Howdy Partners

Maurits Pieper shares his experience in building a successful partner program at Dixie. He discusses the importance of buy-in from different departments and the impact of incentivizing reps to work with partners. Moritz also emphasizes the need to track partner influence and not just source revenue. He advises partner professionals to be selective in the content they consume and to be proud of the program they've built. TakeawaysObtaining buy-in from different departments is crucial for the success of a partner program.Incentivizing reps to work with partners can lead to increased engagement and collaboration.Tracking partner influence, not just source revenue, is important for measuring the impact of partnerships.Be selective in the content you consume and focus on building a program that you can be proud of.Track partner mentions in conversations using tools like Gong or Jiminy.Celebrate the success of others and encourage a culture of collaboration.Chapters00:00 Introduction and Background03:10 Incentivizing Reps and Tracking Partner Influence05:54 Shifting the Focus from Source to Influence09:31 Managing Expectations and Overcoming Challenges12:43 Using Data to Drive Change and Gain Buy-In15:24 The Importance of Selective Consumption23:18 Tactical Takeaway: Tracking Partner Mentions26:36 Tactical Takeaway: Celebrating Success and Uplifting Others

Natasha Walstra discusses the connection between Nearbound and personal branding. She shares her experience starting her own business and helping leaders and sales professionals leverage personal branding to drive sales. Natasha highlights the challenges of personal branding, particularly the mindset shift required to put oneself out there. She also explains the ROI of personal branding and offers practical advice for taking action and starting small.TakeawaysPersonal branding is a powerful tool for driving sales and building relationships.Overcoming mindset challenges is crucial for success in personal branding.Personal branding can lead to various forms of ROI, including referral partnerships, conversations with private equity, and attracting top talent.Engaging with industry experts and thought leaders through comments and conversations is an effective strategy for building relationships and expanding your network.Start small and take action by updating your profile and engaging with others on LinkedIn.Chapters00:00 Introduction and Welcome01:08 Natasha's Business and Personal Branding05:38 Challenges of Personal Branding06:55 Overcoming Mindset Challenges08:20 Building Trust and Shifting Mindsets09:25 The ROI of Personal Branding11:30 The Impact of Personal Branding on Hiring and Partnerships15:13 Lessons Learned in the First Six Months19:14 Making Personal Branding a Revenue-Generating Function22:46 Starting with a Clear Strategy25:25 Setting Next Steps and Building Relationships28:19 Light-hearted Moment: Will's Unique Pizza Order30:33 Tactical Takeaway: Engaging with Industry Experts

Will and Tom interview Pedro Mattos from selfpublishing.com about the power of partnerships in solving business problems. Pedro shares his hot take on why not using partners to solve top business problems is comical. He discusses the barriers and disconnect that business owners often have when it comes to partnerships. Pedro then shares his own success story of generating millions of dollars in revenue through partnerships. He emphasizes the importance of focusing on solving customer problems and leveraging affiliate marketing and partnerships.TakeawaysPartnerships are a powerful way to solve business problems and provide a better experience for customers.Business owners often have barriers and a scarcity mindset when it comes to using partnerships.Pedro's success in generating revenue through partnerships highlights the importance of focusing on solving customer problems and leveraging affiliate marketing.A tactical takeaway is to facilitate introductions and build a network to create mutual success with partners.Chapters00:00 Introduction and Catching Up01:14 Introducing the Guest and the Topic02:09 The Hot Take: Why Not Using Partners to Solve Business Problems is Comical03:01 Barriers and Disconnect in Using Partnerships06:10 Pedro's Success in Generating Revenue through Partnerships12:58 Connecting Partnerships to Solving Business Problems20:30 Leveraging Affiliate Marketing and Partnerships24:06 Tactical Takeaway: Facilitating Introductions and Building a Network27:04 Conclusion

