Partnership Mastermind Podcast

Gabrielle Backman on Why Partner Selection Shapes Everything | Teamtailor Partnerships

Tue, 07 Apr 2026 09:00:00 -0400

In this episode of the Partnership Mastermind Podcast, Chris Lavoie sits down with Gabrielle Backman, Head of Partnerships at Teamtailor, for a sharp conversation on one of the most overlooked drivers of partnership success:

Partner selection.

Gabrielle makes the case that many partnership problems people try to solve downstream, like weak execution, low accountability, poor internal credibility, and unpredictable results, actually begin much earlier with the wrong partner choices.

They also get into what makes a great partner manager, why partnerships needs to stop communicating activity and start communicating impact, how to make the function more predictable, and why too many leaders still fall into a victim mindset instead of building a real business case internally.

This is a practical episode for anyone building, scaling, or leading a partnerships function inside a SaaS company.

What you’ll learn in this episode:

Why partner selection shapes more than just pipeline
How poor partner selection creates downstream execution problems
Why great partner managers think more like leaders than account managers
How to communicate impact internally instead of just reporting activity
What it takes to make partnerships more predictable and defensible
Why low-energy teams are harder to fix than broken partner motions
How Gabrielle leads partner teams across global markets
Why partnerships leaders need to stop playing the victim and start earning trust

About Gabrielle Backman:

Gabrielle Backman is the Head of Partnerships at Teamtailor. She has built and led global partnerships teams across markets, with a strong reputation for combining commercial rigor, accountability, and people leadership. Her approach is direct, metrics-minded, and grounded in building partnerships as a serious go-to-market function.

Listen and subscribe:

Search Partnership Mastermind on Spotify, Apple Podcasts, or YouTube for the full episode and future conversations with top operators in SaaS partnerships.

Christie Hickman: Turning Partner Enablement Into Pipeline (Real GTM Playbook)

Tue, 31 Mar 2026 09:00:00 -0400

Most partner teams are busy.

Very few are actually driving pipeline.

In this episode, Chris Lavoie sits down with Christie Hickman (Head of Partnerships at ClearCompany) to break down what it actually takes to turn partner motions into revenue.

The core shift is simple but uncomfortable:

Stop treating enablement as the outcome.

Start treating it as the starting point.

Christie walks through the exact play her team uses, “Rep-Centric Opportunity Mapping,” where instead of hoping partners remember your pitch, you bring them real accounts, real context, and real ways to win.

The result is simple: more trust, more deal involvement, and more pipeline.

What You’ll Learn

Why most partner enablement doesn’t translate into pipeline
The difference between activity and actual impact in partnerships
How to build partnerships from existing revenue, not hypothetical ICP overlap
What “Rep-Centric Opportunity Mapping” actually looks like in practice
How to use tools like Crossbeam, 6sense, and CRM data to identify real opportunities
Why fewer, deeper partnerships outperform broad ecosystems
How top operators align directly to rep incentives and quota

Key Takeaways

Partnerships don’t scale through content, they scale through shared pipeline
More partners is often worse, not better
If you’re not bringing value to specific reps, you’re replaceable
The best partner leaders can clearly explain how their work creates revenue

Chapters

00:00 – Intro

02:00 – What makes a bad partner fit

06:00 – Where to start when building a partner motion

10:00 – Activity vs. pipeline (and why it matters)

15:00 – The myth of enablement

22:00 – Rep-Centric Opportunity Mapping (deep dive)

30:00 – Building trust with partner reps

36:00 – Depth vs. breadth in partnerships

42:00 – Leadership, accountability, and team performance

50:00 – Hiring great partner managers

About Christie Hickman

Christie Hickman leads partnerships at ClearCo and is known for building disciplined, revenue-driven partner programs.

Her approach focuses on:

Aligning directly with partner reps
Bringing real opportunities to the table
Driving measurable pipeline and closed-won revenue

Connect & Learn More

Follow Chris Lavoie for more insights on building high-performance partner motions, GTM strategy, and modern partnerships.

James Prince on Willingness to Work: The Hidden Metric That Actually Drives Partner Revenue

Tue, 17 Mar 2026 09:00:00 -0400

Episode — James Prince (Remote)

The #1 Metric That Actually Drives Partnerships

In this episode of the Partnership Mastermind Podcast, Chris Lavoie sits down with James Prince (Remote) to break down what actually separates partnerships that drive revenue from the ones that just look good in a deck.

James is a systems thinker who doesn’t buy into the usual partnership metrics.

Not logos.

Not TAM.

