Partner programs are entering a new era. AI is reshaping go-to-market motions, PRM is shifting toward Partner Revenue Management, and B2B influence is expanding beyond traditional channels. The playbooks that defined the last decade won’t carry teams through 2026.

In this episode, Bryn Jones (CEO at PartnerStack) and Mike Head (CRO at PartnerStack) join Tyler Calder (CMO at PartnerStack) to share their predictions for the year ahead. They dig into how AI will automate parts of the buyer journey, how influencers and content will shape AI visibility, and why teams need to experiment faster as GTM motions blend across PLG, direct, and partner-led strategies.

You’ll learn:

• How AI will reshape GTM workflows and partner discovery
• Why PRM is evolving into Partner Revenue Management
• What partner teams should prioritize as different functions converge

Jump into the conversation:

(0:00) Introducing Bryn Jones and Mike Head

(5:04) Where AI agents can support GTM without replacing roles

(8:28) How organizations should test automation

(11:04) The future of tech sales cycles

(14:42) How AI will reshape partner discovery and co-sell motions

(17:25) PRM’s shift toward Partner Revenue Management

(24:14) How partnerships influence AI visibility and content ranking

(28:30) Shifting compensation models for influencers

(33:23) New growth strategies and trajectories

(37:39) Emerging categories in B2B influencers

(42:34) Shifting from playbooks to first principles

(46:28) Growing GTM motions

(49:02) Building a partner program from scratch in 2026

(52:05) Hot takes and bold predictions

Resources:

Bryn Jones’ LinkedIn: https://www.linkedin.com/in/bryn-jones/

Mike Head’s LinkedIn: https://www.linkedin.com/in/headmike/

PartnerStack website: https://partnerstack.com/

Partnerships can’t rely on hope, handshakes, or high-level alignment. To prove real impact, partner teams need the same discipline, data, and operational rigor found in RevOps.

In this episode, Rob Moyer (Founder of BlueThread.io) chats with Tyler Calder (CMO at PartnerStack) to break down what it means to co-sell with precision. Rob draws on his experience scaling successful partner programs at Microsoft, TD Synnex, and Gong to show how partner teams can orchestrate better collaboration, run tighter processes, and demonstrate exactly where partners create value. He also walks through his six-step framework for executing co-sell motions with clarity and confidence.

You’ll learn:

• Why co-selling works best when partnerships adopt RevOps discipline
• How to map accounts and score opportunities with real math, not guesswork
• What data partner leaders must track to prove value to the C-suite

Jump into the conversation:

(0:00) Introducing Rob Moyer

(4:19) What RevOps means inside a partner program

(6:13) Lessons from a failed first wave of partners at Gong

(7:27) Breaking down orchestration across partner types

(12:24) How to map and validate high-propensity accounts

(15:08) Using math to prioritize the right partners

(17:26) The prioritization exercise and why partner leaders struggle with it

(21:57) What excellent joint planning actually looks like

(24:50) The number that matters in co-sell motions

(27:23) Why regular pipeline meetings matter

(31:34) Raising your org’s channel IQ through field enablement

(38:06) Why tracking attribution matters to the C-suite

(39:46) Signs that your program is under-resourced

(42:20) The future of partner-led growth

Resources:

Rob Moyer’s LinkedIn: https://www.linkedin.com/in/robermo/

BlueThread website: https://www.bluethread.io/ 

Moving fast is a necessity in partnerships, not a luxury. When your headcount is small, expectations are high, and the revenue clock is ticking, there’s pressure for your program to succeed.

In this episode, Cory Snyder (Head of Sales & Partnerships at Outbound Funnel) joins Tyler Calder (CMO at PartnerStack) to share strategies for scaling partner programs faster. Backed by experience overseeing partnerships in companies like Sendoso and Teamwork.com, Cory has built a partner playbook that balances practical planning with ideal impact. He explains how leading and lagging indicators, partner knowledge, and internal sales alignment come together to create data-driven momentum.

You’ll learn:

• Why a fast launch matters more than a perfect one
• How to scale without overcomplicating recruitment
• Why moving quickly doesn’t sacrifice quality

Jump into the conversation:

(0:00) Introducing Cory Snyder

(2:51) Why sales and partnerships should build together

(7:27) How Cory’s sales background shaped his partner mindset

(10:37) The secret to moving partner programs faster

(18:34) Talking partnership margins with leadership

(24:31) Balancing precision and speed in driving partnerships

(28:43) How data informs partner fit and good relationships

(31:53) Optimizing partner recruitment and onboarding

(35:42) How to activate partners when they work with your competitors

(38:37) The future of partnerships, from AI to rev ops

Resources:

Cory Snyder’s LinkedIn: https://www.linkedin.com/in/corysnyder

Outbound Funnel website: https://outboundfunnel.com/

Scaling a partner program takes more than creating incentives and attracting diverse partner types. It relies on strong alignment across the org and day-to-day support from partner ops.

