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At the dawn of the social media era, Belle Gibson became a pioneering wellness influencer - telling the world how she beat cancer with an alternative diet. Her bestselling cookbook and online app provided her success, respect, and a connection to the cancer-battling influencer she admired the most. But a curious journalist with a sick wife began asking questions that even those closest to Belle began to wonder. Was the online star faking her cancer and fooling the world? Kaitlyn Dever stars in the Netflix hit series Apple Cider Vinegar . Inspired by true events, the dramatized story follows Belle’s journey from self-styled wellness thought leader to disgraced con artist. It also explores themes of hope and acceptance - and how far we’ll go to maintain it. In this episode of You Can't Make This Up, host Rebecca Lavoie interviews executive producer Samantha Strauss. SPOILER ALERT! If you haven't watched Apple Cider Vinegar yet, make sure to add it to your watch-list before listening on. Listen to more from Netflix Podcasts .…
Conteúdo fornecido por Mark Dalley and EQ Selling. Todo o conteúdo do podcast, incluindo episódios, gráficos e descrições de podcast, é carregado e fornecido diretamente por Mark Dalley and EQ Selling ou por seu parceiro de plataforma de podcast. Se você acredita que alguém está usando seu trabalho protegido por direitos autorais sem sua permissão, siga o processo descrito aqui https://pt.player.fm/legal.
The Partnership Path is a blend of insights, expert advice, and strategies. Whether new or seasoned in partner management, this podcast guides you to become the go-to expert. On the Partnership Path In Real Life, you will hear firsthand stories and challenges from partner management pros. It’s not just a podcast; it’s your pocket mentor guiding you to excellence.
Conteúdo fornecido por Mark Dalley and EQ Selling. Todo o conteúdo do podcast, incluindo episódios, gráficos e descrições de podcast, é carregado e fornecido diretamente por Mark Dalley and EQ Selling ou por seu parceiro de plataforma de podcast. Se você acredita que alguém está usando seu trabalho protegido por direitos autorais sem sua permissão, siga o processo descrito aqui https://pt.player.fm/legal.
The Partnership Path is a blend of insights, expert advice, and strategies. Whether new or seasoned in partner management, this podcast guides you to become the go-to expert. On the Partnership Path In Real Life, you will hear firsthand stories and challenges from partner management pros. It’s not just a podcast; it’s your pocket mentor guiding you to excellence.
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 Takeaways Importance 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.…
Welcome back to another exciting episode of the The Partnership Path in Real Life. If you’ve ever felt the pressure of navigating partnerships in a competitive landscape, you’re in for a treat. Today, John Rudow chats with Vivienne Williamson, a seasoned client director with years of experience in the tech partnership realm. Vivienne shares fascinating analogies about gardening and relationships that illuminate how we can nurture our partnerships strategically. I wanted to share this episode to highlight not just the pivotal concepts of competitive mindshare, but also the often-overlooked importance of clear communication within partnerships. Key Takeaways Understand the Seasons of Partnerships: Just like gardening, partnerships go through different stages that require different strategies and levels of engagement. Create Safe Spaces for Feedback: Encouraging honest communication about what isn’t working can lead to improved relationships and business outcomes. Leverage Internal Champions: When addressing issues with clients, involve their leadership to foster a collaborative problem-solving atmosphere.…
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 Takeaways Understanding 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 Takeaways Understanding 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 Takeaways Preparation 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 Takeaways Set 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.…
Ever wondered how big decisions are made in the corporate world, especially when multiple stakeholders are involved? Today, we have an exclusive peek into the mind of Jakob Maciolek, a leader at Microsoft driving the success of Copilot and Modern Work. Joined by John Rudow on The Partnership Path in Real Life podcast, Jakob unpacks the nuanced art of decision influence — a skill every business professional needs but few master. This conversation is more than theory; it’s a practical masterclass in understanding motivation, navigating organizational dynamics, and wielding influence with empathy and strategy. I’m sharing this episode because it’s filled with golden nuggets for anyone managing partnerships, working in sales, or looking to sharpen their interpersonal skills at work. If you’ve ever found yourself thinking, “How do I influence this decision without authority?” — this is for you. Key Takeaways The Power of Empathy in Influence: Influence isn’t just about logic and data. It’s about understanding personal, business, and political motivations. Ask the Right Questions, Then Go Deeper: Surface-level answers only scratch the surface. Ask follow-up questions to understand deeper motivations. Invest in Others’ Success: Help others achieve their goals, and you’ll naturally become a trusted partner in decision-making.…
Navigating the world of partnerships is no simple task. With so many players involved — from CEOs to procurement officers — understanding how decisions are made becomes essential. In this insightful episode of The Partnership Path in Real Life host John Rudow sits down with Brian Galicia, a Microsoft leader with over 18 years of experience driving strategic partnerships. Together, they uncover the critical concept of “decision influence” — how and why decisions get made within partnerships and what you can do to influence them. This conversation is packed with actionable advice for anyone working in partnerships, business development, or strategic alliances. Brian shares how he and his team at Microsoft approach decision-making, how to identify key stakeholders, and how to leverage trust and curiosity to drive better outcomes. If you’ve ever struggled to get clarity on partner alignment or how to navigate a complex network of decision influencers, this episode will be a game-changer. Key Takeaways Decision Influence is Multi-Layered — Decision-makers aren’t always the obvious choices (like partner managers). CEOs, Chief Revenue Officers (CROs), and product leaders all have a stake in the process. Understand the Alternatives — The choice isn’t always “yes” or “no” to a partnership. It’s often “this partner” vs. “that partner” or “this approach” vs. “a different approach.” Stakeholder Alignment is Critical — Knowing the “operating period” of your partner company can help you align your goals. For instance, Microsoft’s fiscal year runs July–June, which affects how deals and partnerships are timed.…
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 Takeaways Decision 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 Takeaways Transforming 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 Takeaways Separate 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.…
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