142 - The Kobe Bryant Approach to Partnerships: A Conversation with Rohan Batra

Nearbound Podcast

English - December 05, 2023 08:00 - 44 minutes - 30.3 MB - ★★★★★ - 21 ratings
Management Business Technology partnerships alliances channel partnerships strategic alliances business development agency partnerships platform partnerships technology partnerships Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed

Previous Episode: 141 - Risk Your Job to Advance Your Career: How to Lead with Curiosity, Courage, and Conviction - Jared Fuller

Next Episode: 143 - Cracking the Nearbound Code: Secrets to Successful Nearbound Plays - Isaac Morehouse and Will Taylor

Rohan Batra, Global Head of Partnerships at Pigment, joins Isaac Morehouse and Ella Richmond to discuss the importance of building a strong partner program.

Rohan shares his career journey from Accenture to Pigment and explains how his experience in professional services has shaped his perspective on partnerships.

He emphasizes the need for a clear strategy and goals when building a partner program and highlights the importance of collaboration and transparency with other departments.

Rohan also discusses the challenges of working with different departments, such as sales and services, and shares his insights on hiring for a successful partner program.

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**Key Takeaways:**

- Building a partner program requires a clear strategy and goals that align with the company's overall objectives.
- Collaboration and transparency are essential when working with different departments, such as sales and services.
- Hiring for a successful partner program requires individuals who are collaborative, self-motivated, and constantly learning.
- A healthy partner program is one that allocates resources to partners who drive the most revenue and impact.
- The success of a partner program can be measured by the speed and size of deals, as well as the win rate.

**Quotes:**

- "I think being purposeful in how we go about things has been a real focus in building a healthy partner program." - Rohan Batra
- "A healthy program is foundationed on transparency in the partnership." - Rohan Batra
- "Lead with empathy. Put yourself in the shoes of the partner and understand their business and strategy." - Rohan Batra
- "A healthy program is one that is focused on driving revenue and impact for the company." - Rohan Batra

******************Chapters:******************

00:29 Intro
01:28 Introducing Guest Rohan Batra
02:15 Rohan's Career Journey: From Accenture to Pigment
06:12 The Shift from 'Ecosystem' to 'Universe'
07:50 The Transition from Professional Services to Partnerships
10:08 The Role of Partnerships in Business Growth
14:57 The Impact of Company Size on Decision-Making
18:04 The Appeal of Tech Partnerships
20:14 Constructing a Point of View with Leadership
22:58 Understanding Incentive Structures in Partnerships
23:32 Defining Goals for Different Types of Partnerships
24:27 Balancing Multiple Objectives in Tech Partnerships
25:02 The Importance of Focus in Partner Relationships
26:44 Working with Different Departments: Marketing
31:04 The Challenge of Transitioning to Objective Partner Selection
31:48 Working with Different Departments: Sales
35:31 Working with Different Departments: Services and CSS
37:43 Hiring for a Successful Partner Program
38:13 Defining a Healthy Partner Program
40:19 Final Thoughts and Future Goals