Get It, Together

PartnerStack

Over 50% of SaaS companies say partnerships are a top revenue driver, but the path to success isn’t always clear. On this show, we unpack the real stories behind the programs driving revenue growth, straight from the people who’ve built them. From early missteps to pivotal moments, each guest breaks down how their strategy evolved, what actually worked, and the lessons that stuck. We’re getting tactical, walking through the exact playbooks they’ve used to turn partnerships into a predictable, repeatable revenue stream you can learn from. Whether you're evolving a partner program or building one from scratch, Get it, Together delivers the clarity and practical insight you need to move fast and get it right. Instead of asking "where do I start?" or “what’s next?”, you’ll be saying "let's run this back." Practical, honest, and occasionally spicy, this is the podcast that helps GTM teams build partnership programs that are built to last.

  1. 16 hrs ago

    How Distributors Help Partner Programs Go Global With Bryan McGlynn

    Most partner leaders know distribution can help them scale, but many don’t know what it takes to make that motion work. Without the right foundation, global expansion can create inconsistent contracts, unclear tiering, fragmented regional expectations, and operational work that slows revenue down. That’s where distributors can play a critical role, helping companies enter new markets, support local partners, and scale without hiring in every region. Drawing on experience from Arrow, Check Point, and Keeper Security, Bryan McGlynn joins PartnerStack CMO Tyler Calder to discuss what it takes to scale partnerships globally. Bryan breaks down what it means to become distribution-ready, how to build partner programs that scale globally, and why distributors play a much bigger role than most SaaS companies realize. They also discuss what it takes to become distribution-ready, how to structure partner tiers, why over-distributing can slow growth, and how local market knowledge helps partner teams scale globally. You’ll learn: How to know when your partner program is ready for distributionWhy distributors are critical to global expansionHow to structure partner tiers without creating complexityWhat distributors do beyond processing transactionsWhy local expertise matters when entering new markets Jump into the conversation: (0:00) Introducing Bryan McGlynn (4:08) Building a global partner program at Keeper (8:19) Creating a partner tier system that scales (12:32) How distributors unlock global markets (17:59) What it means to be distribution ready (22:33) Why less is more when choosing distributors (26:51) Measuring the impact of distribution (35:01) Cultural differences in global partnerships (43:26) The future of distribution, consolidation, and AI Resources: Connect with Bryan on LinkedIn: https://www.linkedin.com/in/bryan-mcglynn-73971946/

    48 min
  2. Using Data and Trust to Transform Partner Relationships With Lisa Forrest

    Jun 24

    Using Data and Trust to Transform Partner Relationships With Lisa Forrest

    Partnership leaders often work in industries that have operated the same way for decades. Driving change in these markets requires more than building relationships. It requires education, trust, and data-backed insights.  The challenge isn't usually the work itself. It's translating partnership efforts into the language that executives, finance teams, and revenue leaders actually understand. In this episode, Lisa Forrest, Senior Manager of Partnerships at Contractor Commerce, joins Tyler Calder, CMO at PartnerStack, to discuss how she’s modernizing the contractor industry through e-commerce, AI-powered tools, and collaborative partner programs. Lisa shares how she convinces traditional contractors to adopt new ways of doing business, the role partners play in driving adoption, and why transparent pricing builds trust and accelerates results.  They also explore how to use proprietary data to persuade partners, create meaningful education-driven programs, operationalize AI, and run partner initiatives that drive behavioral change in historically conservative industries.  You’ll learn: How to drive digital adoption in legacy industriesWays to use partners and data to influence behavior and build trustHow AI and e-commerce tools can enhance both customer and partner experiencesJump into the conversation:(0:00) Introducing Lisa Forrest (2:57) What Contractor Commerce does for contractors (4:45) Early resistance from contractors and lessons learned (6:04) Typical partners and their roles (7:24) Educating partners through consumer analogies (11:10) Using data to drive adoption and trust (14:43) Consulting mindset for partner engagement (17:37) Moving beyond simple lead swaps (19:21) Bringing partners along for AI-powered adoption (23:28) Anchoring change to a consistent point of view (27:26) Recommendations for partner leaders driving change (30:18) One-to-one vs curated partner experiences (33:34) Operationalizing AI within partner programs (36:39) How to connect with Lisa Forrest  Resources:Connect with Lisa on LinkedIn: https://www.linkedin.com/in/lisamforrest/  Learn more about Contractor Commerce: https://www.contractorcommerce.com/

