Nearbound Podcast

We have the QUEEN of social selling on today's show - the one and only Jill Rowley. This was Jill's first podcast on the topic of partnerships and it was a gem.

Jill unpacks the need for partner programs to focus less on attaching yourself to an ecosystem and how to create your own. Plus, you get to hear the stories of how Eloqua creating the Marketing Automation category and how their first partners were created. 

Ecosystems are required for partnerships to thrive - Jill shares some timeless tactics for how to create yours. 

And from the lens of a sales professional, you're going to love her take on how to get the most out of your partner program. 

This episode is sponsored by Crossbeam. Crossbeam is a partner ecosystem platform. It acts as a data escrow service that finds overlapping customers and prospects with your partners while keeping the rest of your data private and secure. Sign up for free at Crossbeam.com

WE'RE BACK! 

BUT... 2020 will be 2020, so we apologize for Jared's video quality - we had a corrupted video file so we had to use the low res webcam file as a backup. 

THE GOOD NEWS... 

After a 10 day hiatus, Jared returns from his attempt at running 3 marathons in 3 days on the Appalachian Trail - whoah... Did he make it?!

Kevin also shares some crazy news about his career and what's next for the epic saga of Kevin Raheja. 

After we catch up, we get to the goods of talking about OEM (or "powered by") partnerships and how to leverage these partnerships for unparalleled customer value. Plus, discuss how every category can have businesses dedicated to serving other companies through this unique G2M motion!

This episode is sponsored by Crossbeam. Crossbeam is a partner ecosystem platform. It acts as a data escrow service that finds overlapping customers and prospects with your partners while keeping the rest of your data private and secure. Sign up for free at Crossbeam.com

Find the full transcript and support us at https://www.partneruppodcast.com/

How much time should you spend selling partnerships internally?

5, 10, 20, 30, 40 percent?!?

Wait, you have to sell internally?!?

In this incredible episode, Brittany Wroblewski VP of Partnerships at G2 takes us through how she sees internal selling as not only necessary but also a vital part of what it takes to be an effective partnerships professional.

Pro-tip: Changing your mindset on how and how much time you spend here can help unlock one of the secrets of why partnerships are so different. After watching this show, you'll feel refreshed that internal selling is really about creating leverage and alignment. 

This episode is sponsored by Crossbeam. Crossbeam is a partner ecosystem platform. It acts as a data escrow service that finds overlapping customers and prospects with your partners while keeping the rest of your data private and secure. Sign up for free at Crossbeam.com.

Find the full transcript and support us at https://www.partneruppodcast.com/

This is a JAM packed episode with Elliot Smith who ran a 20 person partner team at Infor and now is the newly minted Head of Partnerships at 6sense.

Where should the partner team sit within the org chart? Should this change over time depending on the maturity of the company and/or the maturity of the program? 

What areas of the business should the partner program impact? Sales? Product? Customer Success? What factors determine which areas to prioritize?

How do you measure the impact of the partner program? How scientific should you get?

SO MANY of these questions and more were posed as challenges that partner teams MUST overcome.

You're going to love it. Don't forget to like and subscribe on Youtube and leave a review on Apple Pods or tune in wherever you get your pods.

This episode is sponsored by Crossbeam. Crossbeam is a partner ecosystem platform. It acts as a data escrow service that finds overlapping customers and prospects with your partners while keeping the rest of your data private and secure. Sign up for free at Crossbeam.com.

Find the full transcript and support us at https://www.partneruppodcast.com/

TK Kader wasn't born to be a BD Professional, but he sure has become one!

If you haven't heard his story, you have to hear the wild Tout - Marketo - Bizible - Adobe story where TK directly oversaw 4 major Martech acquisitions in only 3 years!

In this show, TK unpacks the lessons of leveraging partnerships as a Mergers and Acquisitions vehicle having been on both the buy and sell-side multiple times. 

I think we'd mostly agree, if you only partner to get acquired, it's never gunna happen. But understanding how to drive partnerships that make acquisitions a real option gives you the upper hand in your relationships.

Think we're giving you a valuable resource? Then please like and subscribe and rate the show on your favorite podcast channel.

This episode is sponsored by Crossbeam. Crossbeam is a partner ecosystem platform. It acts as a data escrow service that finds overlapping customers and prospects with your partners while keeping the rest of your data private and secure. Sign up for free at Crossbeam.com.

Find the full transcript and support us at https://www.partneruppodcast.com/

Today we're joined by Adrienne Coburn formerly Director of Partnerships at Uberflip and now Strategic Partnerships Manager at wildly successful Shopify. 

While we talked about a lot, really the message of this episode is about the difference of building channel partnerships at a startup versus the learnings you get of operating in channel at scale.

Partnerships professionals can benefit greatly from seeing both sides of the story, and Adrienne selflessly shares back with the community some of the differences she's seen at opposite ends of scaling an agency program.

