Episodes
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Steve Kazan, CEO & Founder @ Inner Onion.
Inner Onion is an international sales consultancy, operating from San Francisco and supports international technology (cyber security) companies who want representation in the United States by:- Creating & Implementing go-to-market plans to enter North American markets- Developing and managing partner eco-systems- Creating strategic relationships- Fractional CMO / GM / VP Partnerships
In this episode, the duo discusses the 4 questions below:
Long-term Success: Most important factors for long-term partnership success?Underperform: Top reasons why tech partnerships underperform?IT Partners: What product categories are tech partners looking to add?Enablement: In what areas are partners looking for stronger enablement?Grab your copy of Inner Onion's e-book: How to Win with Tech Partner Programs by visiting (https://www.inneronion.com/e-book)
Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science!
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Bob Jones, Partner @ collabtogrow & Certified PARTNERNOMICS Implementer.
Collabtogrow partners with PARTNERNOMICS® as a certified implementer of the PARTNERNOMICS methodology. All of collabtogrow’s service offerings are aligned with and underpinned by PARTNERNOMICS' proven partnering methodology.
Bob brings decades of experience having spent a number of years with companies such as KPMG, Bank of America, Xerox, and The Hackett Group Inc.
In this episode the duo discusses the 4 questions below:
SPP: What is a Strategic Partnering Plan and why should companies use them?Creation: When and how should SPPs be created?Segmentation: How do SPPs leverage "segmentation"? Approach: What is included in the Approach section of the SPP?Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)
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Missing episodes?
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Ken Coppins, Partner @ collabtogrow & Certified PARTNERNOMICS Implementer.
Collabtogrow partners with PARTNERNOMICS® as a certified implementer of the PARTNERNOMICS methodology. All of collabtogrow’s service offerings are aligned with and underpinned by PARTNERNOMICS' proven partnering methodology.
Ken brings decades of experience having spent a number of years with companies such as Capgemini & KPMG.
In this episode, the duo discusses the 4 questions below:
Strategy: What does a clear strategy do for you?OPP: How should you create an Organizational Partnering Plan?SWOT Analysis: What should a good SWOT Analysis provide?Getting Clarity: What is a Needs/Wants/Limits Analysis?Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Andrey Lipattsev, Partner Development @ Google. Andrey is the Strategic Partner Manager & EMEA lead for non-ads Privacy Sandbox partnerships @ Google. Working on modern Web technologies with the best partners across Open Source and proprietary platforms.
In this episode, the duo discusses the 4 questions below:
BI vs AI: BI vs AI, what’s the difference?Generative AI: Will generative AI be used in the partnering profession? Obstacles: What are obstacles to using AI in partnerships? Democratizing: Will AI eventually eliminate the training and consulting profession?Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Rick van den Bosch, Founder & CEO @ Channext. Rick Previously founded an organization called Virtual Retails, after experiencing firsthand how difficult it was to engage partners in vendor marketing activities, Channext was born.
In this episode the duo discusses the 4 questions below:
Marketing: What are some of the biggest mistakes made in partner marketing?Segmentation: What is the power of segmenting markets and partners?Tech Pivot: How do you know if/when to pivot? Recruiting: What is the right number of partners?Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Jim Lezzer, VP of Strategic Partnerships @ WorldView. Jim previously served as the Director of Strategic Partnerships at MedBridge where he was first introduced to the PARTNERNOMICS® methodology.
In this episode the duo discusses the 4 questions below:
Partnering OS: What is a "Partnership Operating System"?SPP: What is an SPP and why use it?Get to NO: Why is speed to "NO" valuable? Career Advice: Advice for a Partnering Professional wanting an Executive role?Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Alexander Buckles, CEO @ Forecastable and Founder @ Pathways for Autism. Alex is the father of three awesome children, a United States Marine, 3X Top-Performing Enterprise Sales Rep, 1X Sales VP with a successful exit, and a Field Co-Selling Expert. He also serves as the Sales Management Channel Co-Chair & Orlando Co-Chapter Head at Pavillion.
In this episode the duo discusses the 4 questions below:
Co-Selling: What is/is not co-selling?CROs: Why is co-selling all of a sudden becoming a top priority for CROs? It's been around for a while.Complexities: What are some of the complexities of co-selling? Process: What is a partner co-selling playbook and what does it typically contain?Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Bob Jones, Partner @ collabtogrow & Certified PARTNERNOMICS Implementer.
Collabtogrow partners with PARTNERNOMICS® as a certified implementer of the PARTNERNOMICS methodology. All of collabtogrow’s service offerings are aligned with and underpinned by PARTNERNOMICS' proven partnering methodology.
Bob brings decades of experience having spent a number of years with companies such as KPMG, Bank of America, Xerox, and The Hackett Group Inc.
