Episode 72: Psychology of team-wide buy in - The Answer to Partner Program Success with Maurits Pieper

Maurits Pieper shares his experience in building a successful partner program at Dixie. He discusses the importance of buy-in from different departments and the impact of incentivizing reps to work with partners. Moritz also emphasizes the need to track partner influence and not just source revenue. He advises partner professionals to be selective in the content they consume and to be proud of the program they've built.

Takeaways

• Obtaining buy-in from different departments is crucial for the success of a partner program.
• Incentivizing reps to work with partners can lead to increased engagement and collaboration.
• Tracking partner influence, not just source revenue, is important for measuring the impact of partnerships.
• Be selective in the content you consume and focus on building a program that you can be proud of.
• Track partner mentions in conversations using tools like Gong or Jiminy.
• Celebrate the success of others and encourage a culture of collaboration.

Chapters

00:00 Introduction and Background

03:10 Incentivizing Reps and Tracking Partner Influence

05:54 Shifting the Focus from Source to Influence

09:31 Managing Expectations and Overcoming Challenges

12:43 Using Data to Drive Change and Gain Buy-In

15:24 The Importance of Selective Consumption

23:18 Tactical Takeaway: Tracking Partner Mentions

26:36 Tactical Takeaway: Celebrating Success and Uplifting Others