Tom and Will are joined by Pat Ferdig to discuss fractional partner management and its connection to nearbound execution. Pat shares his extensive partnership experience and explains why more companies are considering fractional partner management. He highlights the challenges organizations face when managing partnerships and the importance of focus. Pat also discusses the nearbound methodology and how it can drive new business opportunities. He emphasizes the need for internal alignment and enablement when implementing nearbound strategies. The episode concludes with a tactical tip on establishing rules of engagement for successful nearbound execution.TakeawaysFractional partner management is becoming more popular as companies look to spread partnership knowledge and wealth to organizations that may not have the understanding or bandwidth for a full-blown partnership model.The challenges in partner management often stem from a lack of focus and the need to wear multiple hats. Fractional partner management can help alleviate these challenges by allowing someone to focus on specific pain points and initiatives.Nearbound execution, a framework that leverages relationships to drive new business opportunities, is gaining momentum. It involves establishing rules of engagement, enabling internal teams, and focusing on collaborative conversations and introductions.Internal alignment and supportive KPIs are crucial for successful partnership programs. Companies should ensure that every department has KPIs related to supporting the partner channel if they expect significant revenue flow through partnerships.A tactical tip for nearbound execution is to establish clear rules of engagement with partners and enable internal teams to understand the process. This will help drive successful nearbound initiatives.Chapters00:00 Introduction and Mustache Talk02:11 Pat's Partnership Experience04:23 The Rise of Fractional Partner Management06:46 Challenges in Partner Management09:53 Implementing Nearbound Execution13:48 Enabling Sellers to Embrace Nearbound16:00 Overcoming Roadblocks in Nearbound Strategy19:46 Establishing KPIs and Internal Alignment23:38 Setting KPIs Based on Partnership Maturity26:07 Tactical Tip: Establish Rules of Engagement

In this episode of the Howdy Partners Podcast, host Will engages with Rob Rebholz, the founder of Superglue, to explore leveraging automation to drive revenue in partnerships. Rob shares insights from his experience in building partner ecosystems and emphasizes the importance of treating partnerships as a science rather than just an art. They discuss the challenges and opportunities in co-selling, the role of relationships in partnerships, and the impact of automation on partner-led growth.TakeawaysPartnerships are less of an art and more of a science – building scalable partner programs requires a structured approach and processes.The key to successful partnerships lies in efficient and revenue-focused strategies, especially when managing partnerships as a founder.Overcommitting and spreading oneself too thin can be a major mistake in the early stages of building a partner ecosystem.Automation in partnerships can streamline processes, enhance prioritization, and enable proactive engagement with key stakeholders.The challenge in partnerships lies not in the technical setup of automation but in understanding what aspects to automate for maximum impact.The core of co-selling success is aligning multiple parties involved and orchestrating different tasks to create a more scalable co-selling motion.Hard results from automation in partnerships can include significant increases in partner engagement, sourced deals, and overall revenue within a short timeframe.Chapters00:00 Introduction and Guest Presentation02:30 Background and Experiences: Rob's Journey to Founding Superglue08:15 Lessons Learned: Building Scalable Partner Ecosystems14:45 Efficient Revenue Generation: Challenges for Founders21:10 Role of Relationships: Beyond Partner Managers28:00 Automation in Partnerships: A Prime Benefactor

SummaryIn this episode, Will is joined by Jakub Hon from SalesDoc to discuss the changing trends in the sales landscape and the rise of Nearbound strategy. They explore the importance of building trust and relationships in sales and how influencer marketing can be a powerful tool. They also discuss the future of sales in 2024 and the role of partnerships in driving success. The episode concludes with a tactical takeaway on the importance of consistency in goal setting.TakeawaysBuilding trust and relationships is crucial in sales, especially in the B2B tech industry.Influencer marketing can be an effective strategy for reaching and engaging with potential customers.The sales landscape is changing, and salespeople need to adapt by focusing on building credibility and expertise.Partnerships with VCs and sales leaders can be a valuable way to expand your network and gain credibility.Chapters00:00 Introduction and Nearbound Strategy04:08 Changing Trends in the Sales Landscape10:39 The Solution: Nearbound and Influencer Marketing19:17 The Future of Sales in 202426:21 Building Partnerships with VCs and Sales Leaders30:46 Tactical Takeaway: Consistency in Goal Setting32:11 Conclusion and Where to Find Jakub Hon

