The $1M Mistake: Hiring Partner Ops Too Late

Chris 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 often overlooked aspect of partnerships. Kelly and Chris explore why influence is undervalued and how partnership leaders can better quantify and communicate its impact to stakeholders. They also delve into the importance of storytelling and data in gaining buy-in from executives and sales teams. The episode provides valuable insights into operationalizing partnerships, with Kelly stressing the need for early investment in partner ops and discussing the pros and cons of different organizational structures for this role.

The conversation then shifts to co-selling with tech partners, with Kelly breaking down different approaches based on product compatibility and customer journey alignment. She offers practical advice on selecting the right partners and ensuring mutual dedication to the partnership. The episode concludes with a discussion on key metrics for measuring the success of tech partnerships, including influenced revenue, customer value, and strategic concerns. Whether you're a seasoned partnership professional or new to the field, this episode offers a masterclass in building and optimizing tech partner strategies.

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Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.