Get It, Together – Détails, épisodes et analyse

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 your revenue potential
• Why success requires systems thinking

Jump into the conversation:
(0:00) Introducing Jay McBain
(1:24) The “Decade of the Ecosystem” and how we got here
(6:52) Understanding the 28 moments that influence a buyer’s decision
(9:03) AI’s $7 trillion impact: Why it’s a pure ecosystem play
(12:51) The 7 influencers every customer has and how to leverage them
(18:41) Why too many companies have a narrow view of partnerships
(20:13) 6 essential questions to ask to unlock partnership success
(24:13) Why RevOps is central to unlocking insights across ecosystems
(30:16) Why 75% of buyers would rather talk to AI bots than salespeople
(39:06) How a few communities can influence millions of buyers

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.

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 that holds up in the boardroom
• What partner performance inputs matter most to finance
• When to walk away from underperforming partnerships and how to say it

Jump into the conversation:
(0:00) Introducing Brian Jambor 

(2:18) What leadership camp in Montana taught Brian about growth

(3:47) How a financial background shaped Brian’s partner lens

(7:10) A pivotal lunch with a CFO that changed everything
(11:46) How to confidently say “I don’t know” to execs

(16:39) Critical assumptions to stress-test in any partnership model

(20:51) What to fix when your partner plan underperforms
(26:31) Why execs lose trust in partner and marketing leaders

(33:00) The cost of delaying a difficult partner breakup

(34:16) How Synthesia helps companies scale training with AI

(38:53) Smaller teams and AI will define future partnerships

(45:02) The #1 mistake partner leaders make with CFOs

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 are the key to long-term ecosystem impact
• How to support your partnership strategy across product, sales, and marketing

Jump into the conversation:
(0:00) Introducing Sam Yarborough

(3:45) Misconceptions about entering the Salesforce ecosystem

(5:12) How long does it realistically take to see results

(10:30) Winning over Salesforce AEs with the 3 I’s

(14:15) What Salesforce AEs actually care about

(16:57) Aligning product, marketing, and events for partner success

(18:43) How quota retirement works in the Salesforce world

(25:35) How Sam built a Salesforce motion from scratch

(27:33) Building a system to track and engage Salesforce reps

(30:30) The one skill partner leaders must develop

(38:13) Using AI to improve your own curiosity and performance

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 hire your first tech partner manager
• Unlocking sourced revenue in your tech partnerships

Jump into the conversation:
(0:00) Introducing Chris Lavoie
(3:00) Why more tech partners do not fix weak foundation

(4:24) Defining what tech partnership means

(6:26) Leaving the academe and building a playbook in SaaS

(12:44) How a coach helped unlock the leap to entrepreneurship

(17:31) Why sourced revenue builds stronger partner-AE alignment

(20:31) Taking on bigger quotas and the mindset behind it

(26:54) The OKRs that make sense and not vanity metrics

(29:25) How to find your first tech partner

(33:52) Building a partnership program with zero integrations

(37:41) Validating integrations before scaling the partner team

(42:29) Building referral funnels with 600+ customer-facing reps

(47:32) Why Partnership Mastermind fills the enablement gap in SaaS

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 success
• Key metrics and processes to track technology partner performance
• Why aligning internal stakeholders is essential before externalizing a partnership program

Jump into the conversation:
(00:00) Meet Kelly Sarabyn

(02:12) Kelly’s career origin story

(07:02) When to launch your program

(13:22) AI insights from call transcripts

(16:53) How to stand out to account executives

(22:11) Sequence for aligning internally

(27:15) Essential tools in the partner tech stack

(33:59) How to measure program success

(38:45) Key takeaways from HubSpot’s program

(40:55) The future of partnerships and AI

Resources:

Connect with Tyler on LinkedIn: https://ca.linkedin.com/in/tylercalder 

Connect with Kelly on LinkedIn: https://www.linkedin.com/in/kelly-sarabyn/ 

HubSpot on LinkedIn: https://www.linkedin.com/company/hubspot/ 

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 financial inputs, assess partner capacity, recruit against actual revenue gaps, and help partners drive new business. They also get into why over-recruiting creates problems, where partner programs tend to break down, and what it takes to build a plan that leaders will back.