We know you're going to love it. 

Love the first 5 episodes and want more? Don't forget to share on LinkedIn, like and subscribe to our Youtube channel, and find us wherever you get your podcasts.

This episode is brought to you by Crossbeam. Crossbeam is a partner ecosystem platform that acts as a data escrow service. You can sign up for free at Crossbeam.com.

Welcome back to another episode of PartnerUp!: The Partnership podcast. Today our hosts welcome the powerful Pete Caputa of HubSpot channel fame as their guest.

These are some topics they discuss:

·      Jared introduces Pete as his long-time mentor and talks a bit about Pete and how he built himself up in the market. Pete mentions a site to find other SAS companies and their partners and Kevin asks him a question regarding the usage of the site in his company.

·      Jared asks for some selling advice for others and Pete explains his special way how he handles it. Pete mentions the trick with referrals and how it helps him chase a more productive goal. Pete continues to talk about the importance of correct education in the sales market and how he handled one-to-one coaching.

·      Pete mentions how he changed his technique when teaching people sales and how it helped him and others around him to sell more. He continues to explain how he sold speed of growth and how he packaged into different separate packages and sold it based on customer needs. Pete also talks about his secret trick to selling marketing packages.

·      Kevin asks Pete about the importance of patience and Pete explains his position. Pete talks about his personal experience and how he managed to “ruin” Christmas due to not having enough time and being angry about not reaching his quotas. Pete continues to explain how his position in the company was changed after this period and how in the long-term it helped him.

·      Pete talks about his advice on what to do differently from Hubspot. He continues to explain how to not find partners and offers a more productive alternative.

·      Pete talks about his checklist for partner enablement. He continues to explain the need for training programs and how it generally helps. Jared asks Pete about more advice about active participation and training. Pete shares his top two methods to do so. Kevin continues to ask about adaptation to new companies and which skills do you take with you and which skills you leave at your old workplace.

·      Pete shares his thoughts on conflict elimination and self-service. Jared and Pete talk more about help documentation and whether they should be formal or less formal. Pete talks more about certification and where exactly does it help. 

·      Pete expresses his opinion about webinars and how they tried to implement it at his company. He also continues to explain how he works deeply with partners and how it is important to share knowledge and technology with each other.

·      Kevin asks about the success metric concerning campaigns and Pete explains the different ways people approach it. Jared talks about the philosophical divide in partner marketing. Pete talks more about co-marketing and the benefits it may bring to your business.

·      Kevin asks Pete about how to be remembered by other companies. Pete shares a personal story and some insight on the topic. Pete also emphasized motivation and the importance of it. Pete talks about how the market has shifted and the difference between today and when he began and where he thinks opportunities are.

·      Kevin asks about the most common question Pete gets asked. Jared foreshadows what a future episode might be about and thanks to Pete for coming to the podcast.

Sources:

·      CrossBeam (Sponsor): https://www.crossbeam.com/

Welcome to yet another episode of the PartnerUp!: The Partnerships Podcast. Today our hosts welcome Cristina Cordova as their guests and they discuss many interesting topics. 

Among them are:

·      Jared and Kevin welcome Cristina and they briefly discuss the situation in California, namely in San Francisco, where Kevin & Cristina currently reside.

·      Kevin talks about Cristina’s history and asks her how her current company was affected by COVID. Cristina discusses the details of the measures they have taken to remain competitive. Cristina also discusses what exactly does her company do and how they now function online.

·      Cristina discusses her function in the company and what is their biggest project right now. Jared asks about how Cristina’s previous experience helped her at her current job. Cristina talks about some problems and also about some pleasant surprises.

·      Cristina goes into detail talking about the API she is working on, discussing its use, and what its main goal. She continues to talk about what she is working on the most now. Kevin asks about what is the goal of the API in terms of customers and Cristina explains how the API manages to attract new customers and also provides a much-needed service for the returning ones.  

·      Jared asks about Cristina´s work structure and Cristina continues to talk about the hiring process and how many new people have their hired. Jared continues to discuss a desktop app from Cristina’s company and asks her about which “role models” were they inspired by. Cristina talks about the giants in the industry and some features she finds very useful and inspiring. Cristina continues to talk about the importance of simplification and implementation of useful tools for their customers. 

 ·      Cristina talks about the balance between upgrading and keeping your interface functional and reactive. Jared asks about monetization. Cristina talks about the possible burdens of having and creating an API. Cristina continues to mention the possible dangers of having too many functions in the API.

·      Cristina explains how it is important to keep oversight over the ecosystem and customers interacting with the API. She continues to talk about how many widely-known companies have built themselves up from their platform and how she personally interprets it. 

·      Jared asks Cristina about which skill did she apply from her previous work to her new project. Cristina talks about her beginnings in the business and talks about how she learned to write good emails. Jared talks about his golden trick when getting new partners. Cristina shares her as well. She continues to explain the importance of a good and known name in the business world.

