Groundwork

In this episode, Emily Yuhas, founder and CEO of Awtomic, joins Tai to discuss the process and benefits of building strong partnerships: - The journey of Awtomic and how it evolved through strategic partnerships. - Partners' significant role in Awtomic's growth and the strategies employed. - Insights on fostering deep relationships with specific partners for maximum impact. - How Awtomic&#...

What is Partner Marketing responsible for? Whitney Williams Nicholes shares her ideas and some great advice on how to partner with Atlassian. She also talks to Tai about:- How to get on the agenda of the Partner Marketing team at Atlassian - How to work with the Product and Marketing team when launching a Partner Marketing campaign - The strategy behind Atlaisan's marketplace that helps users...

What does a successfull partnership with AWS looks like? Teasara Thompson shares what she learned while working at AWS and also building that partnership at Redis. She also talks to Tai about: How she is building the partner program at Sigma Computing Tips for sales people that want to continue their carreer in partnerships Her focus on networking and community that led her to start Black Women in...

How do you expand your network within the Salesforce ecosystem? Sam Yarborough, SVP of Partnerships at PFL, shares what she learned after almost 3 years of working as a Salesforce partner. She also talks to Tai about: How having Marketing resources on your team will drive more leads and help you scale your program. Mapping out the key players within your partner's team that can amplify your reach....

How do partnerships get noticed by the C-suite? Dustin Clinard, from Betterworks, shares his point of view and also talks to Tai Rattigan about: Prioritizing driving revenue and real metrics the business needs from partnerships. Advice for partnering with service companies from his experience selling to Fortune 500 companies. Understanding the needs of the company today, without losing sight of wh...

How can you build a strong partnership with a marketing agency? Katie Landaal from Zoominfo shares some amazing tips based on her experience working in The Recon Group. She also talks to Tai about: Partnering with giants like Salesforce, Google, and Microsoft while working at Zoominfo The challenges of shifting from an old-school reseller model to cloud distribution while setting up the Partner Pr...

Is it possible to use Hubspot to run a Partner Program? Kelsey Gernert, from Hubspot, shares how she does it and also talks to Tai Rattigan about: - How understanding her partners personal goals helped her manage over 5000 partners at Hubspot. - The importance of introductions when partnering with VC’s - How partnerships helped her open 3 Boston Juicing stores in one year. - The backward planning...

How do you set up your company for acquisition? Foster Geng, from Amplitude, shares his advice based on his days as a CFO. He also talks to Tai Rattigan about: - The challenges on partnering with big SI's based on his experience with Accenture - How to show results and set up your partner team during times of financial stress - How partnering with a competitor might reduce competition over time -...

How do you deal with the challenges of scaling an enablement program? Tessa Jones, from Amazon's Buy with Prime, shares her approach and also talks to Tai Rattigan about: Her experience working in retail at Nordstrom and how she brings that to her daily work. Her first approach to ecosystems while working in Avalara. How to set up a successful Embedded Partner strategy. Mastering the art of partne...

How do you approach partner planning to make sure that it drives value? Christine Li, VP of Growth and Enablement at G2, shares her secret formula and talks to Tai Rattigan about: - Her experience advocating for Chinese immigrants rights in Canada. - How learning to own a number as a Sales Manager at LinkedIn helped her to succeed in partnerships. - The strategy she developed during her first year...

What makes Salesforce one of the best partner programs in the world? David Johnson, VP of BD at Form.ai, shares his experience as one of their partners and talks to Tai Rattigan about: - What changed in the Partnerships world since he started doing this in 2007. - Partnering with Twitter while working at Sysomos. - How to navigate the challenges of partnering with a GSI. Partnership Leaders is a l...

How do you pitch business opportunities or partnerships that seem impossible? Brett Orlanksi of Bango shares his experience working with celebrities like Snoop Dog in the early days of licensing in the digital world. He also talks to Tai about: - What lessons he took from his days in the music business to Partnerships and BD - What's the difference between Sales, BD and Partnerships and how they r...

