5Now that we have heard from the VP of Alliances (Rob Sale) at Vidyard, it's time to understand what their partner program is from the internal revenue leaders' perspective. 

Dan Wardle has agreed to share his experience working with Rob to setup and grow their channel program. 

Main sections:

[00:03:46] Most surprising things learned from the partnership program at Vidyard

[00:06:21] The checks and balances process

[00:09:03]  The 3 main purposes of forming partnerships from a revenue standpoint

[00:12:00] Main marketing touchpoints you should be hitting

[00:13:25] How KPI, quota and metrics have changed with partnerships

[00:14:50] How involved should a CRO be in the day-to-day operations

....

Resources:

Sendoso.com - The leading sending platform.

Partnerstack.com - Partner tracking and payouts.

Sharework.co - A free account mapping solution.

This is a great first episode to this new podcast format where Rob Sale discusses what his program is, how it operates, who is necessary, and what they do with their partners daily to achieve partner activation and enablement.

Main sections:

[00:03:02] Vidyard’s partner program

[00:06:08]  Vidyard’s partner stack

[00:09:13] 5 pillars of an effective partner ecosystem

[00:12:26] Creating  a successful partner track

[00:15:38] How to facilitate successful partnership

[00:18:46] Using certification to get partners to the next level

[00:22:23] Timeline for partners to be co-selling

[00:25:59]  Essential steps to ensure partners are progressing

[00:30:01] The importance of the initial accountability session with the executives

[00:32:16] Pitfalls of account mapping and how to prevent them

....

Resources:

Sendoso.com - The leading sending platform.

Partnerstack.com - Partner tracking and payouts.

Sharework.co - A free account mapping solution.

This is a clip from an hour strategy session we recorded with Maddy Martin on How Smith.ai uses and converts revenue from free partner accounts. This clip focuses on the strategy of aligning with agencies to co-market successfully.

Summary: Nothing will make your partners understand and take the time to learn your product inside and out as relying on your tool for their own business. This class is all about partner enablement by giving the partners the client experience first hand.

You need your partner to act as if they are dependent on your product to grow their business. How best to achieve that mentality then to first onboard them into the product as if they are a paying customer.

*Note: If your tool simply cannot be given to new partners, or used by partners, then do anything you can to get them to use the tool for their clients. A great example of this is our clients Recart and Tapcart who partner with ecommerce marketing agencies, but implementation requires shopify, and of course agencies sites are not shopify sites… so their strategy is to give the agency an account to use for free for one of their clients in order to work together in the implementation to ramp learning faster and enable them to sell.

Takeaways:

Links:

https://docs.smith.ai/article/k0xk4nl2f7-how-to-integrate-smith-ai-chat-with-google-analytics-google-ads-using-google-tag-manager

Resources:

Sendoso.com - The leading sending platform.

Partnerstack.com - Partner tracking and payouts.

Sharework.co - A free account mapping solution.

*This is one of the sessions out of our upcoming Partner Enablement Masterclass you can take (and receive certification on) in Thinkific:

https://education.hootsuite.com/courses/platform-cert

Nash is a 4x tech founder originally from Pakistan where he built the country’s largest mobile social network before being acquired. He splits his time between San Francisco and Lahore. He’s currently the cofounder and CEO of Integry which helps B2B SaaS companies implement beautiful, native integrations that users love.

Integry is an Integrations Experience platform that handles everything around integrations for B2B SaaS. Whether it’s in-app, app directory, marketplace, workflow driven etc. We handle all of it end-to-end.

How to prioritize integrations?

Partnerships-based prioritization:

Product based prioritization:

Sales or CS based

Hyperion: we’re helping both platforms and new SaaS startups by providing integrations between them. If you’re a SaaS startup you can sign up sign up on Integry’s Hyperion Project: https://integry.io/hyperion/

Links:

https://integry.io/hyperion/

https://integry.io/

Nash: @nash

Up until around 2010, integrations were all built in house. Then, third parties like Mulesoft came out to support the engineers and speed up and co-manage the integration. Today, there are native-seeming integration portal solutions called IPAAS (integration partner as a service) who can power all of your integrations and allow you to add new one’s to your user dashboards almost instantly.

So today, there are 3 options for getting integrations done: Native, Powered and Managed integrations.

What happens when CEO’s ask their product/engineering team about leveraging a 3rd party IPAAS or Integration Experience solution?

If you can reduce the cost and time of rolling out integrations - taking time from months to days - the burden it takes off product alone is worth the conversation.

But as a partnerships team, what it allows you to do is move quickly to hit your goals from a strategic partnerships and co-marketing.

His core service: CRM and marketing technology infrastructure to measure results. 

He has to answer these questions for any new software partnership request (which he receives daily):

In this talk, we’ll review:

* This is an interview we did on another podcast relevant to our listeners here: 

Alex has built and run agencies, started software companies, ran marketing teams, and leveraged partners to grow every one of them.

Founder of partnerprograms.io, Alex helps tech companies and agencies create mutually beneficial partnerships. In addition to being the host of Partnered 2020 Podcast (a link to which you can find at the end of this here blog), he is a mentor and strategic advisor at the Founder Institute.

New to Chicago (after 10-years in San Diego, by way of Colorado), in addition to helping people better understand how to leverage parent programs to grow agencies, Alex is also the proud father of a 4-year-old girl!

There’s more information regarding each point in our blog notes beneath the video.

Today, we’re going to discuss strategic relationships from an agency POV.

With me are Elad (the Managing Partner) and Itai (COO) of Inbound Junction Agency.

The focus of today’s discussion is the power of a ‘network’ to support agency growth and overall value. They have used strategic alignments to gain unicorn clients like Hubspot, Hotjar, Kajabi, Walkme, BigCommerce and many more saas you’ve heard of and probably used.

I hope you learn as much listening to this episode as I did recording it.

Links:

https://inboundjunction.com/

https://www.linkedin.com/in/eladmor/

https://www.linkedin.com/in/itai-elizur/

Hawke Media is one of the most successful and streamlined agency organizations ever. They partner with over 100 software providers - each one is a true partnership (mutually beneficial).

To help us all understand how Hawke Media approaches partnerships today, I've recorded with Ashley Scorpio (VP of Partnerships at Hawke) to help us all understand what makes their software partner ecosystem so beneficial for their agency, as well as their tech partner. 

Enjoy!