033 - Value, Trust, Relationship, ROI - Yarby joins Drift

What's up PartnerUp! We're BACK with another emergency pod on back-to-back days with a big announcement.

If you didn't catch episode 032, we said goodbye to Justin in a heartfelt episode of reflection.

In 033 we're looking forward and I'm amped to be welcoming Jason Yarborough, aka Yarby, as Drift's new Head of Tech Partnerships.

Jason shares his framework for driving partnerships that matter and what being genuine is all about. He's even got the stick posted to his desk.

If you want to be a partner leader of the future pay close attention to how Yarby uses his simple framework to drive partnerships that make a difference.

Welcome to Drift Yarby and stay tuned for our next episodes.

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Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.


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Jared Fuller  00:20
The six second countdown which is always so awkward, but what is up partner up? It's me here if you're not tuning in on YouTube because well, you know, you're on the go Spotify, Apple podcast, whatever. I'm in my almost completely redone studio. So I got the DJ lights behind me sound panels and all that stuff. So if you're looking for something entertaining, that's video forward, feel free to check it out. I'm thinking about getting one of those. I don't know if you've seen them. It's like those Miro whiteboards where you can like do diagramming. So I might actually start doing some of that stuff and incorporate it into the show. So before we hop in, and I bring in our illustrious guest and a big announcement. If you didn't catch the last episode, that was the bittersweet, but incredibly fun farewell episode with Justin Bartels. So Justin's no longer co host of the show. And there's gonna be three to five episodes where I'm soloing, and then we're gonna relaunch the podcast was like kind of a new format, but we're back on regular content production. And so excited to be back with, like, kind of another announcement on top of this. Mr. Jason Yarborough. Welcome to partner up.

Jason Yarborough  01:28
Hello, hello. Good to be here. I feel like the old radio call in you know longtime listener, you know, first time happy to happy to be here.

Jared Fuller  01:37
Well, Jason, we're we're recording this on a quick turnaround. Normally podcasts, you know, you have like a week two week lag, but it's Friday night. And we decided to do this last second. Because Monday whenever people see this, we got some big news. what's what's that big news? Big, big time fun news. I so the universe has collided in a beautiful way and has allowed for you and I to work together. I will be joining drift as what Jared calls the head of ISV Yeah, so Jason's coming aboard drift for the head attack partners. Let's go there we go. There's the hat. Like got the swell hat. It's you know, it's official. When you get a box of swag. You're gonna add hoodie, your webcam, cover all sorts of things, man, I've got all the drift swag. I'm ready to rock ready to this Monday, we hit the ground running. And lightning hasn't destroyed lightning has indeed struck. So this I feel like the universe is gonna implode with both of us inside the drift. But I gotta give on the podcast, all you listeners and everyone that's been given, you know, good feedback and insight and kind of motivation to keep doing this. Because, you know, we're making some big strides here at drift. This podcast has nothing to do with drift per se. But you know, also everything to do because why? Why do what we do if you're not learning not getting better. And I'm excited to learn alongside you yarby. As we blow up, I gotta say I'm

Jason Yarborough  02:59
absolutely looking forward to that. I gotta say it, during the sort of downtime that I've had when I haven't been fishing here in Montana, I've been listening to partner up. So I've been bingeing the shows and gotta give, gotta give credit where credit's due. And you guys have really done a great job with the show. Yeah, I can't wait to launch kinda like the next section, we're thinking about bringing in some stuff like a newsletter, to kind of give you you know, y'all a taste of like, what's happening in partner news, kind of, in the spirit of the hustle, so to speak with, you know what they were doing.

Jared Fuller  03:26
And it's gonna get bigger and better than ever. I'm trying to like uplevel the game. So again, if you're not checking us out on YouTube, check us out there. And let's let's dive in, though, because we got some cool stuff to cover today that I think, you know, it's one of the reasons Jason, I was most excited to talk to you whenever I heard the news, like, hey, Jason might might actually be interested in something. I mean, I think I, I texted you in, like record time, right? Like, timing is everything. I've got a little birdie,

Jason Yarborough  03:52
less than 24 hours for the news was public. So your your sources are very good.