SummaryIn this episode, Justin Zimmerman discusses the philosophy and outcomes of driving pipeline with partners through events. He emphasizes the importance of aligning marketing and sales, as well as the need for personalized and segmented outreach. Justin also highlights the missteps and solutions in event marketing, such as the gap between registration and lead follow-up. He provides key elements to consider for success in event marketing and offers actionable steps to drive success. Additionally, Justin introduces his technology and tools for event marketing, including multi-step registration forms.TakeawaysAlign marketing and sales to define sales qualified leads and marketing qualified leads.Implement multi-step registration forms to capture additional information and qualify leads.Focus on speed to lead and personalized outreach to increase ROI and economic outcomes.Partnerships can be the glue between marketing and sales, driving revenue and success in event marketing.Chapters00:00Introduction and Small Talk01:34Philosophy of Driving Pipeline with Partners through Events04:06The Challenges and Outcomes of Partner Marketing through Events08:15 Results and Benefits of Implementing Alignment between Marketing and Sales12:59 Missteps and Solutions in Event Marketing17:43 Key Elements to Consider for Success in Event Marketing20:10 Actionable Steps to Drive Success in Event Marketing22:04 Technology and Tools for Event Marketing23:24 The Importance of Personalization and Discovery at Scale27:50 Tactical Takeaway: Implement Multi-Step Registration Forms

SummaryIn this episode, Bethany, the co-founder and CEO of Sendspark, shares her experience of building a partner program with video for video. She highlights the benefits of partnerships as a cost-effective way to grow a startup and explains how partnerships have influenced their product decisions. Bethany emphasizes the importance of setting clear expectations with partners and shares advice on avoiding pitfalls in partnerships. She also discusses the use of video in reaching out to partners, enabling partners, and scaling the partnership program. The episode concludes with tactical advice on getting started with video in partnerships.TakeawaysPartnerships are a cost-effective way to grow a startup and leverage partner audiences.Setting clear expectations with partners is crucial to avoid pitfalls and ensure mutual value.Video can be used to reach out to partners, enable partners, and scale the partnership program.Transparency and alignment are key to successful partnerships.Getting started with video in partnerships involves creating personalized videos for partners and showcasing the benefits of the partnership.Chapters00:00 Introduction and Holiday Break01:52 Introduction to Partner Program with Video for Video03:29 Benefits of Building a Partner Program05:38 High-Level Strategy and Outcomes07:47 Timing and Starting the Partner Program09:39 Avoiding Pitfalls and Setting Clear Expectations11:12 Driving Adoption of Partnerships Internally13:22 Thinking of Partners as Unique14:38 Using Video in Building the Partnership Program18:01 Transparency and Aligning Expectations21:09 Focus on Individual Goals24:19 Using Video in Partnerships29:49 Getting Started with Video in Partnerships

Rob Sale joins the Howdy Partners podcast to discuss the importance of trust in partnerships and the shift towards value-oriented partnerships. He highlights the need for SaaS companies to integrate partners into their customer success strategies and emphasizes the role of agencies in driving growth and customer satisfaction. Rob also shares insights on building trust with partners and the importance of transparency and communication in partnerships.**Key Takeaways:**- Trust is the foundation of successful partnerships, and agencies play a crucial role in building trust with customers.- SaaS companies should integrate partners into their customer success strategies to drive retention, upsell, and customer satisfaction.- Building trust with partners requires transparency, open communication, and involving partners in key decision-making processes.- Partnerships should be focused on delivering value to customers and solving their problems, rather than solely focusing on revenue generation.- SaaS companies should provide access to their product and success teams to enable partners to deliver value and build strong relationships with customers.**Quotes:**- "Partnerships is about trust, and I wanted to be at the center of the trust equation." - Rob Sale- "Partnerships are becoming more partner-aware, and agencies are in a powerful position to drive growth and value for customers." - Will Taylor- "Partnerships should be focused on delivering value and solving customer problems, not just generating leads." - Tom Burgess**Chapters**00:00 Introduction and Welcoming Guests01:14 Introducing the Special Guest01:32 The Excitement of Reconnecting02:05 Reflecting on Partnership Growth03:12 Discussing the Transition to Service World03:28 Exploring the Reasons for the Switch04:38 The Role of Trust in Partnerships13:08 The Importance of Integrating Partners into the Value Equation21:27 The Importance of Scaling Partnerships22:08 The Power of Customer Validation22:44 The Shift Towards Value and Retention25:34 The Role of Partners in Product Development29:10 The Importance of Trust in Partnerships36:31 The Future of Partnerships: Building for Lasting Value