    38 min
  3. Speaking The Language Of Revenue In Partnerships With Michael Shen

    Jun 10

    Speaking The Language Of Revenue In Partnerships With Michael Shen

    Partnership leaders spend a lot of time building relationships, recruiting partners, and creating programs. But many struggle when it comes time to explain their impact to the rest of the business. The challenge isn't usually the work itself. It's translating partnership efforts into the language that executives, finance teams, and revenue leaders actually understand. In this episode, Michael Shen, Head of Growth at OuterSignal and former Senior Director of Channel Partnerships at Zapier, joins Tyler Calder, CMO at PartnerStack, to discuss what partnership leaders can learn from growth marketing. Michael shares how his background in paid media shaped his approach to partnerships, why partner teams often get stuck measuring the wrong things, and what it takes to build credibility with leadership teams that care about revenue, forecasting, and business outcomes. They also explore how partner leaders can pressure-test their assumptions, prepare for executive conversations, use experimentation more effectively, and develop stronger business cases for partnership investments. You’ll learn: Why partnership leaders struggle to prove impact inside the businessHow to translate partnership activity into metrics executives actually trustWhat growth marketing can teach partner teams about measurement, experimentation, and executive buy-inJump into the conversation:(0:00) Introducing Michael Shen (2:16) Michael's path from marketing to partnerships (4:17) What paid media teaches you about partnerships (5:20) Translating relationships into business metrics (8:31) Evaluating a partnership program through first principles (10:50) Identifying misaligned partner incentives (13:17) Why partnership teams struggle to prove impact (15:02) Getting clarity from executive stakeholders (17:59) Leading with vision and healthy skepticism (20:49) Escaping the partnership echo chamber (23:32) Where executive skepticism comes from (26:44) Preparing for high-stakes leadership meetings (29:26) Using AI to pressure-test your thinking (33:11) The metrics executives actually care about (37:22) Why partnership leaders should talk to more skeptics (39:19) Building a culture of focused experimentation (42:08) Michael's perspective on AI and growth (45:05) Why every leader should spend time building with AI Resources:Connect with Michael on LinkedIn: https://www.linkedin.com/in/michael-shen/  Learn more about OuterSignal: https://outersignal.com/

    47 min
  4. How To Build Partner Messaging That Speaks To The Right Buyer With Kate DiLeo

    May 27

    How To Build Partner Messaging That Speaks To The Right Buyer With Kate DiLeo

    Most partner programs spend a lot of time talking about what they do, but very little time thinking about whether their messaging actually speaks to the people they want to recruit, enable, and grow with.  Too often, partner teams inherit the company’s customer-facing narrative and assume it will resonate with partners in the same way. In reality, partners have different incentives, different pain points, and different reasons for buying into a program in the first place. In this episode, Kate DiLeo, brand strategist, author and creator of the Brand Trifecta framework, joins Tyler Calder, CMO at PartnerStack, to talk about how partner leaders can build messaging that actually converts. Kate breaks down why most B2B brands struggle to connect sales, marketing and partnerships around a consistent narrative, how partner teams can create messaging that speaks directly to partner pain points and why understanding the “heart pain” behind partner decisions is critical to building stronger programs. They also get into how partner leaders can use AI tools like Claude to analyze call transcripts, uncover messaging patterns, create tone-of-voice systems, and build partner-facing narratives that feel aligned to the corporate brand without sounding generic. You’ll learn: Why partner programs need messaging that differs from the corporate narrativeHow to identify the real pain points driving partner decisionsWhy consistent messaging across websites, decks, and sales conversations improves conversionHow to use AI tools to analyze transcripts and build better partner messagingWhat partner leaders should focus on if they want stronger partner buy-inJump into the conversation:(0:00) Introducing Kate DiLeo(3:48) How Kate accidentally got into brand strategy through sales(6:00) Breaking down the Brand Trifecta framework(7:31) Where most B2B brands get messaging wrong(10:07) Why partner programs need their own narrative(11:55) The difference between customer pain and partner pain(14:18) Workshopping PartnerStack’s messaging live(19:57) Why audience-specific messaging matters(21:14) How partner leaders can translate corporate messaging for partners(23:15) Building tone-of-voice systems and partner ICPs with AI(25:28) What “heart pain” actually means in messaging(27:00) Positioning AI visibility services for agency partners(30:10) The questions partner leaders should ask to uncover real pain points(33:33) Why sales is still humans talking to humans(35:30) Practical AI use cases for partner messaging(38:02) Where partner messaging should show up first(40:00) The one thing every partner leader should focus on improving Resources:Connect with Kate on LinkedIn: https://www.linkedin.com/in/katedileo/Kate’s website: https://katedileo.com/

    42 min
  5. A Playbook For Building A Partner Revenue Plan That Gets Funded With Amy Henderson

    Mar 18

    A Playbook For Building A Partner Revenue Plan That Gets Funded With Amy Henderson

