Investible Partnerships™

Des Russell
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Investible Partnerships™

Not all partnerships succeed, but every partnership leader wants to be a driver of Partner impact. In the Investible Partnerships™ podcast, Des Russell dives into the daily battle for partner success that every partnership leader faces , as they try to maximize their relevance and value in partnerships. Des, through conversations with industry and business leaders dives into the thinking, tools and tenants partnership leaders are using to stop being constrained by a handful of partners to grow with and instead scale their impact with more investible partnerships.

  1. 28 NOV

    Balancing Direct and Channel Sales: Damian Bach Shares His Game Plan Partnership for Success

    In this week’s Investible Partnerships episode, Des Russell speaks with Damian Bach, APJ Channel Director at Recorded Future. Damian shares his incredible journey from sales to channel leadership, his experiences working across the APJ region, and his thoughts on scaling partner ecosystems. They dive into: • How to align stakeholders effectively using interlocks and account mapping. • Balancing direct vs. channel-led sales motions. • Practical ways to develop partnerships that thrive at scale. • The Game Plan Framework for understanding vendor economics and driving partner efficiency. Plus, Damian gives his take on what partnerships need to succeed in the Partnerships Fast Five. If you’re a channel leader or partner manager, you won’t want to miss this insightful conversation!

    43 min

  2. 7 NOV

    Mastering Investment Efficiency: The Key to Creating Investible Partnerships

    In this episode of Investable Partnerships, Des Russell explores how mastering investment efficiency can transform partner ecosystems, drive sustainable growth, and create partnerships that truly matter. Drawing on his experience with leaders across distribution, Des presents strategies for building capacity and capability, whether you're skilling up existing partners or onboarding new ones. This episode is packed with actionable insights to help you make every resource—time, money, and effort—count. Join Des as he shares key insights from his work with distribution leaders, reveals a practical framework for evaluating partners, and discusses how to shift your approach to investment efficiency. Learn how to elevate partners into the ideal quadrant of specialization and reliability, unlocking their full potential for your ecosystem. In this episode, we cover: Why investment efficiency is essential for creating sustainable, customer-centered partnerships. What different strategies are used for building partner capacity and capability. The framework for evaluating partners based on specialization and reliability. How targeted investment can transform partners into reliable, high-impact contributors. Discover how to bring a new level of focus and effectiveness to your partnerships with Des’s insights on investment efficiency!

    13 min

  3. 24 OCT

    Trust and Storytelling: Stephanie Goveas on Building Investible Partnerships

    In this episode of the Investible Partnerships podcast, host Des Russell sits down with Stephanie Goveas, an expert in partnerships and alliances, to explore the journey of building impactful partnerships. Steph shares her inspiring career transition from IT to partnerships, and how she has crafted a unique approach that focuses on building trust, being adaptable, and leveraging storytelling to succeed. Join us as we explore: Steph’s unique journey from IT to pre-sales, and eventually partnerships. Her insights on building trust with different types of partners, from GSIs to regional resellers. How she shifted from a structured partnership approach to a more fluid, instinctual strategy. The role of storytelling and personal branding in establishing relevance and fostering deeper connections. The challenges and rewards of navigating the partnership space, and why a sense of community is invaluable for partnership leaders. This episode is packed with actionable insights for anyone looking to strengthen their partnerships, adapt their strategy, and connect on a deeper level with partners. Whether you're an established partnership leader or just starting out, you’ll find Steph’s advice incredibly valuable. Don’t miss our Partnerships Fast-Five round where Steph gives her off-the-cuff insights into what partnerships mean to her!

    49 min

  4. 18 OCT

    Crossing the Chasm : Cloud Marketplaces and the Evolution of Sales Teams

    As the sales landscape rapidly shifts, cloud marketplaces are emerging as powerful tools for both buyers and sellers. But how can traditional sales teams stay relevant in a world where digital marketplaces are now a driving force? In this episode, Des Russell takes a deep dive into the intersection of relationship-based selling and cloud marketplaces, showing how these platforms are reshaping the sales process for everyone—from sales leaders to individual salespeople. If you’re struggling with how to adapt your sales strategy in this new age of automation and self-service purchasing, or simply want to understand how to leverage cloud marketplaces to close bigger, faster deals—this episode is for you. Des shares insights into why sales teams should embrace these changes, what’s at stake for those who don’t, and how to harness the power of both human connections and digital efficiency. What’s Covered in This Episode: Why cloud marketplaces are transforming traditional relationship-based sales models. What role data and automation play in driving successful sales through cloud marketplaces. The top performers in sales are embracing cloud platforms and achieving greater success. How sales teams can blend relationship selling with digital tools to stay ahead of the competition. Tune in for a compelling look at how cloud marketplaces are redefining the sales game—and how you can come out on top. Enjoyed the episode? Subscribe to the Investable Partnerships Podcast newsletter here, www.investiblepartnerships.com/ and leave us a review on your favorite platform!