In this episode, Antonio Caridad (Senior Director of Channel Revenue Operations at LogicMonitor) joins Tyler Calder (CMO at PartnerStack) to discuss the integral role of partner operations in modern go-to-market strategies. With experience spanning partner ecosystems and driving operations and strategy, he highlights how partner ops works with cross-functional teams to unlock wins. Antonio also shares how partner program structures are evolving as partnerships become increasingly important in shaping buyer behavior.

You’ll learn:

• The signs that your company needs a dedicated partner ops specialist
• How Ops keeps your partner program running smoothly
• Why partners no longer want to be defined by partner type

Jump into the conversation:
(0:00) Introducing Antonio Caridad
(2:42) How partner ops turns strategy into reality
(4:48) Three signs that your company needs dedicated partner ops support
(7:15) The data that helps you measure partner impact
(10:42) Improving partner experience with ops
(15:23) Convincing leadership to invest more in partnerships
(18:20) How a partner leader can demonstrate their impact on rev ops
(22:39) Building your partner program beyond incentives
(31:08) Why partner program structures are evolving

Resources:

Antonio Caridad's LinkedIn: https://www.linkedin.com/in/antoniocaridad

LogicMonitor website: https://www.logicmonitor.com/

B2B marketers often overlook affiliate partnerships. Without a clear understanding of the value of affiliates, they miss out on different channels for sustainable growth.

In this episode, Ben Meyer (VP of Digital Marketing Services at Cleverbridge) sits down with Tyler Calder (CMO at PartnerStack) to break down effective affiliate strategies in the e-commerce space. Ben draws on nearly 15 years of experience in customer service and digital marketing to show how companies can leverage well-structured referral and affiliate programs, from unlocking new territories to turning customers into “micro sales teams”. He also highlights effective but underutilized affiliate strategies in the age of AI.

You’ll learn:

• How affiliates can help you test and expand to new territories
• What B2B marketing can learn from B2C
• Why you need to nurture relationships with your affiliates

Jump into the conversation:
(0:00) Introducing Ben Meyer

(2:50) Digital marketing insights from customer service

(7:21) An early affiliate marketing model for e-commerce

(10:35) How to introduce new customers to affiliate marketing

(14:04) Using affiliates to expand into new geographies

(17:32) Differentiating affiliates, referrals, and influencers

(20:45) B2C strategies for the B2B marketer

(23:37) The importance of building relationships with affiliates

(25:40) How affiliates can support the entire buyer journey

(28:26) AI’s impact on affiliate marketing

(32:57) The future of affiliates in B2B

Resources:

Ben Meyer's LinkedIn: https://www.linkedin.com/in/ben-meyer-77049b2b/

Cleverbridge website: http://grow.cleverbridge.com/

Affiliate marketing has often been misunderstood in the B2B space. Outdated perceptions and poor execution have kept it from becoming the performance channel it has the potential to be.

In this episode, Tye DeGrange (Founder and CEO of Round Barn Labs) joins Tyler Calder (CMO at PartnerStack) to break down how affiliate and influencer strategy work today. With years of experience across eBay and startups alike, Tye shares how trust, creative testing, and partner-first thinking are helping brands scale through content creators and communities. He also discusses the role AI now plays in affiliate visibility and what B2B companies should be doing to stay ahead.

You’ll learn:

• How affiliate is reshaping B2B go-to-market strategies
• The content pillars you need to unlock for success
• Where AI is influencing partner discovery and content performance

Jump into the conversation:
(0:00) Introducing Tye DeGrange

(3:12) The Cowboy Code and what it teaches about leadership

(4:48) How Round Barn Labs defined its focus

(8:39) Breaking the bad rap of affiliate marketing

(12:20) Traits of high-performing partner ecosystems

(14:50) Why affiliate and influencer are converging

(21:11) Four content pillars for improving AI visibility

(25:50) How to run your own visibility audit

(29:43) Why sentiment and search signals matter in B2B

(33:22) AI-generated content vs. human-powered trust

(37:54) Why creators will lead AI experimentation and growth

Check out Tye’s talk “The Cowboy Code of Marketing: Building Trust in B2B” at PartnerStack’s STACK’D Connect 2025: https://www.youtube.com/watch?v=VpOXLVkzqdA

Many partnership programs fail because they lack alignment with broader company goals. Without clear communication and a unified strategy, it’s easy for the value of partnerships to be overlooked.

In this episode, Katie Landaal (SVP of Strategic Alliances at ZoomInfo) joins Tyler Calder (CMO at PartnerStack) to explore how partnerships can be a catalyst for both growth and innovation. Katie shares her journey from agency work to leading partnerships at a major tech company, and how her experience taught her to see early on how a partnership can unfold. From spotting potential M&As to bridging gaps with product teams, Katie shares how partner programs can unlock wins across the board.