In this episode the duo discusses the 4 questions below:
Expectations: How do "Executive Expectations" come into play in new programs?Goals: What does it mean to set clear and realistic goals?Executive Sponsorship: Why is it critical to have Exec Sponsorship? Part-Time: Can partnership management be a part-time job?Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)
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After some time off, we’re back with Episode 11 of The PARTNERNOMICS Show. This week Mark Brigman talks to Brian Hattaway. Brian is the Founder & Innovation Leader at IOLITE Solutions, which creates smart, Salesforce innovations to improve user productivity on the Salesforce platform.
He has over 28 years of large enterprise technical architecture, process re-engineering, and consulting experience. He also has 18 years working with the Salesforce.com platform. Brian and IOLITE Solutions are our partners for the PARTNERNOMICS IQ Software.
In this episode the duo discusses the 4 questions below:
Operations: What is the first piece of technology needed for a successful partnering program? CRM: Why isn’t a CRM capable of managing Partnering from day 1 (install)?Data Model: In data modeling, how is a “partner” different from a “partnership”?Integrations: How do I connect different tools together?Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Melissa Chambers, Senior Director of Strategic Partnerships at Guideline, a fintech platform expanding access to retirement for over 29,000 small and medium businesses.
In this episode the duo debates the 4 questions below:
Background: Do lawyers have an advantage when it comes to the partnering profession?Hiring a PDL: What’s one thing hiring managers should look for or look out for when reviewing resumes of PDLs?Budget: Should partnering and marketing share budgets?Org Structure: Where have you seen partnerships sit within a company and be most successful?Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Bob Moore, Co-Founder & CEO at Crossbeam, a collaborative data platform that helps companies build more valuable partnerships by discovering which customers and leads they have in common. Moore previously co-founded Stitch (Acquired by Talend in 2018) and RJMetrics (acquired by Adobe by way of Magento Commerce in 2016).
In this episode the duo debates the 4 questions below:
Compensation: The average comp for a partnering pro in the US is $177k. Is this too high or too little?Failure: Some studies suggest that 80-90% of partners in a channel program provide no value. Why and what should be done to address this?Events: Has COVID caused us to rethink virtual events?Innovation: Is the “innovation process” different in an ecosystem-focused organization vs a traditional-minded org?Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Jay McBain, Chief Analyst - Channels, Partnerships, & Ecosystems @ Canalys. Jay is an accomplished speaker, author, and innovator in the IT industry. Named 2021 Channel Influencer of the Year by Channel Partners Magazine.
Topics Covered:
Wall Street: Does Wall Street prefer “inventors” where bets are made on the next big idea or “proof” where investors simply fund the sale of a proven concept?Exclusivity: Should a partnering professional ever agree to exclusivity?SaaS CEOs: Many SaaS CEOs have to understand partnering from two very distinct vantage points, (1) channel sales and (2) co-creation & tech integration. How should they balance these two topics?Growth: CEOs must decide to build (organic) or partner (collaborate). What are the key factors in deciding which approach to take?Be sure to visit PARTNERNOMICS.com to find more how episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Chris Turney, Founder at Turney LG, a trial and settlement counsel focused on product and professional liability in Kansas and Missouri.
IMPORTANT NOTE: The comments made by Chris Turney in this episode should not be construed as particularized legal advice for any particular situation. His contribution to this episode does not create an attorney-client relationship, and any application of the information in this episode should be considered with your independent legal counsel.
Topics Covered:
Click Through: Should companies use "click-through" web-based contracts?
Exclusivity: Should partnering leaders ever agree to exclusivity in a partnering agreement?
TOS: Are "Terms of Service" agreements imperative?
Specialization: Do partnering professionals prefer to work with specialized attorneys?
Be sure to visit PARTNERNOMICS.com to find more how episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Alexander Richards, Head of Global Alliances at Momentive (makers of SurveyMonkey & GetFeedback). Alex is an experienced alliance, partnerships, and ecosystem leader (Tech, SI, VAR, BPO) with over 10 years of building and leading partnerships, professional services, training, and implementation teams for various technology companies, including Stella Connect, Medallia, WPP, and Apple.
Topics Covered:
Culture - Does a mission link to a group or company’s culture?Unique - Should a partnering team have its very own mission statement?Qualify - Can your mission help you qualify employees and partners?Strategy - Can a mission statement inform a partnering strategy?Be sure to visit PARTNERNOMICS.com to find more how episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Allan Adler, Managing Partner at Digital Bridge Partners. Allan is a world-class Ecosystems coach, consultant and change agent supporting individuals, managers and executives to understand and incorporate partnership best practices in service to our businesses, our partnerships, and our planet. He is the creator of the GoToEcosystem Framework that guides XaaS CEOs and C-Suite to unlock the potential of Ecosystem Orchestration.
