HOW THEY DID IT! Unique stories partnerships-led sales and success.

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 pipeline for the agency. Partner(s) referenced:...

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 making Jill the top salesperson - then shifting focus...

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 right into partnerships with larger agencies a...

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 after the transformation was done.  Agency: carabine...

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 connection, David left his role to build a 7 figur...

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 working with their marketing and growth leads.  T...

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 partnerships, sales, and go-to-market.  On today’s...

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 Why he set it up the way he did When what type o...

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 all of us to know more about the type of partne...

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 experience to help us understand:  What is GTM fit an...

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 Alec Biedrzycki , Head of Partner Marketing @ Jaspe...

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 the up-market shift affected his day-to-day. Chan...

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 in partnerships at Gorgias - an ecomm platform kno...

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 thought-leadership content marketing? Is an integratio...

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 this episode. With him is Diana Gonzalez Sr. Chan...

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 access to be able to effectively intro partners to use...

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 have given you enough on the subject until we hea...

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 ecomm agency persona How Malomo got into that stack...

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 building HubSpot’s renowned partner and user train...

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: How to get partner marketing approved and executed...

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 experience with HubSpot (Mark was...

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 has gone all in on ecosystem development. A little...

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 , Director of Strategic Partnerships at JustUno....

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 referrals. I’m privileged to be able to interview Ad...

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 deep into the weeds on these topics: Determining “P...