#234: How to Use Partnerships to Scale (B2B Partnership Strategy) - Bryan Williams
About this episode
The episode discusses how B2B companies can effectively build partnerships into a revenue channel with insights from Bryan Williams.
In this video, we sit down with Brian Williams from Hockey Stick Advisory to break down how B2B companies can actually build partnerships into a real revenue channel, not just a logo wall. We cover: → Why partnerships needs to be a top down strategic decision, not a side experiment → The foundations most companies are missing before they even hire a partnerships manager → How to pick the right partners using a capacity, commitment, mutual customers and capability matrix → Why partnerships takes a two year cycle and how to set realistic expectations with your leadership team → How AI is changing the way partnership ops and rev ops teams work together If you are a B2B marketer, CRO or founder who knows partnerships should be part of your growth mix but has no idea how to actually build it out properly. Tune in and learn: → How to align your whole leadership team on what partnerships is and what it isn't → How to validate your partner categories before you activate anything → What a mutual success plan looks like and how to operationalize partners like a sales team → Why referral leads close faster and how to make that engine predictable → How to build a line of sight to…
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