Nearbound Podcast
171 episodes - English - Latest episode: 4 days ago - ★★★★★ - 21 ratingsJoin Producer Jared Fuller & Co-Host Isaac Morehouse for the world's first official podcast on Nearbound, the fastest-growing and most effective motion in B2B SaaS today.
Nearbound is the Go-To-Market strategy that taps into those buyers trust at every stage of the journey for intel, intros, and influence.
It impacts Sales, Marketing, Success, and Partnership teams. It’s not a department, but a strategy that overlays every department with a series of motions and tactics.
Volumes of knowledge are shared about general sales, marketing, CS, and partnerships, but this is the only podcast dedicated to bringing you new learnings, hot takes, news, and expert insights every week on all things Nearbound.
Nearbound matters because buyer behavior matters.
We’ve moved from the ‘How’ to the ‘Who’ economy. No longer are buyers asking, “How do I solve X?” There is too much noise. SEO is gamed, ads and cold emails are being tuned out.
Now, buyers are asking, “Who can help me solve X?” They are looking to nodes of trust in their network.
Welcome to the first-ever, official Nearbound podcast.
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Episodes
020 - 20th Episode Special with Laura Padilla - Global Head of BD at Zoom
March 28, 2021 22:00 - 50 minutes - 34.9 MBWhat are the partner secrets behind Zoom's meteoric rise to the top of Mt. SaaS? In today's episode we have the Global Head of BD at Zoom, Laura Padilla. Boom. One day Laura's name will be minted in the partnerships hall of fame and today she lays down the laws that will get her there. Every BD leader, senior executive, and individual contributor needs to tune into this very special episode 20 to learn from Laura's decade-plus worth of senior partnerships experience building some of the mo...
018 - Partnering With Your Competition - Marne Reed
March 13, 2021 23:00 - 48 minutes - 33.2 MBWhat is up PartnerUp - we're back with an OG of B2B Martech and Enterprise Saas, Marne Reed. Marne is the Chief Evangelist at PFL but she's pretty much held every position you can think of in addition to running their alliances and partner programs. Marne hails from the finance side of the house but also has run Human Resources before turning her love to partner programs. #notnormal Marne is the Swiss Army Knife of B2B SaaS and you are going to love her unconventional takes on partnership...
017 - The Market Always Wins with Sunir Shah
March 01, 2021 18:00 - 54 minutes - 37.2 MBWhat is up PartnerUp? Is it better to play against the Casino, or be the Casino? As the saying goes, "the house always wins." Same can be said for your go-to-market. Successful ecosystems are not about playing the market, but about BEING the market. You don't want to miss this one with the legend himself... We're joined by Sunir Shah of the Cloud Software Association (CSA), AppBind, and formerly Freshbooks and Olark. Sunir has seen well over a decade of partner transformation and as ...
016 - Is Community and Media a Missing Part of Your Ecosystem? Leveraging content with Scott Barker.
February 20, 2021 23:00 - 55 minutes - 38.2 MBToday we have Scott Barker of SalesHacker, Outreach, and GTMFund. Outreach was early to the B2B SaaS media game in their acquisition of SalesHacker and Scott joins us to discuss how community and media can create oversized leverage for your ecosystem. We kickoff today with a new section - PartnerUp News. We get Scott's take on HubSpot's acquisition of The Hustle and the implications for the future of ecosystem in B2B. Possibly one of our most fun and outside-the-box episodes yet, you lea...
015 - Ecosystem Economics - how to leverage ecosystem to capture market and beat the competition
February 15, 2021 21:00 - 59 minutes - 40.7 MBToday we have an OG legend of BD on the pod. Norma Watenpaugh helps some of the largest companies in the world (like Google Cloud) scale ecosystems to their advantage. We breakdown how to think about the economics of your ecosystem to gain a competitive advantage, capture market and win. Norma is the CEO of Phoenix Consulting Group - you can find more out about her incredible work here: https://www.phoenixcg.com/ And don't forget to continue the conversation at https://www.cloudsoftware...
