Today's episode of Outcomes welcomes Venture Capital Guru and the CEO GetProven, Philip McNamara.

Philip highlights the challenges faced by portfolio companies funded by VC firms and the need to make strategic decisions, both in the technology and personnel fields. The importance of connecting with the head of platform within a VC firm is emphasized as they play a vital role in relationships and connections. 

Additionally, the conversation offers insights into successful engagement with VCs as a tech vendor, stressing the necessity of understanding the portfolio companies' needs and offering tailored solutions to improve their efficiency.

The concept of partnerships is also explored as a reciprocal process focused on providing value rather than merely closing deals for profit. The underlying philosophy emphasizes a proactive approach where value is given to partners without immediate financial expectations. This perspective encourages a mutual exchange of benefits, suggesting that by genuinely contributing and making connections, partnerships can flourish and evolve over time. The focus is on establishing a foundation of trust, collaboration, and shared success rather than a transactional mindset. 

INSIGHTS FOR BETTER OUTCOMES

Philip: "You need to check the companies in the portfolio, analyze what they need, and identify what they are missing so that you can offer solutions. The VC's job is to save money for the portfolio companies and to enhance their efficiency. Just providing a discount offer to them is not sufficient. However, if you are able to pinpoint the challenges of a VC backed company and to offer actionable steps on how you can help that company improve the situation, you will succeed at convincing the VC partner that your proposed actions will ultimately enhance the VC firms investment. "

You can learn more about Philip and his work through the links below:

LinkedIn: https://www.linkedin.com/in/philipmcnamara/

Scale your portfolio with GetProven: https://www.getproven.com/request-a-demo

If you enjoy listening to Outcomes, please subscribe, share, and provide feedback.

LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/

LinkedIn (HubSpot) - https://www.linkedin.com/company/hubspot/

Website – https://www.hubspot.com/

"Outcomes" is a show capturing stories, experiences, and tactical advice from those in partnerships who have valuable insights to share.

Join Partnerships Leaders here: https://refer.partnershipleaders.com/barrett5

Today's edition of Outcomes continues the conversation with Hubspot Executive and Partnerships Guru Dan Tyre.

Dan discusses the importance of partnerships and the commitment required for successful collaboration. He emphasizes the need to focus on mutual outcomes, revenue generation, and clear goals. 

The key is to select the right partners and communicate effectively to build trust and a feeling of accountability. Dan shares insights on the long-term vision required for sustainable partnerships and the learning process that comes with making mistakes.

 He also highlights the significance of integrating partners into the business model and the immense value they bring to the table. Dan concludes by encouraging listeners to embrace partnerships as a fundamental aspect of growth and success in a dynamic business landscape.

INSIGHTS FOR BETTER OUTCOMES

Dan: "When discussing potential partnerships - start with the goals and work backwards. You have to understand the expected reveuue scope of the relationship. Unless there's skin in the game, revenue and gross profit that is assigned as KPIs it will never work. The other piece is commitment to the outcome and the relationship itself in terms of listening to the partners needs and ensuring that the program that you're developing, the business you're trying to curate together actually facilitates their own growth and scale.“

You can learn more about Dan and his work through the links below:

LinkedIn: https://www.linkedin.com/in/dantyre01/

Sign Up for a Free Demo of HubSpot's Marketing Software: https://offers.hubspot.com/demo

If you enjoy listening to Outcomes, please subscribe, share, and provide feedback.

LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/

LinkedIn (HubSpot) - https://www.linkedin.com/company/hubspot/

Website – https://www.hubspot.com/

"Outcomes" is a show capturing stories, experiences, and tactical advice from those in partnerships who have valuable insights to share.

Join Partnerships Leaders here: https://refer.partnershipleaders.com/barrett5

Today's episode of Outcomes welcomes HubSpot Executive and Partnerships Guru  Dan Tyre.

To form successful partnerships, prioritizing important aspects and focusing on key criteria is essential. The most successful partnerships involve a triangular relationship, where the customer, partner, and manufacturer each provide distinct value.

Partnerships benefit customers through collaboration with supportive partners who understand their evolving business needs. Manufacturers that excel offer value beyond their products by sharing software methodology and best practices for selling and delivering infrastructure. Partners, on the other hand, contribute value through sales, integration, delivery, and problem-solving.

INSIGHTS FOR BETTER OUTCOMES

Dan: "It's all about priorities, you have to focus on what's important. Partnership programs don't just format and work, there are so many twists and turns. Real partnerships have very specific criteria and the best partnerships are a triangle. The customer is at the top, the manufacturer on one side and the partner on the other. The value that each one creates should be obvious to all participants, if its not obvious to to everyone, then it is not a real partnership and you need to redefine the value that everyone is putting in."

