PARTNERNOMICS Podcast

Today, our guest on The PARTNERNOMICS® Show is Greg Unruh, Managing Partner and CEO of Unruh Enterprises. Greg Unruh — Strategic Partnership Leader & Certified PARTNERNOMICS® Implementer With 25+ years of experience building high-impact partner ecosystems, Greg Unruh knows what it takes to turn partnerships into profit. From early-stage growth to enterprise transformation, he's helped organizations across industries scale smarter through indirect sales and strategic collaboration. As one of only 12 globally Certified PARTNERNOMICS® Implementers and a Strategic Partnerships Leadership Professional (SPLP®), Greg brings a proven framework that delivers consistent, measurable outcomes—regardless of industry. Think of PARTNERNOMICS as the "Sandler" of strategic partnerships: the gold standard for those who want to lead, not follow. Greg's passion for mentoring, innovation, and system-driven execution has helped companies move from stagnation to success by building aligned, scalable, and high-performing partner programs. Follow along to learn from Greg's insights and real-world experience leading partner strategies that work.   Key Insights: Role-Based Partner Pairing Drives Scalable Engagement Personal Connection Precedes Performance Content Strategy Is a Force Multiplier If You're Not Top of Mind, Someone Else Is AI as a Strategic Content Curation Tool Score, Segment, and Prioritize Partner Contacts   Reach out to Greg Unruh: https://www.linkedin.com/in/unruh/ http://www.unruhenterprises.com   ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)!

Today, our guest on The PARTNERNOMICS® Show is Dan Pfister, Founder of WinBack Labs. Dan Pfister is the founder of WinBack Labs. He's also the creator of The Winback Revenue Framework, which has recovered millions in lost revenue and won back thousands of lost customers. His 'Customer Winback Benchmark Study' conclusively demonstrated the tremendous ROI of customer recovery. And, as host of The Winback Marketing Podcast and author of 'Million Dollar Winback,' Dan shows businesses exactly how they can tap into the goldmine of revenue sitting dormant in their lost customers.   Key Insights: Lost Customers Are High-ROI Opportunities Win-Back Campaigns Are Underutilized Strategic Assets The Data Speaks: Returning Customers Spend More Segmentation and Customer Understanding Are Crucial Subscription Businesses Are Prime Candidates Customer Churn Insights Help Improve Core Operations You're Ready for a Win-Back Campaign If… You've been in business for 3+ years Your churn rate exceeds 4% annually You've lost customers with a total LTV exceeding $500,000 over the past two years   Dan has a winback calculator at winbacklabs.com where people can get a good idea of the kind of revenue winback could generate for their business. Reach out to Dan Pfister: linkedin.com/in/danmpfister/ winbacklabs.com   ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)!

Today, our guest on The PARTNERNOMICS® Show is Rob Drynan, a Certified EOS Implementer at EOS Worldwide. With over 30 years of experience in business ownership and leadership, Rob launched his first company at 25 and has since founded several ventures while leading teams for other organizations. For the past 12 years, he has worked closely with founders of small and mid-sized businesses, helping them grow stronger and scale smarter. Rob believes true success and freedom come when leaders stop trying to do it all alone. His time in the nonprofit sector, including serving as Executive Director of the Blue Jays Foundation (Jays Care), shaped his mission-first mindset. Rob is passionate about building purpose-driven teams where everyone owns their role and moves in the same direction. Today, as a Certified EOS Implementer®, Rob is known as a trusted partner who meets clients where they are. He champions EOS because it delivers what business leaders need—clear, practical tools that drive results.   Key Insights: From Entrepreneur to EOS Implementer Founder-Led vs. Mission-Driven Ideal EOS Clients: Hungry and Humble Leaders Clarity Over Complexity Change Management & Accountability ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)!

Today, our guest on The PARTNERNOMICS® Show is Walt Brown, an Expert EOS Implementer at EOS Worldwide and Founder of Walt Brown Co. Walt is an Expert EOS Implementer with over 15 years of experience guiding organizations through the Entrepreneurial Operating System®. Since being trained directly by EOS creator Gino Wickman in 2008, Walt has led more than 180 companies from nonprofits to billion-dollar enterprises through full EOS implementation. He's known for his deep experience with small and large organizations, bringing clarity, accountability, and cultural alignment to leadership teams. Walt works with businesses that value growth, healthy culture, and sustainable systems, and he helps them get there with precision and purpose. Today, Walt spends over 130 days a year in full-day sessions with clients, equipping teams to graduate from EOS with lasting impact. Key Insights: Strong cultures drive cash flow The seven critical employee needs shape organizational health Culture should attract and repel Organizational operating systems build trust People clarity beats data complexity 90-day rhythms keep teams aligned ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)!

