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Episodes
Thursday Jun 29, 2023
Thursday Jun 29, 2023
Today, our guest on The PARTNERNOMICS Show is Jake Atwood, CEO at BuzzBuilder. As a Sales Leader, Coach, and Marketer Jake has one singular focus: make it easy for sales teams to pack their pipeline with qualified leads and close more deals. He's been contracted by dozens of Fortune 500s as well as high-growth startups to help them build a world-class sales team and sales process.
Topics Covered:
Quality: What are the top channel programs doing to attract the RIGHT partners?
Efficient: What can you do to make partner recruitment easier and less time-consuming?
Evaluation: What questions should you be asking potential partners in your first conversation with them?
Enablement: What can you do to prevent partners from joining your channel program and then ghosting you?
Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science!
Thursday Jun 15, 2023
Thursday Jun 15, 2023
Today, our guest on The PARTNERNOMICS Show is Ron Wastal, SVP of Global Business Development, Alliances and Channel at Jitterbit. Ron leads the growth and development of Jitterbit's global partner ecosystem. He's skilled at growing channels and scaling revenue, through his leadership their partner-sourced annual recurring revenue has increased by as much as 50% across many regions.
Ron has a passion for building new businesses and scaling organizations to achieve successful outcomes. He's helped to pave the way for three IPOs and six acquisitions, he has developed partner programs from the ground up, and led channels and global alliances for SaaS and integration providers including Apptio, Mulesoft, Cast Iron Systems.
Topics Covered:
Motivation: What inspired you to enter and remain in the field of partnerships?
Skills: What are the most critical skills and knowledge needed for a career in partnerships?
Trends: What are the current trends and challenges in the industry?
Relationships: How do you build and maintain strong relationships with your key partners and stakeholders in your network?
Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science!
Thursday Jun 08, 2023
Thursday Jun 08, 2023
Today, our guest on The PARTNERNOMICS Show is Brian Hattaway, Founder & Innovation Leader at IOLITE Solutions, which creates smart, Salesforce innovations to improve user productivity on the Salesforce platform. IOLITE Solutions blends a process-first philosophy with technical excellence to provide smart and elegant solutions that bring efficiency and cost savings to all of our customers.
Brian has over 28 years of large enterprise technical architecture, process re-engineering, and consulting experience. He also has 18 years working with the Salesforce.com platform. Brian and IOLITE Solutions are our partner for the PARTNERNOMICS IQ Software.
Topics Covered:
Scaling: What are the drivers that enable scaling in a partner program?
Goals: What are key components of a scalable partnering platform?
iPaaS: What are the pros/cons of iPaaS
Tech Stack: What is prohibiting the partnering pro from building their desired tech stack today?
Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science!
Thursday Jun 01, 2023
Thursday Jun 01, 2023
In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Michael Gamböck, Principal Partner Manager @ Adobe.
Michael works with strategic accounts and partners in EMEA. He consults closely with Adobe engineering, product management, and management to growing usage of Creative Cloud Video products, actively working on several released and upcoming products and services like Team Projects and cross-device editing platform Project Rush.
He was a managing director for one of the biggest post-production facilities in Germany before joining Adobe in his strategic role, which also covers exciting innovative technologies like AI, Cloud and new collaborative workflows.
In this episode, the duo discusses the questions below:
Solutions: How does product development intersect with partnering? (Partners can help build new solutions and they can help sell, implement, and retain customers).
Partner Program: Describe your Solutions Partnering Program – Examples of partners?
Innovation: How do you manage co-innovation?
Systems Integrators: Success practices of working with Systems Integrators.
Co-Selling: How do you motivate partners to co-sell with you?
Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science!
Thursday May 25, 2023
Thursday May 25, 2023
In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Steve Kazan, CEO & Founder @ Inner Onion.
