148 - Unleashing the Power of Partner Programs - Elliot Smith
Nearbound Podcast
English - January 16, 2024 10:00 - 50 minutes - 35 MB - ★★★★★ - 21 ratingsManagement 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
Elliot Smith discusses the challenges faced by partner teams in being fully appreciated for their efforts. He emphasizes the importance of having a clear vision and strategy for the partner program, as well as aligning with sales and marketing teams.
Elliot also highlights the need for strong technology and operations support for partner teams. In addition, Jared Fuller mentions the importance of campaign-centric approaches and the upcoming episode on partner enablement with Pete Caputo.
Key Takeaways:
Partner teams often face challenges in being fully appreciated for their efforts.A clear vision and strategy for the partner program is crucial for success.Partner teams should strive to be seen as an extension of the sales team and focus on driving sales impact.Attribution can be a challenge, but the focus should be on pipeline influence, pipeline sourcing, and customer satisfaction.Technology and operations support for partner teams is often lacking and needs to be improved.Campaign-centric approaches and partner enablement are important for long-term impact.Quotes:
"Partner programs must be seen as an extension of the sales team and driving sales impact." - Elliot Smith"The best partner people are comfortable in the role of providing the assist and not necessarily getting the full limelight and glory." - Elliot SmithChapters:
00:00 Introduction and Welcome
00:40 Guest Introduction: Elliot Smith
01:44 Discussing Challenges Faced by Partner Teams
04:00 The Role of Partner Teams in Sales
05:11 The Importance of Sales Attribution
15:52 The Impact of Partner Programs on Product Development
18:05 The Role of Technology in Partner Programs
22:00 The Future of Partner Programs
25:21 Programmatic Approach to Partnerships
25:58 Understanding Co-Sell Motion
26:11 The Hustle Game and Prioritization
27:15 Challenges in Co-Sell Motion
27:47 The Importance of Pre-Call Preparation
28:35 Aligning with Bigger Codes
31:46 The Ideal Profile for a Partner Team
39:45 Hiring for Partner Teams
43:05 Challenges in Partner Programs
43:41 The Role of Marketing in Partner Programs
47:59 Conclusion: The Future of Partner Programs