Not partner count.

His core idea:

The best predictor of partner success is “willingness to work.”

It sounds simple, but it changes everything.

Because when a partner is truly bought in, they don’t need to be pushed.

They pull you into opportunities, align their teams, and create real momentum.

Most partner programs miss this completely and end up bloated, slow, and ineffective.

This conversation is a reset on how to evaluate, prioritize, and actually build partnerships that drive revenue.

Key Topics Covered

• Why “willingness to work” is the most overlooked partner metric

• How to spot high-potential partners early

• Why smaller, hungrier partners often outperform bigger ones

• The difference between push vs pull partnerships

• Why most partner programs are overbuilt and underperforming

• The biggest early mistake partner managers make

• Why you need to focus on revenue before strategy

• How to think about partnerships as a system, not a program

About James Prince

James Prince is a partnerships operator at Remote, focused on building embedded distribution partnerships and scalable partner systems.

He’s known for his systems thinking approach and for cutting through noise to what actually drives partnership success.

About the Partnership Mastermind Podcast

The Partnership Mastermind Podcast explores how the world’s best partnership leaders build, scale, and operationalize ecosystem growth.

Hosted by Chris Lavoie, each episode breaks down real tactics and frameworks from top operators across SaaS.

Christopher Smith on The Financial Model Behind Great Partner Programs

Tue, 10 Mar 2026 09:00:00 -0400

Episode 35 — Chris Smith (Head of Channel Partnerships at Gusto)

Why the Best Partner Leaders Think Like Capital Allocators

In this episode of the Partnership Mastermind Podcast, Chris Lavoie sits down with Christopher G. Smith, Head of Channel Partnerships at Gusto, to unpack how elite partnership leaders think about building profitable, scalable partner programs.

Chris brings a rare financial lens to partnerships. Instead of treating partners like relationships to manage, he argues that the best partner leaders act as capital allocators — deciding where to invest time, marketing resources, engineering support, and partner incentives to generate the highest return.

This conversation dives deep into how partnership teams can operate with the same financial rigor expected from sales and marketing teams.

If you’re building or scaling a partner program, this episode is packed with practical frameworks and sharp insights.

Key Topics Covered

• Why partner leaders should think like capital allocators

• The role of CAC, LTV, and ROI in channel partnerships

• Why 200 partners can be worse than 20 strategic ones

• The “volume trap” many partner programs fall into

• What partner activation actually means

• How to build a defensible Ideal Partner Profile (IPP)

• How partnerships earn trust with sales teams

• Why understanding the customer journey is the key to partner strategy

About Christopher G. Smith

Christopher G. Smith is the Head of Channel Partnerships at Gusto, where he leads efforts to turn channel partnerships into a predictable growth engine.

He has built and scaled partnership programs across multiple SaaS companies and is known for bringing financial discipline and strategic rigor to ecosystem development.

Connect with Chris Smith:

https://www.linkedin.com/in/christophergsmith/

About the Partnership Mastermind Podcast

The Partnership Mastermind Podcast explores how the world’s best partnership leaders build, scale, and operationalize ecosystem growth.

Hosted by Chris Lavoie, founder of Partnership Mastermind, the show features top operators sharing real-world tactics and frameworks for building high-performing partnership programs.

How to Pivot Into Partnerships (from AE/CSM/BDR) — Amanda Nielsen (Pivot to Partnerships)

Tue, 03 Mar 2026 09:00:00 -0400

If you’re new to partnerships — or you’re a partnerships leader hiring / ramping first-time partner pros — this episode is a practical blueprint.

Chris Lavoie sits down with Amanda Nielsen, creator of Pivot to Partnerships, a 4-week cohort designed to help strong GTM operators (AEs, CSMs, BDRs, marketers) transition into partnerships the right way — without guessing, and without needing the title first.

You’ll walk away with clearer language for what partnerships actually is, how to evaluate roles, and how to build the skills that make you (or your new hire) effective fast.

