Like jenga stacks and sandcastles, partnership ecosystems are hard to build, but pretty easy to ruin. And some of the most common mistakes people make have little to do with the technical stuff. Most often, it’s the human side of partner management, the relationship building, and the way their
Partnerships are energy Gaining energy from being with other people is part of our DNA. We are born into families and tribes. When we are around other people, energy emanates. When we partner we use that energy to win together. Harness the energy that partnerships bring to the table to
We’ve come a long way from the cut-throat days of revenue-above-all when partners’ needs languished low on the list of most organizations’ priorities (if they were on the list at all). In the past, partnerships were regarded as an input factor of revenue generation, but not central to decision-making.
When used judiciously, automation can lead to more robust partnership engagement and better relationships.
Over the last year, I interviewed over a hundred CEOs, VPs of Partnerships and partner managers. They all understood the value of ecosystems and ecosystem-level thinking. But many were still struggling to make partnerships work. Again and again, the same issues came up. By the end, I identified nine themes
No matter what they tell you, Salesforce, Hubspot, AWS, Google, and SAP all have favorites. Yes, they value all their partners and know how to get the most out of them. Yet, they do have partners that they love just a little more and they get preferential treatment. At my