Episódios
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In today's episode, Barrett King welcomes Naomi Dreifuss, Founder of Zugit. Their AI platform uncovers actionable insights you can use to boost revenue, improve customer satisfaction, and optimize how you position your business to your partners.
In most cases having a data-driven go-to-market (GTM) motion means one of two things - either you’re a mature, established company with a large GTM team, or you’re just using the word “data” because it’s trendy. Naomi kept hearing complaints from partnerships teams and upon investigating further she found that even in large partnerships teams there’s really no existing data solution and a big part of the motion is carried out without a ton of evidence that supports decisions.
Let’s be honest - partner success stories can be a bit fluffy and setting false expectations really helps noone. To avoid this pitfall, Naomi recommends that you refine the following 3 strategic angles.
1 - Have a clear Ideal Partner Profile. Naomi has noticed that when asked about partner networks, teams will throw out a huge number. When asked about active and productive partnerships, they immediately shut down. Data will help you find the right path.
2 - Measure satisfaction. You need to actively engage with your partners to hear what’s working and what’s not. Having an open line of communication is key to fruitful partner relationships, otherwise you’ll never see patterns emerge in your channel network and you won’t be able to make huge leaps in your program.
3 - Consolidate your data. When asked about the program, have clear, data-driven answers via a single source of truth that allow you to take out the guesswork and biases that typically exists in a partner motion.
Tune into the full episode to learn more on how to become a data-driven partnerships professional!
Naomi:”If you come and bring it into their world and you try to incorporate as much data as you can and bring it all together to have better, clearer things to show them and to speak on behalf of your work, it will be a lot stronger - so consolidating the data, enriching it, cleaning it up - you shouldn’t have records on partners who haven’t sold for over a year or two years. You should absolutely have a lot of data on those who helped you in your last quarter”
LinkedIn:https://www.linkedin.com/in/naomidreifuss/
Check out Zugit:
https://zugit.com/
If you love listening to Outcomes, please subscribe, share, and send us your feedback.LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
This show is about capturing the stories, experiences, and tactical advice of those across go-to-market who have done the work and have something to say about it.
"Outcomes" - Where Go-To-Market Leaders Gain An Advantage
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In today's episode, Barrett King welcomes Jared Fuller - Chief Partner & Ecosystem Officer at Reveal and host of the Partner Up podcast.
Jared is one of the leading voices on Nearbound. A Nearbound strategy involves (as the name would suggest) fully utilizing those near you — your ecosystem partners.
His recently released book, “Nearbound and the Rise of the Who Economy”, managed to reach the top of most best seller lists in the business category, while only falling short 1 spot to Elon Musk’s newly released autobiography.Partnerships are no longer just two companies deciding to build win-win scenarios while profiting through referral agreements. Jared mentions that his best partners at Reveal are his clients who aren’t gaining direct revenue from the business they send over.
The secret to building a strong Nearbound motion is quite simple - call your best customers and figure out who they do business with. From there you can evaluate potential opportunities and approach your partner motion through a lens of trust.
Tune into the full episode to learn more on how to master Nearbound!
Jared:”..Here’s the trick - call your best customers. Who do they trust? Who are they doing business with? That’s a list, it’s not a hypothetical ICP list. Then go talk to them and be like “hey, do you know we have these customers? Etc etc. and then integrate them into the marketing campaigns like “hey, here’s our quarterly marketing plan and we’d like to involve you.” Make your partners famous!”
LinkedIn:https://www.linkedin.com/in/jaredfuller/
Check out Reveal:https://reveal.co/
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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 Go-To-Market Leaders Gain An Advantage"
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Outcomes is back!!!
This is a quick solo episode with Barrett King that sets the stage for whats to come in Season 3 of Outcomes. We're officially rebranding to "Outcomes - Where Go-To-Market Leaders Gain An Advantage"
Season 3 will feature professionals across all Go-To-Market functions - not just partnerships. Check out the first interview right here!