In this episode we cover:

What partnerships really is (and why “relationship-building” is an incomplete definition)
The best GTM backgrounds for partnerships (and how to translate your experience)
How to spot real partnerships roles vs “fake partnerships” job descriptions
Hiring + onboarding first-time partner pros: what to look for and how to set them up to win
Personal brand / LinkedIn as career leverage (without being cringe)
The buzzwords to kill (yes… “synergy”)

Chapters

00:00 — Intro + why this episode matters
06:32 — Personal brand + why it’s leverage
07:41 — Buzzwords to delete (“synergy,” etc.)
29:10 — Reading job listings + spotting what’s real

Links

Amanda Nielsen: https://www.linkedin.com/in/verydemanda/
Pivot to Partnerships (course/cohort): https://courses.partnershipmastermind.com/instructor/amanda-nielsen

Kyle Schroeder on Scaling Trust-Led Partnerships

Wed, 25 Feb 2026 04:00:00 -0400

In this episode of Partnership Mastermind, Chris Lavoie speaks with Kyle Schroeder, Global VP of Partnerships at Movable Ink, about building partnerships that drive measurable revenue and long-term internal trust. Kyle walks through the evolution of Movable Ink’s partner operating model, the importance of aligning incentives with Sales, and the signals that indicate when it’s time to pivot your GTM approach.

The conversation explores attribution (source vs. influence), executive-level reporting discipline, and the mechanics of building a partner-first culture that is real, not just rhetoric. Kyle also shares leadership lessons on balancing empathy with accountability and offers a pragmatic view on how AI will enhance partnership execution without replacing the human relationships at its core.

Kyle Schroeder https://www.linkedin.com/in/kmschroeder/

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.

Dan Caldwell on scaling Klaviyo’s Tech Partner Ecosystem

Wed, 18 Feb 2026 04:00:00 -0400

In this episode of Partnership Mastermind, host Chris Lavoie sits down with Dan Caldwell, Technology Partnerships leader at Klaviyo, to unpack what it truly takes to scale tech partnerships inside a major platform ecosystem. Dan shares hard-earned lessons from building a partner function that grew from early-stage motion to a reputable global engine — including partner prioritization, enablement strategy, and how to avoid the common traps that destroy internal credibility.

They explore why customer intros rarely scale, what standout partners do in their first 90 days, and how AI is reshaping enablement and referral discovery through smarter signal detection (without sacrificing trust with CS and Sales). This episode is a tactical blueprint for partnership leaders focused on scalable, outcome-driven growth.

Dan Caldwell

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Learn more about Partnership Mastermind

https://partnershipmastermind.com/ Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

The CEO's Playbook: How AI and Ecosystems are Reshaping B2B SaaS Growth | Bryn Jones (PartnerStack)

Wed, 04 Feb 2026 04:00:00 -0400

Join Partnership Mastermind for this exclusive, candid conversation with Bryn Jones, CEO and Co-Founder of PartnerStack, the world's largest B2B partner ecosystem platform.

In this exclusive episode of Partnership Mastermind, Bryn Jones, CEO and Co-Founder of PartnerStack, breaks down what’s really driving the next era of B2B SaaS growth. As one of the original pioneers of the partner led movement (founding PartnerStack out of Y Combinator in 2015), Bryn shares a rare CEO-level perspective on Go-to-Market strategy, AI, and why partnerships are emerging as the most efficient growth engine in the modern GTM stack.

Listeners will hear why traditional playbooks are no longer enough, how LLM ranking is becoming the new SEO, and what partnership leaders must do to earn executive trust, budget, and longterm career leverage. From the evolution of PRMs into AI powered “systems of action” to the reality of multi-partner attribution in today’s messy buyer journey, this episode delivers a clear blueprint for anyone serious about building, or scaling a partner-led business.

Press play to learn directly from a CEO who has spent over a decade building the infrastructure behind the global partner economy.

Bryn Jones

Learn more about Partnership Mastermind https://partnershipmastermind.com/ Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Billy McClennan on Building Partner Programs from $0 to $100M

Wed, 28 Jan 2026 04:00:00 -0400

Billy McLennan, Director of Partnerships at Attentive and the first partnerships hire at Gorgias, joins Partnership Mastermind to share what it really takes to build and scale an agency partner ecosystem with revenue accountability. He unpacks the early Gorgias playbook (events + partner marketing as the scalable value lever), explains why “go deep with a few” is often a lazy default, and outlines how deal size, ICP, and partner economics determine whether volume or depth is the right strategy.

The episode also covers partnership KPIs (including a contrarian take on influence revenue), the operational foundations needed for high-volume partner programs (CRM/PRM, tiering, automation, commissions), and the leadership habits that make transparency, performance management, and promotion conversations more effective.

Billy McClennan

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Learn more about Partnership Mastermind

Connect with Chris

Cory Snyder on Building Partner Engines CROs Can’t Ignore

Wed, 14 Jan 2026 04:00:00 -0400

Most B2B SaaS partner programs don’t fail because partnerships “don’t work.” They fail because the IPP is fuzzy, the onboarding is soft, and the forecast is fantasy.

