I might have gotten carried away with the title.
But that's for good reason. If you don't know Jay McBain or even if you do, prepare for a 45 minute masterclass on Ecosystems.
There's a reason I am henceforth referring to Jay as "The Godfather of Modern Ecosystems."
Talking all things ecosystem, indirect, channel, partner, etc with him is like showing up to a UFC main event as a white belt in Karate.
In this show, Jay breaks down why he is calling this decade "The Decade of Ecosystems," and makes some bold predictions on the next TRILLION dollar SaaS company.
This will be one for the books and to share with every executive and colleague at your company. Follow Jay's writing at https://go.forrester.com/blogs/author/jay_mcbain/
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. If you liked the show, give this episode a like and share on LinkedIn and tag us in.
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
What is up PartnerUp?!
Today we have on Bob Moore, CEO of Crossbeam and, whoah... you're going to love it.
It's refreshing to hear from a CEO who has built successful businesses like RJ Metrics and realized the underserved power of partnerships.
Bob tells us about the big bet he's making on partner ecosystems and this will be a show for the books.
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. If you liked the show, give this episode a like and share on LinkedIn and tag us in.
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
If you thought you were an expert on SaaS GTM or Channel Partnerships, please allow our latest guest Matt Quirie to have you question everything.
MUST LISTEN ALERT.
In this conversation Jared, Justin and Matt lay the foundation for everything in channel partnerships: Trust.
And while you probably won't disagree with that statement, the implications to how you manage your business, your teammates, your partners and customers are vast.
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. If you liked the show, give this episode a like and share on LinkedIn and tag us in.
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
Whoah, whoah, whoah, look who is back!
It's us, PartnerUp. It's been too long but after a brief hiatus, we are coming back at you with THREE new shows to scoot you into that summer mood and a regular cadence for the next several months.
No more interruptions.
For the first episode we sit down with Alex Wright and dissect how Adobe generates demand with their partners.
If you haven't seen partner marketing at this scale, you're going to love how Alex talks about creating demand with partners and being an integral part of your company's marketing team.
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. If you liked the show, give this episode a like and share on LinkedIn and tag us in.
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
A VERY special episode where PartnerUp and Partnered Podcast take over each other's feeds. We had a blast with Adam and you are going to love (or reallly hate) our takes on the future of B2B SaaS Partnerships.
"Nowadays nobody owns the customer, the customer owns themselves." Adam.
Yeah, Adam Michalski gets it. So much so that he quit a very successful B2B SaaS company as the Head of Partnerships to start Partnered.com and is the host of the Partnered Podcast.
Don't forget to subscribe on Apple Podcasts, follow on Spotify, or anywhere you get your pods on the go. AND give this episode a like and the PartnerUp Youtube channel a subscribe. :insertprayhandsemojihere:
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
On today's episode we say farewell (for now) to Krystan Resch of DiscoverOrg/Zoominfo who just "retired" after 9 years leading the wildest ride in B2B data on the planet.
Krystan saw one of the most complicated B2B SaaS companies to go public this decade and educates us all on how data, partnerships, and acquisitions can transform data into subscription value for your business and customers.
Thanks Krystan for all the memories and good luck in the next chapter.
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go, give this episode a like, and the PartnerUp Youtube channel a subscribe.
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
What is up PartnerUp?!
Jared & Justin catch up on some of the tactical tips Drift uses to drive partner sourced pipeline (plus the shot they have at growing 300% this quarter!) and take a deeper dive into the corp-dev question of build, buy, or partner.
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go, give this episode a like, and the PartnerUp Youtube channel a subscribe.
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and...
Don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
Howdy Partner! Today we were honored to welcome Kris Jenkins to the pod who was the Sr. Director of Alliances at Workfront (acquired by Adobe).
On this episode Kris gives the keys to the M&A kingdom on how to partner so good with your alliance partners that they buy you outright!
Don't forget to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go, give this episode a like, and the PartnerUp Youtube channel a subscribe.
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
We've been needing a guest like this... For all the listeners out there that manage a partner book directly, this is THE episode for you.
In our first ever DRIFT takeover for PartnerUp, we had a blast bringing on Shareen Shelton. Shareen personifies how to level up as a partner manager, is currently a Sr. Enterprise Channel Account Manager by day, and a practitioner/student of B2B SaaS.
