Partnership Mastermind Podcast

In this episode of the Partnership Mastermind podcast, host Chris Lavoie sits down with Tricia Shea, Head of Channel Sales and Partnerships at Rain, to explore what it takes to build partner programs that actually generate revenue. Tricia shares how her journey from AE to channel leader shaped her approach, why she runs partner orgs like sales orgs, how she qualifies partners with the same rigor she applies to opportunities, and why a curated ecosystem beats a bloated roster of logos. We also dig into Rain’s mission of empowering workers with Earned Wage Access and how that mission influences Tricia’s partner conversations. If you’re a partner manager, channel seller or revenue leader, this conversation will give you actionable frameworks and the motivation to take partnerships seriously. Tune in, subscribe, and join the community at partnershipmastermind.com.

Daniela Mallarino has built her career at the intersection of partnerships, integration and go‑to‑market strategy. In this episode, she sits down with host Chris Lavoie to unpack why customer experience should drive every technology partnership, how open ecosystems create more value than closed ones, and why tracking impact from day one is essential. Segments & highlights: Rapid‑fire warm‑ups: Daniela shares her Bogota roots, the languages she speaks, her first integration win, and the tech tools she swears by. She also reveals how birdwatching became her unexpected passion. Origin story: A look at her transition from academic research on online gender‑based violence to an AI start‑up, and eventually to fintech. Daniela explains how partnerships allow her to balance long‑term strategic thinking with day‑to‑day execution. Early lessons: Daniela discusses how assumptions about tracking metrics taught her to set up measurement frameworks and communicate results proactively. Inspiration outside tech: Drawing lessons from airlines, travel and retail about seamless experiences and customer expectations. Myth‑busting: Why partnerships are not just happy hours, how they differ from sales, and the importance of evangelizing impact across the organization. Contrarian takes: Open vs. closed ecosystems, personalization as the new standard, and how AI will transform partner operations. Key takeaways: Great partnerships blend strategic vision with tactical execution. Customer experience—especially personalization—should drive every integration. Set up metrics and tracking before you launch any partner program; communicate impact early and often. Open ecosystems and collaboration create more value than closed platforms. Inspiration from consumer experiences (airlines, hospitality) can elevate B2B partnerships. Call to action: If you enjoyed this episode, please rate us, write a review, and share it with your network. Join the Partnership Mastermind community for exclusive content and connect with fellow partnership professionals.

In this episode of the Partnership Mastermind Podcast , Chris Lavoie sits down with Hami Nasari from Aircall and Russell Bradley-Cook from HubSpot to break down one of the strongest co-selling partnerships in SaaS. Aircall and HubSpot have won Co-Sell Partner of the Year three years in a row , and this conversation gets into what actually makes a co-selling motion work beyond the usual “strategic alignment” talk. Hami and Russell share the real operating system behind successful co-selling: product usage, sales alignment, partner trust, customer value, integration adoption, internal enablement, and the hard work required to turn a partner relationship into a repeatable GTM motion. This is not a vague conversation about ecosystem theory. It is a practical breakdown of how two leading SaaS companies built a co-selling motion that drives real revenue, real product adoption, and real customer outcomes. In this episode, we cover: What co-selling actually means in a modern SaaS partnership Why Aircall and HubSpot’s partnership has been so successful How Aircall became the most installed voice solution on HubSpot How HubSpot doubled Aircall installs from 7,000 to 14,000 in three years Why HubSpot contributes 15–25% of Aircall’s new business every quarter The difference between referrals and true co-selling Why platform reps need to actually need your product for co-selling to work Why most companies try to co-sell with too many partners How to know if your company is ready for a real co-sell motion Why integration usage matters more than marketplace installs How Gong call transcripts and partner mentions can become leading indicators Why partner managers cannot be the only bridge between two companies How sales, marketing, product, and leadership all need to participate Why trust is not a soft skill, but operating speed How AI, usage-based pricing, and outcome-based models may change the future of co-selling This episode is especially useful for partner managers, alliance leaders, tech partnership teams, PartnerOps teams, SaaS GTM leaders, CROs, founders, and anyone trying to build a serious co-selling motion. Guests Hami Nasari, Aircall Russell Bradley-Cook, HubSpot Host Chris Lavoie, Founder & CEO, Partnership Mastermind Subscribe to the Partnership Mastermind Podcast for more tactical conversations on SaaS partnerships, co-selling, partner management, partner operations, ecosystem strategy, and modern go-to-market execution.