In this episode of Partnership Mastermind, I sit down with Cory Snyder, Head of Sales & Partnerships at Outbound Funnel, 2x exit leader, former partnerships builder at Sendoso and Teamwork.com, CSA board alum, and PartnerStack Partnership Leader of the Year (2022), to break down what sales-led partnerships really look like when you’re building for pipeline, not applause. Cory walks through how he pressure-tests partner motions, why partner interest is the fastest early pipeline signal, and how to engineer time to value before a partner is even fully recruited. We also get tactical about the stuff most teams avoid: longer partner applications, discovery questions that surface real demand, and how to build partner programs that become predictable enough to earn trust with CROs and CFOs.

Cory Snyder

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.

Marco De Paulis on the Journey to Becoming the Partnerships Pipeline King

Wed, 07 Jan 2026 04:00:00 -0400

In this episode of the Partnership Mastermind podcast, I sit down with Marco De Paulis, Senior Director of Partnerships at Loop Returns, someone I’ve respected for years as the "Pipeline King." Marco is the definition of anti-fluff, and in this conversation, we strip away the vanity metrics to talk about what actually drives revenue and retention. We dive deep into the specific mechanics of Partner Influence, a topic that often gets fuzzy in our industry. Marco opens up his playbook to share his three-part influence framework, Endorsement, Active, and Verbal, and explains exactly how he gets Sales, RevOps, and Finance to trust the data by demanding "receipts" and proof. We also unpack the hard lessons he learned about scaling too fast, his "Sandwich Approach" to winning internal buy-in from both AEs and Executives, and why he believes that deep human connection is the one thing we should never automate.

Whether you are an aspiring leader or a seasoned pro, this episode is packed with the practical, honest advice you need to elevate your game.

Marco De Paulis

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Learn more about Partnership Mastermind https://partnershipmastermind.com/ Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Jennifer Rhima on Building Apollo’s Partner Engine

Wed, 17 Dec 2025 04:00:00 -0400

What does it really take to build a world-class SaaS partner program from scratch? In this episode of Partnership Mastermind, I sit down with Jennifer Rima, Director of Partnerships at Apollo.io, to unpack how she built Apollo’s entire partner ecosystem—starting as a literal team of one and scaling it into one of the most respected partner engines in SaaS today.

We dive deep into the real work behind partnerships: from scrappy LinkedIn outreach and early mistakes, to designing affiliate, agency, tech, and startup ecosystem programs that actually drive revenue. Jennifer shares how Apollo turned partnerships into a serious growth lever at $150M+ in ARR, why process beats brute force, and how automation, discipline, and internal education helped partnerships earn credibility across sales, product, and leadership.

If you’re a partner manager, partnerships leader, or founder trying to scale partnerships the right way, this episode is packed with hard-won insights on prioritization, co-selling, agency partnerships, internal alignment, and playing the long game.

Jennifer Rhima

https://www.linkedin.com/in/jenniferrhima/

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Scott Brinker on MarTech Maps to Platform Mastery

Wed, 10 Dec 2025 04:00:00 -0400

In this episode of Partnership Mastermind, host Chris Lavoie sits down with Scott Brinker, creator of the MarTech Landscape and one of the most influential voices in platform strategy. Together, they explore the mechanics of moving from product to platform, the power of long-tail partners, and the organizational rewiring required to build a truly customer-centric ecosystem.

Brinker also shares his perspective on how AI will reshape partner dynamics, developer experience, and the next decade of platform growth. A must-listen for ecosystem leaders, partner operators, and SaaS execs navigating platform maturity.

Scott Brinker

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Bryan Williams on the Myth of “Just Add More Partners”

Wed, 03 Dec 2025 04:00:00 -0400

In this episode of Partnership Mastermind, host Chris Lavoie sits down with Bryan Williams, founder of Hockey Stick Advisory and former ecosystem leader at Vend and Xero, for a masterclass on B2B SaaS partnerships and partner ecosystem strategy.

Bryan shares how he went from building referral engines in UK gyms to running one of the most respected partnership advisory firms in APAC. He and Chris unpack the most expensive myths in partnerships (including “just recruit more partners”), the shift from partner acquisition to partner productivity, and the five-pillar framework Bryan uses to help 60+ companies build predictable, partner-led revenue. They also dig into leadership alignment with the CEO and CRO, redefining KPIs for sales and success, and how to operationalize partnerships so they’re embedded across the entire go-to-market motion.