Today, our guest on The PARTNERNOMICS® Show is Jim Bramlett, a Vistage Chair and Founder of 5 String Solutions. There are two kinds of business leaders: those who embrace continuous learning and actively seek guidance, and those who try to go it alone. Jim Bramlett is a trusted guide for the former. As a Vistage Chair in Kansas City, Jim leads a high-performing peer advisory group made up of growth-minded executives who value real conversations, accountability, and strategic insight. A seasoned entrepreneur who has launched seven businesses, Jim brings both the scars and the wisdom of experience. He's an executive coach, author, and speaker who's passionate about helping leaders scale with purpose. Over the course of his career, Jim has uncovered four key strategies that drive sustainable, organic growth—backed by the culture required to make it stick. Today, he devotes his energy to equipping forward-thinking business leaders with the mindset, tools, and support they need to reach new heights—personally and professionally. Key Insights: Lessons from Seven Startups: Failing Forward with Purpose The Power of Peer Advisory: Why Vistage Works The Four Things Every Buyer Wants Beating Competitors Without Beating Yourself Culture + Product: A Dual Engine for Sustainable Growth Every Company is a Media Company: Clarity in Messaging Innovation ≠ Invention Real Talk on Retirement and Rediscovered Purpose ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)!

Today, our guest on The PARTNERNOMICS® Show is Jon Weening, a Certified EOS Implementer and Chief Bridge Builder at Tribridge Solutions. For over 25 years, Jon has helped business owners and leadership teams gain clarity, build traction, and create workplaces where people thrive. A seasoned entrepreneur, Jon has owned or partnered in five businesses, learning as much from the struggles as the successes. In 2019, he began living his EOS Life®, guiding growth-minded teams through EOS implementation to help them get everything they want from their business. Today, Jon continues that mission while also offering ProfitWorks to support leaders and their teams beyond EOS.   Key Insights: EOS is a system built for people A 10-year vision brings focus Don't wait to fix a wrong fit Core values should feel lived, not labeled Consistent meetings drive traction ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)!

Today, our guest on The PARTNERNOMICS® Show is Chris Allen, Chief Revenue Officer at Intrado. Chris has over 25 years of experience in high-tech and SaaS sales. He excels in developing scalable processes and driving significant revenue growth while leading high-performance teams. Chris has successfully introduced new products and expanded customer reach throughout his career, notably at Oseberg, TNS Technology, and early at Intrado, where he built the Enterprise and Carrier sales teams. His leadership has cultivated a culture of excellence and innovation. Key Insights: 1. Cultivating Relationships for Long-term Success: Relationships function similarly to seeds; early investment in them can yield substantial, enduring returns in both personal and professional realms. 2. Leveraging Strategic Partnerships for Scalable Growth: Chris underscores the critical importance of channel partners in achieving efficient scalability. Tapping into their existing networks can provide a more sustainable growth strategy than significantly expanding a traditional sales force. 3. Transitioning Leadership Dynamics: The discussion highlights the evolving roles within sales leadership, specifically contrasting the functions of a VP of Sales and a Chief Revenue Officer (CRO). This underscores the need to shift from tactical execution to strategic foresight to drive company progression. 4. Embracing Humble Curiosity: Chris advocates for the value of humility and continuous learning at the executive level, stressing that CROs should seek knowledge from partners and acknowledge areas of uncertainty. Chris's experiences and insights reinforce the notion that impactful leadership often stems from a willingness to learn, adapt, and cultivate meaningful relationships. ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)!