014 - Kevin McFarland - Creating $50M+ Alliances from Scratch (lessons from Accenture and Coursera)
February 15, 2021 20:00 - 52 minutes - 36.2 MBIn today's episode, we unpack how to drive B2B Partnerships in some uncommon places - like enabling SIX MILLION people to be educated at Coursera when Coursera's end customer was B2C. How did Kevin pull it off? Plus we dive into creating new alliances inside the juggernaut Accenture. Follow Kevin on his LI: https://www.linkedin.com/in/kevinmcfarland/ And don't forget to continue the conversation with the Cloud Software Association at https://www.cloudsoftwareassociation.com/
013 - David and Goliath - Partnering Up with the big co's with David Pilgrim
January 27, 2021 04:00 - 45 minutes - 31.3 MBPartnerUp! What's up? Today's show is about the age-old story of David and Goliath. The small winning over the big. The odds stacked against and yet victory in grasp. And who better than to tell the David and Goliath story for partnerships than David Pilgrim. David is the VP of ISV Partnerships at Algolia and a former BD leader at Publicis Sapient, Opentext, and Marketo. In this episode, we unpack what the heck is BD anyway in the alliance context, how to partnerup to win with the goliat...
012 - Alliance Manager Tactical Tips - Introducing Justin Bartels
January 26, 2021 02:00 - 49 minutes - 34.3 MBWhat is up PartnerUp? Welcome to 2021! And we're back with back-to-back episodes and a new episode every week! Today we're getting tactical for the frontline. Where the magic happens. Because you know what? All this alliance theory really doesn't matter if you can't make things happen in the field. And we are elated to announce our newest co-host, Justin Bartels! Justin is the Strategic Alliances Manager at Drift and is (in Jared's opinion) a BD savant. He's here to make sure we don...
011 - Partner Operations - Philosophy & Strategy with Matt Irving
December 01, 2020 05:00 - 50 minutes - 34.8 MBWhat is up PartnerUp? Today we're talking Partner Ops. Our guest is Matt Irving who runs Partner Operations for WP Engine. But what we loved about this episode is that this isn't an episode ONLY for ops people. It's an episode for EVERYONE who wants to accurately measure, improve, and scale partner programs in SaaS. Send this episode to your VPs and C-Suite, because Matt unpacks the philosophy and strategy for build partner lifecycle stages and building an enduring partner program. You'...
010 - Jill Rowley's First Podcast on Partnerships - Creating Categories and Partner Ecosystems
November 10, 2020 15:00 - 53 minutes - 36.7 MBWe have the QUEEN of social selling on today's show - the one and only Jill Rowley. This was Jill's first podcast on the topic of partnerships and it was a gem. Jill unpacks the need for partner programs to focus less on attaching yourself to an ecosystem and how to create your own. Plus, you get to hear the stories of how Eloqua creating the Marketing Automation category and how their first partners were created. Ecosystems are required for partnerships to thrive - Jill shares some timel...
010 - Jill Rowley's First Podcast on Partnerships - Creating Categories and Partner Ecosystems
November 10, 2020 15:00 - 53 minutes - 36.7 MBWe have the QUEEN of social selling on today's show - the one and only Jill Rowley. This was Jill's first podcast on the topic of partnerships and it was a gem. Jill unpacks the need for partner programs to focus less on attaching yourself to an ecosystem and how to create your own. Plus, you get to hear the stories of how Eloqua creating the Marketing Automation category and how their first partners were created. Ecosystems are required for partnerships to thrive - Jill shares some timel...
009 - Jared and Kevin Special - Running Through the Appalachians, OEM Partnerships and Business Models
November 05, 2020 03:00 - 44 minutes - 30.9 MBWE'RE BACK! BUT... 2020 will be 2020, so we apologize for Jared's video quality - we had a corrupted video file so we had to use the low res webcam file as a backup. THE GOOD NEWS... After a 10 day hiatus, Jared returns from his attempt at running 3 marathons in 3 days on the Appalachian Trail - whoah... Did he make it?! Kevin also shares some crazy news about his career and what's next for the epic saga of Kevin Raheja. After we catch up, we get to the goods of talking about OEM (o...
008 - Brittany Wroblewski - How Much Internal Selling is Necessary for Partnerships?