Bryan Williams

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

The Partnership Marathon: Colleen Shea’s Blueprint for Long-Cycle Wins

Tue, 25 Nov 2025 04:00:00 -0400

What does it really take to build a top-performing ERP partner motion inside a modern SaaS company? In this episode, I sit down with Colleen Shea, the force behind Commerce’s technology partnerships and one of the sharpest, most process-driven operators in the ERP channel. We go deep on her journey, from fashion & PR to Oracle sales to becoming a powerhouse in partnerships, and how she built Commerce’s ERP channel from the ground up.

Colleen breaks down why storytelling is an underrated superpower, how to win over cross-functional teams, and why “slow is smooth and smooth is fast” when building long-term, high-impact partner ecosystems. Her insights on discipline, time-blocking, partner selection, and the long-game of alliances are some of the most tactical we’ve ever shared on the show.

If you’re building a partner program, scaling a channel team, or trying to become a top 1% partner leader, you’re going to want to take notes.

Colleen Shea

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Rich Gardner on an IPO at Klaviyo to Pavilion's 1st President

Wed, 19 Nov 2025 04:00:00 -0400

What does it actually look like to build a partner ecosystem that helps take a company from $60M to $700M+ and into IPO territory, and then turn that playbook into C-suite leadership?

In today’s episode of the Partnership Mastermind Podcast, I sit down with Rich Gardner, former SVP of Global Strategic Partnerships at Klaviyo and now President at Pavilion, the global GTM community serving 10,000+ operators navigating short tenures, AI disruption, and a world with no predictable playbook.

Rich has been a lawyer, VP of Sales, ecosystem builder, and now president, which means he knows how to navigate uncertainty, rally cross-functional teams, and bet on what really moves the needle.

We cover:

-The Shopify deal: why a painful rev-share increase became Klaviyo’s biggest ecosystem unlock

-Why partnership leaders MUST know their P&L and unit economics cold

-The underrated power of partner enablement as an early, high-ROI hire

-How Pavilion is helping GTM leaders navigate short tenures, AI disruption, and a 2026 no-playbook.

Rich Gardner

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Noah Rahimzadeh on Tech Light, People Heavy Partnerships

Wed, 12 Nov 2025 04:00:00 -0400

Chris sits down with Noah Rahimzadeh (Head of Partnerships, Digioh) to discuss how to build and scale partner programs with limited resources while keeping relationships and revenue metrics front and center. They break down co-marketing playbooks, why every case study should include a partner, and how starting with tech integrations before agency relationships helps define your go-to-market ecosystem. Noah also shares his perspective on zero-party data, operating in a bootstrapped environment, and keeping the customer at the center of every decision.

He walks through his first-90-days framework, how to earn internal buy-in, what metrics matter to CROs (pipeline, win rate, sales cycle), and why long-term relationship building always pays off. A must-listen episode for partnership leaders in B2B and e-commerce.

Noah Rahimzadeh

Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Building Partner Market Fit with Nelson Wang

Wed, 05 Nov 2025 04:00:00 -0400

In this episode of The Partnership Mastermind, I sit down with Nelson Wang, a proven leader behind the partner ecosystems at Cisco, Box, Miro, and Airtable, and the author of the acclaimed “Partner Principles” newsletter. Nelson shares the frameworks and mindset shifts that power world-class partnerships and customer-obsessed teams.

We unpack what truly drives growth in B2B partnerships: why starting with the customer solves 90% of partnership challenges, how focus becomes a superpower, and why playbooks can be a trap when scaling to new environments. Nelson also reveals a game-changing AI workflow that slashes partner proposal creation time from a week to just one hour, using Gamma.

If you lead partnerships, alliances, or partner marketing, this is a masterclass on customer-centric growth, scaling systems, and building flywheels that create long-term value.

Nelson Wang

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Inside Shopify’s #1 Agency: How Karolina Kondrat Built Domaine’s Partnership Engine

Wed, 29 Oct 2025 04:00:00 -0400

In this episode of the Partnership Mastermind the Podcast, we sit down with Karolina Kondrat, Director of Partnerships at Domaine, one of the leading Shopify agencies in the ecosystem. Karolina’s story is one of evolution, from sales to partnerships, and she’s mastered the art of scaling impact through strategic collaboration.

We dive deep into how Domaine built and sustained its leadership in the Shopify world. Karolina shares why more partners don’t always mean more success, how to operationalize internal referrals, and what it takes to make enablement a true revenue engine. Her framework for monetizing agency partnerships, qualifying the right partners, and securing CRO backing for partnership metrics is a must-hear.

