Ep 72 - Richard De Sousa, Senior Vice President - Strategic Partnerships @SCOR

Today, our guest on The PARTNERNOMICS® Show is Alexandru Birleanu a Partner Manager for Trustpilot a leading online reviews platform. Trustpilot's mission is to be a universal symbol of trust.   Topics Covered: 🎤 👉 Global Partnerships: How would you characterize the partnership ecosystem in Italy? 👉 Go-To-Market: How is the partnership strategy incorporated into Trustpilot's Go-To-Market (GTM) strategy? 👉 Challenges: What are the primary challenges and objectives for Trustpilot's partnership initiatives in Italy? 👉 PARTNERNOMICS Training: How did the PARTNERNOMICS Indirect Sales Partnerships course help you? 👉 Advice: Advice for do you have for aspiring Partnership Managers?   ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)! 🚀 Simply click this "Join PARTNERNOMICS" link and sign up for a FREE or PRO account and get started. Both accounts include our PARTNERNING Foundations course and the Certification Exam with a LinkedIn digital badge upon completion. PARTNERNOMICS® is the: *ONLY University-backed partnership methodology certification (SPLP®) *ONLY partner training curriculum used by University MBA programs across the globe *ONLY University-backed Co-Selling process certification *10 partnership-centric courses, hundreds of topical videos *Collaborate with more than 1,350 partnering professionals

Today, our guest on The PARTNERNOMICS® Show is Greg Plum a Partnership Ecosystem Expert and 3X TEDx Speaker. If you want to better understand Ecosystems, Channels, MSPs, or more, tune in to hear Greg's insights and recommendations!   Topics Covered: 🎤 👉 TEDx: Give us a behind-the-scenes view of that experience. 👉 Ecosystems: How do you define "ecosystem" and why is it important for business professionals to understand? 👉 MSPs: How is managing partnerships for an MSP different than other channel program types? 👉 Training: Should organizations view "Partner education" the same as "Sales education" and why? 👉 Scoring Tool: What power can the Scoring Tool provide to partnering professionals?   ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)! 🚀 Simply click this "Join PARTNERNOMICS" link and sign up for a FREE or PRO account and get started. Both accounts include our PARTNERNING Foundations course and the Certification Exam with a LinkedIn digital badge upon completion. PARTNERNOMICS® is the: *ONLY University-backed partnership methodology certification (SPLP®) *ONLY partner training curriculum used by University MBA programs across the globe *ONLY University-backed Co-Selling process certification *10 partnership-centric courses, hundreds of topical videos *Collaborate with more than 1,300 partnering professionals

Today, our guest on The PARTNERNOMICS® Show is Jorge Guzman a Partnering Professional for Micromine a leading provider of innovative software solutions for the mining industry. Their solutions address many parts of the mining cycle from geological exploration and data management to resource estimation, mine design, planning, and production control.   Topics Covered: 🎤 👉 Startups: What challenges or opportunities do startups have in starting new partnering programs? 👉 Communications: How does transparent communication, internal and external, accelerate trust? 👉 Analyze a Program: How should new partner managers analyze a company's existing program? 👉 LATAM Partnerships: What is the landscape of partnerships in LATAM? 👉 Value: How does "value" different than "selling price" versus "costs" in partnerships? 👉 Structured Process: Why is it important to implement a structured, data-driven approach to manage partnerships?   ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)! 🚀 Simply click this "Join PARTNERNOMICS" link and sign up for a FREE or PRO account and get started. Both accounts include our PARTNERNING Foundations course and the Certification Exam with a LinkedIn digital badge upon completion. PARTNERNOMICS® is the: *ONLY University-backed partnership methodology certification (SPLP®) *ONLY partner training curriculum used by University MBA programs across the globe *ONLY University-backed Co-Selling process certification *10 partnership-centric courses, hundreds of topical videos *Collaborate with more than 1,350 partnering professionals