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Today's episode has our host Barrett King in the passengers seat as Ben Wright interviews him on the "Stronger Sales Teams with Ben Wright" podcast.
Original shownotes:
n this episode, guest Barrett King discusses the importance of training in B2B sales and how it contributes to revenue growth. He emphasises the need for a comprehensive and ongoing training program that includes diverse learning modalities. Barrett also highlights the value of peer-to-peer learning and the role of subject matter experts in training. He encourages individuals to be students of the problem and turn creativity into an advantage.About the Guest:
Barrett King is an experienced leader in the B2B SaaS industry with over ten years of experience in building partnerships and executing go-to-market strategies. He has worked at HubSpot and is currently a part of New Breed, one of HubSpot's top partners. Barrett is skilled in identifying and cultivating new business opportunities and driving revenue growth.
Key Takeaways:
Training should be cumulative and ongoing, with a focus on knowledge transfer and skill development.
Diverse learning modalities, such as written, verbal, and video formats, should be used in training programs.
Peer-to-peer learning and feedback sessions are essential for reinforcing knowledge and skills.
Being a student of the problem and continuously learning contributes to personal and professional growth.
Effective training programs empower individuals to share their knowledge and become subject matter experts.
Download Hubspot x Surfe's '51 Tips for Social Selling on LinkedIn and Beyond'
Time Stamps:
0:00 Intro
1:33 Guest Introduction
2:38 New Breed
6:36 Saas
8:57 Effective Training Program
13:52 Learning Modalities
17:20 Training to Revenue Growth
20:00 The Student of The Problem
23:36 Guest Socials
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If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.
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Today's episode has our host Barrett King in the passengers seat as Ian Selbie interviews him on the "Confessions of a Sales Pro" podcast.
Description of the show:
Why is it the same repetitive mistakes continue to rob salespeople of more commission cheques? Ian Selbie achieved the accolade of top salesperson in the world at Apple and in this Podcast he will discuss how he overcame the problems encountered during his sales career and gives the benefit of his wisdom to everyone listening who work in the world of sales, helping you reach new levels of sales success. Less sins, more wins. For more information contact Ian Selbie via email: [email protected] or go to www.SalesMentorU.com for more information.
If you love listening to Outcomes, please subscribe, share, and send us your feedback.LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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This episode welcomes Jakub Zajicek, Founder of PartnerOutreach.io - a platform that allows you to invite your future partners to co-create content with you and 5–10X your replies.
For Jakub, partnerships mean two companies joining forces to find ways to make their customers more satisfied and successful.
Jakub’s approach to cultivating partnerships in a fresh way is to enable those who seek new partners to build relationships through content collaboration. People love being featured in others' content due to the free marketing it provides, so they’re much more likely to respond and start the relationship on the right track.
To enable your content collaboration journey, the best way to start is by asking yourself “how can I involve potential partners in our already existing marketing efforts?”. The next step is to identify what channels you already use and aim to not reinvent the wheel. Just because shooting videos is trendy doesn’t mean you should focus on it if you’ve never done it before.
Tune in to learn more about how you can take a fresh approach to building partnerships!INSIGHTS FOR BETTER OUTCOMES
Jakub: ”The first step is partner strategy, then there’s partner acquisition - you can break it down to outreach, prospecting and so on. Then there’s partner onboarding. I sit exactly in that partner acquisition/outreach part. Let’s say you already know who you want to reach, maybe you even have a list and you need a creative way to reach this very finite list of prospects. The question is how do you do it without burning through the list. The way you do it is you identify what type of content you could involve decision makers from these companies in. So let’s say that your marketing team is writing an article on how to do event attribution - what you could do is reach out to event platforms and their CEO’s/CMO’s and ask for their opinions”
You can find more about Jakub and his work through the links below:
LinkedIn:https://www.linkedin.com/in/jakubzajicek/
Check out PartnerOutreach:
https://partneroutreach.io
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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This episode welcomes Rob Spee, SVP of Global Partner Ecosystems at BeyondTrust - the worldwide leader in Privileged Access Management (PAM), empowering organizations to secure and manage their entire universe of privileges.