Starting out as a CPA, pivoting to operations, moving to Account Manager, to building and farming a partner book, Shareen knows first hand what it takes to level up in partnerships and in your career.
Prior to Drift, Shareen was the number 1 Channel/Partner Manager at Acquia.
Don't forget to follow along the conversation at https://www.cloudsoftwareassociation.com and join the slack group to hang out and learn with 4,000+ partnerships professionals.
What are the partner secrets behind Zoom's meteoric rise to the top of Mt. SaaS?
In today's episode we have the Global Head of BD at Zoom, Laura Padilla. Boom.
One day Laura's name will be minted in the partnerships hall of fame and today she lays down the laws that will get her there. Every BD leader, senior executive, and individual contributor needs to tune into this very special episode 20 to learn from Laura's decade-plus worth of senior partnerships experience building some of the most successful partner ecosystems around.
Laura breaks down the difference of building vs. scaling partner ecosystems in Hypergrowth and how to know when it's right to move past building into scaling.
Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.
What is up PartnerUp - we're back with an OG of B2B Martech and Enterprise Saas, Marne Reed. Marne is the Chief Evangelist at PFL but she's pretty much held every position you can think of in addition to running their alliances and partner programs.
Marne hails from the finance side of the house but also has run Human Resources before turning her love to partner programs. #notnormal
Marne is the Swiss Army Knife of B2B SaaS and you are going to love her unconventional takes on partnerships.
In today's episode we're talking something so controversial that your board is quivering just because you have it in your queue... We're talking partnering with your competition...
Whoah.
You're going to have to listen to this one before passing judgement!
Don't forget to follow along the conversation at https://www.cloudsoftwareassociation.com/ and join the slack group to hang out and learn with 4,000+ partnerships professionals.
What is up PartnerUp?
Is it better to play against the Casino, or be the Casino?
As the saying goes, "the house always wins." Same can be said for your go-to-market. Successful ecosystems are not about playing the market, but about BEING the market.
You don't want to miss this one with the legend himself...
We're joined by Sunir Shah of the Cloud Software Association (CSA), AppBind, and formerly Freshbooks and Olark. Sunir has seen well over a decade of partner transformation and as the Founder of the CSA, has probably talked "partner" as much as anyone in SaaS.
Don't forget to join in and follow the conversation at https://www.cloudsoftwareassociation.com
Today we have Scott Barker of SalesHacker, Outreach, and GTMFund.
Outreach was early to the B2B SaaS media game in their acquisition of SalesHacker and Scott joins us to discuss how community and media can create oversized leverage for your ecosystem.
We kickoff today with a new section - PartnerUp News. We get Scott's take on HubSpot's acquisition of The Hustle and the implications for the future of ecosystem in B2B.
Possibly one of our most fun and outside-the-box episodes yet, you learn Scott's take on why media and community are the unseen opportunities today. Can't code? Build content and community.
And don't forget to follow the conversation with the Cloud Software Association and join us at https://www.cloudsoftwareassociation.com/
Today we have an OG legend of BD on the pod.
Norma Watenpaugh helps some of the largest companies in the world (like Google Cloud) scale ecosystems to their advantage.
We breakdown how to think about the economics of your ecosystem to gain a competitive advantage, capture market and win.
Norma is the CEO of Phoenix Consulting Group - you can find more out about her incredible work here: https://www.phoenixcg.com/
And don't forget to continue the conversation at https://www.cloudsoftwareassociation.com/ and join up in the slack group.
In today's episode, we unpack how to drive B2B Partnerships in some uncommon places - like enabling SIX MILLION people to be educated at Coursera when Coursera's end customer was B2C.
How did Kevin pull it off?
Plus we dive into creating new alliances inside the juggernaut Accenture.
Follow Kevin on his LI: https://www.linkedin.com/in/kevinmcfarland/
And don't forget to continue the conversation with the Cloud Software Association at https://www.cloudsoftwareassociation.com/
PartnerUp! What's up?
Today's show is about the age-old story of David and Goliath. The small winning over the big. The odds stacked against and yet victory in grasp.