If you’re building or leading a partner program and want to turn strategy into measurable impact, this conversation will change how you think about partnership prioritization and performance.

Karolina Kondrat

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

From Cold Calls to Co-Sell: The Career Path that Took Lauryn Spence to VP

Wed, 22 Oct 2025 04:00:00 -0400

In this insightful episode of The Partnership Mastermind Podcast, host Chris Lavoie sits down with Lauryn Spence, VP of Agency Partnerships at Commerce, to unpack what it really takes to build and scale a world-class partner ecosystem in today’s B2B landscape.

Lauryn shares her inspiring journey from SDR to executive leadership, offering hard-earned lessons for anyone looking to grow their career in partnerships, alliances, or channel strategy. She introduces her powerful “Partnership Pie” framework — a model for driving predictable revenue through partnerships, dividing impact between direct introductions, partner-sourced opportunities, and jointly-created demand.

Throughout the conversation, Chris and Lauryn explore how to prioritize and segment partners based on revenue potential, client retention, and co-marketing opportunities. They discuss practical ways to incentivize internal sales and customer success teams to collaborate more effectively, and the importance of aligning go-to-market strategies from the start.

This episode is a masterclass in partnership management, leadership, and ecosystem strategy. Whether you’re leading a partner program or starting out in the field, you’ll come away with actionable insights on how to measure success, strengthen collaboration, and create sustainable partner-driven growth.

Lauryn Spence

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Jay McBain on the Future of Ecosystems, AI, and the Trillion-Dollar Channel Shift

Wed, 15 Oct 2025 04:00:00 -0400

In this episode of the Partners of Mastermind podcast, host Chris Lavoie speaks with Jay McBain, chief analyst at Omdia and a leading voice in tech partnerships. Jay shares his journey from IBM to industry thought leader, offering sharp insights into the future of ecosystems, the power of key influencers, and how AI is reshaping everything from enterprise data to talent development. Whether you're in the partnership space or just curious about where tech is headed, this conversation is packed with clarity, foresight, and actionable ideas.

Jay McBain

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

The Modern ISV Partner Manager Handbook with Dave Rogers

Wed, 08 Oct 2025 04:00:00 -0400

In this episode of The Partnership Mastermind Podcast, host Chris Lavoie sits down with Dave Rogers, an accomplished B2B SaaS partnership leader, to reveal what it really takes to build and scale high-impact partner ecosystems.

From account mapping and co-selling frameworks to scalable playbooks and cross-functional alignment, Dave shares the systems and strategies that turn partnerships into revenue. Learn how his background in nonprofit leadership shaped his unique approach, rooted in curiosity, trust, and authentic relationship building and how those same principles can transform your own partner motion.

In this episode, you’ll learn:

-How to use Crossbeam and data insights for precise account targeting

-Proven ways to scale co-sell programs without burning out your team

-Why documenting impact builds executive trust and alignment.

-How to apply the Situational Leadership Model to mature partnerships

-Real-world tactics for better stakeholder communication and collaboration

Plus: Dave unveils his new Partnership Mastermind Bootcamp, designed to help partner leaders build repeatable, revenue-driving co-sell systems.

If you’re a partner manager, ecosystem operator, or SaaS founder, this episode gives you the frameworks to go from managing partners to mastering partnerships.

Watch now to learn how to scale smarter, co-sell effectively, and elevate your B2B SaaS partnership strategy.

Dave Rogers

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Becoming a Partnerships VP & Earning a Seat at the Table

Wed, 01 Oct 2025 04:00:00 -0400

Michael Haswell joins the Partnership Mastermind Podcast to share how he’s scaled partner ecosystems from zero to a billion in revenue. From brokering game changing deals at Google to leading global partnerships at Auctane, Michael reveals how to earn executive trust, avoid common partner pitfalls, and drive meaningful results. He also shares why curiosity, operational rigor, and storytelling are the traits every partner pro needs and how his new Mastermind course helps rising leaders break into the executive ranks. A must listen for partner managers ready to level up.

Michael Haswell

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Ecosystem Engineering Inside Google with Andrey Lipattsev

Wed, 24 Sep 2025 04:00:00 -0400

The Partnership Mastermind podcast delivers a powerhouse episode featuring Andrey Lipattsev, a pioneer in Google's ecosystem engineering efforts. Host Chris Lavoie guides listeners through Andrey's journey from search quality to global partnerships, uncovering the pivotal moments that shaped his approach to alliance building. Andrey shares candid reflections on his biggest lessons, including the critical importance of focusing on partner value and cultivating diversity in ecosystems. The conversation offers a masterclass in leading through influence in complex organizations, with Andrey providing tactical advice on building credibility and securing buy-in for partnership initiatives. Listeners will gain deep insights into "ecosystem engineering" framework, learning how to apply principles of sustainable self-interest and long-term thinking to create more resilient, value-generating alliances. Whether you're navigating partnerships at a tech giant or a startup, this episode offers invaluable strategies for leveling up your ecosystem game. Tune in now to learn from one of the sharpest minds in enterprise partnerships and transform your approach to alliance building.

