The Partnership Path

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 pros trying to scale collaborative go-to-market strategy.Brad doesn’t sugarcoat it—he gives a pragmatic view of what it takes to make multi-party motions work, especially when direct sales, SIs, hyperscalers, and marketplaces all come to the table.It’s one thing to align with a single partner. It’s an entirely different beast to align with three, five, or even seven parties—all with their own goals, teams, and agendas. But when you get it right, the impact on your go-to-market strategy can be massive.Key TakeawaysMulti-party partnerships are hard—but scalable. You can’t force complex motions overnight. Start small, build trust, and expand based on wins.Don’t underestimate your sellers—they’re partners too. Aligning your internal sales team is just as critical as aligning external stakeholders.The future of selling is partnering. The lines between direct and indirect are blurring. If you can’t partner, you can’t sell.

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 the same direction, you know it feels a lot like herding cats.Why share this? Because the old one-to-one partner formula is dead—real growth now comes from orchestrating multi-party partnerships (MPPs) that cut across solutions, roles, and markets. This episode is for anyone ready to get serious (and strategic) about navigating these complex, advanced alliances.Key TakeawaysMulti-party partnerships are the new standard. Simple P2P matchmaking isn’t enough; real impact comes from orchestrating several partners aligned to a common vision.Discipline and structure drive success. Without clear strategic/tactical alignments, defined investments, and shared measurements, even the most promising alliances devolve into chaos.Distributors are the secret weapon. Aggregators like TD SYNNEX can facilitate, manage, and scale multi-vendor partnerships that would otherwise collapse under their own complexity.

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 between personal relationships and professional collaborations.By sharing real-life experiences and practical insights, they demonstrate the importance of empathy, clear communication, and strategic planning in managing expectations and achieving mutual goals. In a world where connecting the right people can determine the trajectory of projects, understanding how to engage effectively with internal stakeholders is a vital skill.Key TakeawaysUnderstanding Stakeholder Dynamics: Recognizing the different motivations that internal stakeholders bring to the table is essential.Emotional Intelligence Is Key: Successfully managing relationships involves applying emotional intelligence to understand and address stakeholder concerns.Collaborative Engagement: Inviting stakeholders into the problem-solving process fosters buy-in and helps refine expectations based on organizational realities.

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 relationships between partners.They tackle some challenging analogies, share valuable insights, and emphasize the need for open conversations in partnership dynamics. As an expert in the field, I believe this discussion is crucial for anyone involved in partnerships and alliances, as it sheds light on practical strategies for growth.Key TakeawaysUnderstanding Growth Models: Familiarizing yourself with the four quadrants of growth can help navigate your partnership's strategic direction.Open Communication is Key: Effective partnerships require honest dialogues about growth goals and capacities to ensure mutual success.Capacity Building Matters: Before pursuing new growth avenues, assess your partnership's operational health to support expansion.

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 amid their many commitments, this episode is a must-listen.Oliver shares actionable insights from his experiences that will help you not just gain, but maintain mindshare with your partners. Join us as we delve into the strategies that can set you apart in the crowded marketplace.Key TakeawaysImportance of Understanding Partner Priorities: Gaining insight into what drives your partners is essential for positioning yourself effectively.Building a Culture of Trust: Establishing yourself as the go-to resource builds confidence among partners and fosters long-term relationships.The Concept of Channel Credits: Think of your relationship as a bank where you need to earn “credits” through successful collaborations to maintain and grow your partnership.

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 relationships.This episode provides actionable insights into maintaining and nurturing these partnerships, making it essential listening for professionals navigating the often thorny landscape of collaboration.Key TakeawaysUnderstanding Competitive Mindshare: Partnerships must be continuously nurtured and protected from various competitive pressures, much like a garden requires regular maintenance.Proactive Monitoring: Staying vigilant about external and internal competitors is crucial for sustaining a successful partnership.Strategic Alignment: Long-term success depends on aligning partnership objectives with both partners’ visions and resources.