And who better than to tell the David and Goliath story for partnerships than David Pilgrim. David is the VP of ISV Partnerships at Algolia and a former BD leader at Publicis Sapient, Opentext, and Marketo.
In this episode, we unpack what the heck is BD anyway in the alliance context, how to partnerup to win with the goliaths, and we end with inarguably the best 20 minutes of partnerships podcast YOU. HAVE. EVER. SEEN.
Seriously, this show is a slow burn that turns into an explosion of knowledge. You are going to love it. Remember this "DONT. MEASURE. FUDGE."
Don't forget to like, subscribe, and join the conversation on PartnerUp in the Cloud Software Association at https://www.cloudsoftwareassociation.com/
What is up PartnerUp? Welcome to 2021! And we're back with back-to-back episodes and a new episode every week!
Today we're getting tactical for the frontline. Where the magic happens.
Because you know what? All this alliance theory really doesn't matter if you can't make things happen in the field.
And we are elated to announce our newest co-host, Justin Bartels!
Justin is the Strategic Alliances Manager at Drift and is (in Jared's opinion) a BD savant.
He's here to make sure we don't get too carried away in the clouds and can implement these ideas on the ground. Where numbers are made or missed.
And we end on possibly the most empowering note of our 12 episodes to date.
So buckle up - let's say goodbye to 2020 and the hangover month of January and welcome 2021 PartnerUp style.
This episode of PartnerUp is brought to you in partnership with the Cloud Software Association. The community of 4,000 partnerships professional helping you advance your profession and career.
What is up PartnerUp? Today we're talking Partner Ops.
Our guest is Matt Irving who runs Partner Operations for WP Engine.
But what we loved about this episode is that this isn't an episode ONLY for ops people. It's an episode for EVERYONE who wants to accurately measure, improve, and scale partner programs in SaaS.
Send this episode to your VPs and C-Suite, because Matt unpacks the philosophy and strategy for build partner lifecycle stages and building an enduring partner program.
You're going to love it.
Oh and hey we have a new sponsor.
Today's episode is sponsored by the Cloud Software Association. The CSA is the network of 3500 SaaS partnership leaders. Connect, gain an instant network across the whole industry, learn from peers, experts, and close deals. Come join. The CSA has a vibrant Slack community and incredible experts answering your questions weekly. Join for FREE at http://www.cloudsoftwareassociation.com/
We have the QUEEN of social selling on today's show - the one and only Jill Rowley. This was Jill's first podcast on the topic of partnerships and it was a gem.
Jill unpacks the need for partner programs to focus less on attaching yourself to an ecosystem and how to create your own. Plus, you get to hear the stories of how Eloqua creating the Marketing Automation category and how their first partners were created.
Ecosystems are required for partnerships to thrive - Jill shares some timeless tactics for how to create yours.
And from the lens of a sales professional, you're going to love her take on how to get the most out of your partner program.
This episode is sponsored by Crossbeam. Crossbeam is a partner ecosystem platform. It acts as a data escrow service that finds overlapping customers and prospects with your partners while keeping the rest of your data private and secure. Sign up for free at Crossbeam.com
WE'RE BACK!
BUT... 2020 will be 2020, so we apologize for Jared's video quality - we had a corrupted video file so we had to use the low res webcam file as a backup.
THE GOOD NEWS...
After a 10 day hiatus, Jared returns from his attempt at running 3 marathons in 3 days on the Appalachian Trail - whoah... Did he make it?!
Kevin also shares some crazy news about his career and what's next for the epic saga of Kevin Raheja.
After we catch up, we get to the goods of talking about OEM (or "powered by") partnerships and how to leverage these partnerships for unparalleled customer value. Plus, discuss how every category can have businesses dedicated to serving other companies through this unique G2M motion!
This episode is sponsored by Crossbeam. Crossbeam is a partner ecosystem platform. It acts as a data escrow service that finds overlapping customers and prospects with your partners while keeping the rest of your data private and secure. Sign up for free at Crossbeam.com
Find the full transcript and support us at https://www.partneruppodcast.com/
How much time should you spend selling partnerships internally?
5, 10, 20, 30, 40 percent?!?
Wait, you have to sell internally?!?