You’ll learn:

• Why channel leaders need to earn credibility as revenue leaders
• How to audit partner capacity and recruit against real revenue gaps
• Why partner enablement must teach partners to hunt, not just get certified

Jump into the conversation:
(0:00) Introducing Amy Henderson
(3:48) Why the gap between channel strategy and channel revenue hurts credibility
(6:29) What executive teams need to see from partner leaders
(11:54) Starting with hard inputs like targets, budget, MDF, and success metrics
(13:51) How to run a capability and capacity audit on existing partners
(17:29) Why mature programs recruit to revenue gaps instead of over-recruiting
(21:54) What partners actually care about during recruitment
(23:53) Why partner teams need to teach partners to hunt, not hope
(26:14) How incentives and comp plans can push partners toward net-new logos
(29:19) Turning partner strategy into repeatable workflows
(31:31) The most common reason partner programs fail
(34:39) Why partner activities need to map to pipeline, bookings, and revenue
(36:13) The one thing channel leaders should focus on heading into 2026 and 2027

Resources:

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amy-henderson-4b8a998/ 

Email Amy here: amy.henderson@channelnomics.com 

Channelnomics website: https://www.channelnomics.com/ 

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 “micro sales teams”. He also highlights effective but underutilized affiliate strategies in the age of AI.

You’ll learn:

• How affiliates can help you test and expand to new territories
• What B2B marketing can learn from B2C
• Why you need to nurture relationships with your affiliates

Jump into the conversation:
(0:00) Introducing Ben Meyer

(2:50) Digital marketing insights from customer service

(7:21) An early affiliate marketing model for e-commerce

(10:35) How to introduce new customers to affiliate marketing

(14:04) Using affiliates to expand into new geographies

(17:32) Differentiating affiliates, referrals, and influencers

(20:45) B2C strategies for the B2B marketer

(23:37) The importance of building relationships with affiliates

(25:40) How affiliates can support the entire buyer journey

(28:26) AI’s impact on affiliate marketing

(32:57) The future of affiliates in B2B

Resources:

Ben Meyer's LinkedIn: https://www.linkedin.com/in/ben-meyer-77049b2b/

Cleverbridge website: http://grow.cleverbridge.com/

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 affiliate visibility and what B2B companies should be doing to stay ahead.

You’ll learn:

• How affiliate is reshaping B2B go-to-market strategies
• The content pillars you need to unlock for success
• Where AI is influencing partner discovery and content performance

Jump into the conversation:
(0:00) Introducing Tye DeGrange

(3:12) The Cowboy Code and what it teaches about leadership

(4:48) How Round Barn Labs defined its focus

(8:39) Breaking the bad rap of affiliate marketing

(12:20) Traits of high-performing partner ecosystems

(14:50) Why affiliate and influencer are converging

(21:11) Four content pillars for improving AI visibility

(25:50) How to run your own visibility audit

(29:43) Why sentiment and search signals matter in B2B

(33:22) AI-generated content vs. human-powered trust

(37:54) Why creators will lead AI experimentation and growth

Check out Tye’s talk “The Cowboy Code of Marketing: Building Trust in B2B” at PartnerStack’s STACK’D Connect 2025: https://www.youtube.com/watch?v=VpOXLVkzqdA

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 bridging gaps with product teams, Katie shares how partner programs can unlock wins across the board.

You’ll learn:

• How to align internal stakeholders around partnership goals
• The importance of starting simple when building partner programs
• Why data and AI are becoming essential for partnership success

Jump into the conversation:
(0:00) Introducing Katie Landaal

(1:49) Early agency experiences shaping partnership perspectives

(5:09) Why agency skills translate to strategic alliance success

(10:49) Balancing incremental wins with high-impact partnership opportunities

(13:09) Building a strong foundation for predictable partnership growth

(16:07) Identifying potential product partnerships that drive revenue

(20:12) Bridging product and go-to-market for effective partnerships

(25:44) Using AI tools to improve partnership operations internally

(34:23) Early adoption fears around AI and productivity tools

(35:51) Considering M&A when starting a partnership

(36:57) Partnership-first approach for strategic business growth

(40:33) Applying three Cs and integrity in partnerships