Today, our guest on The PARTNERNOMICS® Show is, Jennifer Snyder, President of Partner Ecosystem Development, a consulting firm dedicated to helping companies evaluate, launch, and scale their partner programs.   Topics Covered: 🎤 👉 Alignment: Who needs to be involved in internal alignment with partnerships? 👉 Recruiting: How do you determine who the best partners are for your company? 👉 Partner Committee: What is a partnership committee and how frequently should they meet? 👉 Building Trust: What are best practices when building trust internally and externally? 👉 Termination: When do you know it's time to terminate a partnership?   ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)! 🚀 Simply click this "Join PARTNERNOMICS" link and sign up for a FREE or PRO account and get started. Both accounts include our PARTNERNING Foundations course and the Certification Exam with a LinkedIn digital badge upon completion. PARTNERNOMICS® is the: *ONLY University-backed partnership methodology certification (SPLP®) *ONLY partner training curriculum used by University MBA programs across the globe *ONLY University-backed Co-Selling process certification *10 partnership-centric courses, hundreds of topical videos *Collaborate with more than 1,300 partnering professionals

Today, our guest on The PARTNERNOMICS® Show is Patrick Griffin the President of Morrigan Strategic Advisors a consulting agency that helps companies get beyond zero-sum outcomes and strategically negotiate for sustainable growth.   Topics Covered: 🎤 👉 Misconceptions: What are the biggest misconceptions in negotiations? 👉 Approach: What is a zero-sum approach to negotiations? 👉 Who Negotiates: Some people claim, "I don't negotiate in my line of work." 👉 Transparency: Recommendations for sharing information.   ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)! 🚀 Simply click this "Join PARTNERNOMICS" link and sign up for a FREE or PRO account and get started. Both accounts include our PARTNERNING Foundations course and the Certification Exam with a LinkedIn digital badge upon completion. PARTNERNOMICS® is the: *ONLY University-backed partnership methodology certification (SPLP®) *ONLY partner training curriculum used by University MBA programs across the globe *ONLY University-backed Co-Selling process certification *10 partnership-centric courses, hundreds of topical videos *Collaborate with more than 1,300 partnering professionals

Today, our guest on The PARTNERNOMICS® Show is Rob Rebholz the Co-Founder and CEO of Superglue an amazing co-selling orchestration solution that helps users identify and engage the people in your ecosystem who can source and close deals. Superglue makes it easier than ever to build a predictable revenue engine.   Topics Covered: 🎤 👉 Predictable Revenue: What are the greatest challenges that companies face when trying to drive predictable revenue via partners/co-selling? 👉 Sales Strategies: How do automation, AI, and co-selling interplay in modern sales strategies? 👉 Account Mapping: How do Crossbeam and Reveal better enable co-selling?   👉 Co-Sell Plays: What co-sell plays would you recommend for enhancing partnerships? 👉 Acct Execs: Why do Account Executives often struggle with co-selling, and how can this be rectified?   ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)! 🚀 Simply click this Partnering Foundations course link and use the coupon code PNFREE at checkout! No credit card required. You will receive instant access to the Partnering Foundations course & the Partnering Foundations Certification Exam for free! PARTNERNOMICS® is the: *ONLY University-backed partnership methodology certification (SPLP®) *ONLY partner training curriculum used by University MBA programs across the globe *ONLY University-backed Co-Selling process certification *10 partnership-centric courses, hundreds of topical videos *Collaborate with more than 1,200 partnering professionals