In this incredible episode, Brittany Wroblewski VP of Partnerships at G2 takes us through how she sees internal selling as not only necessary but also a vital part of what it takes to be an effective partnerships professional.
Pro-tip: Changing your mindset on how and how much time you spend here can help unlock one of the secrets of why partnerships are so different. After watching this show, you'll feel refreshed that internal selling is really about creating leverage and alignment.
This episode is sponsored by Crossbeam. Crossbeam is a partner ecosystem platform. It acts as a data escrow service that finds overlapping customers and prospects with your partners while keeping the rest of your data private and secure. Sign up for free at Crossbeam.com.
Find the full transcript and support us at https://www.partneruppodcast.com/
This is a JAM packed episode with Elliot Smith who ran a 20 person partner team at Infor and now is the newly minted Head of Partnerships at 6sense.
Where should the partner team sit within the org chart? Should this change over time depending on the maturity of the company and/or the maturity of the program?
What areas of the business should the partner program impact? Sales? Product? Customer Success? What factors determine which areas to prioritize?
How do you measure the impact of the partner program? How scientific should you get?
SO MANY of these questions and more were posed as challenges that partner teams MUST overcome.
You're going to love it. Don't forget to like and subscribe on Youtube and leave a review on Apple Pods or tune in wherever you get your pods.
This episode is sponsored by Crossbeam. Crossbeam is a partner ecosystem platform. It acts as a data escrow service that finds overlapping customers and prospects with your partners while keeping the rest of your data private and secure. Sign up for free at Crossbeam.com.
Find the full transcript and support us at https://www.partneruppodcast.com/
TK Kader wasn't born to be a BD Professional, but he sure has become one!
If you haven't heard his story, you have to hear the wild Tout - Marketo - Bizible - Adobe story where TK directly oversaw 4 major Martech acquisitions in only 3 years!
In this show, TK unpacks the lessons of leveraging partnerships as a Mergers and Acquisitions vehicle having been on both the buy and sell-side multiple times.
I think we'd mostly agree, if you only partner to get acquired, it's never gunna happen. But understanding how to drive partnerships that make acquisitions a real option gives you the upper hand in your relationships.
Think we're giving you a valuable resource? Then please like and subscribe and rate the show on your favorite podcast channel.
This episode is sponsored by Crossbeam. Crossbeam is a partner ecosystem platform. It acts as a data escrow service that finds overlapping customers and prospects with your partners while keeping the rest of your data private and secure. Sign up for free at Crossbeam.com.
Find the full transcript and support us at https://www.partneruppodcast.com/
Today we're joined by Adrienne Coburn formerly Director of Partnerships at Uberflip and now Strategic Partnerships Manager at wildly successful Shopify.
While we talked about a lot, really the message of this episode is about the difference of building channel partnerships at a startup versus the learnings you get of operating in channel at scale.
Partnerships professionals can benefit greatly from seeing both sides of the story, and Adrienne selflessly shares back with the community some of the differences she's seen at opposite ends of scaling an agency program.
We know you're going to love it.
Love the first 5 episodes and want more? Don't forget to share on LinkedIn, like and subscribe to our Youtube channel, and find us wherever you get your podcasts.
This episode is brought to you by Crossbeam. Crossbeam is a partner ecosystem platform that acts as a data escrow service. You can sign up for free at Crossbeam.com.
Welcome back to another episode of PartnerUp!: The Partnership podcast. Today our hosts welcome the powerful Pete Caputa of HubSpot channel fame as their guest.
These are some topics they discuss:
· Jared introduces Pete as his long-time mentor and talks a bit about Pete and how he built himself up in the market. Pete mentions a site to find other SAS companies and their partners and Kevin asks him a question regarding the usage of the site in his company.
· Jared asks for some selling advice for others and Pete explains his special way how he handles it. Pete mentions the trick with referrals and how it helps him chase a more productive goal. Pete continues to talk about the importance of correct education in the sales market and how he handled one-to-one coaching.
· Pete mentions how he changed his technique when teaching people sales and how it helped him and others around him to sell more. He continues to explain how he sold speed of growth and how he packaged into different separate packages and sold it based on customer needs. Pete also talks about his secret trick to selling marketing packages.
