In this strategic episode, I welcome Peter Lorant, Global VP of Partner Business Development at HubSpot, for a masterclass on building partner ecosystems in the AI era for B2B SaaS.

Peter has a unique 35-year career through IBM, Google, Workday, Zendesk from sales to marketing, partnerships, and COO.

After leading alliances at Workday, he became COO at Zendesk before returning to partnerships at HubSpot.

Peter leads a 6,000+ partner ecosystem, their number one channel in LTV to CAC.

With 250,000+ customers, HubSpot scales through partners. Growing 20%+ annually as a $3B company, partner-first wins.

In this tactical episode, Peter shares:

• Change management when he joined HubSpot

• Partner-sourced deals trump all attribution sources

• Training 2,500+ reps on co-selling

• Using AI to detect rep infractions before they happen

• The shift to AI era B2B SaaS

• HubSpot's AI training: crowdsource, vote, codify, scale

• Best customer context wins AI + consumption pricing challenge

• Future: consolidation and AI-native companies

• Trust through transparency during major changes

• Career wisdom: collect skills, manage your manager

A transformative episode on building Partner Led Growth while navigating B2B SaaS's biggest shift.

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📹 Watch the episode on Youtube: https://youtu.be/vplR85bI8No

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Where to find Peter: https://www.linkedin.com/in/palorant/

Where to find Maxime: https://www.linkedin.com/in/maximeimbert-partnerships

To discover HubSpot's Partner Program: https://www.hubspot.com/partners

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Find a new episode of Alliances every month to get the best techniques for developing your alliances and partnerships.

#partnerships #alliances #hubspot #ecosystem #AI #b2bsaas #partnersales #coselling #attribution #changemanagement #leadership

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I'm Maxime Imbert, Fractional Head of Partnerships. I help B2B SaaS and Fintech companies build and implement their partnership strategy to succeed in their Go-to-Market and generate substantial revenue in the medium term. Building your ecosystem is a tremendous lever for exponentially increasing your revenues. I've made this my profession to help as many Fintech and B2B SaaS companies as possible. Evaluate your strategy: https://calendly.com/maxime_imbert/30min

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