In this episode of The Partnership Path in Real Life, host John Rudow chats with Brad Orluk, Microsoft Alliances Director at Salesforce, about the very real—and very messy—challenges of multi-party partnerships. Their conversation is part war story, part masterclass, and 100% relevant for partner pros trying to scale collaborative go-to-market strategy. Brad doesn’t sugarcoat it—he gives a pragmatic view of what it takes to make multi-party motions work, especially when direct sales, SIs, hypers...
May 12, 2025•19 min•Season 3Ep. 67
Welcome to the ultimate wrap-up of “Elevate Your Game: Advanced Partnering Skills of “The Partnership Path”,” where John Rudow and Toni Kent don’t just talk about partnerships—they dissect the realities of today’s channel ecosystem. If you’ve ever tried to get more than two companies to move in the same direction, you know it feels a lot like herding cats. Why share this? Because the old one-to-one partner formula is dead—real growth now comes from orchestrating multi-party partnerships (MPPs) t...
Apr 28, 2025•14 min•Season 3Ep. 66
Building effective partnerships often starts behind the scenes—managing internal stakeholders is crucial for long-term success in any collaboration. In this episode of “The Partnership Path”, hosts John Rudow and Toni Kent dive deep into the nuances of stakeholder dynamics, drawing parallels between personal relationships and professional collaborations. By sharing real-life experiences and practical insights, they demonstrate the importance of empathy, clear communication, and strategic plannin...
Mar 31, 2025•16 min•Season 3Ep. 63
In today’s fast-paced business environment, finding sustainable ways to grow your partnerships is essential. In this episode of "The Partnership Path", co-hosts John Rudow and Toni Kent dive into the concept of organic growth—an approach that can foster not just revenue but also lasting relationships between partners. They tackle some challenging analogies, share valuable insights, and emphasize the need for open conversations in partnership dynamics. As an expert in the field, I believe this di...
Mar 03, 2025•17 min•Season 3Ep. 59
Welcome to another insightful episode of the The Partnership Path in Real Life! In this episode, John Rudow chats with Oliver Temple, EMEA Channel Sales Leader at Lytx, about the crucial concept of competitive mindshare. If you’ve ever struggled to get your partners to prioritize your offerings amid their many commitments, this episode is a must-listen. Oliver shares actionable insights from his experiences that will help you not just gain, but maintain mindshare with your partners. Join us as w...
Feb 18, 2025•19 min•Season 3Ep. 58
In the latest episode of “The Partnership Path”, John Rudow and Toni Kent take a unique approach to understanding competitive mindshare in partnerships by likening it to gardening. Just as weeds compete for space and resources, so do various partnerships within the complex network of business relationships. This episode provides actionable insights into maintaining and nurturing these partnerships, making it essential listening for professionals navigating the often thorny landscape of collabora...
Feb 03, 2025•13 min•Season 3Ep. 56
In a world where partnerships can make or break a business, understanding the intricacies of negotiating with partners is crucial. In this episode of The Partnership Path in Real Life, host John Rudow sits down with Channel Account Manager Charlotta Bergenstjerna from Infor to discuss practical strategies for effective negotiations with partners. Charlotta shares her wealth of experience, emphasizing the importance of maintaining boundaries while aligning both parties’ goals. This discussion is ...
Jan 21, 2025•18 min•Season 3Ep. 55
Partnership negotiations can feel like walking a tightrope—one misstep could lead to disaster, while a well-timed decision could open doors to fantastic opportunities. In a recent enlightening conversation on the The Partnership Path in Real Life podcast, John Rudow interviews Oana Terteleac, an expert in forging partnerships, who shares her experiences and strategies for successful negotiations. This video is an absolute gem because it breaks down the nuances of partnership dynamics in a digest...