Jared Fuller  03:59
One of the reasons I wanted to talk to Jason, you know you right away, was I get feedback sometimes that like, wow, people can tell like Jared, you're just so passionate, right? Like you actually care. And whenever I'm talking to you, you have this mindset. That is, is so genuine. It's you can't fake real. Anytime you do. It's just people sniff out bs this these days, like, absolutely, I'll avoid any political commentary. But I think the one thing I would take away from the national news the past couple years, is that you can tell when people are full of it. Right? Like, you can just tell when you're being lied to when people don't care, and they're protecting some esoteric agenda. But with yarby I think what we were talking about pre show and kind of aligning on some topics is like how much you care about what it takes to make a partner successful, not your interests, because what we we know our interests, what are we looking for, we're looking for dollars revenue source pipeline deals like let's make some money. Well, duh, I mean, like that's called sales. Anyone can theoretically do that. But you take the approach of how do I drive value? Right? How do I make this partner successful? And I think how genuine you are around this topic is one of the reasons why I think you're able to be successful in a partner role. So let's unpack that. Right. When you talk about partner success, and creating value, what does that mean to you? And why is it so important to you?

Jason Yarborough  05:31
Yeah, so you got to unpack some things, just roll it out there is like, yeah, revenue is the ultimate goal. Right. But I think a lot of times, we forget, kind of the the foundation of what we do in the partnerships world. And that's, you know, to build relationships. And then in order to establish those relationships, there's a lot of things that need to happen. First, just like in any relationship we may have, in real life, I have a whole talk like I did when I was back npfl on relationships, and how it kind of rolled out into, you know, SAS sales, more tech sales, whatever you wanna call it, even partnerships, right? I believe that relationships are established through value. And I think I told you, if I keep this post on my desk every day, just as a constant reminder that says value breeds trust, trust creates relationships, relationships, create ROI. And I live by that. And for me, value is a two way street. But if I can't, if I can't send value out to my partners, and make this partnership, their best partnership, their most successful partnership and so much value coming out to help their business succeed, there's no way I can expect that to come into me, right, there's just no way I got, I can't operate like that. And people first, always, and I'm looking out for the people that I work with people that I live with, and I'm surrounded by and constantly, I will always look out for their betterment before my own. And I think that value out speaks to that before I can expect to come in. And once I get that value, that I know I can, I can get their trust. And it's hard for me to do business, somebody that I can't get their trust, listen to a podcast from a wise friend of mine recently, and he said that, uh, that in partnerships, the currency that we trade with is trust. And I 100% believe that and glad it came from you. So?

Jared Fuller  07:09
No, it's um, that's been one of the, I think I have a handful of, well, no, I have pages and pages of documents and stuff I've learned from the podcasts and notes and stuff. And one of the big things that circled is this concept of trust, and, you know, partnerships or access, essentially, an accelerant of creating trust in market, right. So like, there's two ways, in the most simple format to you know, acquire a new customer. And that is, that's never heard of you, that is to market, you know, to that customer directly. So advertise to them, try to hack their keyword searches. Right, you know, email them, cold, call them, or I can go to their circle of influence the people that they already trust, right and build, build a relationship that way. Now, that seems like a shortcut in a lot of ways it is. But if that partner that intermediary, right, the person that already exists in market does not have trust with me, if I'm not driving value through them, then I'm back at square one. So let's start with the first part of that, you know, kind of statement or that framework that you have on the sticky note of value? How do you think about value creation? And in terms of partner success? it? I've heard phrases like, you know, with them, what's in it for me, right, like, clearly define that? How do you go about creating that value? Or, let's say, even discovering it, because two different partners, different things might be more important than others? Let's, let's talk a little bit about that.

