Shows
Unlearn with Asher & KellyEp 42 | The Partnership Infrastructure Behind Stripe’s Biggest InnovationsMost people still think about partnerships as a sales channel. Stripe’s Erika Wool doesn’t. She leads product and strategic partnerships and defines her job as helping Stripe build businesses that wouldn’t exist without partners.In this episode, Erika walks through how she moved from consulting and Edelman into Google and Stripe, how product partnerships evolved as Stripe scaled from “easiest way to accept card payments online” to a multi-product platform, and how she explains the value of these bets to executives and the board. Chapters00:00 –...
2025-12-0955 min
Partnership Mastermind PodcastThe $1M Mistake: Hiring Partner Ops Too LateChris Lavoie sits down with Kelly Sarabyn, Director of Tech Partner Programs at HubSpot, to unpack the intricacies of successful SaaS partnerships. Kelly, with her unique background spanning Yale Law, marketing, and now leading one of the top tech partner ecosystems, brings a wealth of knowledge to the table. The conversation dives deep into the often misunderstood world of tech partner programs, with Kelly emphasizing the importance of moving beyond vanity metrics and focusing on strategic plans and commercial outcomes.A significant portion of the discussion revolves around the concept of partner influence - a crucial yet...
2025-07-1144 min
Unlearn with Asher & KellyEp 41 | Richard Ezekiel on Codifying Partnerships With COELEVATEIn this episode, Asher and Kelly sit down with Richard Ezekiel to unpack his book COELEVATE, a practical framework built from decades in the trenches in Silicon Valley and as part of the venture capital ecosystem. Richard breaks down how to build a “virtual company” between partners, why operational rigor is often overlooked, and how partner professionals can move beyond buzzwords to drive real business value.Chapters04:28 – From Wired Magazine to Amazon10:29 – The Partnership T: A Customer-Centric Framework17:42 – The Real Reason Richard Wrote COELEVATE24:05 – Wh...
2025-07-0252 min
Unlearn with Asher & KellyEp 40 | The New Rules of PR, Partnerships, and Personal BrandNatan Edelsburg, Chief Partnerships Officer at Muck Rack, joins Asher Mathew and Kelly Sarabyn on Unlearn to talk about what happens when a revenue leader outgrows the CRO seat. They unpack how modern PR is evolving, why media training matters more than ever, and how partnerships roles are becoming more dynamic and strategic than ever before. Natan shares his journey from early employee to CPO, the challenges of navigating internal change, and the power of authentic storytelling in a noisy world.Chapters01:03 – Natan’s Journey to Chief Partnerships Officer
2025-06-1751 min
Unlearn with Asher & KellyEp 39 | How Factorial Built a 100-Person Partner Team (That Drives 30% of Revenue)As VP of Partnerships at Factorial, Marcel Queralt turned a side project into a full-blown business unit, driving one-third of the company’s revenue. In this episode, Marcel breaks down how he built a 100-person global team, why partner leaders need to think like entrepreneurs, and the exact culture and org structure that keeps it all running.Chapters02:30 - Why partnerships became a growth lever06:05 - Finding product-market fit before hiring10:33 - Why Marcel hired “mini-founders” first27:50 - Culture of ownership and reporting discip...
2025-05-2253 min
Unlearn with Asher & KellyEp 38 | How TD Synnex is Reinventing DistributionIn this episode of the Unlearn Podcast, Asher Mathew and Kelly Sarabyn sit down with Sergio Farache, Chief Strategy and Technology Officer at TD Synnex. Sergio shares insights on how TD Synnex is breaking away from the traditional linear model, creating a dynamic ecosystem that supports diverse partner types, from SMBs to global enterprises.Chapters02:28 - Sergio’s Background and Role at TD Synnex04:11 - Evolving from Linear Models to Ecosystems08:27 - The Omnichannel Approach...
2025-04-0454 min
Unlearn with Asher & KellyEp 37 | CRO’s Ultimate Playbook to Partnerships and InnovationJoin hosts Asher Mathew and Kelly Sarabyn as they engage with Gilad Zubery, Chief Revenue Officer at DealHub. This episode unpacks Gilad's journey from EVP of Partnerships at ContentSquare to his current role, highlighting the strategic importance of partnerships in driving business growth. Discover insights into the challenges of revenue operations and the evolving landscape of partner-driven strategies.Chapters- 06:00 - Gilad's Career Journey and Transition to CRO- 12:00 - Attribution Challenges and Solutions in Partnerships- 18:00 - The Role of Partnerships in Company Growth Strategy- 24:00 - Community Building and Its Impact on Business- 30:00 - Challenges in Partner-Driven Growth for New Platforms- 36:00...