You can learn more about Dan and his work through the links below:

LinkedIn: https://www.linkedin.com/in/dantyre01/

Sign Up for a Free Demo of HubSpot's Marketing Software: https://offers.hubspot.com/demo

If you enjoy listening to Outcomes, please subscribe, share, and provide feedback.

LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/

LinkedIn (HubSpot) - https://www.linkedin.com/company/hubspot/

Website – https://www.hubspot.com/

"Outcomes" is a show capturing stories, experiences, and tactical advice from those in partnerships who have valuable insights to share.

Join Partnerships Leaders here: https://refer.partnershipleaders.com/barrett5

Today's edition of Outcomes continues the conversation with Dani Buckley, Vice President & General Manager at LeadG2.
When building a partnership, a prescriptive approach should always be the starting point. A partner should always be motivated by more than just the responsibility towards the vendor. A great partner will educate and guide their peers by educating them on how to go to market and strategize effectively. The collaboration should extend beyond teaching how to use various tools. This kind of initial approach sets up a great platform for future collaboration and leads to an insider understanding of the partner's business needs.

INSIGHTS FOR BETTER OUTCOMES

Dani: "Typically, in partnerships, we don't see a tailored approach that would be both productive and supportive. My suggestion is to not overthink it. We can do anything, but we can't do everything. Focus on key positioning of how to effectively use the platform, guide your partner, showcase your way of thinking and build upon it." 

You can find more about Dani and her work through the links below:

LinkedIn: https://www.linkedin.com/in/daniobuckley/

Grow your business with LeadG2: https://leadg2.thecenterforsalesstrategy.com/

If you love listening to Outcomes, please subscribe, share, and send us your feedback.

LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/

LinkedIn (HubSpot) - https://www.linkedin.com/company/hubspot/

Website – https://www.hubspot.com/

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
 

Today's edition of Outcomes welcomes Dani Buckley, Vice President & General Manager at LeadG2. 

Dani points out the significance of partnerships in business and the importance of a customer-centric approach. Partnerships should focus on ways to improve the customer experience and benefit both businesses involved. She warns against forcing tools or technologies that may not suit the customers' needs, as it can lead to undesirable outcomes. 

A successful partnership should involve creating a business model together, developing case studies to demonstrate effective customer service, and establishing clear internal communication processes. The mention of ABM highlights the need to go beyond merely using tools and instead focus on effective go-to-market strategies. Ultimately, prioritizing customer benefit is key to long-term success in partnerships and any other business endeavours.

INSIGHTS FOR BETTER OUTCOMES

Dani: "Partnerships are about collaborating in ways that helps both businesses to thrive and finding way to improve the experience of our customers. Before implementing anything, we should always consider if it is  actually benefiting our customers, this is what pays off in the long run.  If we try to force a tool or technology that isnt the right fit, it doesn't pan out."

You can find more about Dani and her work through the links below:

LinkedIn: https://www.linkedin.com/in/daniobuckley/

Grow your business with LeadG2: https://leadg2.thecenterforsalesstrategy.com/

If you love listening to Outcomes, please subscribe, share, and send us your feedback.

LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/

LinkedIn (HubSpot) - https://www.linkedin.com/company/hubspot/

Website – https://www.hubspot.com/

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

Today's edition of Outcomes continues the conversation with Dorian R. Kominek, Head of Partnerships at Gigster, Partnership Leader at Partnership Leaders, and CEO & Founder of Dorian Inc.

Dorian emphasizes the need for executive leadership to be genuinely committed to building a successful partner program rather than merely reacting to industry trends. For partnership professionals, Dorian advises avoiding roles in organizations with a reactionary approach and recommends seeking environments where an entrepreneurial approach is embraced. Another key point of the discussion is using various entrepreneurship tools to forecast and plan the partner program's success realistically. This requires treating the partner program as a business venture and investing in it accordingly.

INSIGHTS FOR BETTER OUTCOMES

Dorian: "Embrace an entrepreneurial mindset, treating the partner program as a serious business venture. Utilize forecasting tools for realistic planning, and invest in the program's success. Seek environments that foster entrepreneurship to achieve better outcomes as a partnership professional."

You can find more about Dorian and her work through the links below:

LinkedIn: https://www.linkedin.com/in/drkominek/

Enrich your business through Gigster: https://gigster.com/hire-gigster/

If you love listening to Outcomes, please subscribe, share, and send us your feedback.

LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/

LinkedIn (HubSpot) - https://www.linkedin.com/company/hubspot/

Website – https://www.hubspot.com/

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

In today's episode of Outcomes, Barrett welcomes Dorian R. Kominek, Head of Partnerships at Gigster, Partnership Leader at Partnership Leaders, and CEO & Founder of Dorian Inc.

Dorian highlights the challenges associated with resource scarcity and the absence of an innovative and entrepreneurial culture. The conversation emphasizes that adopting a purely managerial approach can hinder progress and create obstacles. Dorian underscores the importance of integrating business-oriented thinking into partnership development, treating it as an entrepreneurial pursuit, and building a small business within the larger organization.