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 strategies for effective negotiations with partners.Charlotta shares her wealth of experience, emphasizing the importance of maintaining boundaries while aligning both parties’ goals. This discussion is not just informative; it serves as a guide to ensure that partnership negotiations are mutually beneficial, making it invaluable for anyone involved in partner management or negotiations.Key TakeawaysUnderstanding Partner Needs: One of the main emphases is recognizing the balance between what your organization wants and what your partners need. This understanding facilitates stronger negotiation outcomes.Consistent Communication: Maintaining regular contact through different meeting cadences helps to keep both partners aligned on goals and performance.Strategic Meetings: Utilizing quarterly business reviews and annual strategic meetings ensures that both parties are on the same page and can make informed decisions moving forward.

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 expert in forging partnerships, who shares her experiences and strategies for successful negotiations.This video is an absolute gem because it breaks down the nuances of partnership dynamics in a digestible way, making it not only valuable for professionals but also for anyone looking to improve their collaborative skills.Key TakeawaysPreparation is Crucial: Properly preparing is the foundation of successful negotiations, ensuring clarity and aligned expectations.Active and Open Communication: The importance of transparency between partners to foster trust and collaboration cannot be underestimated.Understanding Your Partner’s Needs: Knowing your partner’s objectives helps to build stronger partnerships and create win-win situations.

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 for the unexpected. This conversation is a treasure trove for anyone involved in partnerships—whether in business or personal endeavors—offering practical tips to ensure your next partnership meeting doesn't leave anyone feeling like they missed the mark.Key TakeawaysSet Clear Expectations: Just as on a vacation, understanding what each party desires from a partnership is crucial to avoid disappointment.Know Your Partner’s Landscape: Research and understand the external factors affecting your partner’s business to craft relevant strategies.Embrace Empathy: Harnessing empathy in negotiations can distinguish your approach, fostering stronger, more productive relationships.

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 decisions that impact partnerships, the complexities involved in these decisions, and best practices for navigating them. The conversation highlights the need for channel managers to think beyond transactional relationships and to consider the broader business context of their partners’ decisions.Key TakeawaysDecision Influence is Everywhere: Partner managers need to recognize the decisions happening within their partner organizations that indirectly or directly affect their partnerships.Understand the Bigger Picture: Think beyond “yes or no” and consider alternatives, investment strategies, and competitive offerings.Ask Smarter Questions: Effective influence starts with understanding decision-making frameworks, stakeholders, and internal dynamics.

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 shifting her approach from “all partners all the time” to prioritizing those with the highest growth potential helped her achieve exponential growth in her channel.The discussion dives into portfolio-level thinking, engagement strategies, and the key metrics Kari and her team use to identify where to invest time and resources for maximum impact. Kari offers valuable insights from her two-decade career, sharing practical tools and frameworks to optimize channel 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 invaluable insights on prioritizing tasks, maintaining clarity, and navigating partnerships with ease—even when facing competing priorities. For anyone navigating partner management, this conversation offers practical wisdom and real-life strategies that could transform how you approach your own partnerships.

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, resources, and growth potential.This episode provides a practical approach for maximizing partner impact, especially when balancing high-performing partners with those requiring more investment. This approach helps drive sustainable revenue by allowing managers to focus on scalable, big-picture growth.

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 sales teams.Notable guests shared their experiences and best practices, emphasizing the importance of understanding both partner and customer needs. The episode highlights gratitude to guests who contributed real-world insights, offering practical advice on navigating partner relationships.

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 tool for growth. As someone who has significantly boosted IFS’s channel success, Gary's insights are invaluable for anyone looking to optimize their forecasting processes and build stronger, more effective partnerships.Key TakeawaysTransforming Forecasting Meetings: Gary emphasizes the importance of changing the perception of forecasting from a chore to an opportunity for collaboration and growth. By adopting a supportive, coaching approach, you can make these meetings more productive and engaging.The Integrity of Forecasting: Building trust and maintaining high integrity in forecasting processes are crucial. Gary advocates for transparency and alignment in goals to foster a collaborative partnership.The Importance of Qualifying Out: Gary highlights that qualifying out of deals that are unlikely to close is as important as qualifying in. It helps partners focus their efforts on opportunities with a higher likelihood of success.

