This is a derivative of our popular "Make Them Famous" podcast about partner enablement. Only this time, I wanted to take a journalistic approach to uncover unique stories between partners. You will hear parts of the story being told in an interview I had with the guest. Then, you will hear my co-host Chris and I break down the key learnings of the story and provide more context or anecdotes from our experience running agencies and working with partner teams. Each episode will have: 1. A sto ...
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How Speargrowth increase revenue by including partners in events
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Agency: Speargrowth.com, B2B marketing, 20 employees CEO: Ishaan Shakunt Situation: In need of new leads. They were doing all inbound marketing. They decided, after learning about Partnerhub® ironically, to start turning on partnerships. Subsequently, partner-led events. Result: Hundreds of leads, lots of personal thought leadership for Ishaan, and…
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How a top enterprise salesperson and agency went to market together successfully w/ Jill Rowley and David Lewis
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Situation: It’s early days at Eloqua and David Lewis sees a huge opportunity to build an agency focused on helping companies adopt marketing automation - specifically on Eloqua to start. He allies with Jill Rowley who is a top salesperson at Eloqua at the time. Result: Together they close huge deals with Eloqua - building David’s agency while makin…
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How they won a larger client together - Duo Strategy and PBLC Media
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Agencies: duostrategyla.com and pblcmedia.com CEOs: Taylor Kratz, Grant McNaughton, Jon Farah Situation: Jon needed to grow his client base, and he knew partnerships was the way to get there quickly. Result: A successful partnership between two agencies that resulted in net new business and higher client retention. Listener takeaways: Why Jon went …
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A very large rep-driven deal that led to Carabiner Group's “Cocktail of solutions” with their partner Formstack
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Situation: A high-profile customer was having a difficult digital transformation off a legacy tech stack. Carabiner and Formstack worked closely to get them through it. Result: A successful digital transformation off of a failing tech stack onto a new reliable stack which Carabiner group supported them in. The client was able to expand and grow aft…
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How the #1 Eloqua salesperson + the #1 Marketo service partner = GTM perfection
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This episode is very special. I interviewed David Lewis in 2018 on my last podcast about his success in his agency DemandGen. My guest, Jill Rowley, is a social selling evangelist who was one of the first employees at Salesforce. She met my David Lewis, our guest, while leading sales at Eloqua. David was one of their customers. Soon after their con…
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Get scrappy with Growth and Partnerships alignment - with Gauri Chawla and Mason Cosby
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When partner managers attempt to create with their strategic growth teams, it can often be an uphill battle for both sides. Misalignment, lack of understanding of the other departments objectives, processes and tribulations… And many times, it ends in failure. This episode is all about how to overcome the roadblocks partnerships teams may face when…
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What the young CEO of a $50M startup thinks about sales and partnerships w/ Mac Reddin of Commsor
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In today’s sales climate, account executives and partnerships teams need to collaborate more than ever before to win deals. Enter Mac Reddin, CEO of Commsor which is pivoting into sales enablement with their product Bronto. Mac has been an outspoken contrarian this past year (follow him on LinkedIn) and is joining me today to share his views on par…
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Efficient partner operations w/ Marco De Paulis
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Marco De Paulis began his career work at top digital agencies before joining Privy as their agency-partnerships lead. He’s now been spearheading Ryder Commerce’s partner program using little more than Google docs, sheets, and Salesforce. In this episode, Marco and I will dig through: Marco’s tech stack for managing Ryder Commerce’s partner program …
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How partnerships work between top agencies
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Today’s episode is a look into a successful agency-to-agency partnership between two top development and design agencies; Merix Studio and Wayf Digital, and their partnerships leads; Jan Kubczak and Szymon Królikowski. This is a first for us. We typically interview tech and agency partners together, or just tech teams, but it’s very important for…
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Partnerships timing and GTM - a conversation with VC Sean Kester
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In this episode, I speak to Sean Kester, Partner at In Revenue - a unique new operator-immersive capital firm obsessed with enabling founders with what their Partners have learned. I asked Sean to join me because he is a former Partnerships lead at Salesloft, Stax, and an advisor to partnerships-driven org’s like PandaDoc. So he has the ideal exper…
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What happens when a Product-Led org launches a solutions partner program…
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Today I had one of the most interesting discussions around a topic I don’t believe is discussed enough amongst product and leadership teams early on in SaaS growth - what happens when a PLG focused SaaS org launches into partnerships with service providers to support their extensive customer base or break into new markets? To answer this, I asked A…
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Partnerships learnings from Nick Thompson of The Stable - recently aqcuired by Accenture
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In this episode, we are going to focus on a very specific partner persona - a recently-acquired enterprise-focused digital agency - to learn how an acquisition presents new challenges and opportunities in partnerships, w/ Nick Thomson from The Stable. Today you will hear: What were some of the things Nick did immediately after the acquisition. How …
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How SaaS CEO’s can nurture and support a 1:1 partnerships strategy w/ Nik Sharma and Dillon Duchesne
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Welcome back, everyone! I hope you enjoyed the last episode where Will Taylor and I chatted about the viability of a partnerships-led-only growth strategy. I’m the luckiest podcast host again this week because I get to speak to an ecommerce thought leader who now runs a niche product and partnership offering supported by someone who cut her teeth i…
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What is "Partnerships-Led," and it's it viable on it's own?