Jason Yarborough  08:37
Sure, I think it's kind of a timely conversation, because I'll start doing this, within the next two weeks, and sure, drift and enroll have come into or I'm working with partners, vendors, whatever you want to call it, the first thing I'm doing is I'm jumping on a call with them, preferably flying solo, just having candid conversation, right, the classic what's right, what's wrong, What's missing? What's confused, you know, then you know, what's going to make this the number one partnership that you're a part of, and what can I provide to help that, you know, in most cases, they need help, whether it's, you know, with resources, training, go to market, whatever it might be, if you can identify the gaps and help, you know, fill those gaps over time, or at least show that you are filling those gaps, then I think you're you're showing that you're providing value. It's like the last role, you know, they just needed resources on how to how to position and sell ABM, you know, and the platform that we had, so I was like, Okay, I hear you. So give me you know, a couple of months to figure out what what I'm doing here and what's going on, and I'll have some material for you. And what I began to understand what I began to talk to and figure out was like, okay, on this side, these ABM platform, or agencies have their go to market tech stack. It's gonna be your CRM, market automation platform. And in a handful of other programs, I want to be one of those platforms. They don't really understand like, what they're selling what they're talking about. They're doing so if i I can provide as much value and resource behind that, then perhaps maybe I can become one of those three turnkey solutions. And I began to understand what their go to market tech stack look like and what their go to market strategy look like. And I began to train to that, based off what they were telling me they wanted to needed. And so within that I developed a kind of a Choose Your Own Adventure enablement path for all current and new partners. And based off their feedback, what they were looking for was able to, to resource them and provide them and a handful of other things. But first and foremost, it's having a straight up conversation, you know, in trying to establish that relationship out the gate, like, Look, I've got your best interest in mind here. You know, how do I provide value to you and your team to get that trust, because I know that trust is going to create loyalty in the long run,

Jared Fuller  10:45
I think there's, there's so much that goes into those conversations around, we are developing a partnership, or where let's say solidifying or taking one to the next level as it relates to educating the field educating the market, you're ensuring that from a product positioning, co selling co servicing standpoint, our teams are working in, you know, in lockstep together, that I find a lot of times Jason in the pursuit of the answers to those questions, that it's not that the pieces are missing, it's that people are inundated, meaning everyone wants to do things the right way. But everyone's too busy. Right? Like there's demands across all different parts of the business. And one, one take, I wanted to get your, you know, your opinion on is, is almost working backwards, the way that I've typically approached things is like, you know, let's look ahead one year, one year from now, today, what would have to be true for you to tell someone that's not me, I am your number one partner, and vice versa? What would have to be true on my side? right for me to tell someone who's not you, that you are my number one partner? Let's work backwards from that. And I tend to find that that gives us the reason, right? The the core tenets of what is that value creation, then kind of working backwards from there, because every, you know, other business has different priorities, like some businesses that might be logo growth, some businesses, it might be net expansion, some businesses, it might be, you know, X, Y, or Z, right? new product lines, maybe talk through, you know, a story or how you might think about like working backwards in a partner conversation to like, create that partner success, you know, what's in it for them? And what can I bring to the table?

Jason Yarborough  12:40
Yeah, I feel like my answer may be a little unorthodox, I don't know, this is just how I operate. Again, it's all stemmed from relationships and connecting the dots, which I believe, you know, as partner leaders, that's what we are, we're facilitators or connectors, whatever you want to call it. So for me, if I'm talking to you, and I want you to know, you're gonna be my best partner, what I'm going to do to work backwards from there is I'm going to ensure that I'm not your only, your only fail point here, right? drift, right, any organization that I'm at, right, my number one goal is to make sure that you feel like you're as much a part of us as drift, as you are your own organization, right? Because I feel like if I've got you involved, and all the different facets of our of our team marketing sales product, on down the line, you have, you have so much buy in to our product, our team, you've got relationships across the board, I'm just I'm just facilitating the conversation at this point. It's like a fireside chat with a little bit of strategy behind it. But you understand like what's going on from a product standpoint, you understand where you fit in on the marketing and how to get involved, you know, the sales team and how you work together, you have relationships there already. And you know, from an end customer success, you understand, like, what our mutual customers are doing together with our team and our teams, how to get involved, and how to how to lead those conversations and begin to expand in those those accounts. And I saw that happen true with a couple different agencies. I was working out the last role. And I took that approach. And I saw the I think, in those initial conversations, I saw the the hunger from from these organizations of, you know, kind of wanting to know more about what's happening not just in avium General, but from product standpoint, what's going on, like, how do we take this and go to market with it, but also how do we get ahead of what you're building and to be able to position ourselves to run this for customers, so on and so forth. And as I begin to run these, these alignment plays, we'll call it a whatever you want to mention it. The the I think the value became so incremental, that their loyalty just came as a result of that, like I was providing so much insight behind the curtain introductions to the sea levels, VP levels Regional Director level, just so they could know who was doing what how How to escalate problems and get them involved in you know, whether it's a pack or, you know, any sort of counsel we had going on, right. And partners value that extraordinarily because no one was was providing them that level of access to to their teams to their product, rollout, roadmap, whatever it might be, and then actually using them as advisors. So, you know, we were building, you know, HubSpot integration. And I brought partners and to help facilitate those conversations of what that looks like and how to do it what they wanted. You know, we relied on their leadership to do so.