For Rob, partnerships used to mean gaining leverage and scale, but recently his view has changed to partnerships enabling growth and innovation.
At BeyondTrust, the partner ecosystem is their go-to-market ace. The partners in their network are highly influential in driving buying decisions for their clients, as in cybersecurity customer success and adoption are crucial.
In Rob’s field, partnerships aren’t just a part of their revenue model. Partnerships enable something much bigger - product innovation for the whole ecosystem. Currently Rob’s ecosystem has 10 partners that are the top innovators, but they’re in the process of expanding.
Tune in to learn more about what partnerships means in cybersecurity!
INSIGHTS FOR BETTER OUTCOMES
Rob: “It’s two things - it’s integration and innovation. For customers there’s something called the zero trust journey that customers go on to get to zero trust, and that involves not only our products but other products. Our integrations with other technology vendor products are huge for customers' ability to secure their organization. They don’t typically do it with just BeyondTrust, there’s other solutions out there that they need to protect themselves. Our integration with all those vendors is hugely important but also with new products that we’re rolling out, that creates innovation opportunities for our partners”
You can find more about Rob and his work through the links below:
LinkedIn:
https://www.linkedin.com/in/robertspee/
Check out BeyondTrust:
https://www.linkedin.com/company/beyondtrust/
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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This episode welcomes Will Taylor, Head of Nearbound Partnerships at Reveal - a free platform for Partnership, Marketing, and Sales teams to generate revenue through their ecosystem.
For Will, partnerships means enhancing the core value for clients above all. In the current climate of the tech world that has unprecedented amounts of choice, picking the right vendors is harder than ever. By growing your circle of trust with the right partners, you can develop win-win opportunities and take out a lot of the guesswork that goes into finding the right solution.
Barrett and Will discuss the importance of empowering others through solid and well made frameworks which enable streamlined communication between parties. Will has always seen things through the eyes of a seller. Sellers don’t want to use marketing collateral because more often than not it’s built using marketing language, which doesn’t do much to move the needle during a sales process.
Check out the full episode to learn more on how to improve your process and communication!
INSIGHTS FOR BETTER OUTCOMES
Will:”I was working with a partner and they were reaching out to our CSM’s and they said “ahh, the CSM’s are not really engaging” and I said instead of me going to the CSM and saying “hey you have to engage with our partner”, I said “hey partner, how are you asking the question”, and they said “would you be comfortable making this introduction” and I said - there it is. Would I be comfortable making this introduction? I’m gonna think of all the ways I wouldn’t be comfortable because I’m having to figure out this feeling which is ambiguous, so I'm thinking how would I write that? I don’t know. Do I feel good today? Maybe tomorrow I’ll feel comfortable about it? It’s very ambiguous and it’s not clear what the action is. The language is simple to understand but the actual action and the next step is not clear so I said “hey, change your ask to “can you make an introduction? here’s some brief information as to why and oh, by the way, here’s an email you can send” they said “great let me try that”, did it over the next 2 weeks and it was a night and day difference”
You can find more about Will and his work through the links below:
LinkedIn:
https://www.linkedin.com/in/vvilltaylor/
Check out Reveal:
https://reveal.co/partnership-team?utm_source=linkedin&utm_medium=social&utm_campaign=linkedin-page-cta
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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Today’s conversation defines partnerships as a mutual winning scenario where all involved parties achieve their desired outcomes. Understanding each partner's goals and ensuring alignment like a Venn diagram fosters success for collaborators.
Paul shares his early observations and challenges. The guest highlights the importance of company-wide support for partnership initiatives.
He stresses the significance of gaining commitment from various internal departments like sales, marketing, product, and customer success.
