This podcast covers the world of Strategic Alliances & Partnerships in tech. Join Will Taylor, Ben Wright, and Tom Burgess on the trail to green pastures and unchartered territory through raw stories and dialogue, allowing our listeners to learn and decide how strategic partnerships can drive success...whether you are a VP or a professional looking to break into the space, join us on the Howdy Partners journey.
Episode 76: Collaborative Power: Driving Success with Internal and External Enablement with Marco De Paulis
Marco joins Tom and Will to discuss the significance of cross-team collaboration and internal enablement in partnerships. They explore building great teams, fostering collaboration, aligning with other teams, and demonstrating partnership value. The discussion also covers compensation and incentives for partner professionals. Key takeaway: prioritize cross-functional collaboration and build strong inter-team relationships for partnership success.
Takeaways
Prioritize cross-functional collaboration and build strong relationships with other teams to drive partnership success.
Be curious and understand the goals, challenges, and motivations of other teams.
Prove the value of partnerships by showing how they contribute to the goals and success of other teams.
Consider a variety of KPIs and incentives to motivate partner professionals, focusing on both short-term and long-term impact.
Chapters
00:00 Introduction and Welcome
13:36 Building Strong Relationships with Other Teams
26:16 Incentivizing Partner Professionals
34:22 Final Thoughts and Takeaways
13 Jun 2024
Episode 75: Prioritizing Operations or Relationships? Striking the Balance in Partnerships with Coriena Hipple Merejo
Will and Coriena talk about balancing relationship-building and operations to generate revenue. Coriena shares her experience in managing relationships and operations, emphasizing clear communication and active listening. She highlights a transition program that improved retention and call center efficiency. They also discuss supporting partner managers and designing partner programs. At Pipe Drive, Coriena reduced onboarding time by 50% and created a partner advisory council.
Takeaways:
Striking a balance between relationships and operations is crucial for successful partnerships.
Clear communication and active listening are key in building strong relationships.
Implementing a transition program can improve retention and reduce handle time.
Operations play a vital role in supporting partner account managers and designing effective partner programs.
Partner advisory councils can provide valuable input for product development.
Separate meetings and tasks, and ensure actionable takeaways with clear ownership and timeframes.
Chapters:
00:00 Introduction: Striking a Balance between Relationships and Operations
05:28 Improving Retention and Reducing Handle Time in Call Centers
09:33 Supporting Partner Account Managers with Effective Operations
26:00 Gathering Valuable Input through Partner Advisory Councils
Jessica Fuelis, Director of Partnerships and Growth Marketing at Inverta, joins the podcast to discuss Nearbound ABM (Account-Based Marketing), the challenges and misconceptions surrounding partner marketing, the importance of integrating partner data into marketing strategies, and the need for a proactive and strategic approach to partner marketing.
Takeaways:
Partner marketing often gets a bad reputation within marketing teams and organizations, but Nearbound ABM offers an opportunity to leverage partner ecosystems and expand influence with prospects and customers.
Partner marketers should sit within the demand gen team and be senior-level professionals who can negotiate within their organization and with partner organizations.
To convince CMOs of the value of partner marketing, partner marketers should highlight the opportunity to drive pipeline and reach new audiences through partners, as well as the need for a proactive and strategic approach.
Partner marketers should focus on integrating partner data into marketing strategies, identifying strategic campaign opportunities, and being proactive in adding value to the organization.
Cohesive and orchestrated campaigns are more effective than one-off tactics, and partner marketers should strive to create connected ecosystems rather than siloed tech stacks.
Chapters:
00:00 Introduction and Overview
04:47 Challenges and Misconceptions of Partner Marketing
14:18 The Unlock for Partner Marketers
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