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The Partnership Path
Alle als (un)gespielt markieren ...
Manage series 3625247
Inhalt bereitgestellt von Mark Dalley and EQ Selling. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von Mark Dalley and EQ Selling oder seinem Podcast-Plattformpartner hochgeladen und bereitgestellt. Wenn Sie glauben, dass jemand Ihr urheberrechtlich geschütztes Werk ohne Ihre Erlaubnis nutzt, können Sie dem hier beschriebenen Verfahren folgen https://de.player.fm/legal.
The Partnership Path is a blend of insights, expert advice, and strategies. Whether new or seasoned in partner management, this podcast guides you to become the go-to expert. On the Partnership Path In Real Life, you will hear firsthand stories and challenges from partner management pros. It’s not just a podcast; it’s your pocket mentor guiding you to excellence.
…
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54 Episoden
Alle als (un)gespielt markieren ...
Manage series 3625247
Inhalt bereitgestellt von Mark Dalley and EQ Selling. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von Mark Dalley and EQ Selling oder seinem Podcast-Plattformpartner hochgeladen und bereitgestellt. Wenn Sie glauben, dass jemand Ihr urheberrechtlich geschütztes Werk ohne Ihre Erlaubnis nutzt, können Sie dem hier beschriebenen Verfahren folgen https://de.player.fm/legal.
The Partnership Path is a blend of insights, expert advice, and strategies. Whether new or seasoned in partner management, this podcast guides you to become the go-to expert. On the Partnership Path In Real Life, you will hear firsthand stories and challenges from partner management pros. It’s not just a podcast; it’s your pocket mentor guiding you to excellence.
…
continue reading
54 Episoden
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×In this enlightening discussion, John and Toni dive into the intricacies of planning for successful partnership negotiations. Drawing parallels between vacation planning and strategic collaboration, they emphasize the importance of understanding expectations, aligning on goals, and being prepared for the unexpected. This conversation is a treasure trove for anyone involved in partnerships—whether in business or personal endeavors—offering practical tips to ensure your next partnership meeting doesn't leave anyone feeling like they missed the mark. Key Takeaways Set Clear Expectations: Just as on a vacation, understanding what each party desires from a partnership is crucial to avoid disappointment. Know Your Partner’s Landscape: Research and understand the external factors affecting your partner’s business to craft relevant strategies. Embrace Empathy: Harnessing empathy in negotiations can distinguish your approach, fostering stronger, more productive relationships.…
Ever wondered how big decisions are made in the corporate world, especially when multiple stakeholders are involved? Today, we have an exclusive peek into the mind of Jakob Maciolek, a leader at Microsoft driving the success of Copilot and Modern Work. Joined by John Rudow on The Partnership Path in Real Life podcast, Jakob unpacks the nuanced art of decision influence — a skill every business professional needs but few master. This conversation is more than theory; it’s a practical masterclass in understanding motivation, navigating organizational dynamics, and wielding influence with empathy and strategy. I’m sharing this episode because it’s filled with golden nuggets for anyone managing partnerships, working in sales, or looking to sharpen their interpersonal skills at work. If you’ve ever found yourself thinking, “How do I influence this decision without authority?” — this is for you. Key Takeaways The Power of Empathy in Influence: Influence isn’t just about logic and data. It’s about understanding personal, business, and political motivations. Ask the Right Questions, Then Go Deeper: Surface-level answers only scratch the surface. Ask follow-up questions to understand deeper motivations. Invest in Others’ Success: Help others achieve their goals, and you’ll naturally become a trusted partner in decision-making.…
