#76 Unlocking B2B SaaS Growth: A Partner-Led Strategy | Jennifer Rhima , Director of Partnerships in Apollo.io

This podcast features Vanessa Lawrence, Chief Content Officer at Linkby, an ad tech platform connecting brands with premium publishers using a CPC model. Linkby operates globally and has recently expanded into Europe. The platform's success is attributed to its measurable approach, fast turnaround, and no upfront costs for brands. Linkbee complements existing publisher revenue streams (CPA, flat fee) rather than replacing them, emphasizing diversification and experimentation. The platform offers access to a wide range of publishers, from major media outlets to newsletter creators and Substack writers. A key differentiator is Linkbee's focus on publisher authority and trust, recognizing that brands are paying for more than just ad placement. Lawrence discusses Linkby's innovative "publisher pitches" feature, which allows publishers to proactively pitch brands, and highlights the importance of data and third-party validation in their operations. The conversation also touches on Lawrence's background, her role at Linkby, and her passion for helping publishers diversify their revenue streams.

In this episode, fintech affiliate marketing expert Lawrence Sarpong shares insights from years of hands-on experience in the space. He breaks down how fintech affiliate marketing stands apart from the broader industry — with a stronger focus on customer education and solving very specific financial needs.Lawrence dives into best practices for building a strong affiliate program, from choosing the right platform (he gives a big nod to Impact) to cultivating genuine, long-term relationships with partners. He emphasizes that authenticity beats flashy influencer deals, especially in fintech where trust is everything.He also walks us through a powerful online-to-offline campaign that drove real revenue and explains why social media is becoming more critical than ever in affiliate marketing.Other highlights include common mistakes to avoid (like overlooking partner fit or dropping the ball on communication), plus some personal reflections — including his favorite travel spots and how he thrives as an introvert in a relationship-driven industry.

This episode features Jason Fuentes, a seasoned affiliate marketer and active member of the Austin tech community, now working with Wildfire. Wildfire specializes in white-labeling loyalty and rewards platforms for businesses, particularly within the financial sector, helping them boost revenue and engagement through shopping companions like Capital One Shopping. These tools offer cashback, rewards, and coupons while preserving user privacy by avoiding predictive advertising. Instead, Wildfire focuses on highlighting existing benefits within users' shopping experiences. Jason shares insights into the recent launch of the Wildfire Commerce Network, a retail media network that enables partner apps to drive transactions through strategic partnerships. The conversation also explores Jason's background in ad tech, his life with three dogs, and his love for Costa Rican beaches. 

In this episode, Tye DeGrange is joined by Udi Ledergor to dive into Udi’s new book, "Courageous Marketing: The B2B Marketer's Playbook for Career Success," released on April 10th. Drawing from two decades of experience and insights from top CMOs, the book challenges traditional B2B marketing practices and encourages a bold, strategic mindset.The conversation covers key themes like overcoming “death by committee,” prioritizing product-market fit over blindly following so-called best practices, and embracing a human-first approach — even in an AI-driven world. They discuss the power of bold branding (with examples like Gong’s distinct visual style) and the importance of tailoring strategies for both the 5% actively in-market and the 95% who aren’t — known as the “95.5 rule.”Other highlights include building trust through authentic content and personal branding, using frameworks like RAPID for faster decisions in big teams, and leaning into courageous marketing that solves real problems and creates lasting brand impressions — even if they’re not always easy to measure.

In this episode, I sit down with Ryan Pitylak, VP of Growth at NinjaTrader, to talk about the evolving world of performance marketing and how AI is changing the game. We dive into the rise of Google Performance Max and how AI is reshaping ad platforms, why the creator economy and authentic influencer marketing are gaining momentum, and the biggest mistakes growth marketers make—especially when they focus too much on advertising over product fundamentals. Ryan shares why a full-funnel, product-first approach leads to better long-term results, the real role of A/B testing, and what most people get wrong about it. He also emphasizes the importance of aligning your growth strategy with what truly matters: patience, passion, and priorities. Drawing from his journey—from launching startups like Zen Business to leading growth at NinjaTrader—Ryan offers practical advice on resource prioritization and building sustainable marketing strategies in the age of AI. Watch the full conversation now — link in the comments.

In this episode, Nancy Harnett, Head of HubSpot’s Affiliate Marketing Program, shares how they transformed their strategy to achieve 2x ROI. By shifting from a broad partnership model to a highly personalized, one-on-one approach, HubSpot was able to build stronger collaborations and drive better performance. She highlights the importance of prioritizing key partners, offering tailored support, and using data-driven testing and rapid iteration to optimize the program. Instead of flat-fee structures, HubSpot focuses on performance-based incentives and treats partnerships as strategic investments, similar to marketing or HR functions. Nancy also discusses the company’s powerful tech stack, including HubSpot CRM, Impact, PartnerStack, and AI tools, while emphasizing the need for compliance, fraud prevention, and a customer-centric approach. She explores underutilized partner opportunities, outlines a realistic one-year timeline for building a successful affiliate program, and shares valuable book recommendations such as Nudge and Atomic Habits.

In this episode, we talk with Sid Nagpal, Director, Customer & Field Marketing at PartnerStack, about the power of community in B2B SaaS marketing. Sid breaks down PartnerStack’s four pillars of customer marketing—expansion, engagement, education, and advocacy—highlighting how their thriving community drives success. He discusses the impact of the Stacked Conference and various meetups, emphasizing how community plays a role in every stage of the customer journey. The conversation also explores PartnerStack’s partner ecosystem platform (PRM) and its integrations with tools like HubSpot, as well as the rise of B2B creator marketing and the importance of in-person connections for building strong customer relationships. Sid shares personal stories, including his visit to Freshworks India, along with his top book and TV recommendations. He also explains why allocating 20 percent of a marketing budget to community-building initiatives is a strategic investment.

This podcast features Jennifer Rhima, Apollo's Partnerships Lead, discussing strategies for building and scaling B2B SaaS partner programs. She emphasizes enabling partners beyond acquisition, tracking activation metrics, fostering internal collaboration, and leveraging PRM tools like PartnerStack for scalability. Rhima highlights the value of different partner types, the importance of data analysis in measuring partner success, and the challenges of attribution modeling. She also explores the untapped potential of agency partnerships and shares personal book and travel recommendations.

In this podcast episode, Pranav Piyush joins the conversation to discuss marketing measurement and incrementality, with a focus on affiliate and influencer marketing. The discussion highlights Media Mix Modeling (MMM) and its growing accessibility through open-source tools and lower costs, positioning it as a key attribution method in the coming decade. The episode explains the difference between attribution and incrementality, contrasting the limitations of multi-touch attribution (MTA) with MMM's cause-and-effect approach. Pranav shares insights on how MMM can help brands assess the impact of various marketing channels, including those that are traditionally difficult to track. Listeners will also gain practical advice on implementing MMM, covering data needs, cost factors, common pitfalls, and real-world success stories. The conversation emphasizes the value of actionable insights and the importance of moving beyond basic dashboards to achieve meaningful business growth.

🚀 In this episode of Always Be Testing, host Tye DeGrange sits down with Matt Hunter from impact.com and Philip Qiu from Henry Social to explore the future of AI, blockchain, and Web3 in partner marketing. Matt, a 25-year industry veteran, shares insights on innovations at impact.com, while Philip discusses his transition from VC to affiliate marketing and how Henry Social’s AI agents simplify shopping and booking. They dive into AI’s role in decision-making, blockchain’s potential to reduce fraud, and the future of digital commerce. Don’t miss this insightful conversation—watch now! 🎙️