2025-03-2656 min
Unlearn with Asher & KellyEp 36 | Breaking Barriers in Healthcare Data SharingIn this episode, hosts Asher Mathew and Kelly Sarabyn engage with Serrah Linares, Senior Vice President of Growth Innovation at Optum, in a compelling discussion on the future of healthcare partnerships. This episode unpacks how technology, APIs, and strategic alliances are reshaping healthcare delivery and innovation.Chapters5:02 - Healthcare tech: EMRs, APIs, and data exchange10:57 - Industry evolution: Adoption of technology in healthcare17:50 - Partnerships and interoperability in healthcare24:41 - AI and verticalized solutions in healthcare30:36 - Organizational structure and partnerships at UnitedHealthcare
2025-03-1044 minUnlearn with Asher & KellyEp 35 | Rethinking Partnerships: A Product Leader’s PlaybookElena Leonova, Chief Product Officer at Spryker, joins Unlearn to discuss how product leaders should rethink their approach to partnerships. She explains why transparency in product roadmaps is critical, how developer ecosystems drive platform success, and why product managers need to integrate partners into their strategy. This episode is packed with insights on structuring partnerships for scale, and positioning partnerships at the executive level.Chapters:01:33 - The Role of Partnerships in Platform Products04:26 - Structuring Partner Success & Developer Enablement07:29 - Transparency in Product Roadmaps for...
2025-02-1954 minUnlearn with Asher & KellyEp 34 | Debunking The B Team Myth in PartnershipsJoin hosts Asher Mathew and Kelly Sarabyn as they engage with Alan Chhabra, a seasoned executive with a rich history at MongoDB, now leading partnerships at Cerebras. This episode unpacks Alan's journey from engineering to executive roles, offering insights into building robust partner organizations and strategies for collaborating with hyperscalers.
Chapters -
- 01:24 - Alan's Background and Journey into Partnerships
- 05:54 - Building a Successful Partner Organization at MongoDB
- 10:09 - Challenges and Wins in Partnership Development
- 24:38 - Strategies for Working with Hyperscalers
- 31:32 - Building the Right Team and Infrastructure for Partnerships
- 41:23 - The Importance of...
2025-02-041h 03Unlearn with Asher & KellyEp 33 | Lessons from Microsoft's $2 Trillion Transformation with Jason GraefeIn this Unlearn episode, Asher Mathew and Kelly Sarabyn sit down with Jason Graefe, a seasoned Microsoft executive. With over two decades at Microsoft, Jason shares his journey from a field seller to leading Microsoft's engagement with software development companies. This episode explores leadership lessons, the transformative impact of generative AI, and Microsoft's strategic approach to partnering with software companies.
Chapters:
- 01:02 - Jason Graefe's Career Journey at Microsoft
- 04:36 - Leadership Lessons
- 22:10 - Microsoft's Engagement with Software Companies
- 25:19 - The Impact of Generative AI on Software Development
- 44:50 - Working with Satya Nadella
- 48:09 - Improving...
2025-01-1453 min
Soft SidesJill Rowley: Trust is the New Data. Selling Change, and the Evolution of Partnerships and B2B salesGuest: Jill Rowley, SaaS Legend, Advisor, Board Member and so much moreWhat does it take to go from being one of Salesforce's first employees to becoming a trusted advisor for the industry's most innovative companies?From shaping how enterprise software is sold at Salesforce to advising today's fastest-growing tech companies, Jill Rowley has been at the forefront of B2B. Through Eloqua's rise and Marketo's $4.7+ acquisition by Adobe, she's consistently redefined what's possible in go-to-market strategy.In this candid conversation, Jill shares her philosophy on continuous learning, partnerships, and why trust is...
2024-12-1847 minUnlearn with Asher & KellyEp 32 | Shaping the Future of Design: Exploring Canva’s Ecosystem with Anwar HaneefIn this episode of the Unlearn podcast, Asher Mathew and Kelly Sarabyn chat with Anwar Haneef, Head of Ecosystem at Canva, about the company's innovative approach to empowering developers. Anwar explores Canva's ecosystem, showcasing tools like the Apps SDK and Connect API, which enable seamless integrations across platforms. He shares insights on Canva’s expansive reach, partnerships with industry giants like Meta and Salesforce, and how the $50 million Developer Innovation Fund supports sustainable ecosystem growth. Tune in for a look at how Canva is shaping the future of design, collaboration, and developer success.
Chapters - ...