Jared Fuller  15:33
And whenever you're thinking about this, I mean, what's what's so interesting is, most of these things are compound interest. And I think a lot of people will search partnerships from this myopic transactional lens, which, you know, it's gonna fall flat on its face. In the intro of this podcast, Bobby napal Tonia, which we have him on for round two. So be be ready for that, because that's coming because Bobby is a G. He's incredible. So much coming in that episode. Fantastic is he says, you know, partnerships are about trust and sacrifice. Right. And like, if there's a reason why that's in here, that sacrifice is in the spirit of compound interest. Right? And that I am not gaining, I'm not part of this, this transaction, where I'm, I'm retiring quota or bringing in revenue. But I'm building on something that over time has a heart higher ROI, right, then just like a linear interest rate, right, this compound interest for I'm going to depart for partnerships from for a second is one of the books behind me that I got in my like core stack of five, which I've never addressed this core stack of books behind me, but I got like five behind there. So I'll bring up one of them. And it's the almanac of navall raava. Khan. So find him on Twitter at nivaldo, NaVi al, or on Instagram. And one of the things he talks about all the time is that the only things in life worth doing is where you are achieving compound interest. And I feel like that's the same thing when it comes to partnerships, if you evaluate a go to market and absolutely from the perspective of I can have a sales rep that maintains this quota, right? That's linear. And then you add another one, it's linear, right? It's incremental, not exponential. And that's the difference between how I think we approach in the right partner people approach building partnerships, that when is that that compound interest, it allows us to have, let's say, smaller headcount, right, like partnerships, or is not going to be as big as the go to market work. And people might have some ego about that. But the ones that do are the ones that are looking at the wrong metrics, right, I'm not looking to have a 500 person team and partnerships, Jason's not looking at a 500 person team, I'm we're looking to have a 500x outcome. Right? Like that's the difference is that we can partner and partner up so to speak, to achieve these kind of like compounding interest events. And that only happens if the person that you're working with the company that you're working with sees value that they otherwise cannot get. And this is where watch me do this, Jason. This is where I tie together the cloud software Association. And I'm actually giving a masterclass on this exact topic on October 21, at 10am pacific time. So if you're not a member of the cloud software Association, come join. There's a good slack Group, a good community where you can learn with peers like yourself, there is no like paid sponsor stuff, I just like giving you all a community to go out and participate in. So again, October 21 10am, I'm going to give away my secrets on my side and some of the stuff that I'm stealing from Jason and all the best people on how to build those best in class partnerships and build that number one strategy. And Jason, this is where I'll kind of pivot to the next part of this conversation is quick question. Have you ever read, never split the difference? The FBI hostage negotiator, his boss's boss,

Jason Yarborough  18:53
right, have not read the book. I've listened to a ton of podcasts that he's been on