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 pipeline and forecast discussions separate, how to navigate the risks involved, and the importance of setting accurate expectations. This episode is packed with practical tips that can really change the way you think about forecasting.Key TakeawaysSeparate Pipeline from Forecast Discussions: Pipeline is about visibility into potential revenue, while forecasting is about setting expectations for what will happen and when. Mixing the two can lead to confusion and inaccurate predictions.Forecasting Involves Risk Assessment: A good forecast includes an evaluation of risks—what portion of the forecast has little, moderate, or high risk, and what actions are being taken to mitigate those risks.Accuracy is Crucial: Inaccurate forecasts can have serious consequences, impacting business decisions and people’s jobs. It’s essential to focus on setting realistic expectations and being honest about potential outcomes.

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 offers a refreshing perspective that every partner manager can benefit from.Key TakeawaysElevate Pipeline Reviews: Transform tactical deal discussions into strategic business planning.Pipeline Hygiene: Regularly clean up the pipeline to reflect true business potential.Build Trust: Establish trust with partners by allowing them to start with a clean slate.

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 field, they share their experiences and best practices, making this episode a must-watch for channel managers and partner managers looking to optimize their pipeline management strategies.Key TakeawaysVolume, Balance, and Velocity: Understand the three critical aspects of a healthy pipeline and how to manage them effectively.Macro Perspective: Learn to shift the focus from individual deals to a broader view of the pipeline to identify trends and potential issues.Goal Setting: Incorporate pipeline goals into your overall strategy to ensure you have enough deals moving through the pipeline to meet your targets.

Episode SummaryIn 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 driving success in both direct and partner sales environments. Her unique perspective, shaped by her extensive background in companies like Epicor and Infor Software, offers a rich tapestry of knowledge for anyone navigating the complex landscape of sales and partnerships.Key TakeawaysBuilding Trust and Credibility: Establishing trust is paramount in managing partner relationships. Timely responses, transparency, and a genuine interest in the partner’s success are crucial.Tailoring Approaches: Understand and adapt to the partner’s existing sales frameworks. Meeting partners where they are and integrating their methods fosters better collaboration.Measuring and Celebrating Success: Continuously evaluate what’s working and what’s not. Celebrate joint successes to maintain motivation and strengthen the partnership.

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.This conversation is a must-watch for anyone involved in sales management, channel partnerships, or business development. Their insights are invaluable for understanding the nuances of aligning sales strategies with partnership goals.Key TakeawaysUnderstanding Sales Team Motivations: It’s crucial to align your partnership goals with what matters most to sales teams – hitting their quotas and earning commissions.Building Trust and Credibility: Demonstrating your ability to solve key problems and showing long-term commitment can earn the trust of sales teams.Tailoring Value Propositions: Create distinct value propositions for internal and external stakeholders to effectively communicate the benefits of your solutions.

Listen to Stephanie Vasiloff @Flywheel.io discuss Preparing and Motivating Sales Teams.

Listen to Oana Terteleac @Microsoft discuss Preparing and Motivating 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.This conversation is a must-watch for anyone involved in sales management, channel partnerships, or business development. Their insights are invaluable for understanding the nuances of aligning sales strategies with partnership goals.

Listen to Vikki Morris @Splunk discuss Co-Selling to Seal the Deal.

Listen to Jenn Martin @Microsoft discuss Co-Selling 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 of making co-selling scalable by empowering partners to sell independently.Important Points:Introduction to Co-Selling: Co-selling involves collaborating with partners to enhance sales efforts, akin to teaching someone to drive.Personal Anecdotes: Stories about teaching children to drive serve as analogies for co-selling dynamics.Defining Co-Selling: Emphasizes the need to clearly define co-selling to avoid misunderstandings.Types of Co-Selling:Enterprise Level: Involves aligning teams and coordinating large deals.Reseller Level: Often requires direct involvement in customer meetings and negotiations.Rules of Engagement: Establishing protocols and expectations for involvement in deals.Scalability: The goal is to make co-selling scalable by enabling partners to sell independently.Challenges: Overcoming objections from partners who rely too heavily on vendors.Community Input: Encourages listeners to share their experiences and strategies for effective co-selling.