Most partnership teams do not fail because the strategy is wrong. They fail because the operating system underneath the strategy is broken. In this episode, Chris Lavoie sits down with Antonio Caridad, Senior Director of Partner Revenue Operations and Strategy at LogicMonitor, for a sharp, tactical conversation on what actually makes partner revenue scalable. Antonio breaks down why partner ops is not “admin work.” It is the infrastructure that allows partner teams to prioritize the right partners, track the right data, build trust with Sales, improve attribution, and create a better partner experience. The conversation gets into why bad data is more dangerous than no data, why “partners signed” is one of the worst vanity metrics in partnerships, and why loud, needy partners are often not your best partners. They also unpack Antonio’s 4+1 Partner Ops framework: systems, programs, metrics, and enablement, all leading to partner experience. Key topics covered: • Why bad data leads to bad decisions • Why “partners signed” is a vanity metric • How to know when you need dedicated partner ops support • Why internal alignment is the first domino • Where attribution breaks down in partner programs • How partner ops creates leverage across the revenue org • Why partner experience drives customer experience • How AI can help partnerships, if the data foundation is clean • Why partner ops may become one of the most important roles in modern GTM Core takeaway: If partnerships want to be treated like a serious revenue function, they need to operate like one. Not from six spreadsheets. Not from vibes. Not from “trust me, this partner is strategic.” From clean data, clear systems, strong enablement, and a partner experience that actually supports revenue. Guest: Antonio Caridad, Senior Director, Partner Revenue Operations and Strategy at LogicMonitor Host: Chris Lavoie, Founder of Partnership Mastermind Learn more about Partnership Mastermind: https://www.partnershipmastermind.com/

Most companies treat partnerships like a shortcut to pipeline. Jen Kalant breaks down why that approach fails — and what it actually takes to build a partner program that drives real revenue. In this episode, Jen (President & Chief Partnerships Officer at Sanguine) shares a clear, operator-level view on how partnerships really work: starting with the customer lifecycle, choosing the right motion, and building the infrastructure required to scale. If you’re trying to turn partnerships into a predictable growth engine, this episode will recalibrate how you think about the entire function. 🔑 Key Takeaways Partner strategy should start with the customer journey, not partner logos Most teams choose partners before choosing the right motion The fastest way to kill a program is chasing too many partners Partnerships need structure, sequencing, and clear expectations to scale You should operate partnerships like a roadmap, not a side project Real pipeline from partnerships takes time — and a deliberate build phase 🧠 What We Covered Jen’s path from Customer Success to building a partner program from scratch The biggest early mistake: misreading executive buy-in How to choose the right partnership motion for your business Why most partnerships never become a reliable pipeline source The role of enablement across different partner types How to manage and prioritize a portfolio of partners effectively Why Jen joined Sanguine and the rise of Partnerships-as-a-Service 👤 About Jen Kalant Jen Kalant is the President & Chief Partnerships Officer at Sanguine Partnership Solutions. She’s built and scaled partnership programs across SaaS companies including Reputation, Searchspring, and Clio, with a focus on turning partnerships into measurable revenue drivers. She now leads Sanguine’s Partnerships-as-a-Service model, helping companies design and execute scalable partner programs from the ground up. 🔗 Connect with Jen LinkedIn: https://www.linkedin.com/in/jenkalant/ 🚀 About Partnership Mastermind Partnership Mastermind is a global community for SaaS partnership operators focused on building real pipeline, not just activity. 📌 Subscribe Follow the Partnership Mastermind Podcast for weekly conversations with top partnership leaders across SaaS.

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.

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.

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.

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.

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

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.

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 --------------- 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.

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 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 --------------- Learn more about Partnership Mastermind Connect with Chris 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.

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.

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 --------------- 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.

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/ --------------- 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.

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 --------------- 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.

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 --------------- 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.

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 --------------- 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.