The Partnership Path

In this episode of The Partnership Path in Real Life, host John Rudow chats with Brad Orluk, Microsoft Alliances Director at Salesforce, about the very real—and very messy—challenges of multi-party partnerships. Their conversation is part war story, part masterclass, and 100% relevant for partner pros trying to scale collaborative go-to-market strategy. Brad doesn’t sugarcoat it—he gives a pragmat...

Welcome to the ultimate wrap-up of “Elevate Your Game: Advanced Partnering Skills of “The Partnership Path”,” where John Rudow and Toni Kent don’t just talk about partnerships—they dissect the realities of today’s channel ecosystem. If you’ve ever tried to get more than two companies to move in the same direction, you know it feels a lot like herding cats. Why share this? Because the old one-to-on...

Building effective partnerships often starts behind the scenes—managing internal stakeholders is crucial for long-term success in any collaboration. In this episode of “The Partnership Path”, hosts John Rudow and Toni Kent dive deep into the nuances of stakeholder dynamics, drawing parallels between personal relationships and professional collaborations. By sharing real-life experiences and practi...

In today’s fast-paced business environment, finding sustainable ways to grow your partnerships is essential. In this episode of "The Partnership Path", co-hosts John Rudow and Toni Kent dive into the concept of organic growth—an approach that can foster not just revenue but also lasting relationships between partners. They tackle some challenging analogies, share valuable insights, and emphasize t...

Welcome to another insightful episode of the The Partnership Path in Real Life! In this episode, John Rudow chats with Oliver Temple, EMEA Channel Sales Leader at Lytx, about the crucial concept of competitive mindshare. If you’ve ever struggled to get your partners to prioritize your offerings amid their many commitments, this episode is a must-listen. Oliver shares actionable insights from his e...

In the latest episode of “The Partnership Path”, John Rudow and Toni Kent take a unique approach to understanding competitive mindshare in partnerships by likening it to gardening. Just as weeds compete for space and resources, so do various partnerships within the complex network of business relationships. This episode provides actionable insights into maintaining and nurturing these partnerships...

In a world where partnerships can make or break a business, understanding the intricacies of negotiating with partners is crucial. In this episode of The Partnership Path in Real Life, host John Rudow sits down with Channel Account Manager Charlotta Bergenstjerna from Infor to discuss practical strategies for effective negotiations with partners. Charlotta shares her wealth of experience, emphasiz...

Partnership negotiations can feel like walking a tightrope—one misstep could lead to disaster, while a well-timed decision could open doors to fantastic opportunities. In a recent enlightening conversation on the The Partnership Path in Real Life podcast, John Rudow interviews Oana Terteleac, an expert in forging partnerships, who shares her experiences and strategies for successful negotiations....

In this enlightening discussion, John and Toni dive into the intricacies of planning for successful partnership negotiations. Drawing parallels between vacation planning and strategic collaboration, they emphasize the importance of understanding expectations, aligning on goals, and being prepared for the unexpected. This conversation is a treasure trove for anyone involved in partnerships—whether...

In this episode of “The Partnership Path”, John Rudow and Toni Kent discuss the concept of decision influence within partnerships, emphasizing the importance of understanding the decision-making processes of partners. They explore how channel managers can develop skills to better influence decisions that impact partnerships, the complexities involved in these decisions, and best practices for navi...

In this episode of the Partnership Path in Real Life podcast, host John Rudow speaks with Kari Finnigan, Vice President of Channels at Infor, about managing partnerships in a smart, strategic way that focuses on portfolio growth rather than just individual partner performance. Kari shares how shifting her approach from “all partners all the time” to prioritizing those with the highest growth poten...

In this episode of Partnership Path in Real Life, John Rudow sits down with Richard Chaves, a seasoned partnership manager at Microsoft, who has been working with partners throughout his extensive career. They dive into the complexities of managing multiple partnerships and portfolios, sharing invaluable insights on prioritizing tasks, maintaining clarity, and navigating partnerships with ease—eve...

In this insightful episode of “The Partnership Path”, John and Toni discuss a critical topic for channel managers—“Portfolio vs. Partnership.” John breaks down the subtle yet impactful shift from a one-on-one partner approach to a portfolio-wide view, which allows managers to optimize time, resources, and growth potential. This episode provides a practical approach for maximizing partner impact, e...

In this podcast episode, John and Toni reflect on season two of The Partnership Path and discuss their excitement for season three. They review key takeaways from season two’s episodes, which focused on various aspects of partnerships such as co-marketing, co-selling, and working with partner sales teams. Notable guests shared their experiences and best practices, emphasizing the importance of und...

Forecasting is a cornerstone of successful business partnerships, yet it's often seen as a tedious task. In this episode of the "Partnership Path", Gary Cockayne, an experienced leader in channel strategy, shares his expertise on transforming forecasting from a mundane obligation into a powerful tool for growth. As someone who has significantly boosted IFS’s channel success, Gary's insights are in...

In this episode of “The Partnership Path”, John Rudow and Toni Kent take a closer look at the ins and outs of forecasting in partnerships and channel management. If you’re in a partnership or sales role, you’ll find this discussion incredibly valuable. They break down why it’s crucial to keep pipeline and forecast discussions separate, how to navigate the risks involved, and the importance of sett...

In this engaging episode of the “Partnership Path” podcast, John welcomes Gary, a seasoned veteran in enterprise software, to share his invaluable insights on effective pipeline reviews with partners. Gary’s approach to transforming tactical deal analyses into strategic business discussions offers a refreshing perspective that every partner manager can benefit from. Key Takeaways Elevate Pipeline...

In this engaging episode of The Partnership Path, John and Toni dive into the intricacies of running effective pipeline reviews with partners. The conversation, filled with humor and practical advice, highlights the importance of maintaining a balanced and healthy pipeline. As experts in the field, they share their experiences and best practices, making this episode a must-watch for channel manage...

Episode Summary In the latest episode of “The Partnership Path, we dive deep into the world of partner sales management with the seasoned expert, Selena Butler. With over two decades of experience in the field, Selena shares her invaluable insights on building trust, fostering collaboration, and driving success in both direct and partner sales environments. Her unique perspective, shaped by her ex...

In the latest episode of “The Partnership Path,” Toni and John dive deep into the intricate world of partner sales teams. As seasoned professionals, they share their experiences, challenges, and solutions for effectively motivating and preparing sales teams to excel in partnership-driven markets. This conversation is a must-watch for anyone involved in sales management, channel partnerships, or bu...

Listen to Stephanie Vasiloff @Flywheel.io discuss Preparing and Motivating Sales Teams.

Listen to Oana Terteleac @Microsoft discuss Preparing and Motivating Sales Teams

In the latest episode of “The Partnership Path,” Toni and John dive deep into the intricate world of partner sales teams. As seasoned professionals, they share their experiences, challenges, and solutions for effectively motivating and preparing sales teams to excel in partnership-driven markets. This conversation is a must-watch for anyone involved in sales management, channel partnerships, or bu...

Listen to Vikki Morris @Splunk discuss Co-Selling to Seal the Deal.

Listen to Jenn Martin @Microsoft discuss Co-Selling to Seal the Deal.