Partnering Uncovered

Send us Fan Mail

Jake Vernon everyone - the Jake Factor 
https://www.linkedin.com/in/jake-vernon/

Listen to our Guest discuss his methodology for engaging in long-lasting relationships.  Jake will discuss What to do, What not To Do, and What Never to do! 

We weave in real customer examples and the tough decisions to make every new year as your territory gets smaller and your quota goes up.  How do you transition that trusted relationship to another SE and ensure the business is not interrupted? 

Thanks again Jake, for being a guest on Http://www.seworklife.com 

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

This podcast will walk you through my M&A experiences - how to survive them, take advantage of them, learn the signals and understand how to stay calm

What happens in a  Merger and Acquisition 

• Been part of 6 major acquisitions 
  • JetForm Merger to Adobe
  • Adobe Merger with Macromedia
  • Adobe Merger with CPQDay 
  • Adobe Merger with Omniture 
  • Involves acquired by Oracle 
  • Oracle pulls in Vitrue and Collective Intellect
  • Elastic - purchase endgame
  • Snowflake - Not yet, but soon 
• How did they work
  • Adobe saves JetForm / Accelio
  • Put me in charge - merge the NYC office
  • Pay off the Unions
  • tried to sell it like a box of software
  • Attitude! On all fronts 
  • Why - we had enterprise experience
  • Sales Workflows are so different 
  • Frustrations 
  • Elimination time 
  • Positives - My Dream Job
  • Security - Large Company 

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

• You have identified your company is going to prepare for riff
• You have decided to stay or leave 
• If you are looking to go - you start the campaign
  • Look at where sales reps have moved too
  • Pull a list of company's wish list first 
  • Then look at where you have 1st connections 
• Have your requirements ready 
• Start taking the Recruiter calls
• Have at least three horses in the race
• Say Goodbye - do not take the money 

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

Recession is coming; we will cover how to see the signs internally and overcome those before they become a problem for you. 

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

This is the first in a series around recession impact.  I want you to know how companies prepare, how you can better prepare when to take action, how to take action, and what to understand while inside the storm.  I have been through two major global recessions - 1992  and 2009.  Good news , we can get through this and you can be successful!  

• Mother Nature - How does Company Plan 
• Forecasting - What are the Signs to Look for 
• Buy Plywood - How to prepare for the storm
• Evacuate - May want to leave earlier  - Timing is everything
• Storm Surge - How they decide on who gets a life jacket
• The Rebuild - Mergers, and Acquisitions 

Mother Nature
What you will learn in this Podcast - 

• How companies plan and when they start planning
• 3 things they Look at :
  • Economic Outlook
  • Predictive Metrics - Sales Data / Aging Reports / Pipeline/ Renewal Rates 
  • COGS - ACV TCV, ARR 
• Public vs Private Company vs Govt
• Where to look in 2023

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

This is the first episode to introduce me to SE Worklife Mission and what is coming from this and other series.   This will not be a politically correct podcast; the goal is to get to the untold truth regarding the "Day in the Life" of a presales engineer. We will disguise your voice and name to allow for full transparency.   
What you will get out of this 30 min podcast is a little bit of my background, how I got here to speak to you and what you should expect from the team, site, and books we are rolling out.  

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.