The guest also highlights key takeaways and recommendations from his experience:
Align partner strategies with customer and market demands.
Be flexible, open-minded, and willing to adapt strategies based on partner and customer feedback.
Focus on quality over quantity when selecting partners to develop deep and impactful relationships.
Tune into the full episode to learn navigating partnerships both internally and externally!
INSIGHTS FOR BETTER OUTCOMES
Paul:”There's two areas to look, internal and external. I'll start with internal first. Go talk to your sales lead, whether it's a CRO, VP of sales, I went and talked to them about their view. Go talk to your marketing leader. Ask how have they worked with them before. What's working, what's not? It seems simple, but just asking those simple questions will give you tons of insights that you might not have otherwise had. Go talk to a couple of reps too. Learn from their experience with partners. What worked, what didn't? Externally you're doing the same thing. I still am engaging with our current partners, but I sat in on a lot of the new partners we were trying to recruit and listen to those conversations and what they're looking for and how they engage with other partners and what's been successful with other partners in a similar vein.”
You can find more about Paul and his work through the links below:
LinkedIn: https://www.linkedin.com/in/paulford13
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If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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:
Apply to Join Partnership Leaders - Partnerships community
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Today’s discussion highlights the deliberate approach needed for partner selection, testing, and scaling, making an emphasis on the importance of alignment between partners' needs and customer focus.
While developing a partnership program for Jasper, Al drew insights from interactions with customer success teams, identifying gaps where partners could complement existing services. The guest emphasized the importance of replicating successful direct-side blueprints to guide the initial engagement with partners. However, Al warns against setting overly ambitious partnership goals early on, noting that partnerships take time to yield substantial returns. Al compares the process to planting a seed that grows into a fruitful tree over time.
Al mentions the challenges which he has encountered in the generative AI space, citing the need to help partners to better understand and navigate the evolving landscape. He describes the three core components for service providers in the generative AI space: defining AI-powered service components, focusing on brand voice, and reinvesting gains for growth.
Additionally, Al mentions the significance of measuring success through partner-led customer wins, understanding partner evolution in adopting AI, and emphasizing the strategic advantages for service providers embracing generative AI.
Tune into the full episode to learn about the growing impact of AI on partnerships!
INSIGHTS FOR BETTER OUTCOMES
Al:”With partnerships, you plant an apple seed and you get a tree in about a year with a bunch of fruit. So the return is not that quick, you're not getting the apple right away. But if you nurture it and you work on it, it will deliver outsized returns down the road. So I think that always having that frame of mind and working with cross-functional teams is key for getting off the ground to set those right expectations.
Partner programs just take time, you need to find the value proposition. You need to understand how it's going to align with your existing go-to-market team so there's no channel conflict. You need to test and iterate and get those wins and then start to scale.”
You can find more about Al and his work through the links below:
LinkedIn: https://www.linkedin.com/in/alecbiedrzycki/
Become an AI-powered team with Jasper: https://www.jasper.ai/free-trial
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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Today’s episode begins by addressing the challenges that arise when partner programs expand beyond 100 but remain under 500 partners. Tristan explores strategies for managing this growth, focusing on tiering models and customer-oriented alignment. Tiering, provides structure and motivation for partners, but Tristan emphasizes its fluidity, allowing partners to shift based on changing business needs.
When discussing active partners, Tristan identifies three key motivators: product satisfaction, results achievement, and commission structures. He tailors messaging and communication strategies according to the partner types. Utilizing project management tools and automation, Tristan efficiently manages partner outreach.
The guest also emphasizes the balance between data-backed and artful approaches in partner management. Tristan's success lies in combining science and human communication to build effective partner programs.
Tune into the full episode to adapt a tiered partnership approach!
