Put a Chief Revenue Officer, a Chief Commercial Officer, or a VP of Alliances in front of me and ask how to get partners to execute on strategic initiatives, and the conversation almost always opens in the wrong place: motivation. Is the partner engaged. I hear this...
Ask any CRO, Chief Commercial Officer, or Chief Partner Officer how to drive partner engagement beyond the kickoff, and most will describe the session itself, not the eight weeks after it. That is where the real work of a partner enablement program either takes hold...
One of the most common questions I get asked when working with partner ecosystem leaders is some version of: how do we go about getting partners to prioritise our initiatives? I hear it from CROs and Chief Commercial Officers, VPs and Directors of Partnerships,...
Somewhere in most organisations, right now, a senior leader is telling two teams to break down the silos between them. It is one of the most repeated instructions in corporate life, raised at leadership conferences, in quarterly business reviews, and again at the next...
Why does accountability keep breaking down in our matrix, when everyone in it is capable and trying? Some version of that question reaches me at almost every leadership conference and quarterly business review I speak at. Solving matrix organisation accountability...
Ask a leadership team how to close accountability gaps in organisations, and most of them start in the same place, which is the wrong place. It comes up almost every time I speak at a quarterly business review or a functional leader forum: the leader raising it has...
