This edition of Outcomes welcomes Rob Sale, Director of Strategic Partnerships at Salesken. The integrity of having something sturdy in this space makes all the difference especially when it comes to the early board stage.

Barrett and Rob talk about the importance of truly understanding a business from all sides, of course, including the customer journey! There are numerous insights to pick up so tune in to this latest episode of Outcomes - where partnerships and SaaS meet.

INSIGHTS FOR BETTER OUTCOMES

ROB: DON'T BE PRESSURED TO JUST GO IN AND GO

“Don't go in and take at face value what others are saying about what partnerships you have, what success you're going to have, what you're going to see, and what you should do. Take the time to truly understand every aspect of the business. When I say that, I mean the core economics, the unit economics of the business.”

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

In today's episode, Barrett continues his conversation with Joakim Fagerbakk, Chair of the Board of Directors and Partner at Avidly. Different people have different goals and processes when identifying who to work with and who to partner with.
 

Barrett and Joakim also talk about the idea of having less control and when it can be more impactful compared to what we're usually accustomed to. Learn about all this in even more detail in this latest episode of Outcomes - where partnerships and SaaS meet.
 

INSIGHTS FOR BETTER OUTCOMES

JOAKIM: DON'T LIMIT YOUR ABILITY TO SCALE JUST TO MAINTAIN CONTROL

“I think the most important part there which I think most smaller players would be challenged by is that they are also always considering, "What's my space in this?" So of course, at the moment you start to want to broaden quickly. If it's not a pure SaaS exercise and you need to have more talents then you also need to prepare to share that which is fine.”

JOAKIM: THE MERRY-GO-ROUND OF GROWTH BECAUSE OF A HEALTHY ENVIRONMENT

"The other things the passion and the love. That's not in the brand, it's not about the product, it's not about the partner, it's really about the people. I must say I really love my colleagues. To work with these colleagues, you see people thrive, I thrive. It's just extremely exciting to work with people that have the same sort of passion so it's fun to go to work.

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

• LinkedIn: https://www.linkedin.com/in/joakimfagerbakk/
• Avidly: https://www.avidlyagency.com/

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 Joakim Fagerbakk, Chair of the Board of Directors and Partner at Avidly. When you go at speed, you want to become as transparent as you possibly can. You don't want to just make an impact, you want to make sure that you grow profitably.
 

Barrett and Joakim dive deep into sustaining partnerships over time by doing good business for ourselves and the partners that we have. Joakim also discusses not just developing the growth mindset but the actual desire to learn as you go. There's a lot to learn so tune in to this latest episode of Outcomes - where partnerships and SaaS meet.

INSIGHTS FOR BETTER OUTCOMES

JOAKIM ON TRANSITIONING FROM THE TELECOM INDUSTRY

“What happens is you've gone through a lot of books and business models, you'll come to the realization at the end that some of the business logic is very similar across different industries. As long as you get that business logic, you can sort of apply that to every industry.”

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

• LinkedIn: https://www.linkedin.com/in/joakimfagerbakk/
• Avidly: https://www.avidlyagency.com/

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

Director of Strategic Partnerships at Arrive, Chris Lavoie, PhD is back with Barrett. Chris is widely known as one of the leaders in Technology Partnership program development for ISVs, specializing in monetizing integration partnerships.

Together they will discuss art vs. science in the business world, the importance of having robust growth tracks in place, core competencies, and finding the right mentor. Learn more in detail here, on Outcomes - where partnerships and SaaS meet.

INSIGHTS FOR BETTER OUTCOMES

CHRIS: THE FUTURE OF PARTNER MANAGEMENT

“So my personal opinion is over the next couple of years, you're going to see the partner manager type role become more akin to an account executive type role, where it's a much tighter constraint in terms of what their scope is, and it becomes much more formulaic, it's like, you need to be taking five, six meetings a day with your partners reps, in order to add this much pipeline to close this much pipeline.”

