In this episode, Tai Rattigan chats with Eleanor Thompson about her journey in partnerships, from starting at Blue Prism to founding Branchworks. They discuss the concept of a funded head, the importance of internal enablement, and strategies for aligning sales and marketing teams.

Eleanor also shares practical tips on navigating attribution challenges and building strong partner relationships. This episode is packed with actionable insights for anyone looking to enhance their partnership strategies and drive business growth.

03:26 - The Concept of a Funded Head

05:06 - Role and Experience with Resellers

06:37 - How Reseller Businesses Operate

07:59 - Relationship Management in Sales

09:10 - Channel Conflict and Direct Sales

10:31 - Standing Out in a Reseller Environment

12:55 - Internal Enablement and Alignment

15:28 - Successful Internal Enablement Examples

17:45 - Responsibility for Internal Enablement

19:23 - Time Split Between Partner Activities and Internal Enablement

21:59 - Celebrating Wins and Continuous Enablement

23:18 - Attribution Challenges with Sales and Marketing

26:15 - Engaging Executive Leadership for Alignment

29:42 - Encouraging AE's to Work with Partners

31:41 - Marketing and Attribution Conflicts

34:03 - Solutions for Attribution Issues

37:24 - Educating Partners on Deal Logging

39:40 - Engaging CEO's and Founders Early

42:30 - Supporting Partnership Leaders with Resources

45:24 - Advocating for Resources and Training

48:38 - Building a Budget and Hiring Plan

Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,700 members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development.

#Partnerships #BusinessGrowth #Leadership #Branchworks #Ecosystem