Andrey Lipattsev

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Inside Tyler Calder’s Data-Driven Marketing Playbook at PartnerStack

Wed, 17 Sep 2025 04:00:00 -0400

In this insightful episode of the Partnership Mastermind podcast, host Chris Lavoie sits down with Tyler Calder, CMO of PartnerStack, to unpack the secrets behind building a successful partner program and driving growth through strategic marketing. With over 5 years at the helm of PartnerStack's marketing efforts, Tyler shares candid stories of both triumphs and challenges in scaling the company's go-to-market strategy.

Listeners will gain valuable insights into Tyler's innovative "affiliate to flywheel" playbook, which leverages influencers and creators to build demand before routing leads to the right sales channels. Tyler also dives deep into the critical importance of nailing your ideal customer profile (ICP) and aligning your entire organization around it. He reveals how PartnerStack overcame early churn issues by rigorously defining its ICP and restructuring its go-to-market approach accordingly.

Tyler Calder

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Ecosystem Economics: Bob Moore on the Future of Partnerships

Wed, 10 Sep 2025 04:00:00 -0400

In this illuminating episode of the Partnership Mastermind podcast, host Chris Lavoie sits down with Bob Moore, co-founder and CEO of Crossbeam, to explore the evolving landscape of B2B partnerships and ecosystem-led growth. As one of the most influential figures shaping how modern GTM teams approach ecosystems, Moore offers invaluable insights into building and leveraging partner networks. He recounts Crossbeam's journey from startup to industry leader, highlighting key challenges like overcoming the "partnership paradox" where partner teams struggle to demonstrate their value internally. Moore emphasizes the importance of integrating partnership data seamlessly with sales and revenue operations to drive real impact.

Bob Moore

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Integration-Led Growth with Rachel Collie

Wed, 03 Sep 2025 04:00:00 -0400

In this powerful episode of the Partnership Mastermind podcast, host Chris Lavoie sits down with Rachel Collie, Director of Technology Partnerships at Unanet, for a masterclass in product-led partner strategy. Rachel shares her journey from accidental partnership professional to respected industry leader, offering candid insights on evaluating partners, aligning with product teams, and knowing when to say "no." She breaks down Unanet's systematic approach to partnerships, including their three-bucket strategy for vetting potential collaborations and the realities of mutuality in partnerships. Rachel emphasizes the importance of avoiding over-engineered partner plays and instead focusing on simple, actionable strategies that sales teams will actually use. Beyond tactical advice, she opens up about navigating profound personal loss while maintaining high performance at work, sharing how empathy and resilience have shaped her leadership style. This episode is a must-listen for partnership professionals seeking both strategic frameworks and authentic leadership insights. Tune in to gain actionable strategies for building successful tech partnerships and learn how to lead with strength and empathy in the face of life's greatest challenges.

Rachel Collie, MBA

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

The Operator’s Playbook: Scaling Yotpo & Loop Into Global GTM Engines

Wed, 27 Aug 2025 04:00:00 -0400

This episode of the Partnership Mastermind podcast features an in-depth conversation with John David Klausner (JD), a veteran in the world of partnerships and international GTM strategies. Host Chris Lavoie guides listeners through JD's impressive career trajectory, from his early days at Yotpo to his current role at Loop Returns, where he's spearheading global expansion efforts.

JD shares candid insights on the challenges of scaling partnership programs, particularly when companies transition from single to multi-product offerings. He discusses the delicate balance of maintaining global consistency while allowing local teams the autonomy to execute effectively in their markets. The episode also explores the often-overlooked importance of the Customer Success team in partnership success, with JD offering practical advice on how to engage and align with this crucial function.

A significant portion of the conversation is dedicated to international GTM strategies, with JD drawing from his extensive experience across multiple continents. He provides a framework for entering new markets, emphasizing the importance of identifying local champions and adapting to cultural nuances. The episode concludes with a thought-provoking discussion on the future of GTM in the age of AI, with JD advocating for a balanced approach that combines technological efficiency with human connection. For anyone looking to expand their partnership horizons or improve their international GTM strategies, this episode is a must-listen. Tune in now and elevate your partnership game!

