30 - The Importance of C-Level Support for the Success of Channel Partner Programs - Paul Banco

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

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Paul Banco makes the case for why leadership buy-in is critical. Drawing from decades of experience, Paul explains how partner alignment, executive involvement, and presenting a clear vision are key to gaining leadership support.
He also outlines how to get executives on board, involve them in shaping the strategy, and secure their ongoing commitment.
Hear insights on overcoming challenges, evaluating metrics, and maintaining commitment during difficult times.
Chapter markers:
(01:19) Guest Intro
(03:33) How do you suggest partnership leaders within the organization communicate the importance of partner programs to their C-Level leaders who may not see the value?
(04:56) Getting internal support to run a partner program
(05:58) What's the role of support from C-level executives in a partner program
(08:07) What are some more specific parts of the strategy one should focus on when setting the stage in attempting to convince leadership? Should a compelling value proposition for recruitment of potential partners be a top consideration?
(09:27) What about technology platforms, collaboration tools, or dedicated personnel for partner management. Is it important to have all that figured out before attempting to get your leadership on board?
(10:30) How do you think support from C-level can influence decision-making when it comes to a partnering strategy?
(12:00) Once you get the leadership to commit and support the partner program, what do you think they can do to foster a culture of collaboration and get the whole team on board to support the partnerships dept within the organization?
(13:28) What other ways would you recommend for leadership to contribute to the growth and development of their partnerships?
(15:11) What metrics or key performance indicators should C-Level leaders focus on when evaluating partner program success?
(17:22) What’s involved in maintaining a long-term commitment to partner programs, even during challenging times? How can we prepare for such a situation?
(20:04) How do we convince the C-level to keep faith in the original vision for the partner program?
(22:05) What about the partner experience – how does strong C-level support affect the partners themselves? What benefits might the partners experience when this backing is present?
(23:10) Can you share a specific example of a vendor’s partner program that benefited significantly from the backing of high-level leaders in their company?
(25:46) What is the most essential element for setting the direction of your partner program and ensuring it continues operation for a long time to come?
This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝

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To learn about Magentrix PRM, please visit www.magentrix.com
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Podcast Credits:
Host: Paul Bird
Executive Producer: Fereshta Nouri
Content & Research: Fereshta Nouri
Graphics & Branding: Fereshta Nouri

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1. 30 - The Importance of C-Level Support for the Success of Channel Partner Programs - Paul Banco (00:00:00)

2. Guest Intro (00:01:19)

3. How do you suggest partnership leaders within the organization communicate the importance of partner programs to their C-Level leaders who may not see the value? (00:03:33)

4. Getting internal support to run a partner program (00:04:56)

5. What's the role of support from C-level executives in a partner program (00:05:58)

6. What are some more specific parts of the strategy one should focus on when setting the stage in attempting to convince leadership? Should a compelling value proposition for recruitment of potential partners be a top consideration? (00:08:07)

7. What about technology platforms, collaboration tools, or dedicated personnel for partner management. Is it important to have all that figured out before attempting to get your leadership on board? (00:09:27)

8. How do you think support from C-level can influence decision-making when it comes to a partnering strategy? (00:10:30)

9. Once you get the leadership to commit and support the partner program, what do you think they can do to foster a culture of collaboration and get the whole team on board to support the partnerships dept within the organization? (00:12:00)

10. What other ways would you recommend for leadership to contribute to the growth and development of their partnerships? (00:13:28)

11. What metrics or key performance indicators should C-Level leaders focus on when evaluating partner program success? (00:15:11)

12. What’s involved in maintaining a long-term commitment to partner programs, even during challenging times? How can we prepare for such a situation? (00:17:22)

13. How do we convince the C-level to keep faith in the original vision for the partner program? (00:20:04)

14. What about the partner experience – how does strong C-level support affect the partners themselves? What benefits might the partners experience when this backing is present? (00:22:05)

15. Can you share a specific example of a vendor’s partner program that benefited significantly from the backing of high-level leaders in their company? (00:23:10)

16. What is the most essential element for setting the direction of your partner program and ensuring it continues operation for a long time to come? (00:25:46)