The Partnership Path

29. Co-Marketing with Partners

28. The Partnership Path Season 1 Recap

27. IRL with Garrett Kramer @ Infor on Partnership Alignment / Misalignment

26. IRL with Joy Verplank @ AVEVA on Partnership Alignment / Misalignment

25. IRL with Beth Shapira @ Microsoft on Partnership Alignment / Misalignment

24. Partnership Alignment / Misalignment

23. IRL with Karen Richardson @ Microsoft on Reviewing Partnership Performance

22. IRL with Steve Selleny @ Microsoft on Reviewing Partnership Performance

21. Reviewing Partnership Performance

20. IRL with JR Randall @ Microsoft on Resolving Different Fiscal Periods

19. Resolving Different Fiscal Periods

18. IRL with Edmundo del Castillo Soto @ Microsoft on Creating Partnership Operating Plans

Listen to Edmundo del Castillo Soto @ Microsoft discuss Creating Partnership Operating Plans.

17. Creating Partnership Operating Plans

In this episode, the hosts, Toni and John, discuss the importance of tactical planning in partnership management. They emphasize the need to align business priorities between partners and develop a collaborative approach. By visually mapping out the partners' business priorities and seeking their input, trust and a competitive advantage can be gained. They also highlight the significance of regular communication to adapt to changing priorities and ensure progress. The hosts encourage the audienc...

16. IRL with Julie Schrady @ Vertigis on Casting a Partnership Strategic Vision

Listen to Julie Schrady @ Vertigis talk about Casting a Partnership Strategic Vision.

15. IRL with Matt O’Donnell @ Microsoft on Casting a Partnership Strategic Vision

Listen to Matt O'Donnell @ Microsoft talk about Casting a Partnership Strategic Vision.

14. IRL with Peter Martin @ Microsoft on Casting a Partnership Strategic Vision

Listen to Peter Martin @ Microsoft talk about Casting a Partnership Strategic Vision.

13. Casting a Partnership Strategic Vision

In this episode, the hosts, Toni and John, discuss the concept of being strategic in the context of partnership relationships. Key Topics Covered: • Understanding the relativity of the terms "strategic" and "tactical" in partnership management. • Defining strategic in the context of a partnership based on the partnership's specific goals and level of involvement. • Emphasizing the importance of having a visionary and long-term perspective in partnership planning. • Shifting the focus from number...

12. IRL with Adriana Gutiérrez @ AWS on Using “Why” to Drive your Partnership

Listen to Adriana Gutiérrez @ AWS talk about Using "Why" to Drive Your Partnerships.

11. IRL with Michael Johnson @ Microsoft on Using “Why” to Drive your Partnership

Listen to Michael Johnson @ Microsoft talk about Using "Why" to Drive Your Partnerships.

10. Using “Why” to Drive Your Partnership

The video is an episode of "The Partnership Path," a podcast focused on partnership management best practices for partner and channel management professionals. The hosts, Toni and John, discuss the importance of understanding the goals and motivations of partner organizations in order to build successful partnerships. They compare the role of a partner business professional or channel manager to that of a diplomat, bridging the gap between two parties with different objectives. They emphasize th...

9. IRL with Kristen Maraghy @ Microsoft on Selling the Value of Partnerships

Listen to Kristen Maraghy @ Microsoft talk about Selling the Value of Partnerships.

8. IRL with Trent Collie @ Microsoft on Selling the Value of Partnerships

Listen to Trent Collie @ Microsoft talk about Selling the Value of Partnerships.

7. Selling the Value of Partnerships

The hosts, Toni Kent and John Rudow, discuss the role of partner account managers and how it relates to sales. They highlight the importance of viewing the job as a sales job, although different from traditional sales roles. The key points discussed include: • Defining and quantifying the value of the partnership. • Selling the value of the partnership to stakeholders. • Leveraging the partner's sales force as a revenue multiplier. • Ensuring every interaction with partners focuses on selling th...

6. IRL with Kari Finnigan @ Infor on Creating Partnership Business Plans

Listen to Kari Finnigan @ Infor describe how he Creates Partnership Business Plans.

5. IRL with Pavan Sabharwal @ Microsoft on Creating Partnership Business Plans

Listen to Pavan Sabharwal @ Microsoft describe how he Creates Partnership Business Plans.

4. Creating Partnership Business Plans

This episode discusses the concept of a partnership business plan and its importance in partnership management. The hosts, Toni and John, emphasize the need for effective planning and collaboration between software companies and their partners. They highlight the three levels at which a partnership business plan should operate: strategic, operational, and execution levels. The hosts stress the significance of translating internal metrics and goals into workable plans within the partnership conte...

3. IRL with Joy Verplank @ AVEVA on Managing Partnerships instead of Accounts

Listen to Joy Verplank @ AVEVA describe how she Manages Partnerships Instead of Accounts In Real Life.

2. IRL with Edmundo del Castillo Soto @ Microsoft on Managing Partnerships instead of Accounts

Listen to Edmundo Del Castillo @ Microsoft describe how he Manages Partnerships Instead of Accounts In Real Life.

1. Managing Partnerships Instead of Accounts

The hosts, Toni Kent and John Rudow, discuss partnership management best practices to help partner and channel management professionals become more effective and productive. They explore the concept of partnerships and differentiate it from partner accounts. They emphasize the importance of treating the partnership as a separate entity and defining it together with the partner organization. The hosts also discuss how to establish a partnership, determine stakeholders, make decisions, allocate fu...

0. Introducing the Partnership Path & Partnership Path In Real Life