Today, our guest on The PARTNERNOMICS® Show is Jim Lezzer, Vice President of Strategic Partnerships at LivTech, a collection of best-in-class solutions dedicated to investing in and providing operational expertise to a growing portfolio of healthcare-oriented SaaS software and services companies. LivTech focuses on the needs of home health agencies, hospice and palliative providers, medical and physician groups, and assisted and senior living communities. With a collective experience of over 105 years, entrepreneur-led companies under the LivTech umbrella continue to grow and evolve with the ever-changing needs of the healthcare market.   Topics Covered:

Today, our guest on The PARTNERNOMICS® Show is Sarah Collins, president of Ad Astra, a trusted partner of 500+ colleges, universities, and systems committed to graduating more students faster. Through data-informed planning and course scheduling, Ad Astra aims to empower institutions to remove barriers to completion while ensuring financial sustainability. Topics Covered:

Today, our guest on The PARTNERNOMICS® Show is Alexandru Birleanu a Partner Manager for Trustpilot a leading online reviews platform. Trustpilot's mission is to be a universal symbol of trust.   Topics Covered:

Today, our guest on The PARTNERNOMICS® Show is Greg Plum a Partnership Ecosystem Expert and 3X TEDx Speaker. If you want to better understand Ecosystems, Channels, MSPs, or more, tune in to hear Greg's insights and recommendations!   Topics Covered:

Today, our guest on The PARTNERNOMICS® Show is Jorge Guzman a Partnering Professional for Micromine a leading provider of innovative software solutions for the mining industry. Their solutions address many parts of the mining cycle from geological exploration and data management to resource estimation, mine design, planning, and production control.   Topics Covered:

Today, our guest on The PARTNERNOMICS® Show is, Jennifer Snyder, President of Partner Ecosystem Development, a consulting firm dedicated to helping companies evaluate, launch, and scale their partner programs.   Topics Covered:

Today, our guest on The PARTNERNOMICS® Show is Patrick Griffin the President of Morrigan Strategic Advisors a consulting agency that helps companies get beyond zero-sum outcomes and strategically negotiate for sustainable growth.   Topics Covered:

Today, our guest on The PARTNERNOMICS® Show is Rob Rebholz the Co-Founder and CEO of Superglue an amazing co-selling orchestration solution that helps users identify and engage the people in your ecosystem who can source and close deals. Superglue makes it easier than ever to build a predictable revenue engine.   Topics Covered:

Today, our guest on The PARTNERNOMICS® Show is Brent Earlewine from Quantum Channels.

Today, our guest on The PARTNERNOMICS® Show is Jason Hulott from Speedie Consultants.

Today, our guest on The PARTNERNOMICS® Show is Andrew Wilson from Shipware.

Today, our guest on The PARTNERNOMICS Show is Antonio Caridad from Megaport.   As the Senior Director of the Channel Programs at Megaport, Antonio leads the development and execution of the global channel strategy and go-to-market (GTM) strategy for Megaport's networking solutions. Antonio has 15+ years of experience in technology, strategy, program development, and management, with a focus on building and managing strategic partnerships that drive revenue growth and customer satisfaction.   Topics Covered: Alignment: What is alignment, where is it seen, and why is it important? GTM: When building a GTM strategy and partner program, what is needed internally to be successful? Trends: What common trends are you seeing in successful partnership strategies and programs? Career Advice: What recommendations do you have for new partnering professionals?

Today, our guest on The PARTNERNOMICS Show is Scott Murtaugh, the Founder of Partnerships OS. Scott is a fractional Partnerships Leader with extensive experience in operational and product management strategy. His multifaceted executive management experience in end-to-end digital product development, e-commerce, and partnership management has allowed him to excel in building and scaling effective partnership channels for sustainable growth. Topics Covered: TRUST: Can you share some actionable steps for building trust with partners? METHODS: How can we leverage the scientific method for partnership opportunities? CONTRACTS: How can a contract be more than just a legal safeguard? AI: How do you see AI shaping the future of partnerships? Visit PARTNERNOMICS.com to find more show episodes and to see our course and coaching subscription programs. Join over 1,100 partnering professionals from across the globe as you learn the science of partnering! 

Today, our guest on The PARTNERNOMICS Show is Craig Booth Founder & Principal at Channel Force. Craig is a technology sales executive and skilled sales professional. He has a consistent track record of helping organizations exceed their revenue targets. He has been recognized by multiple companies as a top performer in both direct sales and channel/MSP sales leadership roles. He also has a track record of turning around underperforming territories and sales organizations.   Topics Covered: Channel Force: Can you tell us about your background and how you came to start Channel Force? Channel Sales: There are a lot of channel sales methodologies. What is different about your approach? Innovation: Channel Force focuses on "innovating the channel sales process." Could you elaborate on what that innovation entails? Leadership: Why should a channel or revenue leader consider adopting your process? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science! 