You’ll learn:

• How to align internal stakeholders around partnership goals
• The importance of starting simple when building partner programs
• Why data and AI are becoming essential for partnership success

Jump into the conversation:
(0:00) Introducing Katie Landaal

(1:49) Early agency experiences shaping partnership perspectives

(5:09) Why agency skills translate to strategic alliance success

(10:49) Balancing incremental wins with high-impact partnership opportunities

(13:09) Building a strong foundation for predictable partnership growth

(16:07) Identifying potential product partnerships that drive revenue

(20:12) Bridging product and go-to-market for effective partnerships

(25:44) Using AI tools to improve partnership operations internally

(34:23) Early adoption fears around AI and productivity tools

(35:51) Considering M&A when starting a partnership

(36:57) Partnership-first approach for strategic business growth

(40:33) Applying three Cs and integrity in partnerships

Too many partner leaders build programs with no way to prove their impact. And when it comes time to justify headcount or budget, the conversation falls apart.

In this episode of Get It, Together, Brian Jambor (Head of Partnerships at Synthesia) joins host Tyler Calder (CMO at PartnerStack) to break down the real mechanics behind modeling a partner program that finance leaders support. From making and clearly communicating assumptions to course-correcting when things go sideways, Brian shares the exact approach he’s used to win executive trust.

You’ll learn:

• How to build a revenue model that holds up in the boardroom
• What partner performance inputs matter most to finance
• When to walk away from underperforming partnerships and how to say it

Jump into the conversation:
(0:00) Introducing Brian Jambor 

(2:18) What leadership camp in Montana taught Brian about growth

(3:47) How a financial background shaped Brian’s partner lens

(7:10) A pivotal lunch with a CFO that changed everything
(11:46) How to confidently say “I don’t know” to execs

(16:39) Critical assumptions to stress-test in any partnership model

(20:51) What to fix when your partner plan underperforms
(26:31) Why execs lose trust in partner and marketing leaders

(33:00) The cost of delaying a difficult partner breakup

(34:16) How Synthesia helps companies scale training with AI

(38:53) Smaller teams and AI will define future partnerships

(45:02) The #1 mistake partner leaders make with CFOs

Most ISVs enter the Salesforce ecosystem expecting revenue to come easily. But only a few understand what it actually takes to succeed.

In this episode of Get It, Together, Sam Yarborough (Co-Founder at Arcadia) joins host Tyler Calder (CMO at PartnerStack) to explore the real work behind building a partner motion inside Salesforce. From aligning your entire company around one ecosystem to capturing the attention of Salesforce AEs, this conversation maps out what it means to be ecosystem-ready.

You’ll learn:

• What partner teams must do before listing on the AppExchange
• Why AE relationships are the key to long-term ecosystem impact
• How to support your partnership strategy across product, sales, and marketing

Jump into the conversation:
(0:00) Introducing Sam Yarborough

(3:45) Misconceptions about entering the Salesforce ecosystem

(5:12) How long does it realistically take to see results

(10:30) Winning over Salesforce AEs with the 3 I’s

(14:15) What Salesforce AEs actually care about

(16:57) Aligning product, marketing, and events for partner success

(18:43) How quota retirement works in the Salesforce world

(25:35) How Sam built a Salesforce motion from scratch

(27:33) Building a system to track and engage Salesforce reps

(30:30) The one skill partner leaders must develop

(38:13) Using AI to improve your own curiosity and performance

Most partner programs don’t fail because of strategy, but by simply scaling too early.

In this episode of Get It, Together, Chris Lavoie (Founder and CEO of Partnership Mastermind) joins host Tyler Calder (CMO at PartnerStack) to talk about what it takes to build a revenue-generating tech partnership motion. From identifying your most valuable integration to owning a sourced number and making the leap from IC to leadership, Chris shares the playbook behind top-performing partnership programs at Gorgias and AfterShip.

You’ll learn:

• How to choose and activate your first tech partner
• When to hire your first tech partner manager
• Unlocking sourced revenue in your tech partnerships

Jump into the conversation:
(0:00) Introducing Chris Lavoie
(3:00) Why more tech partners do not fix weak foundation

(4:24) Defining what tech partnership means

(6:26) Leaving the academe and building a playbook in SaaS

(12:44) How a coach helped unlock the leap to entrepreneurship

(17:31) Why sourced revenue builds stronger partner-AE alignment

(20:31) Taking on bigger quotas and the mindset behind it

(26:54) The OKRs that make sense and not vanity metrics

(29:25) How to find your first tech partner

(33:52) Building a partnership program with zero integrations

(37:41) Validating integrations before scaling the partner team

(42:29) Building referral funnels with 600+ customer-facing reps

(47:32) Why Partnership Mastermind fills the enablement gap in SaaS