CEO at Fluincy | Pavilion Denver Chapter Head | I help find the right partners to solve your customer's problems
If you don't want your partner program to fail before it even really starts, hire a partner professional. Many of us have started in something else and got moved over into partnerships and that's how we started our partnerships careers, which is amazing... But if you're starting a serious program from scratch, hire someone who's done it before... not somebody who has only dabbled from the sales or marketing team, even if it's tempting to just shift a headcount over. Turns out, there are a whole mess of them on the market right now. Brilliant professionals who have done this before and have the strategies and skills to do it again. Also... someone who is building a partner program from scratch isn't a partner manager. They're a Head of Partnerships. If you want to attract the right kind of folks to your new partnerships role make sure you title (and compensate) it correctly. That's all.
And then listen to them, resource them and let them do their jobs! 👏🏽👏🏽
Let’s show some love for the partner people!!!! 🫶
Great post. Shifting headcount leads to "we got the wrong partners." Building partnerships isn't simply inking the contract and putting your logos next to each other. A partnering professional will "activate" your partner network so you can say "we got the right partners" from day one.
#BIGFACTS I love this post, Jessie! 👏
Yes, yes, and more yes. 👏
Jessie Shipman - Solid. Another item to advocate for is a clear lines of responsibility for SO many reasons. Making this person marketing, accountant, HR, compensation, partner manager, SDR, IT, deal desk, and customer service is just asking for issues.
Accurate ✍🏼
I think a smart marketer or AE can figure out how to setup a partner program.... it'll just take them longer, cost more, and there will be a huge mess to clean up. I've been there 😅
Amen and well said! Those of us who have been there and done that, building programs and partnerships from scratch or coaching an existing partnerships team to scale to that next level are happy to engage and contribute.
Expert in Scaling Partner Programs | Maximizing Operational Performance & Revenue through Strategic Alliances
11moAbsolutely agree with your insights on the critical need for experienced professionals in building a partnership program. The pain and inconvenience that come from multiple false starts in launching such a program cannot be overstated. Not only does it create a significant technical and relationship debt, but it also impacts the brand equity adversely. These challenges are often time-consuming and expensive to resolve, underscoring the importance of getting it right from the start. Hiring a seasoned Head of Partnerships, rather than simply reassigning someone from sales or marketing, ensures that the program is led by someone with proven strategies and skills. This approach not only streamlines the process but also positions the program for success. It's refreshing to see a call for appropriate recognition and compensation for these roles, which is crucial in attracting the right talent. Your emphasis on this aspect highlights an often-overlooked yet vital element in building a strong foundation for any partnership program. Many of us have the "been there done that T-Shirt" and wear it with pride.