10. Partnership Strategy with Scott Pollack (Firneo)

B2B Tech Marketing Talks

The theme of our tenth podcast episode is Partnership Strategy.

Joining our host Jeremy Balius to discuss all things partnerships strategy is Scott Pollack from Firneo.

Summary

Scott Pollack, founder and CEO of Firneo, shares his journey into the world of business development and partnerships. He discusses how he fell into partnerships and the challenges he faced as a partnerships professional in a world dominated by sales and marketing. Scott emphasizes the importance of understanding the value alignment framework and aligning partnerships with the goals and needs of internal stakeholders and customers. He also addresses the longer time horizon of partnerships and the need for patience and recognition of the significant impact partnerships can have on revenue and growth.

Key Takeaways

• Partnerships professionals often fall into their roles and face challenges in a world dominated by sales and marketing.
• Understanding the value alignment framework is crucial for successful partnerships, aligning partnerships with the goals and needs of internal stakeholders and customers.
• Partnerships have a longer time horizon for realizing revenue and impact, requiring patience and recognition of their significant potential.
• Building an internal ecosystem and setting expectations around partnerships is essential for success.

About Scott Pollack

Scott Pollack is the co-founder & CEO of Firneo, a learning community for the next generation of Partnerships, Ecosystems, and Business Development leaders. Scott has spent over 20 years as a partnerships leader at startups and large companies like American Express, Dow Chemical, and WeWork. He has been teaching courses about partnerships since 2011, and is the best-selling author of What, Exactly, Is Business Development? A Primer on Getting Deals Done.

Connect with Scott on LinkedIn https://www.linkedin.com/in/slpollack/

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B2B Tech Marketing Talks is a podcast bringing you insightful conversations with leading marketing and channel leaders about B2B tech marketing. Our goal is to provide you with valuable insights, fresh perspectives and practical advice from experienced marketing leaders who have successfully navigated the challenges you face daily as a B2B tech marketer.

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Connect with Jeremy Balius.