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"Do you have a product worth partnering with? Do you have a team worth partnering with? Do you have a strategy worth partnering with...?"

"I'd rather not get the 10% and pass that off to my customer..."

"Find a logical connection through the partner to the end customer."

"And our vision is aligned..."

Whether you are a CEO preparing to launch a program, or a partner manager deep in the weeds... this is a great episode for you.

"I'm in the business of relationships and I help figure out how we make money together."

“You can't set a goal of saying, Hey, in 2021, we want our partner revenue to be a third of our revenue mix and then not support it through product investment, find creative ways to include them in your marketing and allow them to understand your customers because that's going to make them really excited.”

They need to know who you're partnering with and how and why that's an important partnership rather than grow with 7,000 partners. Why don't we take the 27 we have and go to them and figure out a story on each one of those are sharing our dilution.