Go Nimbly

Not gonna lie... still figuring this part out but pretty sure it includes lots of 'architect-y' buzzwords like instances, integrations, systems, territory modeling, roadmaps, sprints, release cycles, hyper-care, object modeling, lucid-charting, API awareness, database...ing, routing, workflows, problem solving, critical deadlines, impact analysis, cross-functional alignments, client-facing discovery, scope, requirements, user stories, scope creep, regular creeps, analysis, conceptual design, one on ones, popping into calls, certifications, using the phrase 'I don't know but let me check and get back to you', and other stuff like that. 

 But you can follow along with the adventure by subscribing to the podcast here: https://partneropspartner.buzzsprout.com/2173770

RevOps Architect

PartnerOps Partner

PartnerOps Partner is dedicated to raising awareness, capability, and support for the niche role of Partner Operations within SaaS industry. We achieve this by connecting professionals in the highly niche space of "Partner Operations" to one another through community, podcast, events, and networking. Learn more at the website - www.partneropspartner.com - and reach out to connect!

Host

Partner Foundations

Partner Foundations is an App-Exchange approved, Salesforce native solution for partner management that provides your partner team the underlying framework necessary for scalable ecosystem growth. 

Finally, Salesforce built with Partnerships in mind! 

With Partner Foundations, your partner team can accelerate their focus on growth and stop haggling over system headaches while your executive team can get the real-time insights they need to continue investment in your program. 

Reach out for more information or see our site and listing on the Salesforce App Exchange: www.partnerfoundations.com

Co-Founder

Samsara

Lead multiple high value projects impacting program operations including a complete overhaul on the core attribution model to support scalable growth for standard and exception programs. Types of projects included:
- CRM architectural overhaul to support multi-thread partner attribution and program management
- Salesforce Experience site cleanup including basic UI and User management capabilities 
- Deal Reg to ABM Data Alignment + Approvals workflow for Partner referrals
- Improving in-system visibility of existing business (Deal Reg, Leads, Opportunities, Contracts, etc.) within Deal Reg review process
- Subsidy program oversight + operational enhancements for in-system visibility and management of active program engagement and financial impact 
- Partner 'App' for centralizing PAM experience within CRM 
- Improved reporting around new architecture to support in-system visibility of performance based on Program, Partner and Partner contacts

Senior Program Manager, Partner Operations

Atlassian

Working cross-functionally to deliver an excellent partner experience through the lens of system architecture, design, and integration.

Senior Channel Business Operations Architect

6sense

All things Partner Ops nestled in the RevOps team with a heavy dotted line to the Partnership Org! 

So what am I doing? 

- Enhancing Partnership infrastructure within SFDC to provide reliable metrics for Partner Source and Partner Influence, including automatic calculations on estimated referral fees 
- Incorporating program management elements within SFDC to improve visibility and awareness of Partnerships overall
- Implementing a PRM to capitalize on Inbound Referrals, Directory and other features 
- Utilizing Spekit to enhance partnership stories on overlaps nestled right in Accounts and Opportunities
- Developing recruitment and sales rhythms for Partnership programs 
- Working on contract management for inbound recruitment to simplify documentation, agreements, and improve compliance

Manager, Partner Operations

M-Files

> Implemented standardized onboarding process for US Partners as Partner Sales Enablement Manager
>Brought Impartner PRM implementation online within 3 months of introduction to product following 4 month delay in realizing go-live
> Established core channel process for Lead and Opp management and maintained core process through multiple changes in core GTM strategy over the course of several years
> Re-architected overly complex custom PRM integration to standardized integration with zero end user downtime or interruption
> Implemented partner order support model to reduce delivery times from nearly 2 weeks to 2-3 days
> Implemented SFDC Forecasting to improve collection and visibility of global forecast numbers 
> Implemented SFDC Territories to support territory management and improve clarity of ownership
> Lead go-live communication strategy for global Adobe-Sign integration with core platform
> Transitioned checklist based onboarding to Talent LMS for global new hire onboarding support 
> Transitioned checklist based sales onboarding to Talent LMS for global new sales hire support 
> Since implementation of model, 100% OKR (or Rocks) realization for 6 consecutive quarters
> Developed Prospecting Guidelines to support existing tool stack and new hire orientation 
> Acted as support Admin and occasional vendor manager across entire RevOps tool stack, primarily focused on end user experience and strategic adoption within Sales (Impartner PRM, SFDC, 6Sense, Sales Navigator, Outreach, InsideView)
> Lead global redistribution and training of Sales Navigator with an overall in increase in Search and In-Mail adoption and acceptance rates