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Will Taylor asked this question on LinkedIn; "Can you build a great company with a 100% partner-led approach?" Before we go into much detail about that question from my friend Will, we should first ask ourselves the question; "What does partnerships-led mean?" Is a webinar I do with another company partner-led? Or, is that just solid efficient thou…
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Enabling power-user partners W/ RevPartners and Dealhub
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This podcast is recorded at a perfect time for us with HubSpot and Salesforce Partner Tracks around the corner, we are working with our friends at Dealhub (represented today by channel leader Omer Fuchs, VP of Strategic Alliances) to prepare their partner track with the intent of finding and aligning with more solutions partners like our guests on …
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5 ways to give referrals back to your partners!
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When your solutions partners ask and need referrals back from you in order to continue sending you referrals, here are some ways to keep that reciprocity engine going, in a manageable and scalable way. Scenario 1: You are managing hundreds of partners and you cannot possibly feed them all. Scenario 2: You are new or simply do not have customer acce…
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Partner GTM with Barrett King from HubSpot
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I cannot say enough about our guest today. Barrett King, Sr. Manager - GTM Strategy, Global Partner Ecosystem at HubSpot, joins me to run through how go-to-market with solutions partners. We’ve spent some time on previous episodes (refer to the episode with Justin Graci if you like this topic) on partner GTM, but I cannot tell you the listeners we …
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How to get into the preferred tech stack of a top digital agency w/ Malomo & Electric
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In this episode, I get to interview a newly-acquired agency’s founder Brandon Amoroso from Electriq, a top Shopify marketing agency, and one of his top partners, Noah Rahimzadeh who runs Partnerships at Malomo. This episode focuses on how to make your way into the preferred tech stack of a top digital agency. Learning about this retention-focused e…
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Let's talk about marketing-partnerships alignment w/ Mark Kilens and Rhonda Scher
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In today’s episode, we hear from one of the best partner-marketing leaders on the planet in Mark Kilens, and one of the most experienced partnerships people coming out of sales, Airmeet's new VP of Partnerships & Channel Sales, Rhonda Scher. Rhonda was deep into sales before working in her first partnerships role at Hopin. Mark cut his teeth buildi…
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Partner marketing 102 with Logan Lyles from Teamwork
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Logan Lyles, Head of Partnerships at Teamwork, and former VP of Revenue at a top B2B agency called Sweetfish (important context to know about him going into this), is joining us because he is having to ideat, present, gain buy-in and execute on partner marketing as we speak in his first year at Teamwork. On this episode, Logan and I will discuss: H…
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The what, why and how of building an Academy for your SaaS w/ Mark Kilens
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Today I definitely looked out for my audience and turned lemons into Lemonade. I had a podcast scheduled with Mark Kilens, CMO of Airmeet, and his new VP of Channel.... But, I forgot to invite his VP of Channel. Idiot move. This was Mark and my first ever call so we started to chat about his background and when we got onto the topic of his experien…
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Ecosystem development w/ Stripe and partner Aptitude 8 / A8 Labs
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Today, my guests are Tim Tsao, Head of Partner Programs at Stripe, and Connor Jeffers, Founder + CEO at Aptitude 8 and A8 Labs. I get to speak to these two at a very unique stage in both of their businesses. Aptitude8 launched A8 Labs recently to create products to bridge technical gaps between two products or inside HubSpot specifically. Stripe ha…
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Staying the preferred vendor for a top digital agency w/ Andzen & Justuno
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Hey there partnerships people! Welcome back to another episode of Make Them Famous - where you hear from two sides of the partnerships equation. Today, I am interviewing Jason Anderson, Chief Operating Officer of Andzen - an ecommerce lifecycle marketing agency partnered with JustUno, Klaviyo, Loyalty Lion, and Shopify… Joining Jason is Derek Booth…
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How to attract and retain top digital agency solutions partners w/ Blend Commerce
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Welcome back partnerships people! Alex Glenn here, your host of Make Them Famous - the only podcast bringing you true insights from both sides of the partnership equation. Today’s episodes comes to you because of a linkedin post from the founder of a top ecommerce agency stressing the importance of incentivizing partners for retention - not just re…
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How to find and enable partner your first partners, w/ Recart and Budai Media
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Today is another version of this podcast where we get to hear from two long-time partners and uncover what they are doing to ensure ROI from their partnership. With me is one of my favorite partnerships managers Nic Romaya, Head of Partnerships at Recart, and his partner Daniel Budai of Budai Media - a retention marketing agency in Europe. We go de…
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How to GTM with strategic marketing agencies - Simon Data & Power Digital