October 20, 2020 13:00 - 46 minutes - 32 MBHow much time should you spend selling partnerships internally? 5, 10, 20, 30, 40 percent?!? Wait, you have to sell internally?!? In this incredible episode, Brittany Wroblewski VP of Partnerships at G2 takes us through how she sees internal selling as not only necessary but also a vital part of what it takes to be an effective partnerships professional. Pro-tip: Changing your mindset on how and how much time you spend here can help unlock one of the secrets of why partnerships are so di...
Episode - 007 - Elliot Smith - Challenges Partner Teams MUST Overcome
October 14, 2020 22:00 - 50 minutes - 35 MBThis is a JAM packed episode with Elliot Smith who ran a 20 person partner team at Infor and now is the newly minted Head of Partnerships at 6sense. Where should the partner team sit within the org chart? Should this change over time depending on the maturity of the company and/or the maturity of the program? What areas of the business should the partner program impact? Sales? Product? Customer Success? What factors determine which areas to prioritize? How do you measure the impact of th...
Episode - 006 - TK Kader - Partnerships as a M/A Vehicle and the Wild Tout, Marketo, Adobe Story
October 06, 2020 21:00 - 47 minutes - 32.3 MBTK Kader wasn't born to be a BD Professional, but he sure has become one! If you haven't heard his story, you have to hear the wild Tout - Marketo - Bizible - Adobe story where TK directly oversaw 4 major Martech acquisitions in only 3 years! In this show, TK unpacks the lessons of leveraging partnerships as a Mergers and Acquisitions vehicle having been on both the buy and sell-side multiple times. I think we'd mostly agree, if you only partner to get acquired, it's never gunna happen. ...
Episode - 005 - Adrienne Coburn - Building channel from scratch to scale
September 29, 2020 00:00 - 46 minutes - 32.2 MBToday we're joined by Adrienne Coburn formerly Director of Partnerships at Uberflip and now Strategic Partnerships Manager at wildly successful Shopify. While we talked about a lot, really the message of this episode is about the difference of building channel partnerships at a startup versus the learnings you get of operating in channel at scale. Partnerships professionals can benefit greatly from seeing both sides of the story, and Adrienne selflessly shares back with the community some...
Episode - 004 - Pete Caputa - Partner Marketing & Enablement
September 23, 2020 19:00 - 49 minutes - 34 MBWelcome back to another episode of PartnerUp!: The Partnership podcast. Today our hosts welcome the powerful Pete Caputa of HubSpot channel fame as their guest. These are some topics they discuss: · Jared introduces Pete as his long-time mentor and talks a bit about Pete and how he built himself up in the market. Pete mentions a site to find other SAS companies and their partners and Kevin asks him a question regarding the usage of the site in his company. · Jared asks for some ...
Episode - 003 - Cristina Cordova - Transitioning Partnerships & APIs - Stripe & Notion
September 23, 2020 19:00 - 49 minutes - 34.3 MBWelcome to yet another episode of the PartnerUp!: The Partnerships Podcast. Today our hosts welcome Cristina Cordova as their guests and they discuss many interesting topics. Among them are: · Jared and Kevin welcome Cristina and they briefly discuss the situation in California, namely in San Francisco, where Kevin & Cristina currently reside. · Kevin talks about Cristina’s history and asks her how her current company was affected by COVID. Cristina discusses the details of the...
Episode - 001 - Jared Fuller & Kevin Raheja - Landing your first "Sumo"
September 23, 2020 18:00 - 44 minutes - 30.6 MBJoin Jared Fuller and co-host Kevin Raheja with their very first episode of Partner Up! – The Partnerships Podcast. They discuss their early beginnings, the value of a good partnership, the SUMO tactic and Kevin shares what was the first job he got after he dropped out of college! Jared and Kevin, being partner colleagues and friends for years, each with their own tips and tricks will feed you real-life examples and short rules that you can use to level up your partnerships game! Notes: ·...
Episode - 002 - Bobby Napiltonia - How SalesForce Built Their Enterprise Channel
September 23, 2020 18:00 - 47 minutes - 32.5 MBSummary 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 de...
Episode - 002 - Bobby Napiltonia - Building Enterprise Channel Partnerships
September 23, 2020 18:00 - 47 minutes - 32.4 MBSummary 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 de...