CHRIS: ALWAYS HAVE A MENTOR FOR YOURSELF

“I have a mentor for like six different situations. If I'm like z about you know, customer churn, I have a mentor, I can go talk to you about that, right. If I'm worried about your burn rate, I have a mentor for burn rate, right. So as you climb, and as you you have a more complex, convoluted role. You should ideally have someone in your Rolodex that you can call up for any given situation. And that's where I'm trying to get to as a leader.”

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

• LinkedIn: https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/
• Arrive: https://www.linkedin.com/company/thearriveplatform/

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 Chris Lavoie, PhD, Director of Strategic Partnerships at Arrive. Chris is widely known as one of the leaders in Technology Partnership program development for ISVs, specializing in monetizing integration partnerships.

Together with Barrett, they discuss the great outcomes that emerge out of the intersection of value and opportunity. Chris also discusses the power of bridging good training and easily digestible playbooks and how they paly a key part in building lasting partnerships. Learn more in this latest episode of Outcomes - where partnerships and SaaS meet.

INSIGHTS FOR BETTER OUTCOMES

CHRIS: VALUE CREATION AS A PARTNERSHIP’S FOUNDATION

“The way I was taught to approach partnerships is everything relies on value creation, and if you don't have that, as a foundation, it's hard to stand up any form of successful partner programs.”

CHRIS: GOOD TRAINING + DIGESTIBLE PLAYBOOKS = GREAT COMPANIES

“In my experience, an average company will have maybe some good playbooks in place that one person had built once upon a time and they were able to repeatedly go back to that in order to hit their goals to some extent, and then sometimes you'll have some good training, but you don't necessarily have an innovator who can create a playbook that is easily digestible and used broadly across the organization. But the best companies have both they have great training, and they have these great playbooks and their reps are able to get trained up on those.”

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

• LinkedIn: https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/
• Arrive: https://www.linkedin.com/company/thearriveplatform/

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, Barrett continues his conversation with Vince Menzione, Founder of Ultimate Partnerships and Host of the Ultimate Guide to Partnering podcast. Marketplace has a version that you want to keep for customers and one focused on being your partner marketing engine.

Vince talks about how we can amplify the voices of our partners and create more opportunities over the years. He also talks about the importance of effective co-selling in helping one stand out. Learn about all this and more in this episode of Outcomes.

INSIGHTS FOR BETTER OUTCOMES

VINCE: HOW DO YOU FIGURE OUT A CO-SELLING APPROACH?

“There's millions of marketplace offerings out there and this is where effective co-selling and effective partner selling come in. How do you stand out as that bucket full of shiny quarters? Because if you're a Microsoft, or Google, or Amazon seller, I've got thousands of partners that all want to sell with me.”

VINCE: FUNCTIONS WITHIN THE PARTNER ORGANIZATION SHOULD BE ALIGNED

“Marketplace also aligns to channel or ecosystem strategy. What I often find in organizations, especially ones that are legacy organizations that then became SaaS software companies, is that there is this legacy set of partners within the transaction, influence, service, support, and whatever that don't necessarily align to the future marketplace state.”

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

• LinkedIn: https://www.linkedin.com/in/vincemenzione/
• Ultimate Guide to Partnering: https://ultimateguidetopartnering.com/

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, Barrett welcomes Vince Menzione, Founder of Ultimate Partnerships and Host of the Ultimate Guide to Partnering podcast. Many partnerships settle on just transactions or vendor-to-partner interactions and this doesn't always have to be the case. 

Vince walks us through the framework and set of operating principles that make a successful partnership. He shares about how to approach these concepts and if you should focus on one or more at a time depending on your current situation. There's a wealth of knowledge so make sure to tune in to this episode of Outcomes.

INSIGHTS FOR BETTER OUTCOMES

VINCE: FOUNDATIONAL CONCEPTS ARE ACTIONABLE

“Every organization should do them up and down every department at the organization. But they don't, or they think they do. And unless you observe or you analyze what's working and what's not working you won't be able to say these are the areas that need to get better alignment and focus.”