What does it take to crush an Amazon and T-Mobile channel partnership? Shawn Li shares his formula for success from that experience. He also talks to Tai Rattigan about: - What B2C insights from his Amazon Music days he took to B2B partnerships - Creating an integration with Zoom at Lever - Wearing many hats while building a Partnerships Program at a startup like Flip Partnership Leaders is a lead...

Want to know how Amazon built their B2B marketplace? Colin Puckett, from Appfire, shares how it all started and talks to Tai Rattigan about: - The challenges and strategies behind building Amazon Business. - The difference between focusing on how you want to sell or how your customer wants to buy. - Elevating above the transactional to become a true strategic partner. - The benefits of being reall...

What key learnings for Partnerships success can you bring from an Account Management background? Chris Murray of Lead Forensics shares his experience with Tai Rattigan and also talk about: - The co-selling lessons he learned while working in Finance at HSBC - The importance of face-time when moving from a sale-to to a sale-through model - Why it’s important to document everything and share success...

How do you introduce partnerships to traditional executives and companies? Allison Baker of C2FO shares her experience working at American Express and navigating corporate politics. She also talks with Tai Rattigan about:   - Partners or Frenemies? Managing overlapping services in Partnerships - Landing a partnership with Visa at Dashlane - Walking the fine line between partners and customers...

In this episode, Vikram Ghosh, SVP, and Matias Madou, Co-founder and CTO of Secure Code Warrior, talk about what you can achieve when partnerships are getting support at a C-level. They also talk to Tai Rattigan about: - Presenting Partnerships results and getting feedback from executives. - Bringing perspective of your workflow to other teams. - How to choose what Partnerships to prioritize - How...

In this episode of Groundwork from Partnership Leaders, Maryam Lahiji of Orca Security talks with Tai Rattigan about: - Her experience at Dropbox. - Navigating AWS. - How to become a Tier 1 level Partner at Atlassian. - Her experience moving over from Business Development to Partner Marketing. Partnership Leaders is a leading industry association for partnership, channel, and business development...

In this episode of Groundwork from Partnership Leaders, Al Harnisch of Radar talks with Tai Rattigan about on how to manage the friction when working with different tech providers. Partnership Leaders is a leading industry association for partnership, channel, and business development leaders. As the industry’s premier community, Partnership Leaders empowers partner teams at top technology and ser...

In this episode of Groundwork from Partnership Leaders, Kelly Sarabyn of HubSpot talks with Tai Rattigan on how the product manager owns the market place. Partnership Leaders is a leading industry association for partnership, channel, and business development leaders. As the industry’s premier community, Partnership Leaders empowers partner teams at top technology and services companies worldwide...

In this episode of Groundwork from Partnership Leaders, Tom Williams of Edge Alliance Consulting talks with Tai Rattigan on: - How did Salesforce become Exact Target’s priority partner. - How to get people to have patience on partnerships. - The basic partnerships concepts that he had to revisit over the years. Partnership Leaders is a leading industry association for partnership, channel, and bus...

In this episode of Groundwork from Partnership Leaders, Justin Forth of Cloud Partner Strategy, talks with Tai Rattigan about:   - How he got started on Tech. - Helping THX go from an old-school brand to working with Beyoncé. - Helping startups navigate Amazon Web Services. Partnership Leaders is a leading industry association for partnership, channel, and business development leaders. As the...

In this episode of Groundwork from Partnership Leaders, Eddie Patzsch of PartnerPortal talks with Tai Rattigan about: 1. What are some things partners expect from a partnerships team? 2. What do people look for in PRM these days? 3. What are the things that people try to get out of your product? Partnership Leaders is a leading industry association for partnership, channel, and business developmen...

In this episode of Groundwork from Partnership Leaders, Tom Hewitt of Ceros talks with Tai Rattigan about what partner manager did so well with Pinterest. Partnership Leaders is a leading industry association for partnership, channel, and business development leaders. As the industry’s premier community, Partnership Leaders empowers partner teams at top technology and services companies worldwide...

In this episode of Groundwork from Partnership Leaders, Mike Vaccaro of Tray.io talks with Tai Rattigan about how to build and maintain the trust with C-level executives at Tray. Partnership Leaders is a leading industry association for partnership, channel, and business development leaders. As the industry’s premier community, Partnership Leaders empowers partner teams at top technology and servi...