The Partner Channel Podcast

Today's discussion teases an upcoming industry report on partnerships by Albound, Reveal, and Superglue. The focus is on businesses shifting to relationship-based co-selling, marking a deliberate change in strategy from traditional inbound and outbound methods. Tune in as industry leaders talk about the buying landscape is evolving

In this enlightening podcast episode, Pete Rawlinson (CMO of Allbound) engages in a deep conversation with James Partington (Head of Partnership Programs at Hootsuite) about the significance of developing a partner-centric journey and the steps they took to formalize their own partner program. Listen as James takes us through his valuable experience at Hootsuite, highlighting the key considerations they made during their partner program revamp. He emphasizes the importance of providing clear value to partners and debunks the notion that a “build it and they will come” mindset works with partner portals.

In this motivating episode, Ali Spiric, Marketing Manager at Allbound, sits down with Shane Forster, Country Manager DACH at Reviews.io,  to discuss the art of retaining successful partnerships. They delve into common challenges and innovative solutions, focusing on the importance of trust, training, and mutual understanding. Shane shares remarkable insights on the role of positivity, humility, and motivation in fostering productive collaborations. Listen in as they explore how making partners feel valued and helping them impress their clients can transform business relationships.  

Explore the evolving world of partnerships with Allbound CMO, Pete Rawlinson, and Ben Wright, Founder of PartnerFuel, in this insightful Partner Channel Podcast episode. They delve into the changing dynamics of partner-led growth, emphasizing the importance of optimizing the partner experience and treating partners like valued customers. As PRM (Partner Relationship Management) technology continues to evolve, they discuss the role it plays in fostering transparency, enabling better relationships, and driving ecosystem growth. Whether you're new to partner management or an experienced partner manager, their wisdom offers valuable insights to enhance your partner program and navigate the ever-evolving partnership landscape.

Building partnerships requires a proper framework, and a duct-taped plan leads to unhappy partners, unmet goals, and, ultimately, a lack of support from the C-suite. Putting in the time to create a thorough go-to-market plan is what can be the difference between groundbreaking partner revenue and a fizzling partner program. Learn how to do it right in this episode.

In this episode Ali Spiric, interviews Jisse Plaggenborg, the Channel Sales Leader at Teamleader. Together they discuss: How the Teamleader partnerships team doubled the internal headcount in four years What the 80/20 rule is (and how to break it) Why you should break up partners into high touch and low touch groups

In this episode of the Partner Channel Podcast, Ali Spiric interviews Damiaan Van Zanen, the head of partnerships at Total Synergy. They discusses the types of partners Total Synergy works with and the importance of understanding partnership goals before formalizing contracts. This episode provides valuable insights into Damiaan's partnership journey and finding the right balance between formality and informality.

This week on the Partner Channel Poddcast, Ali Spiric welcomes Enryck Serin, the go-to-market lead of partnerships at Poly.ai, a top-ranked company by Forbes. With Enryck's, they discuss the topic of utilizing resellers to enter new countries or regions. They also touch on the appeal of making the jump to the UK market, its language advantages, and its role as a stepping stone for both US and European companies.

In this enlightening episode of the Partner Channel Podcast, we dive deep into the crucial early months of establishing a partnership function within an organization. Join host Palmer Foster and his guest Damiaan Van Zanen as they delve into the important steps involved in onboarding and nurturing partnerships during the initial months. 

In this episode, join Tori Barlow of Allbound and Julie Koslen Diehl, Director of Global Partner Ops at insightsoftware as they dive into the world of reseller partnerships and unravel the secrets behind tiering strategies. Whether you're a startup seeking to expand your market reach or an established business aiming to optimize your distribution channels, understanding how to effectively categorize and manage reseller partners is crucial.

For this episode of the Partner Channel Podcast, sit down with Tori Barlow, VP of Marketing at Allbound, and her guest Jason Ashman, Senior Director of Strategic Alliances and Partnerships at SaaS Labs. Togther, they're talking all about aligning internally to better enable partner success.

This week, on the EMEA Partner Channel Podcast, the voice of the EMEA channel. Join Palmer Foster who has a conversation with Per Allin, Head of Partnerships Growth at Contractbook.   Together they talk about:   Starting and scaling partnerships: some of the biggest challenges partnership professionals are experiencing, in particular when partnerships are a fairly new function

This week, on the EMEA Partner Channel Podcast, the voice of the EMEA channel. Join Palmer Foster who has a conversation with Niels Bergmans, Partner Manager Lead at Tracify   Together they talk about:   How Neils started  with a ‘box of partners' and how he made sense of it all  First fails of going international + communication struggles Advice to anyone new to channel

On this episode, host Tori Barlow is back with Shubham Sood, now the Operaions Specialist for Channel at JustCall. It's been a few months since we last caught up with Shubbham and he is excited to share what he's learned, what's changed, and what you should do to see success with your partnerships.

