Today’s episode welcomes Maurits Pieper, Head of Partnerships at Dixa.
The guest starts off by explaining that partnerships can have a significant impact on various aspects of a business, not just at the company level but also at the individual level as well. He believes that partnerships can help individuals stand out within their organizations and achieve personal success. The conversation continues by elaborating into the meaning of partnerships and the concept "one plus one equals three."
Maurits's perspective comes from his experience in building partnerships across different segments of the business. He emphasizes the importance of starting with the sales department and identifies the challenges and opportunities within each involved department: marketing, sales, product innovation, and customer retention.
To initiate the partnership program, Maurits started by targeting the SDRs. He encouraged SDRs to mention partners and highlight the joint value of Dixa and its partners. The results were promising, with these SDRs showing an increased success rate in booking meetings. Maurits recognized that such small improvements, when scaled across a team, could lead to significant impact. In terms of early adopters, Maurits chose to work with individual sales reps, focusing on SDRs initially. He emphasized the importance of disqualification, as some sales reps viewed partnerships as an additional complexity.
When it comes to showcasing success, Maurits mentioned two key approaches. First, he motivated the sales reps by highlighting how partnering with other businesses could make them stand out to their managers, benefiting their individual, departmental, and regional success. Secondly, he emphasized the importance of learning partnerships as a valuable skill for career advancement, ensuring that reps were motivated by doing it for their own benefit as well as the company or their managers.
Maurits's approach to building partnerships involves identifying champions within the sales department and gradually expanding the program by showcasing their success to encourage more reps to get involved. The guest’s insights focused both on the strategic and practical aspects of building successful partnerships within a business.
Tune into the full episode to learn how to make partnerships your ultimate business advantage!
INSIGHTS FOR BETTER OUTCOMES
Maurits:”If they're not fully convinced of the value partnerships can bring for their own individual success, it's kind of like don't do it for me. Don't do it for your boss. Don't do it for Dixa or within the company that you're working in, but really do it for yourself. Because the reality is that partnerships are on an upward trajectory.
I think the United States is a bit ahead of the curve compared to Europe, but they're still both going up. So if you don't want to be at a competitive disadvantage for your next job, if you're staying in a similar type of role. It’s best to learn partnerships. You don't want to let that ball drop because you're going to be in your next job interview and there's a fair chance you're going to be competing with reps who already know how to work with partners and you don't want to be in that position.”
You can find more about Maurits and his work through the links below:
LinkedIn: https://linkedin.com/in/maurits-pieper
Book a demo with Dixa: https://www.dixa.com/demo/
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
This show is about capturing the stories, experiences, and tactical advice of those across partnerships who have done the work and have something to say about it.
"Outcomes" - where Partnerships and SaaS meet!"
Join Partnerships Leaders here:
https://refer.partnershipleaders.com/barrett5