Today, our guest on The PARTNERNOMICS Show is Andy Karuza, Marketing Lead at NachNacho. Andy went from building legos as a kid to building tech products as an adult. As an entrepreneur in consumer electronics and SaaS platforms, he loves the art of problem-solving. He's a contributor to 100+ business and marketing publications, an inventor, and has had the honor of running an international company.   Topics Covered: Market Fit: How can you go about building a software product with good product-market fit? Product Dev: What product opportunities exist today for software? GTM: What are some tips on a good GTM (Go-to-market) strategy for any software product? PLG: What's the importance of PLG (Partner-led growth) in 2023 and beyond? Startups: What are some growth hacks for software startups? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science! 

Today, our guest on The PARTNERNOMICS Show is Mike Shine, Partner Development Manager at Shipware. Mike is an Enthusiastic, Energetic, Hardworking, and Goal/Results oriented Senior Sales Professional with extensive consultative sales and account management experience.   Topics Covered: Skills: Biggest skill difference between sales and partnering? Recruiting: Red flags to look out for when evaluating partner candidates? Takeaway: What is the biggest learning you have had as a partner pro so far? Future: Where do you see companies focusing on partnerships in the next 3-5 years? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science! 

Today, our guest on The PARTNERNOMICS Show is Tony Rock, Growth Coach & Consultant at Exit Compass. Tony is a senior executive and advisor in working with management teams and investors to execute organic growth, acquisition, new venture, and restructuring initiatives. He has extensive market development, sales management, technology, product, and financial leadership experience in multiple industries and regions including Asia. His passion and excellence is defining customer value, transforming companies, developing new technologies, and fostering a culture of innovation to spur enterprise growth. Topics Covered: CFOs: How do CFOs think about partnership success? Integrating: How could the partnership function be better integrated into the rest of the organization? Collaboration: What tools can help partnering professionals more effectively collaborate? Evolution: How will the Partnership function evolve over the next 5 years? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science! 

Today, our guest on The PARTNERNOMICS Show is Jake Atwood, CEO at BuzzBuilder. As a Sales Leader, Coach, and Marketer Jake has one singular focus: make it easy for sales teams to pack their pipeline with qualified leads and close more deals. He's been contracted by dozens of Fortune 500s as well as high-growth startups to help them build a world-class sales team and sales process. Topics Covered: Quality: What are the top channel programs doing to attract the RIGHT partners? Efficient: What can you do to make partner recruitment easier and less time-consuming? Evaluation: What questions should you be asking potential partners in your first conversation with them? Enablement: What can you do to prevent partners from joining your channel program and then ghosting you? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science! 

Today, our guest on The PARTNERNOMICS Show is Ron Wastal, SVP of Global Business Development, Alliances and Channel at Jitterbit. Ron leads the growth and development of Jitterbit's global partner ecosystem. He's skilled at growing channels and scaling revenue, through his leadership their partner-sourced annual recurring revenue has increased by as much as 50% across many regions. Ron has a passion for building new businesses and scaling organizations to achieve successful outcomes. He's helped to pave the way for three IPOs and six acquisitions, he has developed partner programs from the ground up, and led channels and global alliances for SaaS and integration providers including Apptio, Mulesoft, Cast Iron Systems. Topics Covered: Motivation: What inspired you to enter and remain in the field of partnerships? Skills: What are the most critical skills and knowledge needed for a career in partnerships? Trends: What are the current trends and challenges in the industry? Relationships: How do you build and maintain strong relationships with your key partners and stakeholders in your network? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science! 

Today, our guest on The PARTNERNOMICS Show is Brian Hattaway, Founder & Innovation Leader at IOLITE Solutions, which creates smart, Salesforce innovations to improve user productivity on the Salesforce platform. IOLITE Solutions blends a process-first philosophy with technical excellence to provide smart and elegant solutions that bring efficiency and cost savings to all of our customers. Brian has over 28 years of large enterprise technical architecture, process re-engineering, and consulting experience. He also has 18 years working with the Salesforce.com platform. Brian and IOLITE Solutions are our partner for the PARTNERNOMICS IQ Software. Topics Covered: Scaling: What are the drivers that enable scaling in a partner program? Goals: What are key components of a scalable partnering platform? iPaaS: What are the pros/cons of iPaaS Tech Stack: What is prohibiting the partnering pro from building their desired tech stack today? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science! 

