PODCAST · business
The Partnership Path
by EQ Selling
The Partnership Path is a blend of insights, expert advice, and strategies. Whether new or seasoned in partner management, this podcast guides you to become the go-to expert.On the Partnership Path In Real Life, you will hear firsthand stories and challenges from partner management pros. It’s not just a podcast; it’s your pocket mentor guiding you to excellence.
Episodes
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Managing a Multi-Party Partnership with Brad Orluk @ Salesforce
In this episode of The Partnership Path in Real Life, host John Rudow chats with Brad Orluk, Microsoft Alliances Director at Salesforce, about the very real—and very messy—challenges of multi-party partnerships. Their conversation is part war story, part masterclass, and 100% relevant for partner...
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Managing a Multi-Party Partnership
Welcome to the ultimate wrap-up of “Elevate Your Game: Advanced Partnering Skills of “The Partnership Path”,” where John Rudow and Toni Kent don’t just talk about partnerships—they dissect the realities of today’s channel ecosystem. If you’ve ever tried to get more than two companies to move in…
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Managing Internal Stakeholders
Building effective partnerships often starts behind the scenes—managing internal stakeholders is crucial for long-term success in any collaboration. In this episode of “The Partnership Path”, hosts John Rudow and Toni Kent dive deep into the nuances of stakeholder dynamics, drawing parallels...
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Driving Organic Growth
In today’s fast-paced business environment, finding sustainable ways to grow your partnerships is essential. In this episode of "The Partnership Path", co-hosts John Rudow and Toni Kent dive into the concept of organic growth—an approach that can foster not just revenue but also lasting...
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58. IRL with Oliver Temple @ Lytx on Growing Competitive Mindshare
Welcome to another insightful episode of the The Partnership Path in Real Life! In this episode, John Rudow chats with Oliver Temple, EMEA Channel Sales Leader at Lytx, about the crucial concept of competitive mindshare. If you’ve ever struggled to get your partners to prioritize your offerings...
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56. Growing Competitive Mindshare
In the latest episode of “The Partnership Path”, John Rudow and Toni Kent take a unique approach to understanding competitive mindshare in partnerships by likening it to gardening. Just as weeds compete for space and resources, so do various partnerships within the complex network of business...
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IRL Planning for Partnership Negotiations with Charlotta Bergenstjerna @ Infor
In a world where partnerships can make or break a business, understanding the intricacies of negotiating with partners is crucial. In this episode of The Partnership Path in Real Life, host John Rudow sits down with Channel Account Manager Charlotta Bergenstjerna from Infor to discuss practical...
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IRL Planning for Partnership Negotiations with Oana Terteleac @ Microsoft
Partnership negotiations can feel like walking a tightrope—one misstep could lead to disaster, while a well-timed decision could open doors to fantastic opportunities. In a recent enlightening conversation on the The Partnership Path in Real Life podcast, John Rudow interviews Oana Terteleac, an...
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53. Planning for Partnership Negotiations
In this enlightening discussion, John and Toni dive into the intricacies of planning for successful partnership negotiations. Drawing parallels between vacation planning and strategic collaboration, they emphasize the importance of understanding expectations, aligning on goals, and being prepared...
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50. Decision Influence in Partnerships
In this episode of “The Partnership Path”, John Rudow and Toni Kent discuss the concept of decision influence within partnerships, emphasizing the importance of understanding the decision-making processes of partners. They explore how channel managers can develop skills to better influence...
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49. IRL with Kari Finnigan @ Infor on Portfolio Management vs. Partnership Management
In this episode of the Partnership Path in Real Life podcast, host John Rudow speaks with Kari Finnigan, Vice President of Channels at Infor, about managing partnerships in a smart, strategic way that focuses on portfolio growth rather than just individual partner performance. Kari shares how...
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48. IRL with Richard Chaves @ Microsoft on Portfolio Management vs. Partnership Management
In this episode of Partnership Path in Real Life, John Rudow sits down with Richard Chaves, a seasoned partnership manager at Microsoft, who has been working with partners throughout his extensive career. They dive into the complexities of managing multiple partnerships and portfolios, sharing...
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47. Portfolio Mgmt vs. Partnership Mgmt
In this insightful episode of “The Partnership Path”, John and Toni discuss a critical topic for channel managers—“Portfolio vs. Partnership.” John breaks down the subtle yet impactful shift from a one-on-one partner approach to a portfolio-wide view, which allows managers to optimize time,...
