59: The Secret to Building a Successful Partnership Strategy - Katie Landaal

Howdy Partners

Katie Landaal of ZoomInfo joins Will Taylor and Tom Burgess to discuss the importance of partnerships as a main pillar of a business strategy.
She emphasizes the need for partnerships to be included in the overall strategy and not treated as an afterthought. Katie highlights the role of the CFO in providing buy-in and financial support for partnership initiatives.
She also emphasizes the importance of starting small, building strong relationships, and focusing on specific goals and metrics to measure success.
**Key Takeaways:**
- Partnerships should be the main pillar of a business strategy to drive customer satisfaction and business growth.
- Getting buy-in from the CFO is crucial.
- Develop a business plan with financial projections, competitive analysis, and alignment with organizational goals.
- Start small, focus on quick wins, and build internal alliances to maintain buy-in.
- Document processes and build a solid foundation to ensure scalability and efficiency in partnership programs.
Chapters:
0:01:37 Importance of partnerships as a business strategy
0:04:32 Key stakeholders for implementing partnership strategy
0:06:51 Importance of getting CFO buy-in for partnerships
0:08:05 Tips for preparing a business plan for partnerships
0:10:19 Building projections and forecasting for partnership strategy
0:11:30 Start simple and show progress before expanding partnership program
0:12:05 The importance of telling a story and developing programs.
0:13:02 Start with non-revenue targets and build the framework.
0:14:04 Start with a few partners, perfect the relationship, then expand.
0:15:04 Consider if a partnership fits your ICP and goals.
0:16:34 Important milestones include influenced revenue, co-sell, and direct wins.
0:19:07 Build internal alliances and do an internal roadshow.
0:20:59 Start small and make it successful before expanding.
0:21:39 Partner with the product team for integration partnerships.
0:23:21 Align with marketing if pipeline is the focus.
0:24:37 Different types of partnerships and their uniqueness
0:25:13 Importance of customer satisfaction and referrals
0:26:08 Leveraging different teams to achieve success
0:26:41 Building a solid foundation and process
0:27:55 Importance of documenting and iterating processes