Three Traits of a Successful Revenue Partnership with Alan Chhabra
In this curated episode of the Revenue Builders Podcast, we engage in a riveting conversation with Alan Chhabra, the Executive Vice President of Worldwide Partners at MongoDB. Alan delves into the intricacies of establishing, nurturing, and enhancing partnerships within the realm of sales and channel organizations. Alan shares insights into prioritizing partnerships, aligning them with customer needs, enhancing sales productivity, and turbocharging relationships with various types of partners. KEY TAKEAWAYS [00:01:12] Importance of partnering strategy for selling software at scale. [00:02:15] Assessing partnerships through a customer-centric lens: relevance, ecosystem enhancement, and simplifying procurement. [00:03:55] Focusing on crucial partners: cloud providers, system integrators, ISVs, and resellers. [00:08:49] Convincing partners by highlighting the additional value MongoDB brings to drive their sales. [00:10:40] Establishing trust and momentum through successful mutual deals, leading to a long-term relationship. [00:11:57] Factors that can potentially disrupt partnerships: compensation model changes, competitive products, lack of focus, or overextension. [00:13:44] Turbocharging partnerships with system integrators by offering certification programs aligned with high-margin, strategic projects like cloud migration. HIGHLIGHT QUOTES [00:01:33] "You really need people around the product set to be able to sell at scale." [00:05:37] "It was a nice agreement at the top, but there's no underlying relationship at let's call it the street level." [00:09:44] "That's when trust is established, and then you can build and maintain a long-term relationship." [00:11:06] "Partnerships at the central level, they can be struck quickly, but they also can be destroyed quickly." [00:14:26] "There's ways that companies like MongoDB can get big with SIs if we help them with the cloud migration journey." Listen to the full episode with Alan Chhabra through this link: https://revenue-builders.simplecast.com/episodes/the-ideal-partnership-with-alan-chhabra Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/