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Michael Gamböck, Principal Partner Manager @ Adobe.  Michael works with strategic accounts and partners in EMEA. He consults closely with Adobe engineering, product management, and management to growing usage of Creative Cloud Video products, actively working on several released and upcoming products and services like Team Projects and cross-device editing platform Project Rush. He was a managing director for one of the biggest post-production facilities in Germany before joining Adobe in his strategic role, which also covers exciting innovative technologies like AI, Cloud and new collaborative workflows. In this episode, the duo discusses the questions below: Solutions: How does product development intersect with partnering? (Partners can help build new solutions and they can help sell, implement, and retain customers). Partner Program: Describe your Solutions Partnering Program – Examples of partners? Innovation: How do you manage co-innovation? Systems Integrators: Success practices of working with Systems Integrators. Co-Selling: How do you motivate partners to co-sell with you? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science! 

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Steve Kazan, CEO & Founder @ Inner Onion.  Inner Onion is an international sales consultancy, operating from San Francisco and supports international technology (cyber security) companies who want representation in the United States by: - Creating & Implementing go-to-market plans to enter North American markets - Developing and managing partner eco-systems - Creating strategic relationships - Fractional CMO / GM / VP Partnerships In this episode, the duo discusses the 4 questions below: Long-term Success: Most important factors for long-term partnership success? Underperform: Top reasons why tech partnerships underperform? IT Partners: What product categories are tech partners looking to add? Enablement: In what areas are partners looking for stronger enablement? Grab your copy of Inner Onion's e-book: How to Win with Tech Partner Programs by visiting (https://www.inneronion.com/e-book) Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our subscriptions where we help partnering professionals all over the world through our platform conversations, online courses, and bootcamps turn partnering into a science! 

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Bob Jones, Partner @ collabtogrow & Certified PARTNERNOMICS Implementer. Collabtogrow partners with PARTNERNOMICS® as a certified implementer of the PARTNERNOMICS methodology. All of collabtogrow's service offerings are aligned with and underpinned by PARTNERNOMICS' proven partnering methodology. Bob brings decades of experience having spent a number of years with companies such as KPMG, Bank of America, Xerox, and The Hackett Group Inc. In this episode the duo discusses the 4 questions below: SPP: What is a Strategic Partnering Plan and why should companies use them? Creation: When and how should SPPs be created? Segmentation: How do SPPs leverage "segmentation"?  Approach: What is included in the Approach section of the SPP? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Ken Coppins, Partner @ collabtogrow & Certified PARTNERNOMICS Implementer. Collabtogrow partners with PARTNERNOMICS® as a certified implementer of the PARTNERNOMICS methodology. All of collabtogrow's service offerings are aligned with and underpinned by PARTNERNOMICS' proven partnering methodology. Ken brings decades of experience having spent a number of years with companies such as Capgemini & KPMG. In this episode, the duo discusses the 4 questions below: Strategy: What does a clear strategy do for you? OPP: How should you create an Organizational Partnering Plan? SWOT Analysis: What should a good SWOT Analysis provide? Getting Clarity: What is a Needs/Wants/Limits Analysis? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Andrey Lipattsev, Partner Development @ Google. Andrey is the Strategic Partner Manager & EMEA lead for non-ads Privacy Sandbox partnerships @ Google. Working on modern Web technologies with the best partners across Open Source and proprietary platforms. In this episode, the duo discusses the 4 questions below: BI vs AI: BI vs AI, what's the difference? Generative AI: Will generative AI be used in the partnering profession?  Obstacles: What are obstacles to using AI in partnerships?  Democratizing: Will AI eventually eliminate the training and consulting profession? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Rick van den Bosch, Founder & CEO @ Channext. Rick Previously founded an organization called Virtual Retails, after experiencing firsthand how difficult it was to engage partners in vendor marketing activities, Channext was born. In this episode the duo discusses the 4 questions below: Marketing: What are some of the biggest mistakes made in partner marketing? Segmentation: What is the power of segmenting markets and partners? Tech Pivot: How do you know if/when to pivot?  Recruiting: What is the right number of partners? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Jim Lezzer, VP of Strategic Partnerships @ WorldView. Jim previously served as the Director of Strategic Partnerships at MedBridge where he was first introduced to the PARTNERNOMICS® methodology. In this episode the duo discusses the 4 questions below: Partnering OS: What is a "Partnership Operating System"? SPP: What is an SPP and why use it? Get to NO: Why is speed to "NO" valuable?  Career Advice: Advice for a Partnering Professional wanting an Executive role? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Alexander Buckles, CEO @ Forecastable and Founder @ Pathways for Autism. Alex is the father of three awesome children, a United States Marine,  3X Top-Performing Enterprise Sales Rep, 1X Sales VP with a successful exit, and a Field Co-Selling Expert. He also serves as the Sales Management Channel Co-Chair & Orlando Co-Chapter Head at Pavillion. In this episode the duo discusses the 4 questions below: Co-Selling: What is/is not co-selling? CROs: Why is co-selling all of a sudden becoming a top priority for CROs? It's been around for a while. Complexities: What are some of the complexities of co-selling?  Process: What is a partner co-selling playbook and what does it typically contain? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Bob Jones, Partner @ collabtogrow & Certified PARTNERNOMICS Implementer. Collabtogrow partners with PARTNERNOMICS® as a certified implementer of the PARTNERNOMICS methodology. All of collabtogrow's service offerings are aligned with and underpinned by PARTNERNOMICS' proven partnering methodology. Bob brings decades of experience having spent a number of years with companies such as KPMG, Bank of America, Xerox, and The Hackett Group Inc. In this episode the duo discusses the 4 questions below: Expectations: How do "Executive Expectations" come into play in new programs? Goals: What does it mean to set clear and realistic goals? Executive Sponsorship: Why is it critical to have Exec Sponsorship?  Part-Time: Can partnership management be a part-time job? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)