This week, on the EMEA Partner Channel Podcast, the voice of the EMEA channel. Join Palmer Foster who has a conversation with Guillaume Runser, Head of Sales - Growth Markets and former Head of EMEA Partnerships at Mixpanel.    Together they talk about:   Building and running a partnership program in EMEA: the good, the bad and the ugly Diversity fostering innovation: how running a partnership program across very diverse regions fosters innovation Privacy/Data Security - critical topic in EMEA. Privacy is cultural in EMEA

On this episode, Tori Barlow is joined by Elliot Myers, founder of the Affiliate Marketing Advisor. The two are talking all things affiliate programs, including Elliot's past experiences at GymShark and the lessons learned that allow you to set up an affiliate program that achieves.

This week, on the EMEA Partner Channel Podcast, the voice of the EMEA channel. Join Palmer Foster who has a conversation with Alan Walsh, Global Head of Partnerships at Trade Ledger and a mentor on Accenture's Tech Innovation Lab.    Together they talk about:   Partnership ecosystems within the Fintech space Top Tips for Partnerships

On this episode of the Partner Channel Podcast, host Tori Barlow is catching up with Amiee Keenan, Founder and Chief Marketing Officer at the ISV Society. Together, these two are taking on the hot topic of co-marketing and how ISVs can measure their success. Tune in to learn more!

The term partner-first strategy has been increasingly used – but what does it mean, how do you get buy-in from your C-suite to give partnerships a seat at the table, and what does it look like in practice. If you missed our live-recording of the podcast, no worries! We saved the recording, so you can listen in and gain great insights from host Tori Barlow and her guests Margot Mazur and JohnMcCabe whenever you'd like! 

On this episode, host Tori Barlow welcomes Mat Batterbee, Global GTM Solutions Director at Pax8. Thee two are talking cloud tech providers and how to capitalize on them in the startup sphere. Listen in and learn about what cloud tech providers are, and how to go about leveraging them in a mutually beneficial way.  

This week, we're back with host Tori Barlow and for this episode she's joined by Allbound Award winner, Stanislaw Wasowicz of Smart Recruiters. The two are talking all about creating a culture within an organization that enables and encourages collaboration. 

This week, we launch New EMEA Partner Channel Podcast, the voice of the EMEA channel. Join Palmer Foster who has a conversation with Max Büsher, Manager Integration Partner at Shopware.Together they talk about: Experience at Shopware and career progression that started from an apprenticeship program Redesigning a partner program Challenges faced working with different countries within Europe, relying on partners and channel Setting up in the UK - the challenges and key learnings

Our host and VP of Marketing at Allbound, Tori Barlow, sits down with the Founder and CEO of Channext, Rick van den Bosch. Listen as they discuss how to fill the gap in partner engagement and optimize output from partners across the globe.

We're seeing double this week on the Partner Channel Podcast. Host Tori Barlow is joined by both Mike Coleman, SVP of Enterprise Sales and Channel Chief at First Orion, and Mike Otting, SVP of Platform and Wholesale at First Orion. The trio talk all about what branded content is, and the kinds of challenges the First Orion partner team faced. Listen in and learn more!

This week, join host Tori Barlow for her conversation with Marco de Paulis, Director of eCommerce over at Ryder. Together, the two talk about how to avoid "sucking" at partnerships and how to give before you get when working to forge new relationships.

Tune in to this week's episode of the Partner Channel Podcast, with host Tori Barlow and Bryan Williams, Founder of Hockey Stick Advisory. This episode is all about community: how to build it and also how to leverage it. Listen in ad learn for yourself!

For this week's episode of the Partner Channel Podcast, host Tori Barlow is hearing about Powell Software firsthand from Chief Sales Officer, Edouard Payennville. An oh-so-satisfied customer of Allbound, hear how Powell puts partnerships first and the things they've done to see success.

For this episode, host Tori Barlow is joined by Dylan 'Dyls' Fernandez, Partnerships Coordinator at Findr. The two are tackling building a partner program at a startup; where to begin and how to set yourself up for success. Tune in to hear their takeaways and to-do's!

On this episode, host Tori Barlow is joined by Alex Buckles, CEO of Forecastable and Allbound Award Winner. The topic of today is transitioning from direct selling to partnerships. The two offer advice on facing things like current market conditions and internal budget cuts, explaining how partnerships can help your organization push through their pain points.

We're back! Happy 2023, and welcome to season 3 of the Partner Channel Podcast! We're starting the new season off welcoming guest Ken Wanless, Senior Director of EMEA Alliances and Ecosystem at Starburst. He and host Tori Barlow talk all things expansion in EMEA, specifically for organizations with their HQ in the United States. Sit in and listen to the experience Starburst had when expanding to new markets and learn how you can launch your own expansion successfully.

In our last episode of season 2, host Tori Barlow is joined by Jeremy Balius, Managing Director at Filament! If you've got your ears to the ground in the partnerships space, you've definitely heard the word 'co-marketing' a lot as of late. But how can you co-market efficiently and effectively? On this episode, we're talking all about what NOT to do when co-marketing.

This week, it's another familiar face returning to the Partner Channel Podcast! Martin Scholz, Co-Founder of PXP, is back again to join host Tori Barlow. This time, they're talking about what to do when you're NOT ready for parners. The two cover setting expectations and the three steps to take to ensure your company IS partner-ready.