Lead Program Manager

Drive360 CRM (Closed)

> Reduced new client churn from 95% to 40% through onboarding, support, and product enhancements
> Improved time to cash by 15 days (25%) through onboarding enhancements (reduced from 60 to 45 days)
> Developed remote launch model to reduce initial onboarding costs for end customers, increasing market potential to smaller dealers and improving time-to-value for all
> Improved product management/delivery timelines and stabilized platform through implementation of Agile/Scrum methodologies as Certified Scrum Product Owner (CSPO)
> Implemented automated support model to support staff reductions while increasing increase overall support response time and bug repair
> Convinced primary investor to support 90-day cessation process (instead of 30-day) after uncovering significant financial crisis
> Developed and executed 90 day Cessation of Operations effort as Interim CEO, including transition of 20+ clients to new vendors and settling previously unknown vendor debts at 18% of stated value

9-Month Promotion Path: 
Implementation Manager > Director of Customer Service > VP of Operations

VP of Operations

Cloud Interview /iWorkZone (Acquired)

> Reworked business hosting agreement to reduce annual spend by $4k
> Developed platform user guides for Admins and Public Users
> Identified and prioritized 100+ bugs during intensive 30 day QA on supporting platform 
> Developed onboarding model for new corporate customers
> Developed onboarding model for new individual public users 
> Continuously support product development with identification and prioritization of bugs and features

In Dec of 2013, company shifted direction due to limited growth and, as the only full-time employee I was let go. Company was later acquired.

Business Manager

Riskonnect, Inc.

> Supported expansion of Tier 1 helpdesk from 50 to more than 150 clients within first 90 days of employment
> Reviewed/approved more than 1200 outdated internal articles on product solutions to streamline support efforts within first 6 months
> SFDC reporting SME supporting multiple internal initiatives for ticket reduction and case resolution
> Developed and managed new hire onboarding program for new hires within team 
> Managed ongoing case load of support tickets for Tier 1 issues while continuously supporting colleagues as local SME for core platform, data, and SFDC

Original employer, CS STARS LLC, was rebranded as Marsh Clearsight and the line of business tied to RMIS eventually sold off to Riskonnect. My contacts are now employed by Riskonnect.

Knowledge Manager

Loving All Things Partnerships Experience | I think therefore I often can’t sleep | Podcast: Behind the SaaS

Dragging Partnerships into the RevOps framework, one client at a time.

Aaron Howerton

Alexander Shyshko

Outbound Funnel

Building 1 > 10

Shifting my focus on growing OBF brand marketing, strategic partnerships, VAR GTM, client/partner success, and integrated partnership marketing

Building  0 > 1 

Responsible for strategy and execution of GTM motions across sales, partnerships, marketing, operations, and hiring amazing people that helped us to quadruple our client base and our growth routes from zero to millions in new revenue


====>>>>
Outbound Funnel was established in 2017 as one of the first implementation and  professional service agencies for clients that adopted the power of Sales Engagement Platforms, to drive more revenue, greater sales rep's effectiveness, and sales process efficiency. 

Since then we’ve onboarded over 1700+ customers globally and expanded our certified expertise across other emerging cloud applications including Gong, HubSpot, Dynamics, Salesforce, Outreach, Intercom, Salesloft, Sendoso, MadKudu and many other great partners. We act as strategists and enablers to our customers when it comes to modeling their business processes to sales systems and integrating tech stack for better end-customer communication, optimized end-user activity, and a sharper line of sight on activities across departments.

Our all-US based team that covers NorAm, APAC and EMEA clients, has a wealth of knowledge in strategy, implementation, onboarding, and training on Sales Engagement Platforms for companies from 5 employees to Fortune 500,  and our proprietary enablement and implementation methods allowed us to drastically reduce time-to-value for 1000s of companies, enabling their teams to scale swiftly and efficiently.

