HOW THEY DID IT! Unique stories partnerships-led sales and success.

HOW THEY DID IT! Unique stories partnerships-led sales and success.

By Alex GlennTechnology
Download on the App Store

HOW THEY DID IT! Unique stories partnerships-led sales and success. episodes

  • How to Plan and Execute a Scalable Partner Program w/ Ty Lingley from Unbounce.com
    My guest today is Tyrone Lingley, the Director of Partnerships at Unbounce

    Ty is responsible for driving revenue growth through product, brand, and distribution partnerships.

    Prior to Unbounce, Ty had experience in e-commerce and B2C partnerships while he was responsible for the strategic development and leadership of retail activities, key partnerships, and community programming for Canada’s top-performing e-commerce company SHOES.com.

    Ty is also a board member of the Cloud Software Association where he connects and educates partnership professionals in the B2B SaaS space. In a previous life, Ty has been around – at one time even working for the Olympic Games – living in several locations across Europe, Asia, and Australia.


    We couldn’t ask for a better representative to discuss a better use case showing how best to plan and execute a partner program launch.

    Today Ty is going to answer the Hard questions founders and teams should ask themselves before you go-to-market with a Partner Program, and how Unbounce.com answered these questions while outlining one of the most well-executed partner program rollouts I’ve ever witnessed.

    • The risks of a partner program – like Channel conflict, Last click attribution with affiliates, Compliance Issues, Nexus taxation, Product alignment.
    • The stack – do you need a PRM (partner relations management software) on top of your CRM, and what that build looks like if you go that route.
    • Standard operating procedures for sales discussions with a partners’ referral
    • The 7 steps to a go-to-market journey for Unbounces partner program.

      • I’d like to start this discussion at the beginning with the genesis, or the ‘why’ of partner programs.

      Links:

      https://partnerprograms.io/the-story-behind-unbounces-partner-program-with-ty-lingley/

      If you enjoyed this episode, you may enjoy the full course on How to Build a Partner Program.  Use promo code PODCAST for 50% off >

      38 min
    • An Interview with Jay McBain on Partnerships and TCMA in 2020

      Forrester predicts the through-channel software market to grow to $1.18 billion by 2023. This market includes 10s of thousands of digital agencies realizing $2B in service revenue by that year.

      So I invited Mr. Jay McBain from Forrester.com to join me in unpacking the topic of “Through-Channel Marketing Automation.”

      If you enjoyed this episode, you may enjoy the full course on How to Build a Partner Program.  Use promo code PODCAST for 50% off >

      If you haven’t run across Jay, I’d wonder how – he is one of the most visible thought leaders in the global technology channel.

      Named to the Top 40 Under Forty by the Business Review, he is often sought out for industry guidance and future trends.

      He has spent his 24-year career in various executive channel sales, marketing, and strategy roles within IBM, Lenovo, Autotask, and ChannelEyes. Jay is the principal analyst for global channels at Forrester – one of the most influential global research and advisory firms in the world.

      In this discussion, Jay and I review:

      1. The third stage of growth for software companies.
      2. One vs two-tier channel partner programs.
      3. The partner relations and marketing automation management software stack.
      4. How to determine your IPP (ideal partner persona).
      5. The 6 phases to partner program development,
      6. Then we wrap up by giving some actionable advice to those about to launch or scale their partnership programs.

        7. This was one of the most enlightening episodes I’ve had with one of the brightest people in channel today.


        Links:


        https://partnerprograms.io/podcast-through-channel-marketing-automation-tcma-with-jay-mcbain/


        48 min

      About HOW THEY DID IT! Unique stories partnerships-led sales and success.

      From the publisher's feed

      This is a derivative of our popular "Make Them Famous" podcast about partner enablement. Only this time, I wanted to take a journalistic approach to uncover unique stories between partners. You will hear parts of the story being told in an interview I had with the guest. Then, you will hear my co-host Chris and I break down the key learnings of the story and provide more context or anecdotes from our experience running agencies and working with partner teams.