2024-12-0255 minUnlearn with Asher & KellyEp 31 | Untangling the Digital Maze With PartnershipsOn this episode of the Unlearn podcast, hosts Asher Mathew and Kelly Sarabyn connect with Eron Sunando, Asana's Head of Channels & Alliances. Fresh from Asana's Partner Summit, Eron brings a unique perspective on how partnerships can simplify the increasingly complex world of business technology.
Drawing from his globe-trotting career that spans from UBS to Salesforce, Eron unpacks the challenges facing today's businesses – from overwhelmed SMB owners to sales teams juggling multiple tools. He shares an insider's look at Asana's fresh approach to partnerships, including their new partner program and the game-changing AI Studio. Join us for a pr...
2024-11-2253 minUnlearn with Asher & KellyEp 30 | Navigating the Future of PartnershipsOn this episode of the Unlearn podcast, hosts Asher Mathew and Kelly Sarabyn welcome Rich Gardner, a partnership maven with a knack for turning industry insights into actionable strategies. Fresh from events like Catalyst and Dreamforce, Rich shares his take on peer-to-peer learning and aligning partnerships with the big picture.
Drawing from his time at Klaviyo, Rich dives into the nitty-gritty of being a true partnership operator. Join us for a candid conversation about where partnerships are headed and how to keep everyone – from your team to your partners – rowing in the same direction. It's a down-to-earth look...
2024-10-2154 minUnlearn with Asher & KellyEp 29 | The Ripple Effects of Social Media: Understanding Impacts and Driving Positive ChangeOn this episode of the Unlearn Podcast, hosts Asher Mathew & Kelly Sarabyn engage in a compelling discussion on the impacts of social media. They are joined by author Tobias Rose-Stockwell, known for his book "Outrage Machine,"
Tobias, a seasoned researcher in technology's societal impacts, shares insights gathered over a decade of study. His expertise sheds light on how platforms like Slack can disrupt workplace dynamics and productivity.
The episode delves into the complexities of social media's influence, exploring themes of workplace disruption, productivity challenges, and strategies for enhancing online trust and fact-checking. Listeners gain valuable in...
2024-07-3151 minUnlearn with Asher & KellyEp 28 | Evolving Partnership Models: Insights on Transforming Programs at Hyper Growth ScaleOn this episode of the Unlearn podcast, hosts Asher Mathew and Kelly Sarabyn sit down with Ritu Khanna, Vice President of Partnerships at Shopify. Under Ritu's leadership, Shopify has unified previously segmented partner functions, generating new synergies that drive the company's continued hypergrowth. With a proven track record in transforming traditional models to thrive amidst digital disruption, Ritu offers valuable insights into connecting ecosystems, embracing disruption, and guiding partners through an era of profound change. Tune in as we explore Ritu's firsthand perspectives on navigating partnership transformations in today's dynamic business landscape.
Chapters -
00:00 - Partnerships and product extensibility at S...
2024-07-2049 min
Boundaryless Conversations Podcast#104 - Season 5 Wrap-Up: Thinking and Doing Inside and Beyond the PlatformWe reviewed all the 20 episodes from Season 5, and shared some much needed look back and key highlights. While the learnings are an abundant treasure trove, we handpicked a few and categorized them into 4 sections: Dystopian aspects of current socio-technological trends with Sangeet Paul Choudary, James Currier, John Robb and Jeremiah OwyangVisions that resist the dominance of powerful technological forces with Alex Komoroske, Kelly Sarabyn and Scott Brinker, Jesse Walden , Jason Fried and Arvind GuptaDoctrine and organizing for a multiplicity of teams and products with Craig Strong, Teresa Torres, Charles Betz, Susanne Kaiser and Cliff BergVisionary perspectives th...
2024-07-1523 minUnlearn with Asher & KellyEp 25 | Driving Partnership Success from the C-SuiteIn this episode of the Unlearn podcast, hosts Asher Mathew and Kelly Sarabyn sit down with Mekaela Davis, Chief Partner Officer at Trintech.
With experience at both Big 4 consulting firms and enterprise software companies, Mekaela shares her unconventional journey to becoming a CPO. She discusses the diverse skills required and the importance of executive-level accountability. Mekaela also offers insights into building a partner-first culture, optimizing ISV partnerships, and translating qualitative partnership impacts into compelling narratives. Mekaela is also recognized within the VISTA Equity portfolio as a trailblazer in the CPO role, responsible for scaling partnerships across her or...
2024-06-1358 min
The Tech Alliance PodcastThe State of Platforms 2024 reportHi! New episode is here -
Recently I promoted The State of Platforms 2024 report by Scott Brinker, Asher Mathew, Jay McBain, and Kelly Sarabyn
https://link.partnershipleaders.com/stateofplatforms
Last week we talked to Asher and Kelly and highlighted the key takeaways.