Reach out to us, visit us at www.outboundfunnel.com, or connect with me directly to learn more about how we can support your investment in your tech stack and in your team adoption to match your revenue goals

Advisor

Partnership Leaders

Chapter Lead for Houston and Executive Expert in Residence for Agency Partnerships
Honored to have been a part of PL community growth from <100 members to now 3000+ 
and see the rise Partnerships profession in the last half a decade

Executive Member

Multiple Companies

Investor | Advisor | SalesTech MarTech PartnerTech GenAI

Palo Alto Networks

Recruited by VP of Sales & VP of GTM Strategy, tasked to build cross-functional sales process and systems strategy to bring new B2B/B2B2C/Commercial  (Okyo) product to market. Supported go-to-market and go-to-route strategy architecture and GTM teams in delivering hardware and subscription-based products for NorAm delivery.

Sr. Manager, GTM Initiatives (Okyo RevOps and Inside Sales Lead)

Postclick

Head Of Partnerships

ON24

Build agency program from ground up in 3 month prior to Covid, and managed to support over 500 service agencies and businesses through/post pandemic. 

IPO in 2021

Head of Agency Partnerships [Global]

Recruited by SVP of Partnership to manage key ISV alliances and establish new agency program. Operationalized licensing, contracts, billing, partner operations, and sales processes internally to drive new revenue and marketing opportunities with selected technology and solution partners

Head of Technology Partnerships [NorAm]

Outreach

Recruited by Regional VP of Enterprise Sales (employee #86).  Developed new SMB and Enterprise Sales strategy playbooks, marketing campaigns for strategic accounts, and constructed new Partnerships role to bring on Agency, BPO, SI and ISV partners that lead to a brand-new market category for ‘Sales Engagement Platform’ that position company as a category leader.

●	Supported company revenue growth through direct and partner channels sales from $7M to $100M in ARR 
●	Secured $700K ARR in net-new logos generated over $5M in new pipeline for Enterprise sales teams 
●	Constructed sales and demo playbooks, adopted by NorAm SMB, MM, Enterprise sales teams
●	Co-lead strategic deals securing major logos (AT&T, AWS, GE, & Cisco amongst others) positioning company for IPO
●	Recruited and managed over 40 system integrations, consulting and product partners to scale co-sell and co-marketing efforts
●	Managed over 20 BPOs, collectively generating over $3M in ARR
●	In first year of establishing Partnerships pillar, generated $1M ARR in net-new co-sell revenue, $1.6M ARR attribution to customer success, $4.4M ARR in sales pipeline, and $250K in sponsorships for inaugural Unleash conference

Head of Partnerships [SI/ ISV/ BPO]

Strategic Sales and GTM Strategy

Oracle

●	Co-led $14M in net-new and expansion deals across install and greenfield, Service Cloud strategic accounts
●	Orchestrated complex multi-product and cross-organizational deals by synchronizing internal sales teams and partners
●	Achieved MVP, Director’s awards finishing FY15 at 192% and FY16 at 520%

Enterprise Account Manager [CX Service Cloud]

Aarki

●	Strategic hire to develop SaaS strategy for AdTech creative app; secured $1M in commit spend within 3 quarters

Enterprise Account Executive

Marketo

●	Acquired by Marketo via social media start-up; 391% growth driving business development with major B2C brands
●	Post acquisition attached as BD/SME with $2.6M in deals, and $1M quota as AE in direct sales through 

IPO in 2013

Commercial Account Executive

BD/Sales efforts with expertise in Social Media space that opened opportunities to work with largest Entertainment, CPG, Media, and Telco organizations in the early adoption of Facebook and Tweeter for Business. Brands included Sony Music, Warner Brothers, Lionsgate, and BT

Acquired  by Marketo in 2012

Business Development [CrowdFactory-acquired by Marketo]

Head of Revenue and Partnerships @ Outbound Funnel || GTM Leader || alum- Palo Alto Networks, Outreach.io, ON24, Oracle, Marketo || 0-to-1 Sales, Marketing, and Ecosystem Programs Builder

taplio

The Battle

Aaron Howerton

Alexander Shyshko

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