John-David Klausner

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

From SDR to VP Partnerships in <5 Years

Wed, 20 Aug 2025 04:00:00 -0400

The latest episode of the Partnership Mastermind podcast features an eye-opening conversation with Alexis Petrichos, VP of Strategic Partnerships and Ecosystem Marketing at Chili Piper. Host Chris Lavoie explores Alexis's unique career trajectory and the strategies that have made him a standout leader in the partnerships space. From building a partner program from scratch to turning integrations into revenue drivers, Alexis shares the secrets behind his success and offers valuable lessons for partnership professionals at all levels.

One of the episode's highlights is Alexis's deep dive into the art of balancing short-term pressures with long-term strategic goals. He emphasizes the importance of internal selling and cross-functional collaboration, using real-world examples from his experience at Chili Piper. Alexis also provides a detailed look at his framework for transforming tech integrations into powerful revenue engines, using the Chili Piper-Gong partnership as a compelling case study.

Alexis Petrichos, VP of Strategic Partnerships and Ecosystem Marketing at Chili Piper.

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

From $0 to $30M in partner-sourced revenue in 5 years: the Phil Roireau Playbook

Wed, 13 Aug 2025 04:00:00 -0400

In this captivating episode of the Partnership Mastermind podcast, host Chris Lavoie sits down with Phil Roireau, a trailblazer in SaaS partnerships and current co-founder and CEO of Consio. Phil shares his journey from being one of Gorgias' largest customers to spearheading their partnership program, which became one of the most admired in the SaaS industry. He reveals how he scaled the business from sub-$1 million to over $30 million ARR, with partnerships consistently driving more than 50% of net new revenue.

Phil dives deep into the strategies that made Gorgias' partner program so successful, including their data-driven approach to partner segmentation and engagement. He discusses the importance of creating a tiering system for partners and maintaining regular touchpoints with each tier. Phil also shares insights on hiring the right talent for partnerships, emphasizing the need for individuals with unique personalities and skill sets that can drive results in a fast-paced environment.

One of the most fascinating aspects of the conversation is Phil's breakdown of the DTCX brand, which he created as a standalone thought leadership platform for e-commerce customer experience. This innovative approach allowed Gorgias to penetrate partner ecosystems more effectively and scale their event strategy to new heights. Phil's journey from operator to CEO, and his current venture with Consio, provides listeners with valuable insights on building partnerships from the ground up in a new company. Don't miss this episode packed with actionable strategies and inspiring stories from one of the industry's most respected partnership leaders. Tune in now to elevate your partnership game!

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Phil Roireau, Co-founder & CEO | Consio

Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Executive Buy-In, Political Capital, and the Real Work Behind Tech Partnerships with Cristina Flaschen

Wed, 06 Aug 2025 04:00:00 -0400

In this insightful episode of the Partnership Mastermind podcast, host Chris Levoie sits down with Christina Flaschen, CEO and founder of Pandium, to unpack the intricacies of SaaS partnerships and integration strategies. As a veteran in the tech partnership space, Christina shares her wealth of experience in building and scaling integrations for SaaS companies. The conversation delves deep into the structural challenges faced by partner managers, often set up to fail due to misaligned expectations and resources. Christina emphasizes the importance of executive alignment and cross-functional collaboration, particularly between product and partnership teams, to drive successful integration programs.

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Christina Flaschen, CEO and founder of Pandium

Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Building Internal Support for Partnership Programs with Christi Williams

Wed, 30 Jul 2025 04:00:00 -0400

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

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Driving 60% of Pipeline with Founder-led GTM

Wed, 23 Jul 2025 04:00:00 -0400

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.

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

$1M ARR, No Cold Emails: Greg Portnoy’s GTM Playbook

Wed, 16 Jul 2025 04:00:00 -0400

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.

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

The $1M Mistake: Hiring Partner Ops Too Late

Fri, 11 Jul 2025 04:00:00 -0400

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.

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

From $100M to $1B: How Rob Moyer Scaled Ecosystem Revenue

Wed, 09 Jul 2025 04:00:00 -0400

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

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Learn more about Partnership Mastermind https://partnershipmastermind.com/

Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/

Introducing: Partnership Mastermind Podcast

Thu, 03 Jul 2025 09:00:00 -0400

Join Chris Lavoie and partnerships leaders and experts each week in this new podcast. Make sure you subscribe on Apple, follow on Spotify, or whereever you get your podcasts.