VINCE: THE MARKETPLACE CONCEPT MAKES IT EASIER FOR THE SELLER TO IDENTIFY THE RIGHT PARTNER

“If you look at Microsoft, they just laid off 10,000 people and they're revamping what they're going to do in terms of their co-sell and their partnering model. They'll be coming out of their fiscal year and I think you'll see some real emphasis here on marketplace because, again, it takes a lot of friction out.”

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

• LinkedIn: https://www.linkedin.com/in/vincemenzione/
• Ultimate Guide to Partnering: https://ultimateguidetopartnering.com/

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, Barrett welcomes Justin Zimmerman, CEO and Founder of ParterPlaybooks.com and the owner of PartnerWebinar.com. At some point, whether it be within a week or a month, there's always an engagement with partner-infused events to identify common solutions.

Justin talks about finding environments where you can ask, learn, and show up consistently. This is because people show up for you when you show up for yourself to get solutions to certain problems. Sit back and listen to this episode of Outcomes.

INSIGHTS FOR BETTER OUTCOMES

JUSTIN: FIND YOUR PEOPLE AND REACH OUT TO THEM

“Community is kind of so easy to find now in a way that it wasn't two or three years ago where if you want to learn about marketing and learn about partnerships, there's partnership marketing channels.”

JUSTIN: FOCUS ON MICRO ECOSYSTEMS THROUGH ATTENTION AND TRUST

“Attention and trust are the two most important currencies in the sales process and what partnerships, community, and live events do is it brings them all together in one place.”

You can connect with Justin and his work through the links below:

• LinkedIn: https://www.linkedin.com/in/justinzim/
• Partner Playbooks: https://partnerplaybooks.com/

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, Barrett welcomes Justin Zimmerman, CEO and Founder of ParterPlaybooks.com and the owner of partnerwebinar.com. Community, partnerships, and live events are three aspects that are converging to become the future of marketing ecosystems. 

Justin highlights the importance of listening to what is needed in conversations within the market or a community. He talks about knowing the limits of what you know or where your expertise can be applied and knowing when to find an expert you can learn from to help solve certain problems. Get your notes ready and tune in to this episode of Outcomes.

INSIGHTS FOR BETTER OUTCOMES

JUSTIN: ESTABLISH CONNECTION AND INFLUENCE

“The first relationship that we have and the way we can drive partnerships is through the conversations we're communicating with our readers and our own partner community. And then that relationship compounds into them knowing, liking, and trusting you.”

JUSTIN: UNDERSTAND THE COMPONENTS OF EXECUTING TASKS

“The only way you get there is by rigorously detailing and doing the job and figuring out what worked and didn't work. If you can't program it into the system or it's not a step of automation and if you can't automate it you have to figure out how to help automate the person in the role by documenting what can't be done by machines.”

You can connect with Justin and his work through the link below:

• LinkedIn: https://www.linkedin.com/in/justinzim/
• Partner Playbooks: https://partnerplaybooks.com/

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

Philip Kushmaro is back with Barrett, as they discuss the importance of incremental value and vetting potential partners in partner marketing. They highlight the shift towards more transparent and direct partnerships where both parties benefit from collective engagement.

They also emphasize identifying value points and moments of engagement and looking for partners who can benefit from what you're already doing. Join Barrett and Philip and learn more in this latest episode of Outcomes.

INSIGHTS FOR BETTER OUTCOMES

BARRETT: FIND THE ONES WHO CAN BENEFIT FROM YOU

“Even if you're super early, like look for people that can benefit from what you're already doing. If you're late, you're at a scaled-up version of the same business, look for people that are already engaged with you. But identify those value points, those moments where one or both of you, ideally both, can benefit from some sort of a collective engagement.”

PHILIP: GIVING MORE THAN YOU CAN GET

“I'm all for giving more than I get. For me, karma is a huge thing, I believe in that, and I'm willing to take the actual loss like the delta of maybe doing a bit more than they would because I feel like that's the right thing to do, and in the long term that's going to pan out.”

You can connect with Philip and his work through the link below:

• LinkedIn - https://www.linkedin.com/in/philipkushmaro/
• Align: https://aligntoday.com/

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