INSIGHTS FOR BETTER OUTCOMES
Tristan:”The first goal that I had when I came into the business was growing partner count. Around 50% of the partners at the time were inactive, so the first thing I did was try to reach out to them first. It is difficult to do as they are inactive for a reason, for example they had to adjust business priorities. So I moved on to active partners to figure out their motivation and to understand why they are doing well in the partner program. The key factor turned out happiness with the product as it would get them results by bringing the product to customers. Additionally, for the small, independent partners such as interim recruiters and freelancers it was the commissions. This helped to create profiles for different types of partners and understand how to target them with communication.”
You can find more about Tristran and his work through the links below:
LinkedIn: https://nl.linkedin.com/in/tristandekooker
Boost your sourcing and automate your hiring with Recruitee: https://recruitee.com
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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Fostering trust with clients through consistent honesty, listening, and fair dealings is crucial. Tailoring your approach, seeking feedback, and staying organized in meetings, especially during QBRs, is vital. Understanding the essence of growth and aligning with partners' priorities is key. Leaders should encourage a culture that allows for failure and invest in training future leaders. Being open-minded and humble while maintaining confidence in your abilities is a recipe for effective leadership.
When it comes to QBRs, the guest warns against waiting until the last minute to prepare. Documenting important points as they arise helps to be well-prepared when a presentation is needed, whether realizing the great wins or uncovering room for improvement..When setting corporate goals, it's important to understand what growth means for your business and how to ensure it's incremental and adds value. Partners have their own priorities, while the sales have their own motivation. Leading your team effectively is essential for success, but it's also vital to be reflective and open to change.
Karl spends a lot of time training future leaders, from early-career managers to vice president levels. He insists that mentorship programs can be valuable for coaching them. To be an effective leader, remain humble, listen actively, and be open to different perspectives. Have confidence in your abilities, but avoid assuming your blueprint is always the right one.Insights for better outcomes:
Karl:” When you set your corporate goals, people say:”Oh, we wanna drive growth.” But what's growth? And how do you ensure that the growth that you're bringing is really going to be incremental and add value to what your business goals are? And then from a partner standpoint, sitting down and understanding what's important to them, that is another way of saying the value tree, right?What's really important to them and how do they drive their business? And then for your team, it's that you're leading. How do you lead them to success? I want to be transparent and vulnerable. So again I focus on bringing value to the team and meeting their needs. Being a servant leader for all three constituencies, listening and being vulnerable, growing.”
https://www.linkedin.com/in/karl-soderlund/You can find more about Karl here:
LinkedIn: https://www.linkedin.com/in/karl-soderlund/
Accelerate your business transformation with Zscaler: https://www.zscaler.com/custom-product-demo
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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I can’t believe it’s been a year since I started this podcast - and I couldn’t be more grateful for the journey so far and more excited for the road ahead.
As of August of this year, I am no longer a part of the HubSpot team. I decided to take my GTM experience and join one of HubSpot’s top partners - New Breed - as their Sr. Director of Revenue.
I believe that partnerships go beyond the bottom line and at its core it's about people helping people, so I made the decision to go from being part of a software vendor to being on the service side. I’m super eager to take this step towards something that’s new to me.
The core of this show is not changing in Season 2 - but there are some format changes coming.
Instead of splitting our episodes in 2 parts, we’ll be releasing the full conversation once a week.
Also, there’s a new style of clips that I’m very excited to release on social media so you can get a good teaser for the conversations ahead!
So without further ado - welcome to season 2!!
If you love listening to Outcomes, please subscribe, share, and send us your feedback.LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
New Breed - https://www.newbreedrevenue.comThis 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
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Today’s episode continues the conversation with Brian Stavis, Resell Strategic Initiatives Manager at Google.
Building a successful partnerships motion requires going in with intent. If your plan is to start a partnership first and build your strategy afterwards, you’re going to vastly increase the time it takes to catch up to your competitors and start generating revenue.
Discovering mutual benefits during your first moves will help align the mission, vision and values of any partnership, and increase both the amount of input and the level of impact that can be achieved.
The third party dynamic gets very difficult if you’re not focusing on the better together story from the get go, as the right messaging is key to make the most out of a partnership.