Matt Dornfeld shares his insights on the step-by-step process for GTM (Go-To-Market) success. He emphasizes the importance of thorough preparation and planning, starting with an executive summary that involves all relevant stakeholders. Matt discusses the significance of building strong relationships with partners and understanding their value proposition. He also highlights the importance of post-launch strategies and challenges, such as maintaining momentum and keeping all teams aligned. Matt provides practical tips on how to engage with partner leads and ensure successful collaboration.**Key Takeaways:**1. Thoroughly research and understand potential partners' value proposition and success stories.2. Build a comprehensive executive summary involving all relevant stakeholders.3. Engage beta clients early on to validate the partnership and gather feedback.4. Treat internal teams as clients and provide them with the necessary resources and support.5. Focus on the activities that can be controlled and lead to revenue generation.**Quotes:**- "Focus exclusively and religiously on the things that you can control."- "Treating all of your internal teams like clients is just so critical to delivering the value."- "Write an executive summary and get every leader from every group to contribute, read, and participate in that document."**Chapters:**00:00 Introduction and Personal Updates01:09 Introducing Matt Dornfeld and GTM Success03:11 The Importance of Step Zero: Executive Summary08:25 Steps 1-X: Building and Launching the Partnership15:29 Driving Engagement and Success After Launch24:55 Preparing Sales Team and Customizing Templates29:17 Tactical Takeaway: Write an Executive Summary

Isaac Morehouse and Will Taylor reflect on the year 2023 and the impact of partnerships in the world of nearbound marketing.Will highlights the importance of partnerships in the buyer's journey and introduces the concept of the bow tie model, which maps out the stages of the buyer's journey and identifies the best types of partners for each stage.Isaac and Will emphasize the need for partner people to take the lead in implementing nearbound plays and driving the success of partnerships within their organizations.They also discuss the importance of data and tactical execution in moving the needle and the value of social networking platforms like LinkedIn in B2B marketing.Looking ahead to 2024, they discuss their plans for the Nearbound podcast, the release of the Nearbound book, and the evolution of nearbound.com.Key Takeaways:Nearbound marketing is highly valued by companies looking for efficient growth.Partner people play a crucial role in driving nearbound plays and need to take the lead in implementing them within their organizations.Companies are still investing in partnerships despite economic challenges.Ops data and tactical execution are key to proving the value of partnerships and securing resources.Social networking platforms like LinkedIn are undervalued in B2B marketing and offer opportunities for demand creation and trust-building.Quotes:"Nearbound marketing works, whether it's for pipeline generation or brand recognition." - Will Taylor"Running nearbound plays has to be driven by partner people." - Isaac Morehouse"Just because your company is not investing in you doesn't mean they don't want to or won't invest in nearbound." - Isaac Morehouse"Companies are still investing in partnerships because they see the efficiency and value it brings." - Will Taylor"Ops data and tactical execution are what's moving the needle in partnerships." - Will Taylor"LinkedIn is still undervalued in B2B marketing and offers opportunities for demand creation and trust-building." - Isaac MorehouseChapters:00:00 Introduction and Year-end Reflection 02:17 Takeaway 1: Nearbound Marketing Works 08:11 Takeaway 2: Nearbound Plays Driven by Partner People 22:38 Takeaway 3: Companies Still Investing in Partnerships 36:46 Takeaway 4: Ops Data and Tactical Execution 41:44 Takeaway 5: Value of Social Networking, Specifically LinkedIn 46:02 Building Trust and Connection through Nearbound Marketing 47:20 Key Takeaways from 2023 48:32 Looking Ahead to 2024 49:55 Exciting Plans for 2024 51:06 Phase Two: Proving and Validating Nearbound 52:36 Getting Rubber on the Road in 2024 52:44 Fun Teasers for 2024 53:12 Closing Remarks and Call to Action