After some time off, we're back with Episode 11 of The PARTNERNOMICS Show. This week Mark Brigman talks to Brian Hattaway. Brian is the Founder & Innovation Leader at IOLITE Solutions, which creates smart, Salesforce innovations to improve user productivity on the Salesforce platform. He has over 28 years of large enterprise technical architecture, process re-engineering, and consulting experience. He also has 18 years working with the Salesforce.com platform. Brian and IOLITE Solutions are our partners for the PARTNERNOMICS IQ Software. In this episode the duo discusses the 4 questions below: Operations: What is the first piece of technology needed for a successful partnering program?  CRM: Why isn't a CRM capable of managing Partnering from day 1 (install)? Data Model: In data modeling, how is a “partner” different from a “partnership”? Integrations: How do I connect different tools together? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn more about our partnership bootcamps where we help partnering professionals all over the world turn partnering into a science! (https://partnernomics.com/partnership-bootcamps/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Melissa Chambers, Senior Director of Strategic Partnerships at Guideline, a fintech platform expanding access to retirement for over 29,000 small and medium businesses. In this episode the duo debates the 4 questions below: Background: Do lawyers have an advantage when it comes to the partnering profession? Hiring a PDL: What's one thing hiring managers should look for or look out for when reviewing resumes of PDLs? Budget: Should partnering and marketing share budgets? Org Structure: Where have you seen partnerships sit within a company and be most successful? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Bob Moore, Co-Founder & CEO at Crossbeam, a collaborative data platform that helps companies build more valuable partnerships by discovering which customers and leads they have in common. Moore previously co-founded Stitch (Acquired by Talend in 2018) and RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). In this episode the duo debates the 4 questions below: Compensation: The average comp for a partnering pro in the US is $177k. Is this too high or too little? Failure: Some studies suggest that 80-90% of partners in a channel program provide no value. Why and what should be done to address this? Events: Has COVID caused us to rethink virtual events? Innovation: Is the “innovation process” different in an ecosystem-focused organization vs a traditional-minded org? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)  