Jared Fuller  18:58
which it's great. And I think this is a really cool topic for you and I to chat about for a second. Because he talks about this. I mean, this consulting groups called I think Black Swan Group, a black swan talks about finding your black swan that moment in the conversation, you know, in the hostage negotiation, where something that is true, is discovered by both parties, right? So like, in the beginning of the conversations, you're like, Hey, we're integrating, or we're gonna do a channel partnership, or we're gonna do this. But there's something that is true that fundamentally changes the dynamics of the negotiation of the partnership. And I think that's what you're talking about. It's uncovering like, oh, here's why they care more than anything else. I'll get I'll give a quick example. I'd love to hear an example for years like we had an integration with Marketo for the longest time. But no real go to market partnership. You know why right at the exact level, and why down to the rep level should someone care about us? And what we realized was, okay, drift is sitting on the site, and it's converting to x, the number of new contacts than just a regular form would. But what does that mean? Well, how does Marketo? or How did they then it's different. Now? How did Marketo drive expansion? more contacts in the database, right? So if I'm a CSM, how am I paid one paid on net dollar retention? Right? Whether my customers renew, and do they renew for more. So like, that was that black swan moment where it's like, I'm not just asking for introductions into your accounts. I'm your most important partner, because I'm helping improve your number one core business metric at the time. Number two CSM, I'm helping you hit your quota, even outside of any revenue share. And when we realized that black swan moment, that's when I said, you know, we'll be your number one partner in less than one year. What are your thoughts on what you did? And maybe some ways to think about uncovering that black swan in the spirit of you know, partner success and value creation? How do you, you know, if you're going through this, like, the approach, you said, the Choose Your Own Adventure? How do you align on that core metric? Or that that one reason that you could take up the board, but then maybe down to the field to be like, here's exactly how we help you.

Jason Yarborough  21:20
Yeah. So, again, I'll take it back to what I mentioned earlier, like, understanding how to become part of an agency as I ISP, whatever part of their go to market tech stack. What I mean by that is, you know, when, when I was working with agencies a lot, it's they all have, they're all got their alternate on Salesforce, their alternate on marchetto, act on whatever might be their alternate on, you know, maybe a direct mail player, IP FL or sindo. So, but they did, a lot of people didn't have their allegiance to an ABM platform, so to say, right, right. So as soon as I begin to see like, how I can train to that, and create that and open up their eyes to a, how my platform that I'm working with solves your problems to be how am I can also help you drive revenue as a result, like, once I started understand, like, what that looks like for the agency, and it begins actually quick for them. Like, that's where I started to see how I can how I can train to that it's like, once I started understand, absolutely, yeah, and once I understood, like, what what they were looking forward to how to make this quick for all sides, we completely revamped all of our enablement, our training, to speak to that, we did a choose your own path, whether you're an account manager, CS, whether you're a salesperson, whether you're, you know, a practitioner, in the marketing space, you know, as we had the kind of, you know, everyone kind of started here, and then it began to branch out based off, you know, what, what role you're playing with in your company, where you're at, you know, if we get a lot, if we could train the, the salesperson to talk about this product, but also the marketing person how to use it, and then maybe some other, you know, executive high level of what we're providing, then, you know, we've got a lot of wins there. And once I started to see that in action and see that work, then I could talk to some of these enterprise agencies about what are you looking for in a partner? Listen, I'm looking for a partner who can you can check all these boxes, and most importantly, how we can be dedicated, go to market partners together. And here's how I'm going to enable you and your team to do so. When I had that talk track nailed down, they were checking Yes, yes, let's do this, let's do this.

Jared Fuller  23:21
What's interesting is the way that you're describing this, I'm thinking about how, you know, the audience today can really apply this to their counterparts in the rest of the, you know, field organization, go to market organization, you know, product, whatever part you're sitting too. And it's funny. We probably know because we're in partnerships, we're close enough to sales, we know really great sales is steeped in discovery, right? So it aligned to a concept that maybe more hits, it's, it's closer to home, like, Jason and Jared have been talking about this like, okay, your

Jason Yarborough  23:56
curiosity, what's that? And more so, like the discovery part is like, I found, like, when I'm working with those, Rob services, Steven discovery, like they have such a high level of ego, it is such a high level of question asking, and they really want to understand and know, like, you know, what is your business? Right? It's not about like, how can how can my platform help your business be like, what are you what are you trying to solve for customer partner, etc? And then how do we help with that?