    14 min

  5. 23 JULY

    Unlocking GSI Partner Impact: The Power of Self-Awareness with Chris Gordon

    This week's Investible Partnerships™ podcast episode features Chris Gordon, GSI Alliances Leader at Rubrik, discussing the critical strategies for driving partner impact with Global System Integrators (GSIs) in the APAC region. Chris shares his journey from sales to partnerships, emphasizing the transformative role of self-awareness in building and maintaining successful alliances. The episode delves into the strategic frameworks Chris employs, including a two-by-two segmentation model and a connection triangle model, to prioritize and align with GSI partners. Additionally, Chris emphasizes the value of understanding market dynamics and leveraging partnerships to drive significant business outcomes. Tune in to gain insights from Chris Gordon on effective GSI partnership management, leveraging ecosystems, and the essential role of self-awareness in enhancing partner impact. Join our podcast newsletter here, https://www.investiblepartnerships.com/

    30 min

  6. 15 MAY

    Mastering Partner Success in the Modern Partnership Ecosystem with Jay McBain

    This week's Investible Partnerships™ podcast episode features Jay McBain, Chief Analyst at Canalys, discussing the importance of addressing challenges such as Partner Success collectively at an ecosystem level. This approach is crucial for unlocking a $4 trillion industry opportunity and securing sustained profitability for all stakeholders. The episode delves into the Modern Partnership Ecosystem, exploring topics such as shifting buyer demands, developing partner value propositions, and marketplace economics. Tune in to gain insights from Jay McBain on strategies related to recruitment, skill enhancement, and building reliable teams that leaders in the channel and ecosystem can implement. Join our podcast newsletter here, https://www.investiblepartnerships.com/

    50 min

  7. 14 FEB

    The Zero Trust Alliance Revolutionizing Cloud Security Partnerships

    On this week’s episode of the Investible Partnerships™ podcast, we delve into the Zero Trust Alliance with leaders from AWS, Okta, Crowd strike, and Zscaler. This episode explores the transformative impact of their collaboration on cloud security, illustrating the shift towards integrated solutions and the pivotal role of channel partnerships within cloud Marketplaces. Through insights on overcoming internal challenges and leveraging the Zero Trust model, our guests showcase how strategic alliances are not just enhancing security but also redefining industry standards and customer value. Show Notes: Register for the ⁠Investible Partner™ Zero Trust Alliance Event registration links for the Sekuro.io Zero Trust Launch events: 1. Sydney, Australia - 15 February'24 , Register Now 2. Melbourne, Australia - 6 March'24, Register Now 3. Brisbane, Australia - 13th March'24, Register Now

    43 min

  8. 5 FEB

    Leveraging Partnership Friction for Success

    On this week’s episode of the Investible Partnerships™ podcast, we talk to ⁠Elliott Haralambous, Global Director and Head of Partnerships ANZ, Backbase. Elliott sheds light on the often-overlooked aspect of partnership dynamics: friction and offers a fresh perspective on transforming friction points into opportunities for growth and enhanced partnership value. We explore his insights into easing friction through storytelling, designing effective programs, and aligning your processes to not just mitigate challenges but to significantly amplify the impact you can have as a partnership leader. Access the report mentioned in this episode by going here https://chiefpartnershipofficer.com/

    44 min
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About

Not all partnerships succeed, but every partnership leader wants to be a driver of Partner impact. In the Investible Partnerships™ podcast, Des Russell dives into the daily battle for partner success that every partnership leader faces , as they try to maximize their relevance and value in partnerships. Des, through conversations with industry and business leaders dives into the thinking, tools and tenants partnership leaders are using to stop being constrained by a handful of partners to grow with and instead scale their impact with more investible partnerships.

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