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46. The Partnership Path Season 2 Recap
In this podcast episode, John and Toni reflect on season two of The Partnership Path and discuss their excitement for season three. They review key takeaways from season two’s episodes, which focused on various aspects of partnerships such as co-marketing, co-selling, and working with partner…
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45. IRL with Gary Cockayne @ IFS on Forecast Discussions with Partners
Forecasting is a cornerstone of successful business partnerships, yet it's often seen as a tedious task. In this episode of the "Partnership Path", Gary Cockayne, an experienced leader in channel strategy, shares his expertise on transforming forecasting from a mundane obligation into a powerful...
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44. Forecast Discussions with Partners
In this episode of “The Partnership Path”, John Rudow and Toni Kent take a closer look at the ins and outs of forecasting in partnerships and channel management. If you’re in a partnership or sales role, you’ll find this discussion incredibly valuable. They break down why it’s crucial to keep...
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43. IRL with Gary Cockayne @ IFS on Pipeline Reviews with Partners
In this engaging episode of the “Partnership Path” podcast, John welcomes Gary, a seasoned veteran in enterprise software, to share his invaluable insights on effective pipeline reviews with partners. Gary’s approach to transforming tactical deal analyses into strategic business discussions…
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42. Pipeline Reviews with Partners
In this engaging episode of The Partnership Path, John and Toni dive into the intricacies of running effective pipeline reviews with partners. The conversation, filled with humor and practical advice, highlights the importance of maintaining a balanced and healthy pipeline. As experts in the…
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41. IRL with Salena Butler @Infor on Being a Virtual Sales Manager
Episode Summary In the latest episode of “The Partnership Path, we dive deep into the world of partner sales management with the seasoned expert, Selena Butler. With over two decades of experience in the field, Selena shares her invaluable insights on building trust, fostering collaboration, and...
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40. Being a Virtual Sales Manager
In the latest episode of “The Partnership Path,” Toni and John dive deep into the intricate world of partner sales teams. As seasoned professionals, they share their experiences, challenges, and solutions for effectively motivating and preparing sales teams to excel in partnership-driven markets....
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39. IRL with Stephanie Vasiloff @Flywheel.io on Preparing and Motivating Sales Teams
Listen to Stephanie Vasiloff @Flywheel.io discuss Preparing and Motivating Sales Teams.
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38. IRL with Oana Terteleac @Microsoft on Preparing and Motivating Sales Teams
Listen to Oana Terteleac @Microsoft discuss Preparing and Motivating Sales Teams
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37. Preparing and Motivating Partnership Sales Teams
In the latest episode of “The Partnership Path,” Toni and John dive deep into the intricate world of partner sales teams. As seasoned professionals, they share their experiences, challenges, and solutions for effectively motivating and preparing sales teams to excel in partnership-driven markets....
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36. IRL with Vikki Morris @ Splunk on Co-Selling to Seal the Deal
Listen to Vikki Morris @Splunk discuss Co-Selling to Seal the Deal.
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35. IRL With Jenn Martin @ Microsoft on Co-Selling to Seal the Deal
Listen to Jenn Martin @Microsoft discuss Co-Selling to Seal the Deal.
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34. Co-Selling with Partners to Seal the Deal
In this podcast episode, John and Toni discuss the concept of co-selling with partners. They share personal anecdotes and experiences to illustrate the challenges and strategies involved. Key points include defining co-selling, the importance of establishing rules of engagement, and the necessity...
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33. IRL with Shauna Sampson @Illumio on Account and or Territory Mapping with Partners
Listen to Shauna Sampson @Illumio discuss Account and Territory Mapping with Partners.
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32. Account and or Territory Mapping with Partners
Today, we delve into the complexities of account and territory mapping with partners, dissecting key statistics, and sharing practical strategies for effective territory alignment. If you’re navigating the challenges of sales and partnership dynamics, this episode is a must-watch. Sharing these...
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31. IRL with Eric Straalman @VertiGIS on Co-Marketing with Partners
Listen to Eric Straalman @VertiGIS discuss Co-Marketing with Partners.
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30. IRL with Sunny Neogi @Microsoft on Co-Marketing with Partners
Listen to Sunny Neogi @Microsoft discuss Co-Marketing with Partners.
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29. Co-Marketing with Partners
In this episode of "The Partnership Path," hosts Toni and John discuss co-marketing with partners as part of their go-to-market series. They explore the complexities of collaborating with partners of various sizes and marketing maturity levels, sharing their experiences and insights to help...
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28. The Partnership Path Season 1 Recap
The podcast “The Partnership Path” offers a platform for discussing challenges and insights in partner management, celebrating expertise in the field. The hosts, Toni Kent and John, reflect on their journey over 28 episodes, sharing their experiences and gratitude towards the community for their...