Listen to Shauna Sampson @Illumio discuss Account and 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 insights is invaluable for anyone looking to enhance their partnership management skills and drive success in their roles.Key TakeawaysCritical Analysis of Statistics: Question and understand the statistics you encounter. Misinterpretations can lead to flawed strategies.Importance of Transparency: Open communication about compensation and priorities is crucial for successful partnerships.Strategic Territory Mapping: Aligning territory and account mapping effectively can overcome compensation conflicts and drive mutual success.

Listen to Eric Straalman @VertiGIS discuss Co-Marketing with Partners.

Listen to Sunny Neogi @Microsoft discuss 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 partnership and channel managers enhance their co-marketing strategies. Key Topics Covered • Podcast Recognition: The podcast was listed among the best Channel partnership podcasts by Canalis, highlighting its industry relevance. • Importance of Partner Marketing: Emphasis on the critical role of co-marketing in successful partnerships. • Challenges in Co-Marketing: • Variability in partner sizes and marketing maturity. • Differences in marketing expertise between partner managers and their partners. • Strategies for Effective Co-Marketing: • Transparency about marketing capabilities and gaps between partners. • Identifying the right type of marketing for different stages of customer awareness: 1. Awareness Marketing: For audiences unaware of the brand. 2. Interest Marketing: For audiences aware of the brand but unaware of their problem. 3. Decision Marketing: For audiences aware of both their problem and the brand's solution. • Content Needs and Marketing Assets: • Importance of providing relevant content like case studies, use cases, and product capabilities. • Adapting vendor content to be relevant for the partner’s offerings. • Importance of Clear Goals: • Aligning on the specific objectives of marketing campaigns. • Utilizing marketing materials appropriately based on the customer’s stage in the decision-making process. • Community Insights: Invitation to the audience to share their experiences and strategies in managing co-marketing efforts.

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 participation and contributions. Key Points Community Engagement: The podcast emphasizes the importance of community, highlighting contributions from 16 different listeners across various episodes. The hosts express gratitude towards these contributors, noting that their participation has enriched the content. Content Structure and Strategy: The podcast is structured around introducing topics and then featuring community members who discuss these topics in depth. The upcoming seasons are planned to focus on themes like “Go to Market Together” and “Elevating Your Game,” based on listener feedback and suggestions. Learning and Professional Development: Both hosts acknowledge that they are continuously learning through the podcast, despite being considered experts. The podcast serves as a platform for sharing new perspectives and strategies in partner management, contributing to the professional development of its listeners. Encouragement of Participation: The hosts encourage listeners to spread the word about the podcast and participate in future episodes. They invite listeners to suggest topics and share their insights, fostering a collaborative and inclusive environment. Focus on Practical Advice and Real-World Application: The podcast aims to provide practical advice and strategies that listeners can apply in their professional lives. Episodes cover fundamental aspects of partner management and explore advanced topics based on community interest. Takeaways Engagement and Community Building: The podcast highlights the value of building a supportive community where professionals can share insights and learn from each other. Continuous Learning: Even experts can benefit from new perspectives and continuous learning, reinforcing the importance of staying open to new ideas. Structured Content: Organizing content into themed seasons based on listener feedback ensures that the podcast remains relevant and valuable. Encouraging Participation: Actively inviting listener participation and feedback helps create a dynamic and interactive platform. Practical Focus: Providing real-world insights and practical advice makes the podcast a valuable resource for partner management professionals. The podcast aims to elevate careers in partner management by fostering a collaborative environment and providing actionable insights, making it a valuable resource for both seasoned professionals and newcomers in the field.

Listen to Garrett Kramer @ Infor discuss Partnership Alignment - Misalignment.

Listen to Joy Verplank @ AVEVA discuss Partnership Alignment - Misalignment.

