Building Internal Support for Partnership Programs with Christi Williams
In this episode of Partnership Mastermind podcast, host Chris Lavoie sits down with Christi Williams, Principal Partner Marketing Manager for Partner GTM Enablement at HubSpot. As an experienced operator who has been on both sides of the marketing development funds (MDF) table, Christi shares her journey from IT consulting and digital marketing to leading ecosystem go-to-market strategies at one of the most partner-led companies in SaaS. She discusses the creation of HubSpot's Partner Growth Accelerator, a program that has become a powerful collaboration engine for the company's ecosystem. Christi reveals how she overcame initial pushback from leadership to launch this initiative, offering valuable lessons on internal advocacy and executive storytelling. The conversation delves into the intricacies of MDF allocation, partner enablement, and the importance of data-driven decision making in partnership programs. Christi also emphasizes the significance of building a strong internal support network and external community for professional growth. Whether you're new to partnerships or a seasoned pro, this episode is packed with actionable insights on scaling partner programs, fostering ecosystem collaboration, and navigating complex organizational structures. Don't miss this masterclass in partnership strategy - tune in now and level up your ecosystem game!Christi Williams---------------Learn more about Partnership Mastermind https://partnershipmastermind.com/ Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.
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Driving 60% of Pipeline with Founder-led GTM
In this illuminating episode of the Partnership Mastermind podcast, host Chris Lavoie sits down with Kait Stephens, the visionary founder and CEO of Brij. Kait shares her journey from Harvard Business School to building one of the most ecosystem-minded companies in e-commerce. She dives deep into the trillion-dollar "black box" of retail data and how Brij is revolutionizing the way brands connect with customers across all channels. Kait explains the critical gap in post-purchase data for offline sales and how Brij's innovative platform is helping brands collect first-party data to create seamless, personalized experiences regardless of where a customer shops.The conversation explores Kait's founder journey, from identifying the massive problem in retail data to capitalizing on key market signals and building a solution. Kait offers invaluable insights on attracting top talent, emphasizing the power of an ambitious vision and building in public on platforms like LinkedIn. She also candidly discusses her experience raising funds while pregnant and shares empowering perspectives on balancing motherhood with startup leadership. Listeners will gain practical advice on leveraging partnerships for growth, with Kait detailing Brij's strategic approach to building a robust partner ecosystem.This episode is a must-listen for aspiring founders, e-commerce professionals, and anyone interested in the future of retail and customer data. Kait's authenticity, grit, and strategic thinking shine through as she shares the ups and downs of her entrepreneurial journey. Whether you're looking to understand the evolving retail landscape, improve your go-to-market strategy, or gain inspiration from a trailblazing female founder, this conversation delivers valuable insights and actionable takeaways. Tune in to discover how Brij is transforming the retail data landscape and learn from Kait's experiences in building a game-changing startup.---------------Learn more about Partnership Mastermind https://partnershipmastermind.com/ Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.
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$1M ARR, No Cold Emails: Greg Portnoy’s GTM Playbook
Chris Lavoie sits down with Greg Portnoy, founder and CEO of Euler, to unpack the secrets of successful SaaS partnerships. Greg, a veteran with over a decade of experience in building partnership programs, shares his journey from selling TVs at Best Buy to revolutionizing the partnership management space. The conversation delves into Greg's motivations for creating Euler, a groundbreaking platform designed to solve the pain points he experienced firsthand in the industry. Listeners will gain valuable insights into the challenges of modern partnership management and how Euler addresses them through innovative features like Deal Flow AI and bi-directional partnership tracking. Greg also discusses his unexpected rise as a thought leader on LinkedIn and how it has fueled Euler's growth without traditional marketing tactics. This episode is a must-listen for anyone looking to understand the future of partnerships and how to build scalable, measurable programs that drive real business value.---------------Learn more about Partnership Mastermind https://partnershipmastermind.com/ Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.
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The $1M Mistake: Hiring Partner Ops Too Late
Chris Lavoie sits down with Kelly Sarabyn, Director of Tech Partner Programs at HubSpot, to unpack the intricacies of successful SaaS partnerships. Kelly, with her unique background spanning Yale Law, marketing, and now leading one of the top tech partner ecosystems, brings a wealth of knowledge to the table. The conversation dives deep into the often misunderstood world of tech partner programs, with Kelly emphasizing the importance of moving beyond vanity metrics and focusing on strategic plans and commercial outcomes.A significant portion of the discussion revolves around the concept of partner influence - a crucial yet often overlooked aspect of partnerships. Kelly and Chris explore why influence is undervalued and how partnership leaders can better quantify and communicate its impact to stakeholders. They also delve into the importance of storytelling and data in gaining buy-in from executives and sales teams. The episode provides valuable insights into operationalizing partnerships, with Kelly stressing the need for early investment in partner ops and discussing the pros and cons of different organizational structures for this role.The conversation then shifts to co-selling with tech partners, with Kelly breaking down different approaches based on product compatibility and customer journey alignment. She offers practical advice on selecting the right partners and ensuring mutual dedication to the partnership. The episode concludes with a discussion on key metrics for measuring the success of tech partnerships, including influenced revenue, customer value, and strategic concerns. Whether you're a seasoned partnership professional or new to the field, this episode offers a masterclass in building and optimizing tech partner strategies. ---------------Learn more about Partnership Mastermind https://partnershipmastermind.com/ Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.
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From $100M to $1B: How Rob Moyer Scaled Ecosystem Revenue
In this insightful episode of the Partnership Mastermind podcast, host Chris Lavoie sits down with Rob Moyer, head of Global partnerships at Gong, to unpack what actually works in B2B partnerships. Rob brings a wealth of experience, having scaled ecosystem revenue from $100 million to over $1 billion and built GTM channels at Microsoft. The conversation dives deep into modern partnership strategies, with Rob emphasizing the importance of treating partnerships like product launches and co-designing outcomes with partners.A key focus is Rob's innovative approach to ideal partner profiles (IPPs), moving beyond traditional metrics to focus on buyer personas and lifecycle alignment. Rob shares valuable insights on how to co-create value with partners, stressing the need to "follow the money" and understand each partner's unique currency. The discussion also explores how AI is revolutionizing partnerships, with Rob candidly sharing how AI tools have helped him overcome challenges related to dyslexia and communicate more effectively.Aspiring partnership professionals will find immense value in Rob's advice on career growth, hiring in the AI era, and the skills needed to thrive in modern partnerships. He stresses the importance of curiosity, adaptability, and embracing AI to stay competitive. Whether you're new to partnerships or a seasoned pro, this episode offers fresh perspectives and actionable strategies to elevate your partnership game. Rob Moyer---------------Learn more about Partnership Mastermind https://partnershipmastermind.com/Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.
Hosted by Chris Lavoie, each episode dives deep with the sharpest minds in partnerships—from founders to channel leaders—to uncover what’s actually working. No fluff, no theory.
Tactical playbooks, real stories, and battle-tested lessons from the front lines of ecosystem growth.
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