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Episode Summary

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 funding, and structure partnerships based on factors like industry or geography.

They highlight the benefits of partnerships, such as improved prioritization and execution, and emphasize the role of channel managers in translating internal goals into partner-focused strategies. The hosts conclude by encouraging the audience to share their experiences and challenges in defining and managing partnerships.

Key topics covered:

• Introduction to “The Partnership Path” podcast
• Exploring partnership management best practices
• Differentiating between partner accounts and partnerships
• Treating partnerships as separate entities
• Defining partnerships collectively with partners
• Challenges with managing partnerships of different sizes
• Importance of using specific and clear language
• Establishing partnerships through joint exploration
• Determining stakeholders and decision-making processes
• Customizing partnerships based on factors like industry or geography
• Benefits of partnerships: prioritization and execution
• The role of channel managers in translating internal goals for partners
• Encouraging audience participation and sharing of experiences