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How do you find, activate and enable your top-tier GTM agency partners? That’s the million-dollar question for robust platforms like Simon Data. To find out, I asked their new, but successful VP of Partnerships Sharice Siegel to the podcast along with one of her new GTM agency partners - Alex Bauer, Head of Strategic Partnerships at Power Digital. …
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When to build an affiliate program how to enable SaaS affiliates w/ Dustin Howes
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I’m thrilled to have an affiliate marketing expert join me today. Dustin Howes is a 12-year affiliate marketing veteran. The former Head of Affiliates at WP Engine (which has one of the largest affiliate programs for any saas company), Dustin is going to provide us with what we need to know today in order to understand, qualify ourselves, and begin…
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How a mature partner marketing team handles new product GTM, w/ Yotpo
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How a mature partner marketing team handles new product Go-To-Market John-David Klausner, VP of Partnerships going by JD, and Moran Khoubian, Director of Global Partner Marketing going by “Mo”, both working at Yotpo - the platform best know originally for their reviews product, then as the loyalty programs category leader for D2C eCommerce brands. …
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Part 1: Advanced Partner Marketing w/ the team at Alyce
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Marketing-Partnerships Alignment can be a challenge for tech companies for a multitude of reasons, which we get into on this episode. Further, maintaining a community within product advocacy is becoming more and more crucial to category leadership. To address the why and how of marketing-partnerships alignment as well as community competency, I’ve …
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What effective partner marketing looks like
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Daniel Nissan is the President and CEO of StructuredWeb - a platform used by major brands to run through-channel marketing automation (basically, operationalizing partner marketing). He’s built product around this dilemma for years, and does partner marketing internally, so he is the expert for today so we can all learn: The definition and practice…
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Starting New with partnerships: Tips & Tricks for Partner Managers
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Mia Bobak is on the rocket ship that is Gorgias's tech alliances team. In this episode, Mia is months into her new role, which means we get to hear how to get started on a new partner team in a new partner ecosystem, and what it takes to start seeing success with your partners right away! Vital for anyone new to a partner team in tech. Takeaways: H…
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The Nuances of Partnering with SEO's and SEO Platforms w/ Semrush
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Every type of digital agency has unique relationships with their software stack. Implementation partners for major platforms like HubSpot and Salesforce sit between the product and the internal team who ends up using it. And when you look into agencies whose revenue exists on top of technology the client may never know about, let alone log into, th…
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Including partners in GTM campaigns w/ Justin Graci from HubSpot
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Today I’m joined by Justin Graci, whose title is: Principal Marketing Manager - Product GTM & Enablement at HubSpot. His job at HubSpot is building the strategies on how they go to market with, and through partners on new and existing products. This includes everything from launch plans, to activation, enablement, development of our partners across…
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The mentality and operations of growth partnerships w/ Ashley Scorpio
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Welcome back to Make Them Famous! The only podcast that sheds light on more than 1 side of the partnership equation. On this show, our goal is to uncover how the best partner leaders, agency operators, ceo’s and department leads activate and enable their partners. Back for another round is Ashley Scorpio- VP or Partnerships for Hawke Media. Ashley …
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Early stage partnerships; the decisions, strategy and operations w/ two bran new partners
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This episode happened on the fly when I was co-demo’ing Partnerhub for an agency (Masood, CEO at Facebookads.io) and his tech partner (Raj, CEO of HaiX.ai) simultaneously. We started recording because this duo has such a cold story and were at a very important stage in their partnership wherein the three of us could formalize some next steps live f…
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Deep-dive into co-selling strategy with Daniel from Quantum Metric and Noemie from Reveal
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We work hard to bring you multi-perspective conversations on strategies we know most struggle with. This episode is no exception. I was able to enlist Daniel Lancioni, Partnerships Director (EMEA/APAC) at Quantum Metric, and Noémie Goubin, Head of Partner Success Strategy at Reveal who also led partnerships for AB Tasty, to find out how to get co-s…
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Your Partner Program won't succeed unless you know these things... w/ John Cawdery
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John Cawdery ran US operations for Incubeta, a 500+ person agency based in London most recently, but also built a partner program at Google for 14 years, so he is able to speak towards his unique perspective and experience on the topic of partnerships. Today, John is alone on this call, which is unique for this show, because he is both sides of the…
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Part 2 with Site-seeker and Lead forensics; What's needed to make a new partnership successful.
