What if the reason your partner program isn’t working… is because it never had a chance to?

In this episode of The Channel Buzz, Amiee Keenan sits down with Daniel Eliasi from Gong to break down the hard truths behind building successful ecosystems.

One of the biggest takeaways: Most partner marketing isn’t driving ecosystems—it’s creating the illusion of progress.

Webinars, campaigns, events, and co-marketing efforts may look like momentum…
But they’re often just activity—not impact.

Because real ecosystems aren’t measured by how much you do with partners.

They’re measured by:

• Partner-generated revenue
• Partner growth
• And whether partners are actually winning

Chapters:

0:00 – Why Partner Programs Fail Early3:30 – What Great Ecosystems Have in Common7:00 – Trust Is the Real Infrastructure11:30 – The 3 Stages of Partner Growth13:00 – Starting at Negative One17:30 – The PMF Problem20:00 – Co-Marketing vs Real Impact21:30 – Metrics That Actually Matter25:30 – AI and Partner Enablement26:15 – Lessons from Hyperscalers

This episode is a must-listen for ISVs, SaaS leaders, and ecosystem builders who want to move beyond vanity metrics and build partnerships that actually scale.

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