5 lessons on building a successful partner program

In this episode, I had the pleasure of speaking with Natalie Mai, Global Head of Ecosystem Development and Strategic Partnerships at Unity, a real-time 3D gaming software company that has expanded its software to various industries. Natalie shared her insights and experiences in recruiting and managing partners, specifically in the context of ecosystem development. She emphasized the importance of understanding the company's strategy and vision and the region or market it wants to target. By aligning these factors, Natalie explained how she identifies and recruits partners with the right network and industry influence to help grow Unity's ecosystem. We discussed the process of recruiting partners, which involves extensive research and leveraging platforms like LinkedIn to find the right individuals or organizations. Natalie highlighted the need for personal connections and relationship building and ensuring that the partner's mission and goals align with Unity's offerings. When it comes to enabling partners, Natalie stressed the importance of sales enablement and providing the necessary training and support to ensure partners understand Unity's products and can effectively sell them. She also emphasized the need for ongoing communication and relationship management to foster a strong partnership. Throughout the conversation, Natalie emphasized the human aspect of building successful partner programs. She highlighted the importance of understanding people's motivations and building genuine relationships rather than viewing partners as mere revenue generators. By focusing on the human element, Natalie believes that companies can create a strong foundation for successful partnerships. Overall, this episode provided valuable insights into the world of partner programs and ecosystem development. Natalie's expertise and passion for building relationships and driving growth through partnerships were evident throughout the conversation, making it a must-listen for anyone interested in building successful partner programs.

Every business needs more customers. A well-made partner program can help business multiply their go-to-market force. This video will show you how to build a successful partner program and what to avoid. Enjoy!