19. Resolving Different Fiscal Periods

This episode of "The Partnership Path" podcast is hosted by Toni Kent and John Rudow. They discuss partnership management best practices, focusing on overcoming challenges related to fiscal calendars in partner management. Here are the key topics covered: • Introduction: Toni introduces the podcast and its purpose of exploring partnership management best practices. • Challenges of Fiscal Calendars: Toni shares his frustration as a partner manager with the complexity of dealing with fiscal calendars, particularly when partners have different operating periods. • Mutual Operating Period: John suggests establishing a mutual operating period for the partnership. He explains that treating the partnership as an entity with its own fiscal period can help align planning and facilitate communication between partners. • Creating Operating Periods: John discusses the possibility of creating multiple operating periods to accommodate partners with different fiscal cycles. He suggests dividing the year into separate periods for each partner to ensure effective planning and coordination. • Subscription Era and Fiscal Calendar: Toni highlights the shift from large, sporadic deals to a subscription-based model. However, he emphasizes that fiscal calendars still influence behavior regarding discounts, offers, and planning cycles. • Importance of Conversation: John emphasizes the significance of having a conversation with partners about fiscal calendars. Acknowledging the misalignment and demonstrating understanding builds trust and enables better planning. • Understanding Partner Priorities: John suggests mapping out partners' business priorities and understanding their internal cycles and decision-making processes. This knowledge helps align activities and avoid interfering during critical periods. • Audience Participation: Toni invites the audience to share their tactics and success stories in managing fiscal calendar challenges. They encourage listeners to engage in conversation and share their experiences. • Closing: Toni concludes the episode, expressing hope that the discussion has provided valuable insights for partnership management excellence. He encourages listeners to suggest topics or ask questions for future episodes. The video focuses on the challenges of fiscal calendars in partner management and provides strategies for overcoming them, emphasizing the importance of communication and understanding between partners.