Description

In this episode, host Matt McDarby welcomes Greg Plum, a seasoned expert in building successful business partnerships. Greg emphasizes the importance of strategic thinking over tactical considerations in partnerships, sharing actionable insights on creating lasting, scalable partner ecosystems. He highlights the necessity of understanding your Ideal Customer Profile (ICP) and Ideal Partner Profile (IPP) to drive sustainable growth.

Greg also discusses the PARTNERNOMICS framework and underscores the roles of influence and alignment in partnership success. Sales leaders will gain valuable insight on effectively managing partnerships through a methodical approach.

This episode is a must-listen for those looking to strengthen their partnership strategies and achieve long-term growth.

Show highlights:

• Discover key strategies for developing a successful partner program. [00:03:47]
• Why faulty identification of ICPs occurs in organizations. [00:10:11]
• Should channel partners contribute to determining your ICP? [00:11:54]
• How MSPs help align complementary solutions for resilient partnerships. [00:13:35]
• Understand partner sales vs. direct sales before building a channel team. [00:18:20]
• Learn best practices for revenue-sharing with partners. [00:20:35]
• The power of strategic vs. tactical thinking in partner sales. [00:23:25]
• The art of effectively leading partnerships with processes. [00:25:05]
• Why sales leaders should think like VCs in partner selling. [00:32:13]

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