Navigating the world of partnerships is no simple task. With so many players involved — from CEOs to procurement officers — understanding how decisions are made becomes essential. In this insightful episode of The Partnership Path in Real Life host John Rudow sits down with Brian Galicia, a Microsoft leader with over 18 years of experience driving strategic partnerships. Together, they uncover the critical concept of “decision influence” — how and why decisions get made within partnerships and what you can do to influence them. This conversation is packed with actionable advice for anyone working in partnerships, business development, or strategic alliances. Brian shares how he and his team at Microsoft approach decision-making, how to identify key stakeholders, and how to leverage trust and curiosity to drive better outcomes. If you’ve ever struggled to get clarity on partner alignment or how to navigate a complex network of decision influencers, this episode will be a game-changer. Key Takeaways Decision Influence is Multi-Layered — Decision-makers aren’t always the obvious choices (like partner managers). CEOs, Chief Revenue Officers (CROs), and product leaders all have a stake in the process. Understand the Alternatives — The choice isn’t always “yes” or “no” to a partnership. It’s often “this partner” vs. “that partner” or “this approach” vs. “a different approach.” Stakeholder Alignment is Critical — Knowing the “operating period” of your partner company can help you align your goals. For instance, Microsoft’s fiscal year runs July–June, which affects how deals and partnerships are timed.…
In this episode of “The Partnership Path”, John Rudow and Toni Kent discuss the concept of decision influence within partnerships, emphasizing the importance of understanding the decision-making processes of partners. They explore how channel managers can develop skills to better influence decisions that impact partnerships, the complexities involved in these decisions, and best practices for navigating them. The conversation highlights the need for channel managers to think beyond transactional relationships and to consider the broader business context of their partners’ decisions. Key Takeaways Decision Influence is Everywhere: Partner managers need to recognize the decisions happening within their partner organizations that indirectly or directly affect their partnerships. Understand the Bigger Picture: Think beyond “yes or no” and consider alternatives, investment strategies, and competitive offerings. Ask Smarter Questions: Effective influence starts with understanding decision-making frameworks, stakeholders, and internal dynamics.…
In this episode of the Partnership Path in Real Life podcast, host John Rudow speaks with Kari Finnigan, Vice President of Channels at Infor, about managing partnerships in a smart, strategic way that focuses on portfolio growth rather than just individual partner performance. Kari shares how shifting her approach from “all partners all the time” to prioritizing those with the highest growth potential helped her achieve exponential growth in her channel. The discussion dives into portfolio-level thinking, engagement strategies, and the key metrics Kari and her team use to identify where to invest time and resources for maximum impact. Kari offers valuable insights from her two-decade career, sharing practical tools and frameworks to optimize channel management.…
In this episode of Partnership Path in Real Life, John Rudow sits down with Richard Chaves, a seasoned partnership manager at Microsoft, who has been working with partners throughout his extensive career. They dive into the complexities of managing multiple partnerships and portfolios, sharing invaluable insights on prioritizing tasks, maintaining clarity, and navigating partnerships with ease—even when facing competing priorities. For anyone navigating partner management, this conversation offers practical wisdom and real-life strategies that could transform how you approach your own partnerships.…
In this insightful episode of “The Partnership Path”, John and Toni discuss a critical topic for channel managers—“Portfolio vs. Partnership.” John breaks down the subtle yet impactful shift from a one-on-one partner approach to a portfolio-wide view, which allows managers to optimize time, resources, and growth potential. This episode provides a practical approach for maximizing partner impact, especially when balancing high-performing partners with those requiring more investment. This approach helps drive sustainable revenue by allowing managers to focus on scalable, big-picture growth.…
In this podcast episode, John and Toni reflect on season two of The Partnership Path and discuss their excitement for season three. They review key takeaways from season two’s episodes, which focused on various aspects of partnerships such as co-marketing, co-selling, and working with partner sales teams. Notable guests shared their experiences and best practices, emphasizing the importance of understanding both partner and customer needs. The episode highlights gratitude to guests who contributed real-world insights, offering practical advice on navigating partner relationships.…