 ·      Jared and Cristina wrap up the podcast talking about their experience with big partners and the importance of keeping them around. Cristina talks about how to recognize which partners are important for your business.

Sources:

https://www.crossbeam.com/ (Sponsor)

https://twitter.com/cjc (Cristina Cordova twitter)

Summary

Welcome back to another episode of Partner Up! – The Partnership Podcast. Today Kevin and Jared are joined by a very special guest and partnerships legend Bobby Napiltonia - the creator of the SalesForce AppExchange and SalesForce's Enterprise Channel; 

Notes

There were a few things discussed:

·      Jared introduces Bobby and talks about Bobby’s early days in Salesforce and asks a question about how it became so successful. Bobby talks about his early days in startup and what decision did his family motivate him to make. Bobby continues to explain how he obtained good customers and how to get big companies to notice you.

·      Bobby continues to explain how to win trust and methodically make someone successful. He also continues to explain his negotiations with Accenture and how they found customers they could take from Accenture to turn them around! Bobby explains his golden rule on how to make partners cooperate. 

·      Kevin asks about the Day 1 mission and how does it change and Bobby brings us back to the hardships of the first week and what was his motto. Bobby continues to explain his technique on targeting cities. 

·      Jared asks about more details about the packages and Bobby explains the importance of creating a repeatable model.

·      Bobby further explains what made his go after the financial services and explains how trust is the best attribute to have in a business like that. After Kevin’s question on investments, Bobby explains his technique and provides his insight on the development on the ecosystem. Bobby continues to explain how his reward system helped to build a successful system.

·      After Jared’s question, Bobby talks about the benefits of partnership and what he finds to be the best attribute in one. Bobby also goes into great detail to explain the process of hiring a partner. Bobby continues to talk about the problem with needed services during his time and the way how they helped the user. 

·      Bobby warns the listeners about some mistakes that he has made in the beginning and talks about the possible solutions to them. He continues to talk about the main struggle with the technology market. Both Jared and Bobby continue to talk about the concept of “poster children”. Jared, Kevin and Bobby discuss channel conflicts and the ecosystem some more. 

·      Jared talks about what he has learned about making your partners famous and the difference of opinion between Bobby and Pete. Bobby shares his philosophy on wisdom and how to use it and share it.

 ·      Jared teases out a future episode with Bobby. Jared says where you can find the podcast, which platforms are being used and ends the episode

Join Jared Fuller and co-host Kevin Raheja with their very first episode of Partner Up! – The Partnerships Podcast. They discuss their early beginnings, the value of a good partnership, the SUMO tactic and Kevin shares what was the first job he got after he dropped out of college! Jared and Kevin, being partner colleagues and friends for years, each with their own tips and tricks will feed you real-life examples and short rules that you can use to level up your partnerships game! 

Notes:

·      Jared and Kevin go back and remember their first time they met. Jared tells stories from the conference, while Kevin talks about his first day in a new position. 

·      Jared explains the concept of landing a SUMO. He continues on to compare his and Kevin’s positions and employers when they first met, giving the audience a basic idea of how the market looked at the given time period. They continue talking about a strategy that Jared used to establish a solid partnership.

·      Kevin tells the story of HubSpot Connect and how they observed the competition to learn the ropes of the market. He leads us through the process of how their team established firm connections and good deals and how to make your platform grow with the help of partners.

·      Jared continues to expand on his tips on obtaining the SUMO and shows a real-life example of it in Kevin’s story. Jared then asks Kevin to explain the process of focusing on the right metrics. Jared compares “partnering up” and “partnering down”.

·      Jared explains how perseverance is needed when focusing on a SUMO and how the recommendation of your SUMO can go a long way. Jared continues to speak about alliances and how good leads can improve your partner relationships.

·      Kevin shares his philosophy on good and bad partnerships. Kevin continues to answer Jared’s questions about startups. Kevin reveals what was the top personality trait that made Jared such a good partner and that he values to this day.

·      Jared asks Kevin about his feelings when being invited to the podcast and Kevin states his opinion about the current quality and amount of the resources in their field of specialization.

·      Kevin shares his story about dropping out of college and how he slowly got into the field of specialization that he is in now. Jared asks for Kevin to tell the story about launching Uber in major American cities and how he figured out the email of the CEO.

·      Kevin shares his insights on the new project that he is a part form with the company Typeform. Jared hints who might be the guest for the next show and shares his golden rule for building a platform.

·      Kevin talks about how important innovation really is in the world of platforms and what is the value of developers and people building their tools on your platform. Kevin continues on to explain when is it a good time to open up an API.

·      Jared talks about the book from where he has the name SUMO and shares some basic tips taken from the book. Jared continues to explain the process to identify your SUMO. Jared compares how the market has changed.

·      Jared ends the podcast with a brief summary of what his main motivation with the show is and reveals the name of the next guest.