Will Taylor introduces the concept of the "bow tie effect.” It focuses on maximizing the value of partnerships throughout the entire buyer's journey. He explains that partnerships should not be limited to pipeline generation and revenue, but should also aim to create brand ambassadors and advocates. Will discusses how including partners at every stage of the bow tie journey can enhance the customer experience, drive more value, and increase alignment between teams. He emphasizes the importance of mapping out the different stages, partners, activities, and KPIs to create clarity and better internal efficiencies.**Key Takeaways:**- Partnerships should focus on maximizing value throughout the entire buyer's journey, not just on pipeline generation and revenue.- Including partners at every stage of the bow tie journey can enhance the customer experience and drive more value.- Mapping out the stages, partners, activities, and KPIs creates clarity and better internal efficiencies.- Partnerships can help create brand ambassadors and advocates, leading to increased word-of-mouth referrals and business growth.**Quotes:**- "Partners will play a role at every stage throughout this bow tie journey." - Will Taylor- "Partnerships are not just about pipeline generation and revenue, but also about value generation across the lifecycle." - Will Taylor- "Including partners in the entire buyer's journey allows for better alignment and increased effectiveness." - Will Taylor****************Chapters****************00:00:00 Introduction to the podcast and topic of the bow tie effect00:01:22 Importance of planning and customer advocacy in partnerships00:05:21 Explanation of the bow tie effect and the buyer's journey00:08:56 Enabling partners to enhance value generation across the lifecycle00:09:54 Questioning the fit of certain partners in the value journey00:10:43 Considering how partner teams can fit into the right side of the bow tie00:11:15 Lead sharing as a way to generate more value for customers00:11:46 Including partners in the journey to create brand ambassadors00:11:46 Importance of including partners in the customer journey.00:12:41 Partners can enhance value and engagement for customers.00:13:38 Brand ambassadors can promote partnerships and company.00:14:44 Partnerships improve KPIs and alignment across teams.00:17:01 Mapping partners to each stage of the bow tie.00:18:55 Different activities for each stage of the buyer's journey.00:20:28 Communicating value to internal teams using KPIs and activities.00:21:37 The bow tie approach is more organized and effective.00:22:14 Partners benefit from campaign focus and alignment with teams.00:23:33 Including partners in business planning and amplifying partnerships.00:23:46 Including partners in business planning and amplifying partnership00:24:29 Creating clarity and setting expectations with partners00:25:19 Tailoring the partnership approach to different partners00:26:15 Helping partners achieve certification and set goals00:26:53 Increasing clarity and effectiveness with the bow tie approach00:28:01 Mapping out the marketing calendar and identifying KPIs00:29:28 Offering assistance in creating a partner mapping document00:29:41 Discussing the possibility of a bow tie approach00:29:54 Wrap-up and invitation to explore the bow tie approach00:30:02 End of episode

Will Taylor and Ben Wright discuss the challenges and opportunities in the partnership landscape for 2023 and beyond. They reflect on the unique challenges faced by businesses in 2023, including the lingering effects of the COVID-19 pandemic, high inflation rates, and changes in VC investment. They emphasize the importance of partnerships as a growth strategy and the need for CEOs and C-suite executives to fully understand and invest in the partnership motion.Will and Ben provide insights and advice for partnership leaders as they plan for 2024. They stress the importance of setting realistic goals and metrics, based on a normalized baseline of revenue. They encourage partnership leaders to focus on efficiency and doing more with existing partners, rather than signing on new partners. They also highlight the value of co-marketing events and building a multi-partner ecosystem orchestration to create a defensible position in the market.## Key Takeaways- Partnership leaders should set realistic goals and metrics based on a normalized baseline of revenue.- Efficiency and doing more with existing partners is key, rather than signing on new partners.- Co-marketing events with partners can be a valuable strategy for driving revenue and engagement.- Building a multi-partner ecosystem orchestration creates a defensible position in the market.## Quotes- "Partnerships is not as one-to-one as other channels. It requires patience and a mindset shift." - Ben- "Partnerships should be a pillar of growth strategy, not just an experiment." - Will- "Think like a bootstrapped company, even if you're funded. Focus on efficiency and doing more with less." - Ben- "Partnerships are cyclical. Stay strong and ride out the tough times for long-term success." - Will