Tune into the full episode to learn how to prioritize intent!INSIGHTS FOR BETTER OUTCOMES
Brian: ”the biggest thing I’ve conveyed with partnerships is to learn and be curious. Even though I tell you about being intentional and having a point of view, listen to your customers, listen to what your sales team is saying, listen to what your partners are saying, you can learn a lot from that and whether or not you want to apply it into your day to day or your next venture - scratch that itch”
You can find more about Brian here:
LinkedIn: https://www.linkedin.com/in/brian-stavis-50526b52/
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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Today’s episode welcomes Brian Stavis, Resell Strategic Initiatives Manager at Google.
Brian draws a comparison between partnerships and growing a garden - there’s a ton of variety and moving parts between the types of plants grown and the tools used - all of which play their roles in the grand scheme of things. The same can be said for partnerships, as there are so many different functions and approaches that all work towards the same goal, and in order to have a truly effective partnership motion you need to understand and apply a variety of methods without spreading yourself too thin.
The road to partnerships is not always linear. People from all revenue backgrounds end up in partnerships roles, which has brought a lot of diverse methods into the mix - which is ultimately a good thing.
Brian and Barrett discuss the steps you need to take to get to a point where the partnerships function actually generates revenue. It’s not as simple as a regular sales cycle - you need to bring in a variety of teams and build something together to unlock that “better together” story which will be a huge value add to when you get closer to the closing part of a sales cycle.
Tune into the full episode to learn how to approach partnerships holistically!
INSIGHTS FOR BETTER OUTCOMES:
Brian: ”What hyperscalers do very well as it pertains to partnerships is they look at partnering as a very holistic view. How do we do more integrations? How do we deepen our technical expertise getting product and engineering brought into the partnership? How do we market? How do we drive pipeline together? Which ultimately feeds into sell. And If you’re not doing the build and market elements into it you’re actually going to fail the sale because you don’t have that “better together” story.”
You can find more about Brian here:
LinkedIn: https://www.linkedin.com/in/brian-stavis-50526b52/
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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In this episode which continues the conversation with Maurits Pieper, Head of Partnerships at Dixa, the focus is on aligning effective partnership strategies internally. Maurits, drawing from his experience in sales training at HubSpot, stresses the importance of understanding the prospect's perspective in sales interactions.
Key highlights include motivating the sales team by offering value and aligning with the goal of expanding the partner ecosystem. This approach centers on how prospects perceive the message rather than the specific language used, fostering a competitive environment to boost outreach and success.
The discussion extends to applying this strategy in various organizational departments, like marketing and account management. Maurits outlines the use of data and metrics to demonstrate the benefits of partnering with strategic allies in marketing. He emphasizes the alignment of incentives and the strategic selection of partners.
Additionally, Maurits shares an approach involving lifetime revenue sharing to engage account managers, benefitting both the company and the individuals while broadening their perspective or partnerships.
This episode offers valuable insights for creating a successful partner program, focusing on incentives alignment and building a culture of competitiveness within an organization, making it a valuable resource for partnership professionals.Tune into the full episode to learn how to align your organization with a common focus and perception of partnerships!
INSIGHTS FOR BETTER OUTCOMES
Maurits:”The "post-sales" phase is the goldmine for partner professionals. Access to your customer base and connecting them with your partner ecosystem is a win-win-win. This approach can yield kickbacks, improved retention, and intros back into your sales department. Convincing revenue-focused account management can be tough. To kickstart a partner program, choose 4-5 strategic partners and agree on a lifetime revenue share (15-20%). Spot opportunities to introduce customers to partners. If they close a deal, the 20% revshare boosts AAR, and the introducing rep gets quota relief. This aligns with account managers' targets and broadens their customer base focus.”
You can find more about Maurits and his work through the links below:
LinkedIn: https://linkedin.com/in/maurits-pieper
Book a demo with Dixa: https://www.dixa.com/demo/
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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Today’s episode welcomes Maurits Pieper, Head of Partnerships at Dixa.
