Over 50% of SaaS companies say partnerships are a top revenue driver, but the path to success isn’t always clear.
On this show, we unpack the real stories behind the programs driving revenue growth, straight from the people who’ve built them.
From early missteps to pivotal moments, each guest b
A partnership program can grow quickly in size, but that does not always mean it is creating meaningful impact. As companies turn to partnerships for growth, leaders must decide where to focus their efforts, when to expect results, and how to build a program that can scale. The choices made early on can determine whether partnerships become a meaningful growth engine or a collection of disconnected initiatives. Marco Papa , Director of Channels and Alliances at Metaflo Technologies , joins PartnerStack CMO Tyler Calder to share his experience building partnership programs across industries…
Companies may be overlooking one of their biggest growth levers by failing to give partnerships a seat at the revenue table. While many organizations invest in building partner ecosystems, they often struggle to turn those relationships into a predictable source of growth. Scaling partnerships requires more than strong connections. It requires the processes, technology, and accountability needed to activate partners and drive measurable results. Andre Kaufmann , Head of Global Partnerships at RoomPriceGenie , joins PartnerStack CMO Tyler Calder to discuss how he transformed partnerships into…
A partner-first strategy sounds simple in theory, but making it work requires companies to rethink everything from sales motions to internal processes and partner relationships. For many organizations, the hardest part of partnerships isn’t launching a program; it’s building the confidence, consistency, and internal systems needed to make that program successful. The transition requires patience, alignment, and a willingness to evolve how the business operates. Jamie Benoit , Director of Business Development at Beauceron Security , joins PartnerStack CMO Tyler Calder to discuss her…
Growth in partnerships rarely comes from pursuing every opportunity. It comes from knowing which opportunities are worth pursuing in the first place. As partner teams gain access to more data, better tooling, and more potential integrations, prioritization becomes just as important as execution. Andrew Massad , Head of Strategic Partnerships and Alliances at Mixpanel , joins PartnerStack CMO Tyler Calder to discuss how he combines data, customer insight, and cross-functional collaboration to shape partnership strategy. Drawing on 15 years of experience across product marketing, sales, and…
Growing a partner program isn't just about signing more partners. It's about building systems that can support growth without creating more complexity. As partner ecosystems expand, spreadsheets, manual processes, and one-to-one relationship management eventually reach their limits. Scaling successfully requires a different way of thinking about enablement, operations, and collaboration. Joshua Meyer , Head of Marketing at Muse Software , joins PartnerStack CMO Tyler Calder to discuss how he scaled a nonprofit technology partner program from about 100 partners to nearly 600. He shares the…
Most partner leaders know distribution can help them scale, but many don’t know what it takes to make that motion work. Without the right foundation, global expansion can create inconsistent contracts, unclear tiering, fragmented regional expectations, and operational work that slows revenue down. That’s where distributors can play a critical role, helping companies enter new markets, support local partners, and scale without hiring in every region. Drawing on experience from Arrow, Check Point, and Keeper Security , Bryan McGlynn joins PartnerStack CMO Tyler Calder to discuss what it takes…
Partnership leaders often work in industries that have operated the same way for decades. Driving change in these markets requires more than building relationships. It requires education, trust, and data-backed insights. The challenge isn't usually the work itself. It's translating partnership efforts into the language that executives, finance teams, and revenue leaders actually understand. In this episode, Lisa Forrest , Senior Manager of Partnerships at Contractor Commerce , joins Tyler Calder , CMO at PartnerStack , to discuss how she’s modernizing the contractor industry through…
Partnership leaders spend a lot of time building relationships, recruiting partners, and creating programs. But many struggle when it comes time to explain their impact to the rest of the business. The challenge isn't usually the work itself. It's translating partnership efforts into the language that executives, finance teams, and revenue leaders actually understand. In this episode, Michael Shen , Head of Growth at OuterSignal and former Senior Director of Channel Partnerships at Zapier, joins Tyler Calder , CMO at PartnerStack , to discuss what partnership leaders can learn from growth…
Most partner programs spend a lot of time talking about what they do, but very little time thinking about whether their messaging actually speaks to the people they want to recruit, enable, and grow with. Too often, partner teams inherit the company’s customer-facing narrative and assume it will resonate with partners in the same way. In reality, partners have different incentives, different pain points, and different reasons for buying into a program in the first place. In this episode, Kate DiLeo , brand strategist, author and creator of the Brand Trifecta framework, joins Tyler Calder ,…