Forecasting is a cornerstone of successful business partnerships, yet it's often seen as a tedious task. In this episode of the "Partnership Path", Gary Cockayne, an experienced leader in channel strategy, shares his expertise on transforming forecasting from a mundane obligation into a powerful tool for growth. As someone who has significantly boosted IFS’s channel success, Gary's insights are invaluable for anyone looking to optimize their forecasting processes and build stronger, more effective partnerships. Key Takeaways Transforming Forecasting Meetings: Gary emphasizes the importance of changing the perception of forecasting from a chore to an opportunity for collaboration and growth. By adopting a supportive, coaching approach, you can make these meetings more productive and engaging. The Integrity of Forecasting: Building trust and maintaining high integrity in forecasting processes are crucial. Gary advocates for transparency and alignment in goals to foster a collaborative partnership. The Importance of Qualifying Out: Gary highlights that qualifying out of deals that are unlikely to close is as important as qualifying in. It helps partners focus their efforts on opportunities with a higher likelihood of success.…
In this episode of “The Partnership Path”, John Rudow and Toni Kent take a closer look at the ins and outs of forecasting in partnerships and channel management. If you’re in a partnership or sales role, you’ll find this discussion incredibly valuable. They break down why it’s crucial to keep pipeline and forecast discussions separate, how to navigate the risks involved, and the importance of setting accurate expectations. This episode is packed with practical tips that can really change the way you think about forecasting. Key Takeaways Separate Pipeline from Forecast Discussions: Pipeline is about visibility into potential revenue, while forecasting is about setting expectations for what will happen and when. Mixing the two can lead to confusion and inaccurate predictions. Forecasting Involves Risk Assessment: A good forecast includes an evaluation of risks—what portion of the forecast has little, moderate, or high risk, and what actions are being taken to mitigate those risks. Accuracy is Crucial: Inaccurate forecasts can have serious consequences, impacting business decisions and people’s jobs. It’s essential to focus on setting realistic expectations and being honest about potential outcomes.…
In this engaging episode of the “Partnership Path” podcast, John welcomes Gary, a seasoned veteran in enterprise software, to share his invaluable insights on effective pipeline reviews with partners. Gary’s approach to transforming tactical deal analyses into strategic business discussions offers a refreshing perspective that every partner manager can benefit from. Key Takeaways Elevate Pipeline Reviews: Transform tactical deal discussions into strategic business planning. Pipeline Hygiene: Regularly clean up the pipeline to reflect true business potential. Build Trust: Establish trust with partners by allowing them to start with a clean slate.…
In this engaging episode of The Partnership Path, John and Toni dive into the intricacies of running effective pipeline reviews with partners. The conversation, filled with humor and practical advice, highlights the importance of maintaining a balanced and healthy pipeline. As experts in the field, they share their experiences and best practices, making this episode a must-watch for channel managers and partner managers looking to optimize their pipeline management strategies. Key Takeaways Volume, Balance, and Velocity: Understand the three critical aspects of a healthy pipeline and how to manage them effectively. Macro Perspective: Learn to shift the focus from individual deals to a broader view of the pipeline to identify trends and potential issues. Goal Setting: Incorporate pipeline goals into your overall strategy to ensure you have enough deals moving through the pipeline to meet your targets.…
In the latest episode of “The Partnership Path, we dive deep into the world of partner sales management with the seasoned expert, Selena Butler. With over two decades of experience in the field, Selena shares her invaluable insights on building trust, fostering collaboration, and driving success in both direct and partner sales environments. Her unique perspective, shaped by her extensive background in companies like Epicor and Infor Software, offers a rich tapestry of knowledge for anyone navigating the complex landscape of sales and partnerships. Key Takeaways Building Trust and Credibility: Establishing trust is paramount in managing partner relationships. Timely responses, transparency, and a genuine interest in the partner’s success are crucial. Tailoring Approaches: Understand and adapt to the partner’s existing sales frameworks. Meeting partners where they are and integrating their methods fosters better collaboration. Measuring and Celebrating Success: Continuously evaluate what’s working and what’s not. Celebrate joint successes to maintain motivation and strengthen the partnership.…