Jared Fuller  24:22
This is an interesting topic to I think, really go deeper on in terms of like, my, my big spreadsheet and database I have of like, how to build like the partnership go to market model, is this concept around partnership discovery, right, and curiosity and ensuring that we're not coming in with a viewpoint that is, hey, here, let me pitch you on this. Let me tell you about my features. Let me tell you about how we can do this or how we can do that. The education component to me does not seem nearly as important initially, then it becomes important as the curiosity and discovery component. And I think that's absolutely a lot of what what made you think cessful in your roles, is you can't fake that curiosity. It's like, you're either trying to sell me something because you have a viewpoint, or you're trying to understand me, listen to me. And that just demonstrates a whole other level of care, which I think separates like the best sellers, but also the best partner people now that you think about it, right?

Jason Yarborough  25:20
Right. Absolutely. And I think to that point, like, that's one of my favorite aspects of what we do, right. So I may have a bit of add, who knows everything diagnosed. But, you know, if I'm talking to the same company, same person every single day, it gets a little monotonous and redundant, right? However, we're talking to all these different companies, we're learning more about what they're doing more about what makes the industry tick, and what drives it forward. Like that's one of the parts that I love the most is that I'm learning constantly, from a multitude of partners. You know, we've got 20, partners and ecosystem, they all do something completely different than I'm getting to learn something new every single day, you know, and I definitely believe that we're fueled by a sense of discovery and curiosity. And that's what keeps driving me forward. And how do we, you know, build out these these joint ventures stories based off all these different companies that we're going to work with? Yeah, because that's where it gets good. If

Jared Fuller  26:06
you think about it, like, you know, whenever you're going through that, choose your own adventure kind of enablement path, where you're kind of bespoke putting together how you best work together with each kind of department and function and role. You know, we have to keep in mind that this isn't a static journey, meaning they're bringing on more employees, right? Like they're growing like, even if you're talking about a big giant company, there's new people coming in the door all the time. And they're getting inundated by training and onboarding and enablement. So how do you ensure that new people you're building relationships with or new people that are touching the program that you're building with a partner? Understand that you're more important than the litany of other options? And that has to be steeped in, we understand you more than anyone else? Right? We care about you more than anyone else. If we start there. If that's the premise, I mean, what's that old phrase? Right? Like? People don't care how much you know, until they know how much you care

Jason Yarborough  27:03
to know how much you care. Exactly what a what a touchy feely

Jared Fuller  27:07
thing, but I mean, that's true. Like, it's, um, I was watching the I talked about this a little bit on the episode with Avinash Sahaj. Gosh, these guests are getting good, Jason. They're getting real good. Avinash is on board. Next one. The other episodes, he was Salesforce, had an ecosystem built ServiceNow ecosystem, Global Head of partner at Google Cloud is on the board of directors at HubSpot. We're having some people give us done if he thinks he's we're having people give us all the secrets. I'll put it that way. And I was talking to him about the Did you by chance see the fitness plus rollout with Apple this past few days ago?

Jason Yarborough  27:44
I did. Yes. Actually, I think you're there. They caught my attention on it. And if you put something up on LinkedIn about it, and had to look and see what was going on?

Jared Fuller  27:53
Well, it was good in is it really any better than a lot of programs that already exists out there? No, no, the point is the experience, right? That like it was so seamless for me to go like hardware into fitness and like everything is kind of done for me like I don't have the time to think and I didn't need the time to think. And what's very clear in these partner relationships is that it's not always the best integration, the best product, the the best value proposition that makes for industry defining partnerships. You know what it is, it's the best experience, it's the experience 100% of partner experience, like our teams just work together great. Like I have data partners and other partners here at drift where I just know like, Man, this company is Tex fantastic. But we can't get our teams to tell a from B like they experienced this isn't going to work. And then you have other ones where it's just like this is just humming. And that experience Trump right. technology like metrics, you know, anything else. And I think in this day and age, we have to take a strategic look at partner experience. And I think the foundation for that, to your point, Jason is really around curiosity and partnership discovery, you know, and building that value.