INSIGHTS FOR BETTER OUTCOMES
Dorian: "Building a partner program is quite similar to building an entire entrepreneurial venture. Noticing the challenges of building a partner program, such as trouble with obtaining resources, reveals a lack of an innovative culture and an entrepreneurial orientation to the problem. Adopting a strictly managerial approach leads to friction and obstacles. That is the 30,000-foot view."

You can find more about Dorian and her work through the links below:
Linkedin: https://www.linkedin.com/in/drkominek/
Enrich your business trough Gigster : https://gigster.com/hire-gigster/

If you love listening to Outcomes, please subscribe, share and send us your feedback.

LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
LinkedIn (Hubspot) - https://www.linkedin.com/company/hubspot/
Website – https://www.hubspot.com/

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

Today’s edition of Outcomes continues the conversation with Sam Yarborough, SVP of Partnerships at PFL.

By aligning with the partner's objectives and helping them achieve success, it becomes easier to scale partnerships across various verticals and markets. Being vocal about achievements and sharing success stories with the partner organization is crucial to gaining recognition and support.

The approach highlighted on this episode leads to more effective GTM strategies, increased customer satisfaction, and measurable impact on key metrics.

Sam emphasizes the importance of relationship-building, personalization, and adding value when partnering with large organizations like Salesforce. This episode underscores the need for clear communication, active listening, and the willingness to collaborate with partners to achieve mutual success.

INSIGHTS FOR BETTER OUTCOMES

Sam: “If we're talking big enterprise, the average contract value that I can provide back to them is nothing as in terms of their quota. What is my actual value prop to them? Is it a better experience for the customer? Is it stickier? So it's not one size fits all. Neither are

relationships. If you can show up to the table, put on your BD hat, and just be curious, be human, ask the right questions.

You can find more about Sam and her work through the links below:

● Linkedin: https://www.linkedin.com/in/sam-yarborough-a96b3326/

● Book a demo by PFL.com: https://www.pfl.com/discover-how-to-start

If you love listening to Outcomes, please subscribe, share and send us your feedback.

● LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/

● LinkedIn (Hubspot) - https://www.linkedin.com/company/hubspot/

● Website – https://www.hubspot.com/

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

In Today's episode of Outcomes, Barrett welcomes Sam Yarborough, SVP of Partnerships at PFL.

Partnerships enable companies to offer comprehensive solutions to their customers more efficiently. This conversation delves into the topic of partner attribution and how to define and measure it.

Sam shares her process of tracking and scoring partner relationships within the Salesforce ecosystem, as well as the value of data-driven insights for influencing sales teams. This conversation highlights the need for scalability and leveraging networks to drive success.

INSIGHTS FOR BETTER OUTCOMES
Sam: “We can't hang out with feelings as a partner team. You have to have numbers. You need to dive into how to prove your value and how it aligns with the overall company goals which is paramount to a company team. Being aligned with a partner's goals is crucial for a successful cooperation.”

You can find more about Sam and her work through the links below:

• Linkedin: https://www.linkedin.com/in/sam-yarborough-a96b3326/
• Book a demo with PFL: https://www.pfl.com/discover-how-to-start

If you love listening to Outcomes, please subscribe, share and send us your feedback.

• LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
• LinkedIn (Hubspot) - https://www.linkedin.com/company/hubspot/
• Website – https://www.hubspot.com/

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

Today's edition of Outcomes continues the conversation with Jay McBain, Chief Analyst at Canalys. 

In today's market, it is crucial to build a relationship with your customers in a way that emphasizes common values which are clearly defined in order to achieve a value intersection. It’s also important to build a strategy that identifies your full scope of potential partners and to infiltrate their ecosystem.

In order to expand a company's reach and potential value, the three cornerstones that each company should keep a firm grasp on are their TAM, SAM and SOM.

During this episode, Jay explains how to build the type of relationship with your customer that reaches beyond the sale. This is done by focusing on core values such as building trust and being able to provide new opportunities for your partners.

INSIGHTS FOR BETTER OUTCOMES

JAY: PRIORITIZE FIGURING OUT YOUR MARKET

“If you sell coffee, at some point you have to figure out where people go to buy the coffee and if there are enough restaurants on every street corner to handle that demand. That is a basic question which most software companies cannot answer.”

You can find out more about Jay and his work through the links below:

• LinkedIn: https://www.linkedin.com/in/jaymcbain/
• Join a Forum held by Canalys: https://canalys.com/events

If you love listening to Outcomes, please subscribe, share and send us your feedback.

• LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
• LinkedIn (Hubspot) - https://www.linkedin.com/company/hubspot/
• Website – https://www.hubspot.com/

“The future belongs to operators who care about Outcomes”
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