In this episode of “The Partnership Path”, John Rudow and Toni Kent discuss the concept of decision influence within partnerships, emphasizing the importance of understanding the decision-making processes of partners. They explore how channel managers can develop skills to better influence decisions that impact partnerships, the complexities involved in these decisions, and best practices for navigating them. The conversation highlights the need for channel managers to think beyond transactional relationships and to consider the broader business context of their partners’ decisions.

Key Takeaways

Decision Influence is Everywhere: Partner managers need to recognize the decisions happening within their partner organizations that indirectly or directly affect their partnerships.

Understand the Bigger Picture: Think beyond “yes or no” and consider alternatives, investment strategies, and competitive offerings.

Ask Smarter Questions: Effective influence starts with understanding decision-making frameworks, stakeholders, and internal dynamics.