Jason Yarborough  29:03
Yeah, I'd love to hear you say that partner experience something I'm so like, hell bent on and creating, like, I think it goes back to what we were talking about a second ago is like, it's not just, you know, how we're account mapping together, or how we're using technology together. But it's about how we get so involved intrinsically with, with each other's teams, right? It's like, it's how do I feel as much of your team as you feel a part of mine. And then there's the the line almost gets blurry to the point that we're just we're so involved and we're, the relationship is so good. I've had, you know, partners in the past that that I'm now really good friends with, you know, I understand, see what they're doing and keep in touch, you know, they may not be able to partner with where I've been, but I've stayed in touch because the relationship we developed there was so good. And the experience we had to go out and work in was so good. And I think that just speaks volumes to the program that we're able to build that does is able to happen

Jared Fuller  29:56
if you don't have that. I mean, what do you have you You have what everyone else is gonna have, which is some features, some value statement, some whatever. And

Jason Yarborough  30:08
I, and listen, like, I know, those of you out there that are thinking like, Yeah, but do you have revenue is like let me let me say something real quick, I've never had a problem in hitting a number that's been put in front of me, I've always hit my numbers, my, whether it's revenue SQL is whatever it is, like, I've always been able to hit that number. And you know, to that, you know, did that topic even, you know, during during COVID, that compound interest we were talking about really, really, I think paid off then is like, during COVID, when everyone was having a hard time selling on how it was for you, but I was I was, I was peeking, we're having COVID because of the ability to to relationally sell, and have these conversations, you know, no one wanted to take conversation, but they with a conversation with someone that they had a relationship with, like an agency, who had their best interests in mind. And I was talking to them with for their best interest. You know, so like, to this point, and like, This all sounds like a lot of you know, fun and fluff. But it's not, like I said, like value leads to relationships and loyalty. And it all comes back. And, you know,

Jared Fuller  31:08
multiple compound interests play the long game, right. And I think, for the folks that, that have been in a position, or might even be in a position where you're like, I'm really aligning right now and pushing things on people that feel very near sighted, you know, at the end of the day, revenue cures all like results cure all, I've certainly been in that position where I had to produce results and make money, like now right now. And what I would say to you all out there is that, that's fine. But it better be both, right? It better be both if you're in a position like where you really are like man, I'm, I feel like our program short sighted, I'm getting C suite pressure to, you know, only focus on sourcing this from you know, these partners just understand, you know, that's why, you know, CMOS CRM is like their average 10 years short, you know, 18 months and getting shorter. And, you know, from a partner perspective, if you're playing that game, guess what, you're 10 years in long term because ecosystems the long game, this is all about compound interest. I think it steeps you know, to Jason's point and that's why I'm so excited to work together on that curiosity, that discovery. And you play long games you you know, you win big prizes. So Exactly. I think that's a that's a heck of an inspirational note to end the emergency pod because we had to announce this So Jason, this goes live you're officially part of drift the universe is going to implode I will lightning has struck and you know go out there take the takeaway from this Convo be inspired by your partners love what you do, because if you're the most curious person in the room, you tend to be the person with the most power and it might not seem that way

Jason Yarborough  32:47
also tend to be the person listening the most, which is the by the most valuable piece of it. Oh,

Jared Fuller  32:50
absolutely. Absolutely. So partner up we got three or four more episodes before we relaunched the great people. Bobby napal. Tonia, Aventis, a high and then new format, friendly reminder, on Spotify. Make sure that you subscribe, hit that notify button because I'm gonna get back in that regular publishing cadence. Apologies for the hiatus we got to back to backs right now. Apple podcasts, leave us a review. We got five stars, five stars everywhere. And then subscribe to us there on YouTube. So we will see you all next time and welcome the RV to drift. Let's go.

Jason Yarborough  33:24
So excited, man. Let's do it. Alright,

Jared Fuller  33:26
see y'all next time.

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