The Partnership Path EQ Selling

In this episode, the hosts, Toni and John, discuss the concept of alignment issues in partnerships and how they impact partnership performance. They emphasize that whenever there are execution issues in a partnership, it is usually a result of being out of alignment at a strategic, tactical, or execution level.

They share examples and insights on how to address and prevent alignment issues, including defining rules of engagement, resolving conflicts, and understanding competitors’ partnerships. They also highlight the importance of recognizing that not all partnerships are strategic, and some are purely transactional.

Key topics covered in the video:


Introduction to “The Partnership Path” podcast

Importance of alignment in partnership management

Common execution issues and their relation to alignment

Different levels of alignment: strategic, tactical, and execution

Addressing alignment issues through defined processes and engagement rules

Understanding competitors’ partnerships and boundaries

Differentiating between strategic and transactional partnerships

Encouraging listener engagement and sharing experiences

Listen to Karen Richardson @ Microsoft discuss Reviewing Partnership Performance.

Listen to Steve Selleny @ Microsoft discuss Reviewing Partnership Performance.

The hosts, Toni and John, discuss the topic of partnership business reviews (also known as quarterly business reviews or QBRs) and how to approach them effectively.

They emphasize the importance of shifting the mindset from viewing the partner as an employee to seeing the partnership as a collective entity.

They highlight the need for both parties to invest time, money, and resources into the partnership.

The hosts suggest that the focus of the business review should be on what the partnership achieved together and how they can collectively improve.

They also discuss the significance of aligning partnership goals and taking accountability for any shortcomings.

The video concludes with the hosts encouraging the audience to share their tips, tricks, and experiences related to partnership business reviews.

Key Topics Covered:

• Introduction to "The Partnership Path" podcast
• Shifting the mindset from viewing partners as employees to seeing the partnership as a collective entity
• Emphasizing the investment of time, money, and resources from all parties involved in the partnership
• Focusing on collective achievements and improvements during business reviews
• Aligning partnership goals and taking accountability for shortcomings
• Encouraging audience participation and sharing of tips and tricks

Listen to JR Randal @ Microsoft discuss Resolving Different Fiscal Periods.

This episode of "The Partnership Path" podcast is hosted by Toni Kent and John Rudow. They discuss partnership management best practices, focusing on overcoming challenges related to fiscal calendars in partner management. Here are the key topics covered:

• Introduction: Toni introduces the podcast and its purpose of exploring partnership management best practices.

• Challenges of Fiscal Calendars: Toni shares his frustration as a partner manager with the complexity of dealing with fiscal calendars, particularly when partners have different operating periods.

• Mutual Operating Period: John suggests establishing a mutual operating period for the partnership. He explains that treating the partnership as an entity with its own fiscal period can help align planning and facilitate communication between partners.

• Creating Operating Periods: John discusses the possibility of creating multiple operating periods to accommodate partners with different fiscal cycles. He suggests dividing the year into separate periods for each partner to ensure effective planning and coordination.

• Subscription Era and Fiscal Calendar: Toni highlights the shift from large, sporadic deals to a subscription-based model. However, he emphasizes that fiscal calendars still influence behavior regarding discounts, offers, and planning cycles.

• Importance of Conversation: John emphasizes the significance of having a conversation with partners about fiscal calendars. Acknowledging the misalignment and demonstrating understanding builds trust and enables better planning.

• Understanding Partner Priorities: John suggests mapping out partners' business priorities and understanding their internal cycles and decision-making processes. This knowledge helps align activities and avoid interfering during critical periods.

• Audience Participation: Toni invites the audience to share their tactics and success stories in managing fiscal calendar challenges. They encourage listeners to engage in conversation and share their experiences.

• Closing: Toni concludes the episode, expressing hope that the discussion has provided valuable insights for partnership management excellence. He encourages listeners to suggest topics or ask questions for future episodes.

The video focuses on the challenges of fiscal calendars in partner management and provides strategies for overcoming them, emphasizing the importance of communication and understanding between partners.