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In this episode of "Make Them Famous" - The Partner Enablement podcast, we catch up with our friends at Site-Seeker agency and their new technology partner Lead Forensics to find out what has transpired in the first 6 months of Site-Seeker's deployment of their new white label service relationship with Lead Forensics. Guests: Michael Graham, Lead F…
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Why Alignment with your Marketing Team is Key for a Successful partnership w/ 6sense
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The partner program at 6sense has evolved through the years and one of their main focuses as they have grown their partner program was to ensure their Partner and marketing alignment. With this alignment they have been able to bring first in class marketing activities to their partners and create incredible resources that help with partner sourced …
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Product Position Changes & your Partners - how Signifyd executed a large positioning change with the help of their top partners.
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Today’s discussion is perfect for any teams out there who know they need to (a) inform, (b) train, and (c) rely on their partners to successfully-execute a positioning change, pivot or enormous product release. To get an idea of how this can be done, I invited James Denker, Director of Partnerships for Imagination Media - someone who is no stranger…
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How a Category-Leading Product creates Partnerships-Sourced Wins by Enabling Power Partners
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With me today is Anca Bujor, Head of Biz/Dev and Strategic Partnerships at Unbounce. And one of the few dedicated landing page services agency founders Nic Scalice, CEO of Earnworthy. I invited these two onto this season of Make Them Famous to chat about how an already Category-Leading product like Unbounce generates success from partners like Nic …
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What we learned in the first 25 episodes of this podcast w/ hosts Carina and Alex
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We've learned a lot in the first 25 episodes of this show. This synopsis episode will help you skip straight to the episodes which will help you and your team: Align Develop your partner culture Develop the right incentives Co-market effectively Create an implementation partner program Remove barriers to partnering Resources and episodes we refer…
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Top 8 Questions I get asked about Partner Programs and Partner Enablement
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This is a new type of episode I believe will be appreciated. In it, I spend 30 minutes answering the 8 [loaded] questions I get asked the most around channel partner programs and partner enablement: What are the most attractive partner incentives in order? Do commissions matter? Can a poor product still win partnerships over a superior product? Do …
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Building Successful Implementation Partnerships w/ InsightSquared and Aptitude 8
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This is the episode to listen to if you are either a robust tech product interested in building an implementation partner program, or an agency interested in becoming a trusted implementation partner of a top technology company. With us is Ben Turner who runs partnerships for InsightSquared and Connor Jeffers, CEO of Aptitude 8, one of his top Impl…
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Part 2: How to Successfully Launch your Agency-to-SaaS Partnership, w/ Albert Daily from Cella
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Albert Daily is Director, Strategic Solutions & Partnerships at Cella agency. Albert talks in great detail about how important it is to set those expectations up front with potential partners to ensure they are a good fit. There is no need to put pressure on something that might not be a successful partnership so it's important to understand each…
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Part 1: How to Successfully Launch your Agency-to-SaaS Partnership, w/ Fabian at stensul
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Starting from the ground up, Fabian Eckstrom-French shares with me the key pillars to focus on when growing your partner program and how to do it successfully. Fabian is a strategic alliances and business development leader at stensul - the email creation platform for enterprise - with technology and international consulting background. “Day one we…
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A Deep-Dive into the Digital Agency-Partner Persona, w/ Greg Portnoy and John Florey
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Today’s episode is a deep-dive into the agency-partner persona. Our guests: John Florey, CEO of SAMA Labs a performance marketing agency partnered with platforms like Klaviyo and Attentive Mobile. They’ve spent the last 7 years assisting clients in growth with their tech partners involved throughout. John knows growth with partnerships, and was bro…
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Ironing out "Partnerships" so you can have better internal conversations and board buy-in, w/ the Partnerstack team
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The word “Channel” is lost on many. The word “Partner” is broad and encompasses so many types. And you cannot call your “Partners” affiliates. Further, “You do not discuss partnerships in the same way to your team as you would your board.” This is the premise for our discussion with Bryn Jones, CEO of PartnerStack and Nikita Zhitkevich, their Direc…
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Forming the Agency Channel for Hotjar Live on this Podcast w/ Dan Crowther from Trellis
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On this episode of Make Them Famous, I am speaking with Daniel Crowther, Senior Manager of Partnerships, and Sharon Biggar VP of Marketing at Hotjar and frame Sharon’s partnerships strategy live with her. You get to hear Sharon asking Dan and I questions about incentives structure, PRM, co-marketing, dedicated support, which department partnerships…
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The Hard Truth about Agency - SaaS Partnerships w/ Remington Begg
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Remington Begg is the founder of Impulse Creative - a top HubSpot solutions partner building large websites, running content marketing, revops, and all around inbound mark eting services. He’s been running Impulse for 11 years which makes him as experienced as they come, with partnerships especially. His tech partners today range from: HubSpot, Sen…
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