Inner Onion is an international sales consultancy, operating from San Francisco and supports international technology (cyber security) companies who want representation in the United States by:- Creating & Implementing go-to-market plans to enter North American markets- Developing and managing partner eco-systems- Creating strategic relationships- Fractional CMO / GM / VP Partnerships
In this episode, the duo discusses the 4 questions below:
Long-term Success: Most important factors for long-term partnership success?
Underperform: Top reasons why tech partnerships underperform?
IT Partners: What product categories are tech partners looking to add?
Enablement: In what areas are partners looking for stronger enablement?
Grab your copy of Inner Onion's e-book: How to Win with Tech Partner Programs by visiting (https://www.inneronion.com/e-book)
Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science!
Thursday May 11, 2023
Thursday May 11, 2023
In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Bob Jones, Partner @ collabtogrow & Certified PARTNERNOMICS Implementer.
Collabtogrow partners with PARTNERNOMICS® as a certified implementer of the PARTNERNOMICS methodology. All of collabtogrow’s service offerings are aligned with and underpinned by PARTNERNOMICS' proven partnering methodology.
Bob brings decades of experience having spent a number of years with companies such as KPMG, Bank of America, Xerox, and The Hackett Group Inc.
In this episode the duo discusses the 4 questions below:
SPP: What is a Strategic Partnering Plan and why should companies use them?
Creation: When and how should SPPs be created?
Segmentation: How do SPPs leverage "segmentation"?
Approach: What is included in the Approach section of the SPP?
Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)
Thursday Apr 27, 2023
Thursday Apr 27, 2023
In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Ken Coppins, Partner @ collabtogrow & Certified PARTNERNOMICS Implementer.
Collabtogrow partners with PARTNERNOMICS® as a certified implementer of the PARTNERNOMICS methodology. All of collabtogrow’s service offerings are aligned with and underpinned by PARTNERNOMICS' proven partnering methodology.
Ken brings decades of experience having spent a number of years with companies such as Capgemini & KPMG.
In this episode, the duo discusses the 4 questions below:
Strategy: What does a clear strategy do for you?
OPP: How should you create an Organizational Partnering Plan?
SWOT Analysis: What should a good SWOT Analysis provide?
Getting Clarity: What is a Needs/Wants/Limits Analysis?
Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)
Thursday Apr 13, 2023
Thursday Apr 13, 2023
In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Andrey Lipattsev, Partner Development @ Google. Andrey is the Strategic Partner Manager & EMEA lead for non-ads Privacy Sandbox partnerships @ Google. Working on modern Web technologies with the best partners across Open Source and proprietary platforms.
In this episode, the duo discusses the 4 questions below:
BI vs AI: BI vs AI, what’s the difference?
Generative AI: Will generative AI be used in the partnering profession?
Obstacles: What are obstacles to using AI in partnerships?
Democratizing: Will AI eventually eliminate the training and consulting profession?
Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)
Thursday Mar 30, 2023
Thursday Mar 30, 2023
In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Rick van den Bosch, Founder & CEO @ Channext. Rick Previously founded an organization called Virtual Retails, after experiencing firsthand how difficult it was to engage partners in vendor marketing activities, Channext was born.
In this episode the duo discusses the 4 questions below:
Marketing: What are some of the biggest mistakes made in partner marketing?
Segmentation: What is the power of segmenting markets and partners?
Tech Pivot: How do you know if/when to pivot?
Recruiting: What is the right number of partners?
Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)
Thursday Mar 16, 2023
Thursday Mar 16, 2023
In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Jim Lezzer, VP of Strategic Partnerships @ WorldView. Jim previously served as the Director of Strategic Partnerships at MedBridge where he was first introduced to the PARTNERNOMICS® methodology.
In this episode the duo discusses the 4 questions below:
Partnering OS: What is a "Partnership Operating System"?
SPP: What is an SPP and why use it?
Get to NO: Why is speed to "NO" valuable?
Career Advice: Advice for a Partnering Professional wanting an Executive role?
Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)