Listen to Beth Shapira @ Microsoft discuss 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 execution level. They share examples and insights on how to address and prevent alignment issues, including defining rules of engagement, resolving conflicts, and understanding competitors’ partnerships. They also highlight the importance of recognizing that not all partnerships are strategic, and some are purely transactional. Key topics covered in the video: Introduction to “The Partnership Path” podcast Importance of alignment in partnership management Common execution issues and their relation to alignment Different levels of alignment: strategic, tactical, and execution Addressing alignment issues through defined processes and engagement rules Understanding competitors’ partnerships and boundaries Differentiating between strategic and transactional partnerships Encouraging listener engagement and sharing experiences

Listen to Karen Richardson @ Microsoft discuss Reviewing Partnership Performance.

Listen to Steve Selleny @ Microsoft discuss 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 collective entity. They highlight the need for both parties to invest time, money, and resources into the partnership. The hosts suggest that the focus of the business review should be on what the partnership achieved together and how they can collectively improve. They also discuss the significance of aligning partnership goals and taking accountability for any shortcomings. The video concludes with the hosts encouraging the audience to share their tips, tricks, and experiences related to partnership business reviews. Key Topics Covered: • Introduction to "The Partnership Path" podcast • Shifting the mindset from viewing partners as employees to seeing the partnership as a collective entity • Emphasizing the investment of time, money, and resources from all parties involved in the partnership • Focusing on collective achievements and improvements during business reviews • Aligning partnership goals and taking accountability for shortcomings • Encouraging audience participation and sharing of tips and tricks

Listen to JR Randal @ Microsoft discuss 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.

Listen to Edmundo del Castillo Soto @ Microsoft discuss 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 input, trust and a competitive advantage can be gained.They also highlight the significance of regular communication to adapt to changing priorities and ensure progress. The hosts encourage the audience to share their experiences and challenges in understanding partner priorities and offer successful examples of mapping business priorities.Key Topics Covered: Introduction to "The Partnership Path" podcastImportance of tactical planning in partnership managementAligning business priorities between partnersVisual mapping of partners' business prioritiesSeeking partner input and building trustGaining a competitive advantage through collaborationAdapting to changing priorities through regular communicationAudience engagement: Discussing partner priorities and sharing success stories

Listen to Julie Schrady @ Vertigis talk about Casting a Partnership Strategic Vision.

Listen to Matt O'Donnell @ Microsoft talk about Casting a Partnership Strategic Vision.

Listen to Peter Martin @ Microsoft talk about 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 based on the partnership's specific goals and level of involvement.• Emphasizing the importance of having a visionary and long-term perspective in partnership planning.• Shifting the focus from numbers to the desired outcomes and aspirations of the partnership.• Connecting the "why" of the partnership to the vision for its future.• Engaging in mature and strategic conversations with partners to align goals and achieve mutual success.• Encouraging partner account managers to ask partners why they want to be number one and explore what that means for the partnership.• Setting strategic goals and periodically reviewing progress toward achieving them.• Discussing the challenges of having strategic conversations with partners and sharing strategies for overcoming those challenges.The hosts also invite listeners to join the discussion and share their experiences and strategies for having strategic conversations with partners.

Listen to Adriana Gutiérrez @ AWS talk about Using "Why" to Drive Your Partnerships.

Listen to Michael Johnson @ Microsoft talk about Using "Why" to Drive Your Partnerships.

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 successful partnerships. They compare the role of a partner business professional or channel manager to that of a diplomat, bridging the gap between two parties with different objectives. They emphasize the need for transparent communication and asking the question "why" to uncover the true motivations behind forming a partnership. By understanding each party's goals, a partnership business plan can be developed and executed more effectively. The hosts also encourage listeners to share their success stories and insights on building trust with partners.Key Topics Covered:• Introduction to "The Partnership Path" podcast• Role of partner business professionals as diplomats• Importance of understanding partner organizations' goals• The significance of transparent communication• Asking "why" to uncover true motivations• Building a partnership business plan based on shared objectives• Ensuring you are talking to the right people in the partnership• Examples of collaborative business conversations and plans• Building trust with partners• Encouragement for listeners to share success stories and insights