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Jay McBain, Chief Analyst - Channels, Partnerships, & Ecosystems @ Canalys. Jay is an accomplished speaker, author, and innovator in the IT industry. Named 2021 Channel Influencer of the Year by Channel Partners Magazine.    Topics Covered: Wall Street: Does Wall Street prefer “inventors” where bets are made on the next big idea or “proof” where investors simply fund the sale of a proven concept? Exclusivity: Should a partnering professional ever agree to exclusivity? SaaS CEOs: Many SaaS CEOs have to understand partnering from two very distinct vantage points, (1) channel sales and (2) co-creation & tech integration. How should they balance these two topics? Growth: CEOs must decide to build (organic) or partner (collaborate). What are the key factors in deciding which approach to take? Be sure to visit PARTNERNOMICS.com to find more how episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Chris Turney, Founder at Turney LG, a trial and settlement counsel focused on product and professional liability in Kansas and Missouri.  IMPORTANT NOTE: The comments made by Chris Turney in this episode should not be construed as particularized legal advice for any particular situation.  His contribution to this episode does not create an attorney-client relationship, and any application of the information in this episode should be considered with your independent legal counsel. Topics Covered: Click Through: Should companies use  "click-through" web-based contracts? Exclusivity: Should partnering leaders ever agree to exclusivity in a partnering agreement? TOS: Are "Terms of Service" agreements imperative? Specialization: Do partnering professionals prefer to work with specialized attorneys? Be sure to visit PARTNERNOMICS.com to find more how episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Alexander Richards, Head of Global Alliances at Momentive (makers of SurveyMonkey & GetFeedback). Alex is an experienced alliance, partnerships, and ecosystem leader (Tech, SI, VAR, BPO) with over 10 years of building and leading partnerships, professional services, training, and implementation teams for various technology companies, including Stella Connect, Medallia, WPP, and Apple. Topics Covered: Culture - Does a mission link to a group or company's culture? Unique - Should a partnering team have its very own mission statement? Qualify - Can your mission help you qualify employees and partners? Strategy - Can a mission statement inform a partnering strategy? Be sure to visit PARTNERNOMICS.com to find more how episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Allan Adler, Managing Partner at Digital Bridge Partners. Allan is a world-class Ecosystems coach, consultant and change agent supporting individuals, managers and executives to understand and incorporate partnership best practices in service to our businesses, our partnerships, and our planet. He is the creator of the GoToEcosystem Framework that guides XaaS CEOs and C-Suite to unlock the potential of Ecosystem Orchestration. Topics Covered: Mindset: How to transform to an Ecosystem mindset? ACV vs Value: Is Annual Contract Value the right company goal? GoToEcosystem: Will GoToEcosystem replace GoToMarket? Advantage: Is “Sustainable Competitive Advantage” really possible? Be sure to visit PARTNERNOMICS.com to find more how episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Jared Fuller, Founder of PartnerHacker and Host of the PartnerUp Podcast. Jared is a market/product led entrepreneur with an obsession for startups that delight customers, create ecosystems, connect marketplaces, and accelerate undeniable shifts in human behavior. He's also been awarded as Entrepreneur's Top 10 Most Innovative Sales Leaders. Topics Covered Momentum: Is the pace of partnerships increasing? Goals: Should partnering professionals set “stretch goals” for their teams and partners? Communities: How should partner leaders leverage communities? Resource Partnerships: Are they a viable option for companies? Be sure to visit PARTNERNOMICS.com to find more how episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Bob Moore, Co-Founder & CEO at Crossbeam, a collaborative data platform that helps companies build more valuable partnerships by discovering which customers and leads they have in common. Moore previously co-founded Stitch (Acquired by Talend in 2018) and RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). In this episode the duo debates the 4 questions below: Privacy: Are corporate data privacy concerns a barrier to account mapping solutions such as crossbeam? Degrees: Will we see a world that includes “professional certifications” that replace college degrees at some point? The pace of business is accelerating and Universities are lagging. Get a Marketing Degree today. Students are better teachers… Organization Structure: Should the “partnering team” report to the Sales Lead or another executive? Most sales leaders are zero-sum, transactional thinkers. Don't understand partnering. Sales = hunter; Partnering Professionals are General Managers Attrition: More than half of partnership professionals switched companies in 2021. Why and will this continue? Hiring executives have no way to validate a candidate's knowledge. The labor pool of partnering professionals was tapped out years ago. How to grow the crop of future professionals. Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)  