Katie Landaal of ZoomInfo joins Will Taylor and Tom Burgess to discuss the importance of partnerships as a main pillar of a business strategy. She emphasizes the need for partnerships to be included in the overall strategy and not treated as an afterthought. Katie highlights the role of the CFO in providing buy-in and financial support for partnership initiatives. She also emphasizes the importance of starting small, building strong relationships, and focusing on specific goals and metrics to measure success.  **Key Takeaways:**- Partnerships should be the main pillar of a business strategy to drive customer satisfaction and business growth.- Getting buy-in from the CFO is crucial.- Develop a business plan with financial projections, competitive analysis, and alignment with organizational goals.- Start small, focus on quick wins, and build internal alliances to maintain buy-in.- Document processes and build a solid foundation to ensure scalability and efficiency in partnership programs.Chapters:0:01:37 Importance of partnerships as a business strategy0:04:32 Key stakeholders for implementing partnership strategy0:06:51 Importance of getting CFO buy-in for partnerships0:08:05 Tips for preparing a business plan for partnerships0:10:19 Building projections and forecasting for partnership strategy0:11:30 Start simple and show progress before expanding partnership program0:12:05 The importance of telling a story and developing programs.0:13:02 Start with non-revenue targets and build the framework.0:14:04 Start with a few partners, perfect the relationship, then expand.0:15:04 Consider if a partnership fits your ICP and goals.0:16:34 Important milestones include influenced revenue, co-sell, and direct wins.0:19:07 Build internal alliances and do an internal roadshow.0:20:59 Start small and make it successful before expanding.0:21:39 Partner with the product team for integration partnerships.0:23:21 Align with marketing if pipeline is the focus.0:24:37 Different types of partnerships and their uniqueness0:25:13 Importance of customer satisfaction and referrals0:26:08 Leveraging different teams to achieve success0:26:41 Building a solid foundation and process0:27:55 Importance of documenting and iterating processes

Juraj Pal, a former employee of Slido and Cisco, shares his experience in navigating partnerships as a small fish in a big pod. He emphasizes the importance of aligning partnerships with long-term product strategies and not forcing partnerships for the sake of a big name. He also highlights the value of building relationships and embedding partners into the customer journey. Juraj advises regular check-ins and vulnerability to foster trust and collaboration. He says if you want to drive partnerships, you need structure. He encourages giving partnership updates, even before a formal agreement, to demonstrate commitment and build trust. **Key Takeaways:**- Don't force partnerships with big companies just for the sake of a cool logo or brand association.- Align partnerships with long-term product strategy and roadmap.- Build relationships across the entire customer journey to foster trust and engagement.- Focus on adoption in product partnerships to ensure the partnership is driving value for users.**Quotes:**- "Not every company should partner with the big fish. It's important to think about how you fit into the ecosystem and leverage it for growth." - Juraj Pal- "Don't invest in partnerships just because of a cool-sounding name. Focus on how it aligns with your product strategy and goals." - Juraj Pal******************Chapters:******************00:00:00 Introduction to the podcast and topic of partnerships00:01:26 Introduction to the guest and his experience in partnerships00:03:05 Discussion about the unexpected acquisition of Slido by Cisco00:05:11 Importance of partnerships in Slido's growth strategy00:06:01 Perspective for organizations when engaging with bigger players00:08:28 Importance of working backwards from product strategy in partnerships00:09:49 Focus on strategic partnerships based on product pillars00:10:30 Planning exercise for identifying target partners00:10:50 Discussion on Slido's initial product market fit00:10:50 Go-to-market strategy for launching a new business segment00:11:18 The need for product integration with big players like Google.00:12:09 Importance of fitting into the partner's long-term strategy.00:13:19 Challenges of gaining attention from larger partner's field teams.00:15:24 Error of partnering for the sake of a cool logo.00:17:45 Should smaller companies aim to become big players or leverage ecosystems?00:18:38 The value of being part of an ecosystem and customer workflows.00:20:01 Co-marketing activities can have significant impact in partnerships.00:20:57 Not forcing partnerships that don't make sense.00:21:42 Importance of thinking through adoption in product partnerships.00:22:18 Users actually using the product is crucial for success.00:22:02 Importance of users actually using the product for success

Time management is critical when it comes to managing multiple partnerships.In this episode of the Howdy Partners podcast, Negar Nikaeein joins Will Taylor to discuss time management for partner professionals. They explore strategies and best practices for setting priorities, organizing tasks, and driving revenue in partner programs.And Negar shares her #1 tip for managing the Sunday Scaries.Tune in to learn tactical strategies to manage your partnerships more effectively.Highlights:01:49 Intro04:25 How do you go from zero to one?05:38 Time management practices10:35 What to do when chaos strikes?19:53 What is the number 1 thing partners can do to manage time?