    Channel leaders are often asked to prove that partnerships deserve real investment, but many programs still rely on activity, optimism, and partner volume instead of a credible revenue plan. In reality, partner leaders need to connect strategy to revenue in a way that earns trust from the CFO, CRO, and the rest of the executive team. In this episode, Amy Henderson, VP of Client Relations at Channelnomics, joins Tyler Calder, CMO at PartnerStack, to talk about what it takes to build real credibility as a channel leader. Amy walks through how partner teams can tie their plans to real financial inputs, assess partner capacity, recruit against actual revenue gaps, and help partners drive new business. They also get into why over-recruiting creates problems, where partner programs tend to break down, and what it takes to build a plan that leaders will back. You’ll learn: Why channel leaders need to earn credibility as revenue leadersHow to audit partner capacity and recruit against real revenue gapsWhy partner enablement must teach partners to hunt, not just get certifiedJump into the conversation:(0:00) Introducing Amy Henderson(3:48) Why the gap between channel strategy and channel revenue hurts credibility(6:29) What executive teams need to see from partner leaders(11:54) Starting with hard inputs like targets, budget, MDF, and success metrics(13:51) How to run a capability and capacity audit on existing partners(17:29) Why mature programs recruit to revenue gaps instead of over-recruiting(21:54) What partners actually care about during recruitment(23:53) Why partner teams need to teach partners to hunt, not hope(26:14) How incentives and comp plans can push partners toward net-new logos(29:19) Turning partner strategy into repeatable workflows(31:31) The most common reason partner programs fail(34:39) Why partner activities need to map to pipeline, bookings, and revenue(36:13) The one thing channel leaders should focus on heading into 2026 and 2027 Resources: Connect with Amy on LinkedIn: https://www.linkedin.com/in/amy-henderson-4b8a998/  Email Amy here: amy.henderson@channelnomics.com  Channelnomics website: https://www.channelnomics.com/

    40 min
  6. Turning Creators into Revenue Drivers with Fiona Turko

    Mar 4

    Turning Creators into Revenue Drivers with Fiona Turko

    Influencer and creator partnerships have become a powerful tool for driving real revenue. However, making these programs successful requires strategy, deep relationships, and a clear understanding of key success factors. In this episode, Fiona Turko (Creator Partnership Lead at Gamma) joins Tyler Calder (CMO at PartnerStack) to explore influencer and creator marketing in B2B. With experience at companies like Zapier and Jobber, Fiona shares her approach to identifying high-value partners, building long-term relationships, and structuring programs that go beyond transactional deals. You’ll learn: The difference between creators, influencers, and ambassadorsHow to structure compensation models that motivate creatorsWhy nurturing relationships is critical for a successful creator program Jump into the conversation:(00:00) Introducing Fiona Turko(02:10) Fiona's journey from agency to startups(05:05) B2C vs B2B in influencer programs(08:25) Defining creator, influencer, and ambassador(11:10) Building influencer loyalty at Jobber(13:30) The importance of nurturing partner relationships(17:40) Tools for managing influencer and creator programs(20:45) Always-on vs campaign-based influencer strategies(23:00) Metrics for measuring influencer success(26:30) How to handle low-performing partners(29:40) The role of AI in creator partnerships(32:15) Onboarding creators efficiently(34:40) Managing video creation and revisions(36:50) LinkedIn as an emerging creator platform(39:00) Hosting in-person events for creator engagement(42:10) Building long-term creator partnerships (47:30) The importance of authenticity in influencer marketing Resources:Connect with Fiona on LinkedIn: https://www.linkedin.com/in/laurenfionaturkoGamma website: https://gamma.app/

    48 min
  7. The new era of affiliate marketing with Charlie Calabrese

    Feb 18

    The new era of affiliate marketing with Charlie Calabrese

    Affiliate marketing has traditionally been seen as a purely transactional plug-and-play channel in B2B. In reality, it can help shape the discovery process and offer robust data that marketers can’t track anywhere else. In this episode, Charlie Calabrese (President and CEO at All Inclusive Marketing) chats with Tyler Calder (CMO at PartnerStack) about the real but often misunderstood power behind affiliate marketing. With over two decades of experience in affiliate, Charlie offers a nuanced perspective on what drives successful partner programs. He breaks down what B2B marketers are missing about affiliate, how partners can stay aligned and transparent and the changes that affiliate publishers are seeing in the age of AI. You’ll learn: Why it’s time for B2B marketers to explore affiliateWhy affiliates deliver more than just the last clickWhat partner leaders need to make relationships run smoothly Jump into the conversation: (0:00) Introducing Charlie Calabrese (4:46) How analytics and creativity come together in marketing (8:11) Seeing affiliate as more than a plug-and-play channel (11:53) Where affiliate sits in the marketing and sales funnels (14:34) Opportunities for affiliate in B2B (18:09) What affiliate agencies are looking for in partners (19:57) Operationalizing transparency in partnerships (22:58) The importance of having a joint plan with partners (25:49) How AI is changing buyer behavior (27:18) Similarities and differences between AI and SEO Resources: Connect with Charlie on LinkedIn: https://www.linkedin.com/in/charliec/  Email Charlie here: charlie@allinclusivemarketing.com All Inclusive Marketing website: https://www.allinclusivemarketing.com/

    32 min

About

Over 50% of SaaS companies say partnerships are a top revenue driver, but the path to success isn’t always clear. On this show, we unpack the real stories behind the programs driving revenue growth, straight from the people who’ve built them. From early missteps to pivotal moments, each guest breaks down how their strategy evolved, what actually worked, and the lessons that stuck. We’re getting tactical, walking through the exact playbooks they’ve used to turn partnerships into a predictable, repeatable revenue stream you can learn from. Whether you're evolving a partner program or building one from scratch, Get it, Together delivers the clarity and practical insight you need to move fast and get it right. Instead of asking "where do I start?" or “what’s next?”, you’ll be saying "let's run this back." Practical, honest, and occasionally spicy, this is the podcast that helps GTM teams build partnership programs that are built to last.

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