Today, our guest on The PARTNERNOMICS® Show is Brent Earlewine from Quantum Channels. 🚀   Brent is an experienced Channel Leader focused on building, recruiting, and cultivating an ecosystem of Channel Partners to enable competitive advantage in Saas revenue models. Deep domain knowledge and experience in Channel Sales and Distribution models, channel programs, and channel sales team design and execution. Brent is known in the industry for driving growth through partner engagement, transformation, sales leadership, and operational programs that dramatically impact channel revenues. He was also named to the 2022 CRN Top Channel Chiefs list.   Topics Covered: 🎤 👉 Channel Chief: How has the channel chief role evolved over the past couple of decades? 👉 Transformation: How to transform from an affiliate or referral program to a sales channel? 👉 Professional Development: Why don't we develop partnership professionals like we do in sales?     👉 Leadership: How does martial arts help you become a better business leader?                                                    Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)! 🚀 Simply click this Partnering Foundations course link and use the coupon code PNFREE at checkout! No credit card required. You will receive instant access to the Partnering Foundations course & the Partnering Foundations Certification Exam for free! PARTNERNOMICS® is the: *ONLY University-backed partnership methodology certification (SPLP®) *ONLY partner training curriculum used by University MBA programs across the globe *ONLY University-backed Co-Selling process certification *10 partnership-centric courses, hundreds of topical videos *Collaborate with more than 1,200 partnering professionals

Today, our guest on The PARTNERNOMICS® Show is Jason Hulott from Speedie Consultants. 🚀   Jason provides B2B businesses, with a focus on Tech, a range of partnership marketing services. These include affiliate marketing, referral, loyalty, cobranding, and white labeling, to name a few.    Topics Covered: 🎤 👉 Affiliate Partnerships: Can you share some examples of how affiliates are typically utilized? 👉 Strategy: Does an affiliate strategy differ from other partnership types? 👉 Recruiting: What are some recruiting best practices specific to affiliates? 👉 Compensation: How do you compensate and keep them motivated?                                               👉 Management: Are affiliates managed in any unique way as compared to other partners?   Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)! 🚀 Simply click this Partnering Foundations course link and use the coupon code PNFREE at checkout! No credit card required. You will receive instant access to the Partnering Foundations course & the Partnering Foundations Certification Exam for free! PARTNERNOMICS® is the: *ONLY University-backed partnership methodology certification (SPLP®) *ONLY partner training curriculum used by University MBA programs across the globe *ONLY University-backed Co-Selling process certification *10 partnership-centric courses, hundreds of topical videos *Collaborate with more than 1,200 partnering professionals

Today, our guest on The PARTNERNOMICS® Show is Andrew Wilson from Shipware. 🚀   As a Partner Development Manager at Shipware, Andrew is responsible for recruiting, training, and supporting new and existing partners, as well as expanding Shipware's market reach and revenue. Andrew helps businesses optimize their shipping operations while reducing costs.    Topics Covered: 🎤 👉 Evolution: Can you describe your company's partnership journey? 👉 Success Traits: What are the common traits of successful partnership teams? 👉 Trends: How do you see partnerships developing in the logistics/e-comm industry? 👉 Process: What resources are needed to be effective on a partnership team?   Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)! 🚀 Simply click this Partnering Foundations course link and use the coupon code PNFREE at checkout! No credit card required. You will receive instant access to the Partnering Foundations course & the Partnering Foundations Certification Exam for free! PARTNERNOMICS® is the: *ONLY University-backed partnership methodology certification (SPLP®) *ONLY partner training curriculum used by University MBA programs across the globe *ONLY University-backed Co-Selling process certification *10 partnership-centric courses, hundreds of topical videos *Collaborate with more than 1,200 partnering professionals

Today, our guest on The PARTNERNOMICS Show is Antonio Caridad from Megaport.   As the Senior Director of the Channel Programs at Megaport, Antonio leads the development and execution of the global channel strategy and go-to-market (GTM) strategy for Megaport's networking solutions. Antonio has 15+ years of experience in technology, strategy, program development, and management, with a focus on building and managing strategic partnerships that drive revenue growth and customer satisfaction.   Topics Covered: Alignment: What is alignment, where is it seen, and why is it important? GTM: When building a GTM strategy and partner program, what is needed internally to be successful? Trends: What common trends are you seeing in successful partnership strategies and programs? Career Advice: What recommendations do you have for new partnering professionals?