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Billy McClennan on Building Partner Programs from $0 to $100M
Billy McLennan, Director of Partnerships at Attentive and the first partnerships hire at Gorgias, joins Partnership Mastermind to share what it really takes to build and scale an agency partner ecosystem with revenue accountability. He unpacks the early Gorgias playbook (events + partner marketing as the scalable value lever), explains why “go deep with a few” is often a lazy default, and outlines how deal size, ICP, and partner economics determine whether volume or depth is the right strategy.
The episode also covers partnership KPIs (including a contrarian take on influence revenue), the operational foundations needed for high-volume partner programs (CRM/PRM, tiering, automation, commissions), and the leadership habits that make transparency, performance management, and promotion conversations more effective.
Billy McClennan
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Learn more about Partnership Mastermind
Connect with Chris
Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.
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By Partnership MastermindBilly McLennan, Director of Partnerships at Attentive and the first partnerships hire at Gorgias, joins Partnership Mastermind to share what it really takes to build and scale an agency partner ecosystem with revenue accountability. He unpacks the early Gorgias playbook (events + partner marketing as the scalable value lever), explains why “go deep with a few” is often a lazy default, and outlines how deal size, ICP, and partner economics determine whether volume or depth is the right strategy.
The episode also covers partnership KPIs (including a contrarian take on influence revenue), the operational foundations needed for high-volume partner programs (CRM/PRM, tiering, automation, commissions), and the leadership habits that make transparency, performance management, and promotion conversations more effective.
Billy McClennan
---------------
Learn more about Partnership Mastermind
Connect with Chris
Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.