In the latest episode of “The Partnership Path,” Toni and John dive deep into the intricate world of partner sales teams. As seasoned professionals, they share their experiences, challenges, and solutions for effectively motivating and preparing sales teams to excel in partnership-driven markets. This conversation is a must-watch for anyone involved in sales management, channel partnerships, or business development. Their insights are invaluable for understanding the nuances of aligning sales strategies with partnership goals. Key Takeaways Understanding Sales Team Motivations: It’s crucial to align your partnership goals with what matters most to sales teams – hitting their quotas and earning commissions. Building Trust and Credibility: Demonstrating your ability to solve key problems and showing long-term commitment can earn the trust of sales teams. Tailoring Value Propositions: Create distinct value propositions for internal and external stakeholders to effectively communicate the benefits of your solutions.…
Listen to Stephanie Vasiloff @Flywheel.io discuss Preparing and Motivating Sales Teams
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The Partnership Path
Listen to Oana Terteleac @Microsoft discuss Preparing and Motivating Sales Teams
In the latest episode of “The Partnership Path,” Toni and John dive deep into the intricate world of partner sales teams. As seasoned professionals, they share their experiences, challenges, and solutions for effectively motivating and preparing sales teams to excel in partnership-driven markets. This conversation is a must-watch for anyone involved in sales management, channel partnerships, or business development. Their insights are invaluable for understanding the nuances of aligning sales strategies with partnership goals.…
Listen to Vikki Morris @Splunk discuss Co-Selling to Seal the Deal.
Listen to Jenn Martin @ Microsoft discuss Co-Selling to Seal the Deal.
In this podcast episode, John and Toni discuss the concept of co-selling with partners. They share personal anecdotes and experiences to illustrate the challenges and strategies involved. Key points include defining co-selling, the importance of establishing rules of engagement, and the necessity of making co-selling scalable by empowering partners to sell independently. Important Points: Introduction to Co-Selling: Co-selling involves collaborating with partners to enhance sales efforts, akin to teaching someone to drive. Personal Anecdotes: Stories about teaching children to drive serve as analogies for co-selling dynamics. Defining Co-Selling: Emphasizes the need to clearly define co-selling to avoid misunderstandings. Types of Co-Selling: Enterprise Level: Involves aligning teams and coordinating large deals. Reseller Level: Often requires direct involvement in customer meetings and negotiations. Rules of Engagement: Establishing protocols and expectations for involvement in deals. Scalability: The goal is to make co-selling scalable by enabling partners to sell independently. Challenges: Overcoming objections from partners who rely too heavily on vendors. Community Input: Encourages listeners to share their experiences and strategies for effective co-selling.…
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Listen to Shauna Sampson @Illumio discuss Account and Territory Mapping with Partners.
Today, we delve into the complexities of account and territory mapping with partners, dissecting key statistics, and sharing practical strategies for effective territory alignment. If you’re navigating the challenges of sales and partnership dynamics, this episode is a must-watch. Sharing these insights is invaluable for anyone looking to enhance their partnership management skills and drive success in their roles. Key Takeaways Critical Analysis of Statistics: Question and understand the statistics you encounter. Misinterpretations can lead to flawed strategies. Importance of Transparency: Open communication about compensation and priorities is crucial for successful partnerships. Strategic Territory Mapping: Aligning territory and account mapping effectively can overcome compensation conflicts and drive mutual success.…
Listen to Eric Straalman @VertiGIS discuss Co-Marketing with Partners.
Listen to Sunny Neogi @Microsoft discuss Co-Marketing with Partners.