What is the current situation on the Market
Is building marketplaces a win strategy for new companies
How the relations btw hyperscalers and smaller defendants will evolve
The importance of Chief Partner Officer as a role
And many more insights
Honestly, I hav...
2024-05-0142 min
Boundaryless Conversations Podcast#99 - The State of Platforms in 2024 with Kelly Sarabyn and Scott BrinkerKelly Sarabyn and Scott Brinker from HubSpot take us through their latest report on the State of Platforms in 2024. HubSpot has always considered industry education as central to developing its business and brand, and - in combination with some of its partners - released this great report earlier this year.The report profoundly covers how firms now adopt platform strategies to thrive in a digital economy ranging from app ecosystems to services marketplaces. Having spearheaded this, Kelly and Scott shared some insider information with us. During the conversation, they highlight the evolution of pl...
2024-04-3055 minUnlearn with Asher & KellyEp 18 | Marketing Strategies in the Digital Landscape with Doug LandisOn this podcast episode of the Unlearn Podcast, listen in to Doug Landis as he delves into marketing strategies in the digital age, discussing challenges and innovations with Asher Mathew and Kelly Sarabyn. They touch on startup layoffs and acquisitions in the venture capital industry, shedding light on the experiences of B2B SaaS investment firms and the evolving landscape of founder mental health. The conversation expands to include AI funding, sales and marketing challenges, and the evolution of CRO roles in mid-stage companies. Additionally, they explore career progression for C-level executives and the importance of community building in...
2024-01-1954 minUnlearn with Asher & KellyEp 16 | Supercharging Business Technology: Startup Disruption and Innovation with David LinthicumJoin hosts Kelly Sarabyn and Asher Matthew in the latest episode of the Unlearn Podcast, featuring the insightful David Linthicum, Chief Cloud Strategy Officer at Deloitte. Together, they embark on a journey to unlock the secrets of supercharging technology in the business world. They fearlessly confront questions about whether plucky startups can take on industry giants and why innovation can sometimes be elusive for large corporations.
2023-10-0948 min
How Agencies ThriveS4 E4 | Audience Segmentation Strategies With HubSpotLearn how audience segmentation can enable marketers to personalize content and create a consistent brand message. Host Sneha Suhas from StackAdapt is joined by Kelly Sarabyn from Hubspot to explore audience segmentation strategies.
2023-09-2723 minUnlearn with Asher & KellyEp 15 | Charting New Waters: Redefining Leadership in Modern Marketing with Amanda MalkoJoin hosts Kelly Sarabyn & Asher Matthew on the Unlearn Podcast as they delve into a lively chat with Go-to-Market expert Amanda Malko. Discover Amanda's journey to guilt-free time off and her ingenious use of the regret minimization framework. Unearth the evolution of marketing in the digital age, and how Amanda envisions a strategic upheaval, with CEOs steering the ship. Tune in for insights on the modern CMO's power, crafting stellar customer experiences, and unraveling the mysteries of word-of-mouth magic.
2023-09-0654 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast27 - Partner-Led Growth Report: Results + Key Takeaways - Kelly Sarabyn, HubSpot, and Asher Matthew, Partnership LeadersLet us know what you think of the podcast.Kelly Sarabyn and Asher Mathew are here with us today to discuss key insights from their latest report: The State of Partner-Led Growth Report.This new report promises to shed light on: The power of partner-led growth strategies, Showcasing real-world success stories, Lots of interesting partnerships insights from sales and marketing leaders, And tips to drive business growth through partnerships. To get a better understanding of the implications of the insights they've uncovered, we delve into the specifics behind the results from the r...
2023-08-0334 min
SaaS Connect - SaaS Partnerships & SaaS LeadersPutting the Partner Experience at the CenterOn this episode, Kelly Sarabyn and Desmond Russell join us to discuss the partner journey and experience. Kelly is the Platform Ecosystem Advocate at HubSpot, a company that develops software products for inbound marketing, sales, and customer service. Desmond is Chief Partnership Officer at Partner Elevate, an enablement platform to help businesses grow more investible partnerships.
Desmond explains the difference between partner experience vs. partner journey. The conversation centers on how to think about the customer experience as applied to the partner experience. For example, in the customer experience, you put the customer at...