Jan 21, 2025•18 min•Season 3Ep. 54
In this enlightening discussion, John and Toni dive into the intricacies of planning for successful partnership negotiations. Drawing parallels between vacation planning and strategic collaboration, they emphasize the importance of understanding expectations, aligning on goals, and being prepared for the unexpected. This conversation is a treasure trove for anyone involved in partnerships—whether in business or personal endeavors—offering practical tips to ensure your next partnership meeting do...
Jan 07, 2025•17 min•Season 3Ep. 53
In this episode of “The Partnership Path”, John Rudow and Toni Kent discuss the concept of decision influence within partnerships, emphasizing the importance of understanding the decision-making processes of partners. They explore how channel managers can develop skills to better influence decisions that impact partnerships, the complexities involved in these decisions, and best practices for navigating them. The conversation highlights the need for channel managers to think beyond transactional...
Dec 03, 2024•14 min•Season 3Ep. 50
In this episode of the Partnership Path in Real Life podcast, host John Rudow speaks with Kari Finnigan, Vice President of Channels at Infor, about managing partnerships in a smart, strategic way that focuses on portfolio growth rather than just individual partner performance. Kari shares how shifting her approach from “all partners all the time” to prioritizing those with the highest growth potential helped her achieve exponential growth in her channel. The discussion dives into portfolio-level...
Nov 18, 2024•18 min•Season 3Ep. 49
In this episode of Partnership Path in Real Life, John Rudow sits down with Richard Chaves, a seasoned partnership manager at Microsoft, who has been working with partners throughout his extensive career. They dive into the complexities of managing multiple partnerships and portfolios, sharing invaluable insights on prioritizing tasks, maintaining clarity, and navigating partnerships with ease—even when facing competing priorities. For anyone navigating partner management, this conversation offe...
Nov 18, 2024•19 min•Season 3Ep. 48
In this insightful episode of “The Partnership Path”, John and Toni discuss a critical topic for channel managers—“Portfolio vs. Partnership.” John breaks down the subtle yet impactful shift from a one-on-one partner approach to a portfolio-wide view, which allows managers to optimize time, resources, and growth potential. This episode provides a practical approach for maximizing partner impact, especially when balancing high-performing partners with those requiring more investment. This approac...
Nov 04, 2024•18 min•Season 3Ep. 47
In this podcast episode, John and Toni reflect on season two of The Partnership Path and discuss their excitement for season three. They review key takeaways from season two’s episodes, which focused on various aspects of partnerships such as co-marketing, co-selling, and working with partner sales teams. Notable guests shared their experiences and best practices, emphasizing the importance of understanding both partner and customer needs. The episode highlights gratitude to guests who contribut...
Oct 28, 2024•24 min•Season 3Ep. 1
Forecasting is a cornerstone of successful business partnerships, yet it's often seen as a tedious task. In this episode of the "Partnership Path", Gary Cockayne, an experienced leader in channel strategy, shares his expertise on transforming forecasting from a mundane obligation into a powerful tool for growth. As someone who has significantly boosted IFS’s channel success, Gary's insights are invaluable for anyone looking to optimize their forecasting processes and build stronger, more effecti...
Aug 26, 2024•20 min•Season 2Ep. 18
In this episode of “The Partnership Path”, John Rudow and Toni Kent take a closer look at the ins and outs of forecasting in partnerships and channel management. If you’re in a partnership or sales role, you’ll find this discussion incredibly valuable. They break down why it’s crucial to keep pipeline and forecast discussions separate, how to navigate the risks involved, and the importance of setting accurate expectations. This episode is packed with practical tips that can really change the way...
Aug 18, 2024•17 min•Season 2Ep. 17
In this engaging episode of the “Partnership Path” podcast, John welcomes Gary, a seasoned veteran in enterprise software, to share his invaluable insights on effective pipeline reviews with partners. Gary’s approach to transforming tactical deal analyses into strategic business discussions offers a refreshing perspective that every partner manager can benefit from. Key Takeaways Elevate Pipeline Reviews: Transform tactical deal discussions into strategic business planning. Pipeline Hygiene: Reg...