Building strong, scalable technology partnerships can feel overwhelming, especially when trying to get buy-in from internal teams and partners. In this episode of Get It, Together, Tyler Calder , CMO at PartnerStack , talks with Kelly Sarabyn , Director of Technology Partnerships at HubSpot , to explore how she successfully scaled their technology partner program. Kelly shares her insights on leveraging AI, defining your ideal partner profile, and the critical steps to building strong, repeatable partnerships. You’ll learn: How to operationalize a technology partnership program for long-term…
Channel leaders are often asked to prove that partnerships deserve real investment, but many programs still rely on activity, optimism, and partner volume instead of a credible revenue plan. In reality, partner leaders need to connect strategy to revenue in a way that earns trust from the CFO, CRO, and the rest of the executive team. In this episode, Amy Henderson , VP of Client Relations at Channelnomics , joins Tyler Calder , CMO at PartnerStack , to talk about what it takes to build real credibility as a channel leader. Amy walks through how partner teams can tie their plans to real…
Influencer and creator partnerships have become a powerful tool for driving real revenue. However, making these programs successful requires strategy, deep relationships, and a clear understanding of key success factors. In this episode, Fiona Turko (Creator Partnership Lead at Gamma ) joins Tyler Calder (CMO at PartnerStack ) to explore influencer and creator marketing in B2B. With experience at companies like Zapier and Jobber, Fiona shares her approach to identifying high-value partners, building long-term relationships, and structuring programs that go beyond transactional deals. You’ll…
Affiliate marketing has traditionally been seen as a purely transactional plug-and-play channel in B2B. In reality, it can help shape the discovery process and offer robust data that marketers can’t track anywhere else. In this episode, Charlie Calabrese (President and CEO at All Inclusive Marketing ) chats with Tyler Calder (CMO at PartnerStack ) about the real but often misunderstood power behind affiliate marketing. With over two decades of experience in affiliate, Charlie offers a nuanced perspective on what drives successful partner programs. He breaks down what B2B marketers are…
Partnerships require more than just a willingness to collaborate. Partner programs that thrive are built on consistent effort, data-driven insights and strong internal alignment across teams. In this episode, Jason Yarborough (Co-Founder of Arcadia and Head of Partnerships at Knak ) joins Tyler Calder (CMO at PartnerStack ) to discuss the shift from being partner-curious to partner-committed. Jason has extensive experience in leading partnerships at companies like Drift, Terminus and PFL, and he explains how to create an ecosystem that supports partners from the very start. He breaks down…
Search is changing as B2B buyers increasingly turn to answer engines such as ChatGPT, Perplexity, and Gemini. Visibility is now about how your brand shows up when AI reaches your buyers first. In this episode, Guy Yalif (Chief Evangelist at Webflow ) joins Tyler Calder (CMO at PartnerStack ) to unpack the rise of answer engine optimization (AEO) and why it’s becoming a company-level priority. Guy shares how AEO builds on strong SEO foundations, how AI can reshape brand narratives, and how partnerships and affiliates are playing a growing role in AI visibility. He also offers actionable steps…
Partner programs are entering a new era. AI is reshaping go-to-market motions, PRM is shifting toward Partner Revenue Management, and B2B influence is expanding beyond traditional channels. The playbooks that defined the last decade won’t carry teams through 2026. In this episode, Bryn Jones (CEO at PartnerStack ) and Mike Head (CRO at PartnerStack) join Tyler Calder (CMO at PartnerStack) to share their predictions for the year ahead. They dig into how AI will automate parts of the buyer journey, how influencers and content will shape AI visibility, and why teams need to experiment faster as…
Partnerships can’t rely on hope, handshakes, or high-level alignment. To prove real impact, partner teams need the same discipline, data, and operational rigor found in RevOps. In this episode, Rob Moyer (Founder of BlueThread.io ) chats with Tyler Calder (CMO at PartnerStack ) to break down what it means to co-sell with precision. Rob draws on his experience scaling successful partner programs at Microsoft, TD Synnex, and Gong to show how partner teams can orchestrate better collaboration, run tighter processes, and demonstrate exactly where partners create value. He also walks through his…
Moving fast is a necessity in partnerships, not a luxury. When your headcount is small, expectations are high, and the revenue clock is ticking, there’s pressure for your program to succeed. In this episode, Cory Snyder (Head of Sales & Partnerships at Outbound Funnel ) joins Tyler Calder (CMO at PartnerStack ) to share strategies for scaling partner programs faster. Backed by experience overseeing partnerships in companies like Sendoso and Teamwork.com, Cory has built a partner playbook that balances practical planning with ideal impact. He explains how leading and lagging indicators,…