In this week's episode of The PARTNERNOMICS Show, Mark Brigman is joined by Jay McBain, Principal Analyst - Channels, Partnerships, & Ecosystems @ Forrester. Jay is an accomplished speaker, author, and innovator in the IT industry. Named 2021 Channel Influencer of the Year by Channel Partners Magazine.  On this episode the duo debate the 4 questions below: Ecosystem: According to a recent EY report, the average number of B2B partner relationships has increased from 5 to 7 for organizations. What will this average number eventually grow to, and why? Innovation: Innovation is a huge part of ecosystems as organizations co-innovate to build or expand solutions. What is the best framework for innovation? Profitability: An EY report claimed ecosystems are contributing on average 13.7% of total annual revenues, 12.9% in cost reduction. Do ecosystems have more promise for the revenue side or the cost reduction side of the profit equation? Negotiation: When negotiating deals, is it better to make the first offer or let your counterpart make the first offer? Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/)

The PARTNERNOMICS team is excited to bring to you our new podcast format, The PARTNERNOMICS Show. The show will include industry thought leaders discussing the hottest topics in partnerships, ecosystems, and innovation. In each episode, our host Mark Brigman debates 4 industry-related topics with one of our contributors.   In this week's episode, Mark chats with Scott Brinker, VP of Platform Ecosystem @ HubSpot. Scott's work includes helping to shape HubSpot's platform strategy and lead business programs for its global technology partner ecosystem. Scott is also considered one of the top thought-leaders in the MarTech space, since 2008 he has run the Chief Marketing Technologist blog, chiefmartec.com.   See a list of the questions the duo debate below: No Code: Will the massive proliferation of “no-code” capabilities decrease the demand for coders? Marketplaces: Will marketplaces extend to resellers; will partners transact from a digital marketplace, then resell/implement end-user solutions without real-time engagement with the ISV/vendor? E-commerce: E-commerce has passed in-person as the top channel for B2B sales. What critical factors enabled this to happen? Necessity: Less ability to travel – be in-person Ease of information gathering/research Trusting information sources (independent rating) Governance: Is governance underappreciated? Partnering processes Technology to help Be sure to visit PARTNERNOMICS.com to find more show episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/).

In this week's episode, Mark Brigman continues his conversation with Allan Adler to bring this part 2 session. Adler is the Managing Partner @ Digital Bridge Partners, an ecosystems coach, consultant, and change agent. His work is focused on supporting individuals, managers, and executives to understand and incorporate partnership best practices in service to our businesses, our partnerships, and our planet. As Managing Partner at Digital Bridge Partners, Allan is CPO and drives thought leadership to help clients drive ecosystem differentiation and accelerate their ecosystem flywheel. Allan is also an Executive Member of Partnership Leaders. Be sure to visit PARTNERNOMICS.com to find more podcast episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/).

In this week's episode, Mark Brigman chats with Allan Adler, Managing Partner @ Digital Bridge Partners, an ecosystems coach, consultant, and change agent. His work is focused on supporting individuals, managers, and executives to understand and incorporate partnership best practices in service to our businesses, our partnerships, and our planet. As Managing Partner at Digital Bridge Partners, Allan is CPO and drives thought leadership to help clients drive ecosystem differentiation and accelerate their ecosystem flywheel. Allan is also an Executive Member of Partnership Leaders. Be sure to visit PARTNERNOMICS.com to find more podcast episodes and to learn how to become an SPLP® certified partnering professional (https://partnernomics.com/splp-lp/).

In this week's episode, Mark Brigman chats with Morgan McCabe, Director of Partnerships @ HubSpot. Morgan and her team are forming critical relationships to further position Hubspot as a dominant leader in their space. Tune in to hear her valuable insights in this week's conversation. Be sure to visit PARTNERNOMICS.com to find more podcast episodes and to learn how to become an SPLP® certified partnering professional. (https://partnernomics.com/splp-lp/)

In this week's episode, Mark Brigman chats with Derick Gallegos, Senior Manager of Business Development @ TaylorMade Golf. Derick shares his insights from years of experience in partnerships and sports marketing. Like other industries, golf is seeing a major impact from technology, both from the physical product side, as well as digital experiences. Tune in to this week's episode to hear how Derick is helping TaylorMade continue its amazing growth trajectory. Be sure to visit PARTNERNOMICS.com to find more podcast episodes and to learn how to become an SPLP® certified partnering professional. (https://partnernomics.com/splp-lp/)