· Kevin asks Pete about the importance of patience and Pete explains his position. Pete talks about his personal experience and how he managed to “ruin” Christmas due to not having enough time and being angry about not reaching his quotas. Pete continues to explain how his position in the company was changed after this period and how in the long-term it helped him.
· Pete talks about his advice on what to do differently from Hubspot. He continues to explain how to not find partners and offers a more productive alternative.
· Pete talks about his checklist for partner enablement. He continues to explain the need for training programs and how it generally helps. Jared asks Pete about more advice about active participation and training. Pete shares his top two methods to do so. Kevin continues to ask about adaptation to new companies and which skills do you take with you and which skills you leave at your old workplace.
· Pete shares his thoughts on conflict elimination and self-service. Jared and Pete talk more about help documentation and whether they should be formal or less formal. Pete talks more about certification and where exactly does it help.
· Pete expresses his opinion about webinars and how they tried to implement it at his company. He also continues to explain how he works deeply with partners and how it is important to share knowledge and technology with each other.
· Kevin asks about the success metric concerning campaigns and Pete explains the different ways people approach it. Jared talks about the philosophical divide in partner marketing. Pete talks more about co-marketing and the benefits it may bring to your business.
· Kevin asks Pete about how to be remembered by other companies. Pete shares a personal story and some insight on the topic. Pete also emphasized motivation and the importance of it. Pete talks about how the market has shifted and the difference between today and when he began and where he thinks opportunities are.
· Kevin asks about the most common question Pete gets asked. Jared foreshadows what a future episode might be about and thanks to Pete for coming to the podcast.
Sources:
· CrossBeam (Sponsor): https://www.crossbeam.com/
Welcome to yet another episode of the PartnerUp!: The Partnerships Podcast. Today our hosts welcome Cristina Cordova as their guests and they discuss many interesting topics.
Among them are:
· Jared and Kevin welcome Cristina and they briefly discuss the situation in California, namely in San Francisco, where Kevin & Cristina currently reside.
· Kevin talks about Cristina’s history and asks her how her current company was affected by COVID. Cristina discusses the details of the measures they have taken to remain competitive. Cristina also discusses what exactly does her company do and how they now function online.
· Cristina discusses her function in the company and what is their biggest project right now. Jared asks about how Cristina’s previous experience helped her at her current job. Cristina talks about some problems and also about some pleasant surprises.
· Cristina goes into detail talking about the API she is working on, discussing its use, and what its main goal. She continues to talk about what she is working on the most now. Kevin asks about what is the goal of the API in terms of customers and Cristina explains how the API manages to attract new customers and also provides a much-needed service for the returning ones.
· Jared asks about Cristina´s work structure and Cristina continues to talk about the hiring process and how many new people have their hired. Jared continues to discuss a desktop app from Cristina’s company and asks her about which “role models” were they inspired by. Cristina talks about the giants in the industry and some features she finds very useful and inspiring. Cristina continues to talk about the importance of simplification and implementation of useful tools for their customers.
· Cristina talks about the balance between upgrading and keeping your interface functional and reactive. Jared asks about monetization. Cristina talks about the possible burdens of having and creating an API. Cristina continues to mention the possible dangers of having too many functions in the API.
· Cristina explains how it is important to keep oversight over the ecosystem and customers interacting with the API. She continues to talk about how many widely-known companies have built themselves up from their platform and how she personally interprets it.
· Jared asks Cristina about which skill did she apply from her previous work to her new project. Cristina talks about her beginnings in the business and talks about how she learned to write good emails. Jared talks about his golden trick when getting new partners. Cristina shares her as well. She continues to explain the importance of a good and known name in the business world.
· Jared and Cristina wrap up the podcast talking about their experience with big partners and the importance of keeping them around. Cristina talks about how to recognize which partners are important for your business.
Sources:
https://www.crossbeam.com/ (Sponsor)
https://twitter.com/cjc (Cristina Cordova twitter)
Join Jared Fuller and co-host Kevin Raheja with their very first episode of Partner Up! – The Partnerships Podcast. They discuss their early beginnings, the value of a good partnership, the SUMO tactic and Kevin shares what was the first job he got after he dropped out of college! Jared and Kevin, being partner colleagues and friends for years, each with their own tips and tricks will feed you real-life examples and short rules that you can use to level up your partnerships game!
