Today’s episode of Outcomes welcomes Jay McBain - Chief Analyst at Canalys. 

Jay is a big believer in that there’s so much more to partnering than just money changing hands, and during this episode you’ll learn more on both his partnership philosophy, and also his data-based predictions of how partner ecosystems will work in the future.

Jay studies Partnerships, Channels and Ecosystems down to a granular level, and his data-based approach is exactly what’s allowed him to partake in building some of the largest and most impactful partner networks to date.

One of the key points discussed in this episode is how we’ve transitioned from the age of Sales to the age of Marketing, and how partnership managers should make decisions based on this knowledge.

INSIGHTS FOR BETTER OUTCOMES

JAY: FUTURE-PROOF YOUR GTM STRATEGY

“How you go-to-market, how you sell, how you market, how you run customer success, how you integrate into their lives..the future is an integration-first buyer.”

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

• LinkedIn: https://www.linkedin.com/in/jaymcbain/

• Canalys: https://www.linkedin.com/company/canalys/

This podcast is built with Partnership Leaders, the preeminent industry association for partnership, channel, and business development leaders.

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 & SaaS meet!

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

Today's edition of Outcomes continues the conversation with Eleanor Thompson, Founder & Principal Consultant at Branchworks. Getting a detailed action plan across the board in a simple manner that people are able to understand and follow up with is a mastery worth pursuing.

Barrett and Eleanor debate the balance between documentation, face to face interactions, webinars and meetings with drinks. They point out the necessity to establish a framework for partnerships as these general guidelines always come in handy.

INSIGHTS FOR BETTER OUTCOMES

ELEANOR: A MUST-DO TRACK IS ALWAYS LISTED FOR THE PARTNER

“Set expectations, but also be capable of making sure both parties live up to them. And make sure you're able to have difficult conversations when noticing deviations from the plan. Being really consistent with the things that you are doing, and that you have promised in the first place is the most important thing for making it all count.”

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

    •    LinkedIn: https://www.linkedin.com/in/eleanorthompson10/

    •    Branchworks: https://www.branchworks.io/

This podcast is built with Partnership Leaders, the preeminent industry association for partnership, channel, and business development leaders.

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 & SaaS meet!

Join Partnerships Leaders Here:

https://refer.partnershipleaders.com/barrett5

Today's episode of Outcomes welcomes Eleanor Thompson, Founder & Principal Consultant at Branchworks. Think twice before rushing into a new partnership deal. Setting up and aligning expectations with your chosen business partners are some of the most crucial steps to ensure all parties involved know what's ahead of them.

Barrett and Eleanor discuss what it means to properly set up and head into a new partnership. They emphasize the importance of a Mutual Action Plan, initial chains of communication between parties involved and how discussing all the tiny details leads to a smooth and fruitful collaboration.

INSIGHTS FOR BETTER OUTCOMES

ELEANOR: LET'S HAVE THAT CONVERSATION BEFOREHAND

“Mutual Action Plan is something that I love, and is something that I will always put in place, and then it is really about consistency and doing things that you've said you're going to do. [..] So it doesn't matter in what format it is.But it has to be something that is revisited.” 

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

• LinkedIn: https://www.linkedin.com/in/eleanorthompson10/

• Branchworks: https://www.branchworks.io/

This podcast is built with Partnership Leaders, the preeminent industry association for partnership, channel, and business development leaders.

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 & SaaS meet!

Join Partnerships Leaders Here:

https://refer.partnershipleaders.com/barrett5

This edition of Outcomes continues our conversation with Logan Lyles, Head of Partnerships at Teamwork. Networking and meaningful connections are becoming increasingly important in the marketing landscape, and enabling these connections as evangelists for a Nearbound marketing strategy can make a huge difference.

Logan explains that evangelists are closer to your customers than your company is. These individuals can be found in your network or may already work within the company, and through their network, there exists an opportunity to humanize the relationship-based approach to B2B marketing.

INSIGHTS FOR BETTER OUTCOMES

LOGAN: PEOPLE BUY FROM PEOPLE THEY KNOW, LIKE AND TRUST

“People are asking, who do I trust? [..] so the information that comes, they trust it and then they're able to act on it. Marketing teams can make that same shift instead of saying, how do we reach our target market, what channel?  We say, who does our target market trust and how can we work with them to attract them together? ”

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

• LinkedIn: https://www.linkedin.com/in/loganlyles/

• Guide to Scaling Your Agency

This podcast is built with Partnership Leaders, the preeminent industry association for partnership, channel, and business development leaders.

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 & SaaS meet!

Join Partnerships Leaders Here:

 https://refer.partnershipleaders.com/barrett5

Today’s episode of Outcomes welcomes Logan Lyles, the Head of Partnerships at Teamwork. Collaboration as the foundation of partnerships and the importance of mutually beneficial outcomes are his keys for success.

Barrett and Logan touch on the evolution of marketing strategies, moving from outbound to inbound and now towards the emerging concept of "Nearbound" marketing. They highlight the need to navigate a crowded landscape where customers are surrounded by various distractions.

INSIGHTS FOR BETTER OUTCOMES

LOGAN: REACH OUT AND COLLABORATE, DON'T BRUTE FORCE IT 

“Reaching into that ecosystem that's around them, making those connections that you either already have, or make sense to leverage the collective power of those magnets that are in and around your audience to have more collective pull, more collective power that is more effective than just trying to build a bigger magnet. And a big part of that is trust.”

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

• LinkedIn: https://www.linkedin.com/in/loganlyles/

• Guide to Scaling Your Agency

This podcast is built with Partnership Leaders, the preeminent industry association for partnership, channel, and business development leaders.

