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

Fluincy

Helping companies uncover referral revenue from their partners through their partner's everyday conversations

CEO and Founder

Pavilion

Pavilion (formerly Revenue Collective) is an international community of sales, marketing, RevOps, and CS leaders from the world’s fastest growing companies. Together, we teach new skills, forge meaningful connections, and help our companies grow.

Unlock your professional potential and level up with community-powered learning for GTM leaders and CEOs. Join today at joinpavilion.com/apply-now.

Chapter Head/CEO Member

PartnerHacker

Regular Partner Enablement Columnist on PartnerHacker.com

Contributing Author to the PartnerHacker Handbook at partnerhandbook.com

Contributor to the PartnerHacker Daily (PHd)

Columnist

Apple

I was hand selected to identify technical sales gaps in two channel reseller partners.
One gap I identified was a lack of sales engineering training. I helped them build a technical sales team to 10 sales engineers
I created an curriculum and training program to get the partner sales engineer team to be highly qualified to sell Apple products.
I identified a gap relating to a clear sales process led by the sales engineering team, so I developed and delivered technical sales tool to drive Mac sales.  This resulted in net new $10M+ in Mac sales at reseller partners, SHI and Connection
I joined partners on customers calls in order to answer advanced customer technical questions to remove technical barriers to sales.
I had 6 straight quarters of over 100% quota attainment

Channel Partner Enablement Manager

I developed and delivered onboarding curriculum and content, onboarding 150 new sales employees to date.
I developed and delivered co-innovation content for Cisco and Apple Partnership
I presented technical instructional presentations to partner Go-To-Market teams at Salesforce, Accenture, and Cisco
I presented partner webinars with high engagement and attendance totalling 20K Salesforce attendees, 1.5K Accenture attendees, and 1.4K Cisco attendees. The engagements always had positive feedback. 
I designed partner enablement strategy and oversaw implementation at Deloitte Digital, co-creating content for presentation to key GTM teams
I hosted and and produced a technical sales enablement podcast, delivering over 100 episodes to a worldwide audience
I developed and instructed workshops in-person to channel and strategic partner audiences.

Strategic Partner Enablement Manager

I was a technical consultant for K12 customers
I met regularly with CTOs, CIOs, Superintendents and other executive stakeholders to help them understand the possibilities of incorporating Apple devices into their schools., meeting regularly to remove technical barriers for K12 customers, 
My year over year attainment was approximately $30M in revenue
I was a subject matter expert in integrating Apple Devices into complex, multi-campus infrastructure 
In 2017, I received recognition as the  East region K12 Systems Engineer of the year (I do have a pretty trophy :))
10 of 12 quarters over 100% quota attainment

K12 Sales Engineer

Jamf

I traveled all over the world installing, implementing, and instructing new customers on Jamf Software products.
I got to go to some pretty amazing clients like CERN, The Voice, Department of Homeland Security, and Mary Kay
I consulted with both technical and non-technical stakeholders to figure out how the software could best serve them in their environment. 
Once we were able to determine what they were trying to accomplish, I helped them to configure the software while also instructing them on how to make changes in the future.

Professional Services Engineer

Mckinney Independent School District

I taught myself how to use the MDM platform Jamf Software. I learned how to image, configure, and deploy Apple Devices through my own research, and by building relationships in the Mac Admin community and at Jamf.
I Oversaw the district wide switch from entirely Windows to entirely Mac including 5000 desktops and laptops at 26 campuses
During this time I also got a hardware certification (Apple Certified Macintosh Technician) as well as several Jamf certifications
When the district switched to Mac all of the teachers had to be trained on how to use it. So I developed and delivered Mac 101 training to 200 teachers

Apple Systems Administrator

Regis Jesuit High School

Developed and implemented lesson plans that fulfilled curriculum requirements
• Moderated the school’s student council - organized multiple events with and for
them
• Worked as the lead Certified Athletic Trainer after school and on weekends
• Worked as an assistant accountant in the business office and was responsible for
maintaining and balancing accounts
• I was a technology leader aiding other teachers in implementing technology in
their classrooms and troubleshooting technology when help desk was
unavailable
• Created instructional activities that utilized technology and differentiated to
multiple learning types

Teacher

I am a teacher. This isn’t a designation of title, but rather a statement of my very self. It’s my default. When I consider new information, I process it in a way that can be taught. For me, this is inserting information into a context of action and consequence.

When I was a high school history teacher, I wasn’t so much concerned with whether my students could identify all of the major players in the civil war, but whether they could identify a current societal situation and trace that back to the civil war itself. I wanted them to be able to understand that the decisions that they make have long lasting consequences and that we can see evidence of that all throughout our history.

When I moved into systems administration, I didn’t stop being a teacher. I didn’t stop inserting information into my action/consequence paradigm. But now, I was a teacher of teachers. When I became a Mac systems administrator, I had to teach them that if they were provided with the right tools, the right enablement, and the right motivation that they could unlock their creativity and innovation, and help their students to learn in new and powerful ways. 

Later, when I moved to work in the MDM space I became a teacher of systems administrators. I was given an opportunity to help them to understand that the actions that they take behind an MDM console empower and enable their users to do their life’s best work.

The next chapter of my career story involves being a teacher to customers and to partners at Apple. I spent 3 years teaching K12 Systems Administrators how Apple devices can unlock their teachers creativity and passion, and how to accomplish that with the Apple Ecosystem. I shifted into Strategic Partner Enablement, and there I found my passion, MY life’s best work. I learned how to find the right relationships within an organization, I learned how to ask the right questions, I learned how to establish a symbiotic relationship. I learned how to leverage internal resources in order to make good on that relationship. I learned how to listen, to strategize around my partner’s needs, and then to build a plan to execute on how best to enable our partners to go to market together. I became a teacher of partners. 

Next I’m looking to expand this passion. To build a team and a program and teach others how to execute on partner enablement strategy. I want to be a leader that builds diverse teams and empowers them to be the next generation of tech leaders.

taplio

The Battle

Aaron Howerton

Jessie Shipman

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