Episode - 002 - Bobby Napiltonia - Building Enterprise Channel Partnerships

Summary

Welcome back to another episode of Partner Up! – The Partnership Podcast. Today Kevin and Jared are joined by a very special guest and partnerships legend Bobby Napiltonia - the creator of the SalesForce AppExchange and SalesForce's Enterprise Channel; 

Notes

There were a few things discussed:

·      Jared introduces Bobby and talks about Bobby’s early days in Salesforce and asks a question about how it became so successful. Bobby talks about his early days in startup and what decision did his family motivate him to make. Bobby continues to explain how he obtained good customers and how to get big companies to notice you.

·      Bobby continues to explain how to win trust and methodically make someone successful. He also continues to explain his negotiations with Accenture and how they found customers they could take from Accenture to turn them around! Bobby explains his golden rule on how to make partners cooperate. 

·      Kevin asks about the Day 1 mission and how does it change and Bobby brings us back to the hardships of the first week and what was his motto. Bobby continues to explain his technique on targeting cities. 

·      Jared asks about more details about the packages and Bobby explains the importance of creating a repeatable model.

·      Bobby further explains what made his go after the financial services and explains how trust is the best attribute to have in a business like that. After Kevin’s question on investments, Bobby explains his technique and provides his insight on the development on the ecosystem. Bobby continues to explain how his reward system helped to build a successful system.

·      After Jared’s question, Bobby talks about the benefits of partnership and what he finds to be the best attribute in one. Bobby also goes into great detail to explain the process of hiring a partner. Bobby continues to talk about the problem with needed services during his time and the way how they helped the user. 

·      Bobby warns the listeners about some mistakes that he has made in the beginning and talks about the possible solutions to them. He continues to talk about the main struggle with the technology market. Both Jared and Bobby continue to talk about the concept of “poster children”. Jared, Kevin and Bobby discuss channel conflicts and the ecosystem some more. 

·      Jared talks about what he has learned about making your partners famous and the difference of opinion between Bobby and Pete. Bobby shares his philosophy on wisdom and how to use it and share it.

 ·      Jared teases out a future episode with Bobby. Jared says where you can find the podcast, which platforms are being used and ends the episode