Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast - 33 - Gen AI & How You Can Add Digital Workers to Your Partnerships Team with Alden Hultgren

33 - Gen AI & How You Can Add Digital Workers to Your Partnerships Team with Alden Hultgren

03/21/24 • 30 min

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

Let us know what you think of the podcast.

How does one begin to integrate AI into their partner programs? Alden Hultgren provides practical advice, from mapping out automation opportunities to designing partner experiences that are not just functional but delightful.
She envisions a future where digital workers become integral to partnership teams, streamlining processes and freeing up human talent to focus on strategic initiatives. Her mantra? Dream big — the technology is ready for you.
(00:32) Guest intro: Alden Hultgren
(03:27) Alden on growing a $1MM partnerships practice to $25MM
(05:16) Strategies Alden used at Salesforce to grow their partnerships beyond $100 MM
(07:21) Alden's tools for partner management
(09:29) GenAI: Reshaping traditional channel partnership roles
(11:36) Strategic approach to gen AI for partnership professionals + skills do you believe will help partnerships professionals survive & thrive within the gen AI landscape
(13:06) Gen AI's affect on longevity in a career in partnerships
(13:56) Conversational AI Orchestration Platform & its role in partnerships
(15:58) Gen AI digital workers' role in partnerships
(18:22) Designing digital workers in partnerships & optimizing the experience for partners
(20:11) Digital workers: who's done it well
(22:01) Strategies for integrating gen AI into partner programs to create value-added services
(24:05) Challenges related to the rapid evolution of Gen AI technology
(25:03) Can Gen AI help with the partner experience?
(27:05) Alden on most significant achievement with gen AI in partnerships
(28:25) What vendors need to keep in mind as they leverage Gen AI for partnerships in the near future

This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝

If you haven't already, please like 👍 & subscribe! ✅ And if you enjoyed this episode, please leave us a review on Apple Podcasts ⭐️⭐️⭐️⭐️⭐️ https://apple.co/3HcqSsm See instructions to do so at the end of the episode.
To learn about Magentrix PRM, please visit www.magentrix.com
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Podcast Credits:
Host: Paul Bird
Executive Producer: Fereshta Nouri
Content & Research: Fereshta Nouri
Graphics & Branding: Fereshta Nouri

Let us know what you think of the podcast.

This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝

Previous Episode

32 - Prioritizing the Partner Experience (PX): The Basics - Bernhard Friedrichs, PartnerXperience

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Bernhard Friedrichs (PartnerXperience) joins us to share his wealth of knowledge on crafting a partner journey that fosters collaboration and drives capital-efficient growth.
He takes us through the nuances of treating partners as equals, not customers, and the importance of transparency and trust throughout the partner lifecycle. From recruitment to onboarding, and beyond, discover the strategies that can turn a good partner experience into an exceptional one.
We'll explore:

PartnerXperience's four C's of partner qualification: Customer Base, Credibility, Capability, and Commitment
The impact of technology on PX, including PRM platforms like Magentrix
How to measure the ROI of a superior partner experience
The playbook for capital-efficient growth through strategic partnerships

Bernhard's insights are not just for partnership veterans but also for CEOs and founders looking to weave partnerships into their business model. If you're aiming to future-proof your partnerships and ensure they're more than just transactions, be sure to have a listen.
(01:00) Guest intro: Bernhard Friedrichs, PXP
(04:36) Key elements of a good partner experience (PX and how they influence the overall success of a partnership
(07:28) How does a seamless and user-friendly partner experience contribute to the efficiency of partner onboarding and ongoing collaboration?
(10:44) Well-designed partner experience, partner loyalty and long-term commitment to a vendor's program
(12:09) Preliminary elements or considerations that need to be in place before your efforts with PX can even have a chance to be effective
(16:17) Partner recruitment & setting a potential partner up for a great PX - The 4 Cs
(21:07) How a positive PX contributes to the overall brand perception and reputation of a vendor within the partner ecosystem
(22:13) Role of partner technology in shaping and enhancing the partner experience + how vendors can leverage it effectively
(25:29) Personalization in the partner experience
(27:04) Strategies for enhancing and evolving the partner experience to meet changing partner expectations: Embrace complexity
(28:13) Measuring & quantifying the ROI of investing in a superior PX in a partner program
(31:21) What is Capital Efficient Growth? (PXP's Playbook)
(34:00) How integrations help provide a better user experience, not just for the vendor’s customers, but for partners too
(36:21) Bernhard's key takeaway for vendors from the CEG playbook
(37:00) The one thing to know for creating an unforgettable partner experience that can future-proof the partnership
(37:35) Conclusion

This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝

Next Episode

34 - Hiring A Fractional Channel Chief vs. In-House - Kameron Olsen

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Have you ever heard of a fractional channel chief? This is a concept that's shaking up the industry, and we had the privilege of delving into it with Kameron Olsen, a leading expert with over 15 years of experience.
So, what exactly is a fractional channel chief? Unlike a full-time in-house channel leader, a fractional channel chief offers their seasoned expertise to multiple companies, but only for a fraction of their time. This approach allows businesses to benefit from top-tier channel knowledge and experience without the full-time investment. It's a perfect solution for companies looking to dip their toes into the channel waters or needing to revamp their existing channel strategies.
(See here for the video version of this episode https://youtu.be/ALnjOa-ABgw?si=X4XIg-YbzFpkC2wt)
(01:02) Guest intro: Kameron Olsen
(01:47) Highlights in your career in the channel thus far
(04:29) How hiring a fractional channel chief differs from in-house + shortage of the role
(06:01) Typical responsibilities and scope of work for a fractional channel chief
(08:06) Most enjoyable part about the role of a fractional channel chief
(09:15) Potential conflicts of interest or competing priorities channel chiefs may have to navigate when working with multiple clients
(09:52) When is it more advantageous for a company to hire fractional channel chief vs. in-house employee?
(11:58) Being thrown into a channel role for the first time & how to figure it out
(14:04) The disillusion of hiring an inexperienced channel manager that you don't provide training to
(14:54) Advice for companies that want to hire a fractional channel chief for the first time + steps to take
(17:08) Steps for suppliers to ensure successful partnerships
(18:10) Partner management tech stack recommendations to vendors
(20:03) Customized recommendations partner management tech stack for each vendor
(22:50) How to keep track of the partner experience aspect & increase likelihood of partner engagement & what mature partner programs might do
(25:53) Do fractional channel chiefs have deeper insights than in-house channel chiefs?
(27:20) Tips for organizations to nurture successful partnerships
(28:56) How the role of a fractional channel chief may evolve (will there be a shortage?)

This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast - 33 - Gen AI & How You Can Add Digital Workers to Your Partnerships Team with Alden Hultgren

Transcript

Paul Bird: Our guest today has been in the partnership space for more than 15 years. Her expertise include strategic partnerships, generative AI, conversational AI, and building and managing global ecosystems of consulting partners, technology partners, as well as cloud solution providers. At Twilio, she grew the consulting reseller partner ecosystem to over 500 global partnerships, consistently delivering 100% year over year growth in partner influenced opportunities. At Sale