The guest starts off by explaining that partnerships can have a significant impact on various aspects of a business, not just at the company level but also at the individual level as well. He believes that partnerships can help individuals stand out within their organizations and achieve personal success. The conversation continues by elaborating into the meaning of partnerships and the concept "one plus one equals three."Maurits's perspective comes from his experience in building partnerships across different segments of the business. He emphasizes the importance of starting with the sales department and identifies the challenges and opportunities within each involved department: marketing, sales, product innovation, and customer retention.
To initiate the partnership program, Maurits started by targeting the SDRs. He encouraged SDRs to mention partners and highlight the joint value of Dixa and its partners. The results were promising, with these SDRs showing an increased success rate in booking meetings. Maurits recognized that such small improvements, when scaled across a team, could lead to significant impact. In terms of early adopters, Maurits chose to work with individual sales reps, focusing on SDRs initially. He emphasized the importance of disqualification, as some sales reps viewed partnerships as an additional complexity.
When it comes to showcasing success, Maurits mentioned two key approaches. First, he motivated the sales reps by highlighting how partnering with other businesses could make them stand out to their managers, benefiting their individual, departmental, and regional success. Secondly, he emphasized the importance of learning partnerships as a valuable skill for career advancement, ensuring that reps were motivated by doing it for their own benefit as well as the company or their managers.
Maurits's approach to building partnerships involves identifying champions within the sales department and gradually expanding the program by showcasing their success to encourage more reps to get involved. The guest’s insights focused both on the strategic and practical aspects of building successful partnerships within a business.
Tune into the full episode to learn how to make partnerships your ultimate business advantage!
INSIGHTS FOR BETTER OUTCOMES
Maurits:”If they're not fully convinced of the value partnerships can bring for their own individual success, it's kind of like don't do it for me. Don't do it for your boss. Don't do it for Dixa or within the company that you're working in, but really do it for yourself. Because the reality is that partnerships are on an upward trajectory.
I think the United States is a bit ahead of the curve compared to Europe, but they're still both going up. So if you don't want to be at a competitive disadvantage for your next job, if you're staying in a similar type of role. It’s best to learn partnerships. You don't want to let that ball drop because you're going to be in your next job interview and there's a fair chance you're going to be competing with reps who already know how to work with partners and you don't want to be in that position.”
You can find more about Maurits and his work through the links below:
LinkedIn: https://linkedin.com/in/maurits-pieper
Book a demo with Dixa: https://www.dixa.com/demo/
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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This episode continues the conversation with Tim Demetriou, CEO and Founder of pencil. The conversation focuses on identifying and cultivating strategic partnerships by offering unique value to partners and customers. Barrett and the guest begin by discussing the importance of finding a core differentiator that addresses the specific needs of partners and customers.
The guest highlights a crucial strategy: observing that certain products in the market are already assisting the ideal customer and then aiming to enhance the value that these products provide. Tim stresses the importance of not merely starting a partner program for the sake of revenue but instead focusing on solving a real problem to become a valuable partner for the target market.
The conversation underscores the significance of understanding the top application tool which the target customers use. In Tim’s case, it's ERP and inventory management software. This involves identifying system integrators associated with these applications and establishing them as target channel partners.
In terms of measuring partnership success, the guest discusses key performance indicators. Tim underlines the importance of tracking metrics like time spent using the application and revenue generated. A notable KPI is getting partners to onboard five of their customers within the first 30 days which can be used to expect a 100% retention.
Tune into the full episode to learn how to generate more value for your partners!INSIGHTS FOR BETTER OUTCOMES
Tim:”A lot of it is about not asking for too much of a commitment. Instead, just say along the lines of :”I'd like to do a pilot with you.” You know, I'd like to do a pilot, just one customer, we don't need to sign a contract or do anything like that. Just take one customer to show you what I've got. And if you've had any success with any customers, write about it. Get a video testimonial, send that around, because the more customer feedback you can get to these partners, the more likely they'll say, yes.”