This week on the Partner Channel Podcast, host Tori Barlow is joined by Krishanth Thangarajah, Head of EMEA and America Partnerships at Yellow.ai! The two talk all things tech partnerships, including how to segment your potential partnerships and the impact of upping integrations.

This week on the Partner Channel Podcast, it's the return of Noam Horenczyk! Host Tori Barlow first spoke with him at the start of his partnerships career, but now we pivot to a 6 month progress check. Tune in to find out what lessons have been learned at Walnut.io and what Noam wishes he would have known when he was just starting out.

This week, host Tori Barlow sat down to speak with Richard Israel, Vice President of Channels at Navistone. This episode is all about working in threes to get the job done, whether that be building your go-forward revenue model or finding the best fit for leveraging your partners. Join the conversation and learn all about structuring your partner process and what you should definitely avoid.

This week, we had a two for one feature on guests! Host Tori Barlow is joined by Asher Mathew, co-founder of Partnership Leaders, as well as Kelly Sarabyn, Platform Ecosystem Advocate for HubSpot. This episode is all about changes in the partner landscape -- what they're noticing and what the value of investing in partner ops is.

This week, join host Tori Barlow as she sits down with Christy Oyedeji, Director of Partnerships at AWeber. This episode is all about the skills you need in a partnerships position, and how they can help crush your KPIs.

In a bonus episode of the Partner Channel Podcast, host Tori Barlow is joined by Isaac Morehouse, co-founder of Partner Hacker. For this special feature, the two talk about the much anticipated PL[X] event; what to expect, what to gain from attending, and who the speakers will be. Listen in to find out more!

This week, host Tori Barlow is joined by Blake Williams, founder and CEO of Ampfactor. This episode is all about pitching your partner program like a pro and the best practices for getting your budget approved. Together they talk through all their best tips and tricks for forecasting and figuring out your financials!  

On this week's episode, host Tori Barlow is joined by Matt Carpentieri, Senior Director of Partnerships at Shipmonk. The two talk about how to forecast for busy seasons, and what elements to analyze that may come into play.

This week on the Partner Channel Podcast, host Tori Barlow is accompanied by Ollie Fleischhut, Vice President of Marketing for Honeywell Building Technologies. Together they talk all about validating your partner program by strategically tracking ROI.

This week, we're back again to talk about shifting from sales to partnerships. Join host Tori Barlow and guest Jason Ashman, Sr. Director of Strategic Alliances at SaasLabs as they talk about taking the plunge into partnerships and how to take along your sales skills that suit the job.

Just in case you missed it, we turned our most recent webinar into a special episode of the Partner Channel Podcast! Join host Tori Barlow and guest M.J. Patent while they talk all things onboarding and its importance among your partners. Listen in as they lay down the necessary steps at mapping out the onboarding process.

We have another great episode of the Partner Channel Podcast in store, finishing September out strong! For our Monday episode this week, host Tori Barlow had a chance to chat with Justin Zimmerman, Partnerships Strategist, Marketer, and thought leader in the partnership space. Together they tackle the topic of building your personal brand and establishing yourself as a source of knowledge in the space.

Our Wednesday episode this week is a whirlwind of good advice. Sit down with our host, Tori Barlow, and her guest Tai Rattigan, Global Head of Partnerships at Deel and Co-Founder of Partnership Leaders. The two talk about what they're seeing take shape in partnerships with the current economic climate and what to be mindful of as a partnerships professional right now.

Start your week off strong with a new episode of the Partner Channel Podcast!  Host Tori Barlow is joined by Chris Murray, VP of Partner Ecosystems at Lead Forensics. Together they touch on the topic of formulating a go-to-market strategy for your partner program, with particular attention paid to customer retention.

Join host Tori Barlow and guest Teddy Ludmer, Head of Partnerships at Pento, for our Wednesday episode of the Partner Channel Podcast. Together, the two talk about the transition from a sales-based position to a career in partnerships and the skills that can transfer over.

On our Monday episode for this week, join host Tori Barlow and Ben Bassett, Senior Manager of Channel and Alliances a Paystand. Together they tackle the topic of career progression in partnerships and talk about the practice of self evaluation to push yourself forward. Plus, a QBR template created by Ben Bassett, free to download for our listeners.

On this episode of the Partner Channel Podcast, host Tori Barlow had a chance to talk with Kyle Schroeder, VP of Global Partnerships at Movable Ink. They discuss the steps to take when working towards upward mobility in your career and the skills you need to be a better fit for leadership positions.

This week on the Partner Channel Podcast, Krish Ramachandran of CleverTap took a seat and had a chat with Tori Barlow, the VP of Marketing at Allbound. Together they talk about the framework that makes up the beginnings of a brand new partner program and the to-do's for the first 180 days.

For our Wednesday episode this week, host Tori Barlow sits down with Will Taylor, Head of Partnerships at PartnerHacker.  They discuss the baseline for breaking into partnerships and the steps you can take to develop your brand. Highlights: Why creating content is a habit to get into What characteristics you need to be a partnership leader What growth opportunities people can take part in if they're looking to make a transition into partnerships or grow in their current role