Chris Lavoie sits down with Kelly Sarabyn, Director of Tech Partner Programs at HubSpot, to unpack the intricacies of successful SaaS partnerships. Kelly, with her unique background spanning Yale Law, marketing, and now leading one of the top tech partner ecosystems, brings a wealth of knowledge to the table. The conversation dives deep into the often misunderstood world of tech partner programs, with Kelly emphasizing the importance of moving beyond vanity metrics and focusing on strategic plans and commercial outcomes.

A significant portion of the discussion revolves around the concept of partner influence - a crucial yet often overlooked aspect of partnerships. Kelly and Chris explore why influence is undervalued and how partnership leaders can better quantify and communicate its impact to stakeholders. They also delve into the importance of storytelling and data in gaining buy-in from executives and sales teams. The episode provides valuable insights into operationalizing partnerships, with Kelly stressing the need for early investment in partner ops and discussing the pros and cons of different organizational structures for this role.

The conversation then shifts to co-selling with tech partners, with Kelly breaking down different approaches based on product compatibility and customer journey alignment. She offers practical advice on selecting the right partners and ensuring mutual dedication to the partnership. The episode concludes with a discussion on key metrics for measuring the success of tech partnerships, including influenced revenue, customer value, and strategic concerns. Whether you're a seasoned partnership professional or new to the field, this episode offers a masterclass in building and optimizing tech partner strategies.

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.

In this insightful episode of the Partnership Mastermind podcast, host Chris Lavoie sits down with Rob Moyer, head of Global partnerships at Gong, to unpack what actually works in B2B partnerships. Rob brings a wealth of experience, having scaled ecosystem revenue from $100 million to over $1 billion and built GTM channels at Microsoft. The conversation dives deep into modern partnership strategies, with Rob emphasizing the importance of treating partnerships like product launches and co-designing outcomes with partners.

A key focus is Rob's innovative approach to ideal partner profiles (IPPs), moving beyond traditional metrics to focus on buyer personas and lifecycle alignment. Rob shares valuable insights on how to co-create value with partners, stressing the need to "follow the money" and understand each partner's unique currency. The discussion also explores how AI is revolutionizing partnerships, with Rob candidly sharing how AI tools have helped him overcome challenges related to dyslexia and communicate more effectively.

Aspiring partnership professionals will find immense value in Rob's advice on career growth, hiring in the AI era, and the skills needed to thrive in modern partnerships. He stresses the importance of curiosity, adaptability, and embracing AI to stay competitive. Whether you're new to partnerships or a seasoned pro, this episode offers fresh perspectives and actionable strategies to elevate your partnership game.

Rob Moyer

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.

Join Chris Lavoie and partnerships leaders and experts each week in this new podcast. Make sure you subscribe on Apple, follow on Spotify, or whereever you get your podcasts.