Notes:
· Jared and Kevin go back and remember their first time they met. Jared tells stories from the conference, while Kevin talks about his first day in a new position.
· Jared explains the concept of landing a SUMO. He continues on to compare his and Kevin’s positions and employers when they first met, giving the audience a basic idea of how the market looked at the given time period. They continue talking about a strategy that Jared used to establish a solid partnership.
· Kevin tells the story of HubSpot Connect and how they observed the competition to learn the ropes of the market. He leads us through the process of how their team established firm connections and good deals and how to make your platform grow with the help of partners.
· Jared continues to expand on his tips on obtaining the SUMO and shows a real-life example of it in Kevin’s story. Jared then asks Kevin to explain the process of focusing on the right metrics. Jared compares “partnering up” and “partnering down”.
· Jared explains how perseverance is needed when focusing on a SUMO and how the recommendation of your SUMO can go a long way. Jared continues to speak about alliances and how good leads can improve your partner relationships.
· Kevin shares his philosophy on good and bad partnerships. Kevin continues to answer Jared’s questions about startups. Kevin reveals what was the top personality trait that made Jared such a good partner and that he values to this day.
· Jared asks Kevin about his feelings when being invited to the podcast and Kevin states his opinion about the current quality and amount of the resources in their field of specialization.
· Kevin shares his story about dropping out of college and how he slowly got into the field of specialization that he is in now. Jared asks for Kevin to tell the story about launching Uber in major American cities and how he figured out the email of the CEO.
· Kevin shares his insights on the new project that he is a part form with the company Typeform. Jared hints who might be the guest for the next show and shares his golden rule for building a platform.
· Kevin talks about how important innovation really is in the world of platforms and what is the value of developers and people building their tools on your platform. Kevin continues on to explain when is it a good time to open up an API.
· Jared talks about the book from where he has the name SUMO and shares some basic tips taken from the book. Jared continues to explain the process to identify your SUMO. Jared compares how the market has changed.
· Jared ends the podcast with a brief summary of what his main motivation with the show is and reveals the name of the next guest.
Summary
Welcome back to another episode of Partner Up! – The Partnership Podcast. Today Kevin and Jared are joined by a very special guest and partnerships legend Bobby Napiltonia - the creator of the SalesForce AppExchange and SalesForce's Enterprise Channel;
Notes
There were a few things discussed:
· Jared introduces Bobby and talks about Bobby’s early days in Salesforce and asks a question about how it became so successful. Bobby talks about his early days in startup and what decision did his family motivate him to make. Bobby continues to explain how he obtained good customers and how to get big companies to notice you.
· Bobby continues to explain how to win trust and methodically make someone successful. He also continues to explain his negotiations with Accenture and how they found customers they could take from Accenture to turn them around! Bobby explains his golden rule on how to make partners cooperate.
· Kevin asks about the Day 1 mission and how does it change and Bobby brings us back to the hardships of the first week and what was his motto. Bobby continues to explain his technique on targeting cities.
· Jared asks about more details about the packages and Bobby explains the importance of creating a repeatable model.
· Bobby further explains what made his go after the financial services and explains how trust is the best attribute to have in a business like that. After Kevin’s question on investments, Bobby explains his technique and provides his insight on the development on the ecosystem. Bobby continues to explain how his reward system helped to build a successful system.
· After Jared’s question, Bobby talks about the benefits of partnership and what he finds to be the best attribute in one. Bobby also goes into great detail to explain the process of hiring a partner. Bobby continues to talk about the problem with needed services during his time and the way how they helped the user.
· Bobby warns the listeners about some mistakes that he has made in the beginning and talks about the possible solutions to them. He continues to talk about the main struggle with the technology market. Both Jared and Bobby continue to talk about the concept of “poster children”. Jared, Kevin and Bobby discuss channel conflicts and the ecosystem some more.
· Jared talks about what he has learned about making your partners famous and the difference of opinion between Bobby and Pete. Bobby shares his philosophy on wisdom and how to use it and share it.
· Jared teases out a future episode with Bobby. Jared says where you can find the podcast, which platforms are being used and ends the episode