148 - Unleashing the Power of Partner Programs - Elliot Smith

Elliot Smith discusses the challenges faced by partner teams in being fully appreciated for their efforts. He emphasizes the importance of having a clear vision and strategy for the partner program, as well as aligning with sales and marketing teams. Elliot also highlights the need for strong technology and operations support for partner teams. In addition, Jared Fuller mentions the importance of campaign-centric approaches and the upcoming episode on partner enablement with Pete Caputo. Key Takeaways:Partner teams often face challenges in being fully appreciated for their efforts.A clear vision and strategy for the partner program is crucial for success.Partner teams should strive to be seen as an extension of the sales team and focus on driving sales impact.Attribution can be a challenge, but the focus should be on pipeline influence, pipeline sourcing, and customer satisfaction.Technology and operations support for partner teams is often lacking and needs to be improved.Campaign-centric approaches and partner enablement are important for long-term impact. Quotes:"Partner programs must be seen as an extension of the sales team and driving sales impact." - Elliot Smith"The best partner people are comfortable in the role of providing the assist and not necessarily getting the full limelight and glory." - Elliot Smith Chapters: 00:00 Introduction and Welcome 00:40 Guest Introduction: Elliot Smith 01:44 Discussing Challenges Faced by Partner Teams 04:00 The Role of Partner Teams in Sales 05:11 The Importance of Sales Attribution 15:52 The Impact of Partner Programs on Product Development 18:05 The Role of Technology in Partner Programs 22:00 The Future of Partner Programs 25:21 Programmatic Approach to Partnerships 25:58 Understanding Co-Sell Motion 26:11 The Hustle Game and Prioritization 27:15 Challenges in Co-Sell Motion 27:47 The Importance of Pre-Call Preparation 28:35 Aligning with Bigger Codes 31:46 The Ideal Profile for a Partner Team 39:45 Hiring for Partner Teams 43:05 Challenges in Partner Programs 43:41 The Role of Marketing in Partner Programs 47:59 Conclusion: The Future of Partner Programs