Outcomes - Where B2B GTM Leaders Gain An Advantage podcast

PARTNER DATA MATTERS - How B2B Partnerships Become Data-Driven w/ Naomi Dreifuss, Founder of Zugit

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In today's episode, Barrett King welcomes Naomi Dreifuss, Founder of Zugit. Their AI platform uncovers actionable insights you can use to boost revenue, improve customer satisfaction, and optimize how you position your business to your partners.

In most cases having a data-driven go-to-market (GTM) motion means one of two things - either you’re a mature, established company with a large GTM team, or you’re just using the word “data” because it’s trendy. Naomi kept hearing complaints from partnerships teams and upon investigating further she found that even in large partnerships teams there’s really no existing data solution and a big part of the motion is carried out without a ton of evidence that supports decisions.

Let’s be honest - partner success stories can be a bit fluffy and setting false expectations really helps noone. To avoid this pitfall, Naomi recommends that you refine the following 3 strategic angles.

1 - Have a clear Ideal Partner Profile. Naomi has noticed that when asked about partner networks, teams will throw out a huge number. When asked about active and productive partnerships, they immediately shut down. Data will help you find the right path.

2 - Measure satisfaction. You need to actively engage with your partners to hear what’s working and what’s not. Having an open line of communication is key to fruitful partner relationships, otherwise you’ll never see patterns emerge in your channel network and you won’t be able to make huge leaps in your program.

3 - Consolidate your data. When asked about the program, have clear, data-driven answers via a single source of truth that allow you to take out the guesswork and biases that typically exists in a partner motion. 

Tune into the full episode to learn more on how to become a data-driven partnerships professional!

Naomi:”If you come and bring it into their world and you try to incorporate as much data as you can and bring it all together to have better, clearer things to show them and to speak on behalf of your work, it will be a lot stronger - so consolidating the data, enriching it, cleaning it up - you shouldn’t have records on partners who haven’t sold for over a year or two years. You should absolutely have a lot of data on those who helped you in your last quarter”

LinkedIn: 

https://www.linkedin.com/in/naomidreifuss/
 

Check out Zugit:
https://zugit.com/

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LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/


This show is about capturing the stories, experiences, and tactical advice of those across go-to-market who have done the work and have something to say about it.
 

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