You can find more about Tim and his work through the links below:
LinkedIn: https://www.linkedin.com/in/timdemetriou1/
Check out pencil: https://www.linkedin.com/company/pencilpay/
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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This episode of Outcomes welcomes Tim Demetriou, CEO and Founder of pencil - a platform for suppliers & distributors of goods & services to manage their trade accounts from cradle-to-grave.
Partnerships is an even exchange - which to Tim means giving more than you get. In order to do that, you need to be fully focused on your partner's outcomes and when you truly commit to that, all other things will fall into place.
Tim shares his experience building his product, which was done by leveraging the customers' voice from day one. This strategy enabled customers to become their number one partner through continuous feedback and an open channel to be served the way they want to be served.
In the early days of going to market, Tim realized that gaining the trust of their customer meant finding the system integrators, which were the trusted advisors of Tim’s ideal clients, and building partnerships with those key individuals. That same partner network then became key feedback providers as well, helping Tim build his product.
Tune into the full episode to learn how to make partnerships your ultimate business advantage!INSIGHTS FOR BETTER OUTCOMES
Tim:”There has to be an element of risk, you have to dip your toe in the water and take a bit of a leap of faith that, for example, if we’re gonna go and build this deposits feature, we’ve asked enough people, we’ve done enough market research that says that it’s really a problem for us and we’ll really use it. And what you’re doing then is take a calculated risk to go and build this product. You don’t have any guarantees from your partners or customers, this doesn’t exist. It might be a hopeless feature, but you’re taking a leap of faith that the feedback that you got is true and is going to be useful and you’ll go and build it to the best of your ability, place it to the market, give it to the market - “you wanted this, we got you this”, now - what can we do with it, and if they’re good quality partners then they’ll give it a try.”
You can find more about Tim and his work through the links below:
LinkedIn: https://www.linkedin.com/in/timdemetriou1/
Check out pencil: https://www.linkedin.com/company/pencilpay/
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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In this conversation Barrett and Ton explore the concept of differentiation in business and how it can be a powerful strategy when applied correctly. Barrett is taken aback with the idea of being different rather than merely striving to be better, highlighting the simplicity and measurability of differentiation.Ton responds by emphasizing the need to move beyond the obsession with being better than competitors.
Ton further elaborates on the importance of differentiation, especially in the context of partnerships. The guest introduces the concept of a "broken triangle" and suggests that businesses should focus on solving the problems that matter most to customers. He outlines a three-step approach to pinpointing and prioritizing these issues: assessing the value, criticality, and evaluating your ability to exceed expectations for each problem, and then using a formula to prioritize them.Barrett and Ton further discuss how this differentiation strategy can be applied to partnerships, particularly in creating marketplaces and core integrations with other platforms to add value to customers. They emphasize the need for companies to continually revisit and evolve their differentiation strategy as the market and customer needs evolve, this fosters a necessity of regularly applying the problem-solving approach. Ton recommends maintaining a live document of customer problems and reviewing it every six months to remain aligned with the changing dynamics.
INSIGHTS FOR BETTER OUTCOMES
Ton: "In my book I'm talking about the three angles that are important there. First of all, you look at all the problems that your customer tries to solve. The things that wake them up at night, make a list of that. It then becomes a list of 60, 70 points, which is far too much. What we then do is look at it from three angles. Each problem is considered from the following perspectives: How valuable is it to solve for your customer? Second thing, is how critical is it to solve for your customer? And then the third thing is your ability to exceed expectations on solving this problem. And then it becomes a formula which can be used to prioritize these issues".
You can find more about Ton and his work through the links below:LinkedIn: https://linkedin.com/in/tondobbe
Learn to inspire value with the help of Ton’s bootcamp: https://valueinspiration.com/bootcamp/
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
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
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