Aug 11, 2024•16 min•Season 2Ep. 16
In this engaging episode of The Partnership Path, John and Toni dive into the intricacies of running effective pipeline reviews with partners. The conversation, filled with humor and practical advice, highlights the importance of maintaining a balanced and healthy pipeline. As experts in the field, they share their experiences and best practices, making this episode a must-watch for channel managers and partner managers looking to optimize their pipeline management strategies. Key Takeaways Volu...
Aug 05, 2024•17 min•Season 2Ep. 15
Episode Summary In the latest episode of “The Partnership Path, we dive deep into the world of partner sales management with the seasoned expert, Selena Butler. With over two decades of experience in the field, Selena shares her invaluable insights on building trust, fostering collaboration, and driving success in both direct and partner sales environments. Her unique perspective, shaped by her extensive background in companies like Epicor and Infor Software, offers a rich tapestry of knowledge ...
Jul 29, 2024•18 min•Season 2Ep. 14
In the latest episode of “The Partnership Path,” Toni and John dive deep into the intricate world of partner sales teams. As seasoned professionals, they share their experiences, challenges, and solutions for effectively motivating and preparing sales teams to excel in partnership-driven markets. This conversation is a must-watch for anyone involved in sales management, channel partnerships, or business development. Their insights are invaluable for understanding the nuances of aligning sales st...
Jul 22, 2024•15 min•Season 2Ep. 13
Listen to Stephanie Vasiloff @Flywheel.io discuss Preparing and Motivating Sales Teams.
Jul 14, 2024•17 min•Season 2Ep. 12
Listen to Oana Terteleac @Microsoft discuss Preparing and Motivating Sales Teams
Jul 14, 2024•19 min•Season 2Ep. 11
In the latest episode of “The Partnership Path,” Toni and John dive deep into the intricate world of partner sales teams. As seasoned professionals, they share their experiences, challenges, and solutions for effectively motivating and preparing sales teams to excel in partnership-driven markets. This conversation is a must-watch for anyone involved in sales management, channel partnerships, or business development. Their insights are invaluable for understanding the nuances of aligning sales st...
Jul 08, 2024•15 min•Season 2Ep. 10
Listen to Vikki Morris @Splunk discuss Co-Selling to Seal the Deal.
Jun 30, 2024•22 min•Season 2Ep. 9
Listen to Jenn Martin @Microsoft discuss Co-Selling to Seal the Deal.
Jun 30, 2024•20 min•Season 2Ep. 8
In this podcast episode, John and Toni discuss the concept of co-selling with partners. They share personal anecdotes and experiences to illustrate the challenges and strategies involved. Key points include defining co-selling, the importance of establishing rules of engagement, and the necessity of making co-selling scalable by empowering partners to sell independently. Important Points: Introduction to Co-Selling: Co-selling involves collaborating with partners to enhance sales efforts, akin t...
Jun 24, 2024•17 min•Season 2Ep. 7
Listen to Shauna Sampson @Illumio discuss Account and Territory Mapping with Partners.
Jun 17, 2024•18 min•Season 2Ep. 6
Today, we delve into the complexities of account and territory mapping with partners, dissecting key statistics, and sharing practical strategies for effective territory alignment. If you’re navigating the challenges of sales and partnership dynamics, this episode is a must-watch. Sharing these insights is invaluable for anyone looking to enhance their partnership management skills and drive success in their roles. Key Takeaways Critical Analysis of Statistics: Question and understand the statis...
Jun 10, 2024•17 min•Season 2Ep. 5
Listen to Eric Straalman @VertiGIS discuss Co-Marketing with Partners.
Jun 03, 2024•19 min•Season 2Ep. 4
Listen to Sunny Neogi @Microsoft discuss Co-Marketing with Partners.
Jun 03, 2024•19 min•Season 2Ep. 3