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 & SaaS meet!

Join Partnerships Leaders Here:

 https://refer.partnershipleaders.com/barrett5

This edition of Outcomes welcomes Alex Glenn, Founder and CEO of Partner Programs and PartnerHub. Too many teams start a program just to do it. Seeing bigger players in your space doing it doesn't necessarily mean you should do so as soon as you can too.

Barrett and Alex talk about the way you curate the relationships around your product to make sure you're working with the right people. Learn how this can work in this latest episode of Outcomes - where partnerships and SaaS meet.

INSIGHTS FOR BETTER OUTCOMES

ALEX: GET TO A POINT WHERE YOU HAVE A SOLID PRODUCT

“When you get to that point where you have a scalable program, you're just putting butts in seats to be able to manage the inbound, the new partnerships that you could enable. You're not trying to find advertising and leads and push out all this cold blank because at that point the community is so tight and small, if you are a legitimate partner, and you do have a couple of partners behind you, they're going to find out about you very quickly.”

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

• LinkedIn: https://www.linkedin.com/in/alex-glenn/
• Website: https://www.partnerhub.app/

This podcast is built with Partnership Leaders, the preeminent industry association for partnership, channel, and business development leaders.

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 & SaaS meet!

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

This edition of Outcomes welcomes Alex Glenn, Founder and CEO of Partner Programs and PartnerHub. You always have to consider who you're working with, not necessarily brand to brand, but person to person. That's how you remind yourself that the people are your partners and your not there with just another entity

Barrett and Alex talk about how to view partnerships as a whole and creating a solid ecosystem strategy around that. Learn even more details in this latest episode of Outcomes - where partnerships and SaaS meet.

INSIGHTS FOR BETTER OUTCOMES

ALEX ON WHAT PARTNERSHIPS MEAN FOR HIM

“The word partnership is really, what can I do for somebody that's already in motion in a market that I want to get into that's mutually beneficial and have them call me a partner? And not call me salesperson, a marketing guy they've met in some way but really call me a partner.”

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

• LinkedIn: https://www.linkedin.com/in/alex-glenn/
• Website: https://www.partnerhub.app/

This podcast is built with Partnership Leaders, the preeminent industry association for partnership, channel, and business development leaders.

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 & SaaS meet!

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

In today's episode of Outcomes, we continue our conversation with Agnese Kalnina, Head of Partnerships at Mo. One way to manage an opportunity with a partner is through a funnel-based approach and tracking it from there. This can be smart but you also need everything planned ahead of time before things fall through.

Agnese discusses the metrics she is using to validate the energy and effort she puts out actually produce the results she wants. There are more details to learn so tune in to this latest episode of Outcomes - where partnerships and SaaS meet.

INSIGHTS FOR BETTER OUTCOMES

AGNESE: AVOID HAVING FUNCTIONALITIES OVERLAP

“I want to leave the first call kind of confident that we're also solving existing issues for the partner. I would ask what their business does, what they're struggling with, and what their customers are asking for that they're not providing. I want to see some overlap there.”

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

• LinkedIn: https://www.linkedin.com/in/agnese-kalnina/
• Get a work demo from Mo: https://mo.work/demo/

This podcast is built with Partnership Leaders, the preeminent industry association for partnership, channel, and business development leaders.

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 & SaaS meet!

Join Partnerships Leaders Here:

 https://refer.partnershipleaders.com/barrett5

This edition of Outcomes welcomes Agnese Kalnina, Head of Partnerships at Mo. The faster you can get to your ideal partner, the sooner you can look for who your customers are already working with or how to actually look for those partners in the first place. 

Barrett and Agnese dive deep into what it means to fill the gaps through partnerships and talking to the customer first to address the root problems. Learn all of this and more in this latest episode of Outcomes - where partnerships and SaaS meet.

INSIGHTS FOR BETTER OUTCOMES

AGNESE: USING PARTNERSHIPS TO HELP THE BUSINESS GROW

“Early startup means you also have to really prioritize your resources and you cannot build every functionality out there. Typically, there is quite a big gap that's missing in your product and the easiest way to address that is through partners and searching for like-minded and similar-sized companies that are also struggling with this.”

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

• LinkedIn: https://www.linkedin.com/in/agnese-kalnina/
• Get a work demo from Mo: https://mo.work/demo/

This podcast is built with Partnership Leaders, the preeminent industry association for partnership, channel, and business development leaders.

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 & SaaS meet!

Join Partnerships Leaders Here:

 https://refer.partnershipleaders.com/barrett5

This edition of Outcomes welcomes Rob Sale, Director of Strategic Partnerships at Salesken. You always want to know what you're really good at now and what you need to get better at. But most importantly, you also need these answers from the perspective of existing partners and stakeholders.

Barrett and Rob talk about the first thing to do which is to focus on a single pain and what are the things you should do then to drive value in the next 30, 60, and 90 days. Learn all the details in this latest episode of Outcomes - where partnerships and SaaS meet.

INSIGHTS FOR BETTER OUTCOMES

ROB: IDENTIFY WHAT GIVES THE MOST PAIN

“What I always try to do, as well is, "Let's start on the thing that has the most pain." So that's one area, one channel. Don't go tackling four different channels and trying to do this and this and this as a single contributor, it's just going to be impossible to do that.”

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

• LinkedIn: https://www.linkedin.com/in/robsalein/
• Salesken: https://www.salesken.ai/

This podcast is built with Partnership Leaders, the preeminent industry association for partnership, channel, and business development leaders.

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 & SaaS meet!

Join Partnerships Leaders Here:

 https://refer.partnershipleaders.com/barrett5