The PARTNERNOMICS Show - Episode 10 - Melissa Chambers, Senior Director of Strategic Partnerships @ Guideline

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:

1. Background: Do lawyers have an advantage when it comes to the partnering profession?
2. Hiring a PDL: What’s one thing hiring managers should look for or look out for when reviewing resumes of PDLs?
3. Budget: Should partnering and marketing share budgets?
4. 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/)

The PARTNERNOMICS Show - Episode 9 - Bob Moore, Co-Founder & CEO @ Crossbeam

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:

1. Compensation: The average comp for a partnering pro in the US is $177k. Is this too high or too little?
2. 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?
3. Events: Has COVID caused us to rethink virtual events?
4. 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/)

The PARTNERNOMICS Show - Episode 8 - Jay McBain, Chief Analyst Channel, Partnerships & Ecosystems @ Canalys

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:

1. 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?
2. Exclusivity: Should a partnering professional ever agree to exclusivity?
3. 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?
4. 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/)

The PARTNERNOMICS Show - Episode 7 - Chris Turney, Founder @ Turney LG

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/)

The PARTNERNOMICS Show - Episode 6 - Alexander Richards, Head of Global Alliances @ Momentive

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/)

The PARTNERNOMICS Show - Episode 5 - Allan Adler, Managing Partner @ Digital Bridge Partners

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/)

The PARTNERNOMICS Show - Episode 4 - Jared Fuller, Founder & Host @ PartnerHacker & PartnerUp

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/)

The PARTNERNOMICS Show - Episode 3 - Bob Moore, Co-Founder and CEO @ Crossbeam

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:

1. Privacy: Are corporate data privacy concerns a barrier to account mapping solutions such as crossbeam?
2. 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…
3. 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 Managers
4. Attrition: 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/)

The PARTNERNOMICS Show - Episode 2 - Jay McBain, Principal Analyst - Channels, Partnerships, & Ecosystems @ Forrester

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. 

1. 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?
2. Innovation: Innovation is a huge part of ecosystems as organizations co-innovate to build or expand solutions. What is the best framework for innovation?
3. 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?
4. 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/)

The PARTNERNOMICS Show - Episode 1 - Scott Brinker, VP Platform Ecosystem @ Hubspot

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:

1. No Code: Will the massive proliferation of “no-code” capabilities decrease the demand for coders?
2. 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?
3. 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-person
   • Ease of information gathering/research
   • Trusting information sources (independent rating)
4. Governance: Is governance underappreciated?
   • Partnering processes
   • Technology to help

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/).