Topics Covered:
Mindset: How to transform to an Ecosystem mindset?ACV vs Value: Is Annual Contract Value the right company goal?GoToEcosystem: Will GoToEcosystem replace GoToMarket?Advantage: Is “Sustainable Competitive Advantage” really possible?Be sure to visit PARTNERNOMICS.com to find more how episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Jared Fuller, Founder of PartnerHacker and Host of the PartnerUp Podcast. Jared is a market/product led entrepreneur with an obsession for startups that delight customers, create ecosystems, connect marketplaces, and accelerate undeniable shifts in human behavior. He’s also been awarded as Entrepreneur’s Top 10 Most Innovative Sales Leaders.
Topics Covered
Momentum: Is the pace of partnerships increasing?Goals: Should partnering professionals set “stretch goals” for their teams and partners?Communities: How should partner leaders leverage communities?Resource Partnerships: Are they a viable option for companies?Be sure to visit PARTNERNOMICS.com to find more how episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Bob Moore, Co-Founder & CEO at Crossbeam, a collaborative data platform that helps companies build more valuable partnerships by discovering which customers and leads they have in common. Moore previously co-founded Stitch (Acquired by Talend in 2018) and RJMetrics (acquired by Adobe by way of Magento Commerce in 2016).
In this episode the duo debates the 4 questions below:
Privacy: Are corporate data privacy concerns a barrier to account mapping solutions such as crossbeam?Degrees: Will we see a world that includes “professional certifications” that replace college degrees at some point?The pace of business is accelerating and Universities are lagging.Get a Marketing Degree today. Students are better teachers…Organization Structure: Should the “partnering team” report to the Sales Lead or another executive?Most sales leaders are zero-sum, transactional thinkers. Don’t understand partnering.Sales = hunter; Partnering Professionals are General ManagersAttrition: More than half of partnership professionals switched companies in 2021. Why and will this continue?Hiring executives have no way to validate a candidate’s knowledge.The labor pool of partnering professionals was tapped out years ago.How to grow the crop of future professionals.Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)
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In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Jay McBain, Principal Analyst - Channels, Partnerships, & Ecosystems @ Forrester. Jay is an accomplished speaker, author, and innovator in the IT industry. Named 2021 Channel Influencer of the Year by Channel Partners Magazine.
On this episode the duo debate the 4 questions below:Ecosystem: According to a recent EY report, the average number of B2B partner relationships has increased from 5 to 7 for organizations. What will this average number eventually grow to, and why?Innovation: Innovation is a huge part of ecosystems as organizations co-innovate to build or expand solutions. What is the best framework for innovation?Profitability: An EY report claimed ecosystems are contributing on average 13.7% of total annual revenues, 12.9% in cost reduction. Do ecosystems have more promise for the revenue side or the cost reduction side of the profit equation?Negotiation: When negotiating deals, is it better to make the first offer or let your counterpart make the first offer?Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)
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The PARTNERNOMICS team is excited to bring to you our new podcast format, The PARTNERNOMICS Show. The show will include industry thought leaders discussing the hottest topics in partnerships, ecosystems, and innovation. In each episode, our host Mark Brigman debates 4 industry-related topics with one of our contributors.
In this week's episode, Mark chats with Scott Brinker, VP of Platform Ecosystem @ HubSpot. Scott's work includes helping to shape HubSpot's platform strategy and lead business programs for its global technology partner ecosystem. Scott is also considered one of the top thought-leaders in the MarTech space, since 2008 he has run the Chief Marketing Technologist blog, chiefmartec.com.
See a list of the questions the duo debate below:
No Code: Will the massive proliferation of “no-code” capabilities decrease the demand for coders?Marketplaces: Will marketplaces extend to resellers; will partners transact from a digital marketplace, then resell/implement end-user solutions without real-time engagement with the ISV/vendor?E-commerce: E-commerce has passed in-person as the top channel for B2B sales. What critical factors enabled this to happen?Necessity: Less ability to travel – be in-personEase of information gathering/researchTrusting information sources (independent rating)Governance: Is governance underappreciated?Partnering processesTechnology to helpBe sure to visit PARTNERNOMICS.com to find more show episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/).
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In this week's episode, Mark Brigman continues his conversation with Allan Adler to bring this part 2 session. Adler is the Managing Partner @ Digital Bridge Partners, an ecosystems coach, consultant, and change agent. His work is focused on supporting individuals, managers, and executives to understand and incorporate partnership best practices in service to our businesses, our partnerships, and our planet. As Managing Partner at Digital Bridge Partners, Allan is CPO and drives thought leadership to help clients drive ecosystem differentiation and accelerate their ecosystem flywheel. Allan is also an Executive Member of Partnership Leaders. Be sure to visit PARTNERNOMICS.com to find more podcast episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/).
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