In this episode of "The Partnership Path," hosts Toni and John discuss co-marketing with partners as part of their go-to-market series. They explore the complexities of collaborating with partners of various sizes and marketing maturity levels, sharing their experiences and insights to help partnership and channel managers enhance their co-marketing strategies. Key Topics Covered • Podcast Recognition: The podcast was listed among the best Channel partnership podcasts by Canalis, highlighting its industry relevance. • Importance of Partner Marketing: Emphasis on the critical role of co-marketing in successful partnerships. • Challenges in Co-Marketing: • Variability in partner sizes and marketing maturity. • Differences in marketing expertise between partner managers and their partners. • Strategies for Effective Co-Marketing: • Transparency about marketing capabilities and gaps between partners. • Identifying the right type of marketing for different stages of customer awareness: 1. Awareness Marketing: For audiences unaware of the brand. 2. Interest Marketing: For audiences aware of the brand but unaware of their problem. 3. Decision Marketing: For audiences aware of both their problem and the brand's solution. • Content Needs and Marketing Assets: • Importance of providing relevant content like case studies, use cases, and product capabilities. • Adapting vendor content to be relevant for the partner’s offerings. • Importance of Clear Goals: • Aligning on the specific objectives of marketing campaigns. • Utilizing marketing materials appropriately based on the customer’s stage in the decision-making process. • Community Insights: Invitation to the audience to share their experiences and strategies in managing co-marketing efforts.…
The podcast “The Partnership Path” offers a platform for discussing challenges and insights in partner management, celebrating expertise in the field. The hosts, Toni Kent and John, reflect on their journey over 28 episodes, sharing their experiences and gratitude towards the community for their participation and contributions. Key Points Community Engagement: The podcast emphasizes the importance of community, highlighting contributions from 16 different listeners across various episodes. The hosts express gratitude towards these contributors, noting that their participation has enriched the content. Content Structure and Strategy: The podcast is structured around introducing topics and then featuring community members who discuss these topics in depth. The upcoming seasons are planned to focus on themes like “Go to Market Together” and “Elevating Your Game,” based on listener feedback and suggestions. Learning and Professional Development: Both hosts acknowledge that they are continuously learning through the podcast, despite being considered experts. The podcast serves as a platform for sharing new perspectives and strategies in partner management, contributing to the professional development of its listeners. Encouragement of Participation: The hosts encourage listeners to spread the word about the podcast and participate in future episodes. They invite listeners to suggest topics and share their insights, fostering a collaborative and inclusive environment. Focus on Practical Advice and Real-World Application: The podcast aims to provide practical advice and strategies that listeners can apply in their professional lives. Episodes cover fundamental aspects of partner management and explore advanced topics based on community interest. Takeaways Engagement and Community Building: The podcast highlights the value of building a supportive community where professionals can share insights and learn from each other. Continuous Learning: Even experts can benefit from new perspectives and continuous learning, reinforcing the importance of staying open to new ideas. Structured Content: Organizing content into themed seasons based on listener feedback ensures that the podcast remains relevant and valuable. Encouraging Participation: Actively inviting listener participation and feedback helps create a dynamic and interactive platform. Practical Focus: Providing real-world insights and practical advice makes the podcast a valuable resource for partner management professionals. The podcast aims to elevate careers in partner management by fostering a collaborative environment and providing actionable insights, making it a valuable resource for both seasoned professionals and newcomers in the field.…
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Listen to Garrett Kramer @ Infor discuss Partnership Alignment - Misalignment.
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The Partnership Path
Listen to Joy Verplank @ AVEVA discuss Partnership Alignment - Misalignment.
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The Partnership Path
Listen to Beth Shapira @ Microsoft discuss Partnership Alignment - Misalignment.
In this episode, the hosts, Toni and John, discuss the concept of alignment issues in partnerships and how they impact partnership performance. They emphasize that whenever there are execution issues in a partnership, it is usually a result of being out of alignment at a strategic, tactical, or execution level. They share examples and insights on how to address and prevent alignment issues, including defining rules of engagement, resolving conflicts, and understanding competitors’ partnerships. They also highlight the importance of recognizing that not all partnerships are strategic, and some are purely transactional. Key topics covered in the video: Introduction to “The Partnership Path” podcast Importance of alignment in partnership management Common execution issues and their relation to alignment Different levels of alignment: strategic, tactical, and execution Addressing alignment issues through defined processes and engagement rules Understanding competitors’ partnerships and boundaries Differentiating between strategic and transactional partnerships Encouraging listener engagement and sharing experiences…
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