Understanding Partner Success: Challenges, Benefits, and Opportunities

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ON TODAY'S EPISODE:
This is a replay of episode 35 of Impact Weekly, Johan and Lincoln take a deep dive into the complex world of partner success within a multi-channel landscape. They discuss the differences and similarities to traditional customer success and offer insights on how to ensure that both the partner's and the end customer's success align perfectly.

THIS WEEK'S QUESTION:
"I'm setting up a partner success, what are the differences and similarities to normal customer success, and what are our recommendations?"

TOPICS BEING ADDRESSED:

• The definition and significance of partner success potential
• The importance of creating a robust partner success plan
• The necessity of understanding and aligning the evolving goals of partners and end customers

QUOTES:
Lincoln Murphy (10:48): “Even in the best scenario, you want to rely as little on other people as you can.”

Lincoln Murphy (11:50): “So to the extent possible, you want to create the playbooks and the processes... the same thing you would do for your CSMs, we want to do for them.”

Johan Nilsson (15:30): “We need to have a partner success plan. And I would say also that this can differ between partners as well.”

Lincoln Murphy (18:30): “If right now you cannot do a lot of enablement for them... that will tell you right now, whether some partners have success potential or not.”

Johan Nilsson (19:45): “Be aware that usually a partner strategy requires quite a lot of enablement to make it successful and be aware that you have those resources and you have that maturity in the company before you launch.”

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