It’s time to level up, partner pros! Greg Portnoy brings the heat to today’s episode. Greg says partner pros need to stop complaining and start adding value. It doesn’t do any good for partner pros to complain about lack of funding. Greg emphasizes that partner pros need to start tracking metrics that matter. Instead of whining about how partnerships are underappreciated, Greg says we need to show ‘em the numbers.So grab your cowboy hats and saddle up for a conversation with Greg Portnoy on Howdy Partners!Highlights01:52 The most important things in partnerships10:23 What are people getting wrong today in partnerships#?13:39 Partnership pros need to take responsibility#15:02 Track partner metrics15:47 Focus on the science of partnerships16:54 Show ‘em your value18:21 Don't measure partnerships the same as sales20:40 Meet your customers where they are24:06 The hard truth about partnerships and tech25:02 Partner tech is a tool, not a source of truth29:04 Don't use partner tools in a silo30:04 Do your tools give you leverage?30:41 Do your tools help you measure?

How do you optimize your partner program to achieve new heights in Q4 and beyond? Dorian Kominek joins the show to share insights from her research about the importance of an entrepreneurial mindset in partnerships. Dorian has studied entrepreneurship and partnerships and has some gems to share. She talks about how building and scaling partnerships is about taking a problem-solving mindset. Partner pros need to think creatively instead of just using a managerial approach. They need to be willing to test, iterate, and scale. Join us as we dive in!00:41 Nearbound Summit01:15 Intro to Dorian03:06 Entrepreneurship and partnership04:11 Solving problems in partnerships06:14 Managerial vs. entrepreneurial thinking and the pursuit of innovation10:14 What are the core competencies that partner people need to konw about?11:09 Tuning people vs. tuning an organization12:09 Organizational tuning - the 5 factors to success

Can AI help partners grow and scale partnerships? Jessica Baker, Chief Program Officer for AchieveUnite, thinks so.Jessica says that AI can help hypercustomize partner relationships at scale. She says AI will help get more done—faster and at higher quality.Jessica, Will, and Ben discuss the key benefits of AI, including hyper-relevant partner marketing assets, predictive partner profiling, automated funnel management, and enhanced PRM platforms.Jessica shares real-world examples of AI in action from her work advising major tech companies on their channel programs. She explains how AI builds on human connections and trust.Instead of taking away jobs, Jessica says that AI will enhance and augment partner professional's jobs.Highlights from the show:00:48 Can Ben finally bench 225?01:39 Intro to Jessica Baker03:04 The benefits of AI04:22 AI will change everything about how we do business with partners04:29 What do most people get wrong about AI06:56 AI helps augment and improve your work08:51 Can AI build trust?09:35 Trust isn't built by AI; people build it17:18 Key areas where AI can be used in partnerships17:59 Funnel management becomes easier with AI18:41 AI improves business insights20:45 AI improves customer service21:59 Top AI tools for partners24:44 Tactical takeaway that everyone should implement tomorrow

Building a strong partnership program starts by getting buy-in from the C-suite. Today on the Howdy Partners podcast, Josh Baumrind joins Will Taylor and Tom Burgess to talk about how to do that. They dive into the common misconceptions about partnerships and the challenges faced when approaching executive teams. Josh focuses on the importance of data and root cause analysis. He encourages partner teams to think long-term and keep the customer top of mind. For Josh, partnerships are all about delivering predictable revenue and setting the flywheel in motion.00:00 Intro03:04 What do most executives get wrong about partnerships?04:58 Partnerships need to help product designers go to market07:14 What do partner pros get wrong?07:53 Root cause analysis08:50 What metrics should partners be tracking?10:01 You've got to build a good partner foundation11:17 The most important KPIs for partners12:07 The importance of partner attach12:43 Make sure to prepare your partnership data13:41 Look at NPS scores17:21 Stop thinking short-term17:45 Get the flywheel in motion18:11 Deliver mutual value to the customer19:33 Predictable revenue stream 21:09 Number one takeaway: track your metrics