2023-05-3152 min
Partnership UnpackedHow to Scale Partnerships and Collaborations Using SOPs with Umair Mansha James Cash Penney, founder of the JCPenney franchise in 1898, once famously said, “Growth is never by mere chance; it is the result of forces working together.” And his is a classic American story of entrepreneurship and growth and expansion. He started as a partial partner in a new store in Wyoming and quickly leveraged his experience and business acumen to open more and more stores, eventually building a nationwide chain. Doubtless that’s the kind of growth and scaling of our businesses, and our partnership departments, that we’d all aspire to. ...
2023-04-2435 min
Partnership UnpackedThe State of Partnership Ops in 2023 with Asher Mathew Kelly Sarabyn Are you by yourself right now? No, I don’t mean are you alone… I mean, are you the only one in your organization managing partnerships? I know I am! And in that respect we aren’t alone… in a recent survey of 664 professionals by Hubspot and Partnership Leaders, 59.6% of the respondents reported having at least one employee working full time on partner operations. The report went on to share some pretty interesting findings with regard to the size of partner ops, the different kinds of partn...
2023-02-2747 min
Ecosystem AcesKelly Sarabyn & Asher Mathew: The Partner Ops Survey is Launched!Check out this session from the day the now famous report, “The State of Partner Ops and Programs 2022” was launched! Kelly Sarabyn, Platform Ecosystem Advocate at HubSpot and Asher Mathew, VP, GTM - Data & Sales Intelligence Cloud at Demandbase, join to discuss the results of this blockbuster report. The two, along with Jay McBain, Chief Analyst with Canalys and Scott Brinker, VP Platform Ecosystems with HubSpot, conducted a survey getting responses from 664 participants to give you the best outlook on partner ops today.Some of their findings might surprise and encourage you. For example, the biggest corr...
2023-02-2148 min
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast15 - The State of Partner Ops & Programs Report: Results & Key TakeawaysLet us know what you think of the podcast.The first-of-its-kind report on the state of the partnerships industry. Hear the latest trends in Partner Ops, partner programs, and ecosystem strategy – all from an impressive roster of partnership leaders.We’ve invited two key contributors, Kelly Sarabyn (Platform Ecosystem Advocate @ HubSpot) and Asher Mathew (Founder @ Partnership Leaders), to discuss their findings and key takeaways. On today’s episode, you’ll hear discussion around:Insights from vendors leading the world's most successful partner ecosystems What’s to come for partner professionals in the evolving eco...
2022-12-1241 min
GroundworkEpisode 7 - Kelly Sarabyn of HubSpotIn this episode of Groundwork from Partnership Leaders, Kelly Sarabyn of HubSpot talks with Tai Rattigan on how the product manager owns the market place.
Partnership Leaders is a leading industry association for partnership, channel, and business development leaders. As the industry’s premier community, Partnership Leaders empowers partner teams at top technology and services companies worldwide through an online community of over 1,000 professionals worldwide actively engaging in virtual events and insight sharing to drive personal and professional success.
Connect with Partnership Leaders:
- LinkedIn
- Website
- Newsletter
2022-11-2348 min
The Partner Channel PodcastWriting the Next Chapter of Partner Ops, Programs & StrategyThis week, we had a two for one feature on guests! Host Tori Barlow is joined by Asher Mathew, co-founder of Partnership Leaders, as well as Kelly Sarabyn, Platform Ecosystem Advocate for HubSpot. This episode is all about changes in the partner landscape -- what they're noticing and what the value of investing in partner ops is.
2022-11-0821 min
Google Cloud Platform PodcastPandium with Cristina Flaschen and Kelly SarabynThis week is all about business-to-business marketplace software with Pandium as Mark Mirchandani and Max Saltonstall talk with our guests Cristina Flaschen and Kelly Sarabyn. The Pandium platform helps companies build and support in-app marketplaces with a focus on software integration and flexibility. Kelly and Cristina start by explaining how Pandium deals with scalability for clients with multiple users and partners. Cristina elaborates on Pandium's role in facilitating integrations, helping customers build customized, flexible solutions. We discuss how APIs are handled and the way Pandium takes care of authentication, security, and other standard pieces. We...
2020-07-1538 min
Google Cloud Platform PodcastPandium with Cristina Flaschen and Kelly SarabynThis week is all about business-to-business marketplace software with Pandium as Mark Mirchandani and Max Saltonstall talk with our guests Cristina Flaschen and Kelly Sarabyn. The Pandium platform helps companies build and support in-app marketplaces with a focus on software integration and flexibility.Kelly and Cristina start by explaining how Pandium deals with scalability for clients with multiple users and partners. Cristina elaborates on Pandium’s role in facilitating integrations, helping customers build customized, flexible solutions.
2020-07-1538 min