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27. IRL with Garrett Kramer @ Infor on Partnership Alignment / Misalignment
Listen to Garrett Kramer @ Infor discuss Partnership Alignment - Misalignment.
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26. IRL with Joy Verplank @ AVEVA on Partnership Alignment / Misalignment
Listen to Joy Verplank @ AVEVA discuss Partnership Alignment - Misalignment.
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25. IRL with Beth Shapira @ Microsoft on Partnership Alignment / Misalignment
Listen to Beth Shapira @ Microsoft discuss Partnership Alignment - Misalignment.
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24. Partnership Alignment / Misalignment
In this episode, the hosts, Toni and John, discuss the concept of alignment issues in partnerships and how they impact partnership performance. They emphasize that whenever there are execution issues in a partnership, it is usually a result of being out of alignment at a strategic, tactical, or...
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23. IRL with Karen Richardson @ Microsoft on Reviewing Partnership Performance
Listen to Karen Richardson @ Microsoft discuss Reviewing Partnership Performance.
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22. IRL with Steve Selleny @ Microsoft on Reviewing Partnership Performance
Listen to Steve Selleny @ Microsoft discuss Reviewing Partnership Performance.
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21. Reviewing Partnership Performance
The hosts, Toni and John, discuss the topic of partnership business reviews (also known as quarterly business reviews or QBRs) and how to approach them effectively. They emphasize the importance of shifting the mindset from viewing the partner as an employee to seeing the partnership as a...
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20. IRL with JR Randall @ Microsoft on Resolving Different Fiscal Periods
Listen to JR Randal @ Microsoft discuss Resolving Different Fiscal Periods.
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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…
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18. IRL with Edmundo del Castillo Soto @ Microsoft on Creating Partnership Operating Plans
Listen to Edmundo del Castillo Soto @ Microsoft discuss Creating Partnership Operating Plans.
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17. Creating Partnership Operating Plans
In this episode, the hosts, Toni and John, discuss the importance of tactical planning in partnership management. They emphasize the need to align business priorities between partners and develop a collaborative approach. By visually mapping out the partners' business priorities and seeking their...
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16. IRL with Julie Schrady @ Vertigis on Casting a Partnership Strategic Vision
Listen to Julie Schrady @ Vertigis talk about Casting a Partnership Strategic Vision.
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15. IRL with Matt O’Donnell @ Microsoft on Casting a Partnership Strategic Vision
Listen to Matt O'Donnell @ Microsoft talk about Casting a Partnership Strategic Vision.
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14. IRL with Peter Martin @ Microsoft on Casting a Partnership Strategic Vision
Listen to Peter Martin @ Microsoft talk about Casting a Partnership Strategic Vision.
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13. Casting a Partnership Strategic Vision
In this episode, the hosts, Toni and John, discuss the concept of being strategic in the context of partnership relationships. Key Topics Covered: • Understanding the relativity of the terms "strategic" and "tactical" in partnership management. • Defining strategic in the context of a partnership...
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12. IRL with Adriana Gutiérrez @ AWS on Using “Why” to Drive your Partnership
Listen to Adriana Gutiérrez @ AWS talk about Using "Why" to Drive Your Partnerships.
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11. IRL with Michael Johnson @ Microsoft on Using “Why” to Drive your Partnership
Listen to Michael Johnson @ Microsoft talk about Using "Why" to Drive Your Partnerships.
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10. Using “Why” to Drive Your Partnership
The video is an episode of "The Partnership Path," a podcast focused on partnership management best practices for partner and channel management professionals. The hosts, Toni and John, discuss the importance of understanding the goals and motivations of partner organizations in order to build...
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ABOUT THIS SHOW
The Partnership Path is a blend of insights, expert advice, and strategies. Whether new or seasoned in partner management, this podcast guides you to become the go-to expert.On the Partnership Path In Real Life, you will hear firsthand stories and challenges from partner management pros. It’s not just a podcast; it’s your pocket mentor guiding you to excellence.
HOSTED BY
EQ Selling
CATEGORIES
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Frequently Asked Questions
How many episodes does The Partnership Path have?
The Partnership Path currently has 60 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is The Partnership Path about?
The Partnership Path is a blend of insights, expert advice, and strategies. Whether new or seasoned in partner management, this podcast guides you to become the go-to expert.On the Partnership Path In Real Life, you will hear firsthand stories and challenges from partner management pros. It’s not...
How often does The Partnership Path release new episodes?
The Partnership Path has 60 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to The Partnership Path?
You can listen to The Partnership Path on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts The Partnership Path?
The Partnership Path is created and hosted by EQ Selling.
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