Scaling a partner program takes more than creating incentives and attracting diverse partner types. It relies on strong alignment across the org and day-to-day support from partner ops. In this episode, Antonio Caridad (Senior Director of Channel Revenue Operations at LogicMonitor ) joins Tyler Calder (CMO at PartnerStack ) to discuss the integral role of partner operations in modern go-to-market strategies. With experience spanning partner ecosystems and driving operations and strategy, he highlights how partner ops works with cross-functional teams to unlock wins. Antonio also shares how…
B2B marketers often overlook affiliate partnerships. Without a clear understanding of the value of affiliates, they miss out on different channels for sustainable growth. In this episode, Ben Meyer (VP of Digital Marketing Services at Cleverbridge ) sits down with Tyler Calder (CMO at PartnerStack ) to break down effective affiliate strategies in the e-commerce space. Ben draws on nearly 15 years of experience in customer service and digital marketing to show how companies can leverage well-structured referral and affiliate programs, from unlocking new territories to turning customers into…
Affiliate marketing has often been misunderstood in the B2B space. Outdated perceptions and poor execution have kept it from becoming the performance channel it has the potential to be. In this episode, Tye DeGrange (Founder and CEO of Round Barn Labs ) joins Tyler Calder (CMO at PartnerStack ) to break down how affiliate and influencer strategy work today. With years of experience across eBay and startups alike, Tye shares how trust, creative testing, and partner-first thinking are helping brands scale through content creators and communities. He also discusses the role AI now plays in…
Many partnership programs fail because they lack alignment with broader company goals. Without clear communication and a unified strategy, it’s easy for the value of partnerships to be overlooked. In this episode, Katie Landaal (SVP of Strategic Alliances at ZoomInfo ) joins Tyler Calder (CMO at PartnerStack ) to explore how partnerships can be a catalyst for both growth and innovation. Katie shares her journey from agency work to leading partnerships at a major tech company, and how her experience taught her to see early on how a partnership can unfold. From spotting potential M&As to…
Too many partner leaders build programs with no way to prove their impact. And when it comes time to justify headcount or budget, the conversation falls apart. In this episode of Get It, Together, Brian Jambor (Head of Partnerships at Synthesia ) joins host Tyler Calder (CMO at PartnerStack ) to break down the real mechanics behind modeling a partner program that finance leaders support. From making and clearly communicating assumptions to course-correcting when things go sideways, Brian shares the exact approach he’s used to win executive trust. You’ll learn: How to build a revenue model…
Most ISVs enter the Salesforce ecosystem expecting revenue to come easily. But only a few understand what it actually takes to succeed. In this episode of Get It, Together, Sam Yarborough (Co-Founder at Arcadia ) joins host Tyler Calder (CMO at PartnerStack ) to explore the real work behind building a partner motion inside Salesforce. From aligning your entire company around one ecosystem to capturing the attention of Salesforce AEs, this conversation maps out what it means to be ecosystem-ready. You’ll learn: What partner teams must do before listing on the AppExchange Why AE relationships…
Most partner programs don’t fail because of strategy, but by simply scaling too early. In this episode of Get It, Together, Chris Lavoie (Founder and CEO of Partnership Mastermind ) joins host Tyler Calder (CMO at PartnerStack ) to talk about what it takes to build a revenue-generating tech partnership motion. From identifying your most valuable integration to owning a sourced number and making the leap from IC to leadership, Chris shares the playbook behind top-performing partnership programs at Gorgias and AfterShip. You’ll learn: How to choose and activate your first tech partner When to…
Did you know there are 28 crucial moments in a buyer’s journey that can make or break a sale? In this episode of Get It, Together, Jay McBain (Chief Analyst at Canalys ) and host Tyler Calder (CMO at PartnerStack ) discuss the power of partnerships. Discover why we’re now in the "Decade of the Ecosystem”, where strategic partnerships can influence customer decisions and drive revenue. Plus, learn the 6 questions you need to ask to structure your ecosystem for predictable, repeatable success. You’ll learn: Why ecosystems are non-negotiable in modern GTM How strategic partnerships can increase…
Ready to make your SaaS partnerships actually work? Get It, Together is your backstage pass to the real people behind partner programs that drive revenue. Get insights from their rookie mistakes, how they overcame them, and what they learned along the way. No fluff, just practical advice you can use right now. We want to help you launch, scale, and crush your partner goals.
About Get It, Together
Over 50% of SaaS companies say partnerships are a top revenue driver, but the path to success isn’t always clear.
On this show, we unpack the real stories behind the programs driving revenue growth, straight from the people who’ve built them.
From early missteps to pivotal moments, each guest b
Get It, Together is a English business podcast from PartnerStack. Melo plays each episode straight from the publisher's own feed — no ads added, no account needed — and remembers where you stopped, in this browser only.
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