Winning Partnerships

Strategic partnerships work best when both sides are fully invested and focused on delivering value.

Having a solid plan, building real connections, and staying data-driven keeps everything on track.

Move quickly and lead with transparency to make sure both teams grow.

Strong partnerships lead to big results, every time.

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Tech Sales Insights LIVE

Title: Leading Transformation

Guest: Greg Brown, Chairman and Chief Executive Officer of 摩托罗拉系统

Date: Monday, October 7th

Time: 12:30PM EST

In Case You Missed It:

Outcome Base Selling ft. Scott Harvey , Chief Customer Officer at Sprinklr

Check out our previous episodes at tsi.salescommunity.com

Advisory Board on the Move ??

On to Q4 and some great new roles!

Aaron Williams , SVP of Sales at Bespin Global US

Chris Lamborn , Principal Global Distribution Account Manager at Cloudflare

George Nichols , Co-Founder and Chief Channel Officer at Partner Dynamix

Kevin Purcell , SVP Global Partners, Alliances & Channels at Rimini Street

Marc Aldrich , CEO at Zixi

Michael Swain , GM Global Channel & Strategic OEM Partnerships at Ampere

Michael Durso , SVP, Americas at Ping Identity

Nikolaus (Nick) Oberhuber , Regional Sales Manager at Eon.io

Roberto Ayala , VP of Sales at Verint

Ryan Batty , VP Global Field Marketing at Slack at Salesforce

Sponsor Spotlight

The Alexander Group

Top XaaS Sales Compensation Focus Areas for 2024

?Sales compensation leaders in the XaaS industry face significant challenges in their plan design cycle which include rising costs in headcount changes, pay levels and plan designs.

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Sandler

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Humantic AI

Selling Is Evolving. Are You?

Humantic AI is a Buyer Intelligence platform for revenue teams.

Top revenue teams use Humantic's Personality AI to identify early adopters, help their BDRs personalize outreach and enable their AEs with vital customer insights for every deal.

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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor

Relationship Management

By Terry Richardson

What the Idea Is

Enhance strategic partnerships through a disciplined approach to relationship management.

Why It Is Valuable

Vendors realize accelerated growth, increased customer relevance, improved relationships across the ecosystem, and improved competitive share through enhanced market and opportunity coverage.

How It Works

Establishing and growing strategic partnerships requires an investment in resources that balance strategic initiatives and operational excellence. Over the course of my career, I’ve found the following critical elements must be adhered to:

1. Document a Success Plan: The focus should be on establishing win-win outcomes, with clear identification of the investments and expectations of each party. A common set of goals, objectives, planned actions, and measurement metrics must be established. The expectation should be to mutually review and amend the plan quarterly.
2. Take a Long-Term View: Successful partnerships should last for well over a year, with a multi-year, accretive partnership as the goal. It is essential for the vendor representative to advocate for the partner internally and avoid pyrrhic victories that are not in the best interest of sustainable, enhanced relationships.
3. Focus on Value-Add: Explicitly identify, document, and validate the value the partner brings to the vendor, the value the vendor brings to the partner, and the joint value proposition the vendor and partner together bring to the end customer. Testimonials and communications should always emphasize value-add and customer outcomes to reinforce the foundation of the partnership.
4. Review Leading Indicators: All efforts should focus on building incremental pipeline, with pipeline growth as the ultimate measure of partnership health. Steady pipeline growth precedes revenue acceleration and confirms that the joint value proposition is resonating. I coach my team to be data-driven, action-oriented, and to prioritize activities that generate incremental pipeline.
5. Make It Personal: Ultimately, we are in the people and relationship business. I coach my teams to become acquainted with as many people as possible (especially key stakeholders and top influencers) and to strive for meaningful relationships beyond casual acquaintances. This could involve exploring joint hobbies, discussing family or other personal topics, and establishing other points of mutual connection. I believe in the adage, “People do business with those they know, like, and trust.”
6. Work with Urgency: There is a time and place for every partnership; given the rapid change and transformation in most industries, it’s imperative to act swiftly when partnership opportunities arise. Those who manage strategic partnerships should strive to “make the news” rather than “report the news” and do everything necessary to keep the focus on the elements of the partnership that provide the greatest ROI for all stakeholders. The best partner account managers have strong sales backgrounds and leverage their ingrained sales skills to maximize partnership opportunities.
7. Lead Transparently: Results matter, so we must hold ourselves accountable for ensuring partnership goals are met or exceeded. Every quarter, I expect my team to own the results narrative and proactively identify issues that hinder partnership expansion. For each issue, there must be an action plan to improve, and successes should be shared internally to shape the perception surrounding the partnership. Unexpected leaders can, and should, emerge at all levels within an organization. Regardless of one’s role, there is always an opportunity to lead through effective communication and actions that align with the desired results of a strategic partnership.

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