The Partnership Path

Listen to Kristen Maraghy @ Microsoft talk about Selling the Value of Partnerships.

Listen to Trent Collie @ Microsoft talk about Selling the Value of Partnerships.

The hosts, Toni Kent and John Rudow, discuss the role of partner account managers and how it relates to sales. They highlight the importance of viewing the job as a sales job, although different from traditional sales roles. The key points discussed include: • Defining and quantifying the value of the partnership. • Selling the value of the partnership to stakeholders. • Leveraging the partner's s...

Listen to Kari Finnigan @ Infor describe how he Creates Partnership Business Plans.

Listen to Pavan Sabharwal @ Microsoft describe how he Creates Partnership Business Plans.

This episode discusses the concept of a partnership business plan and its importance in partnership management. The hosts, Toni and John, emphasize the need for effective planning and collaboration between software companies and their partners. They highlight the three levels at which a partnership business plan should operate: strategic, operational, and execution levels. The hosts stress the sig...

Listen to Joy Verplank @ AVEVA describe how she Manages Partnerships Instead of Accounts In Real Life.

Listen to Edmundo Del Castillo @ Microsoft describe how he Manages Partnerships Instead of Accounts In Real Life.

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 ho...