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

Former T-Mobile, Tableau and Databricks, 20+ years of diverse experience across business.

Focused on end to end Business Strategy, Revenue Operations and AI Solutions ( from Start-ups to Enterprise/Government) with focus in cross-functional Strategy, Programs, Projects, Risk and Analytics across various business units.

▪️I have built and delivered business programs ground up with little to no resources driving a $100+ million revenue impact and continuous program growth. 

▪️Managed a programs from $10 to $200+ million portfolio ensuring efficient processes and practices, delivering strong CSAT, while meeting strict Federal and agency regulation

▪️Previous roles in the following departments: Product, Finance, Sales, Operations, Business Development, Partner Ecosystems, Marketing, Accounting, IT and Risk Management.

𝗢𝘃𝗲𝗿 𝗮𝗿𝗰𝗵𝗶𝗻𝗴 𝗳𝗼𝗰𝘂𝘀 𝗮𝗿𝗲𝗮𝘀:
- Revenue Operations
- AI Program and Operations Automation
- Program Design, Development & Management 
- Process Improvement ( Lean, Six Sigma ) 
- Business Transformation / Change Management
- Business Intelligence/ Analytics 
- Business Operations


𝗖𝗼𝗺𝗽𝗿𝗲𝗵𝗲𝗻𝘀𝗶𝘃𝗲 𝗲𝘅𝗽𝗲𝗿𝗶𝗲𝗻𝗰𝗲 𝗶𝗻:
- Management Consulting 
- Product Development & Management (JIRA, Confluence)
- Technical Program Management (TPM)
- Project Management ( Agile, Waterfall )
- Performance Analysis
- Financial Modeling 
- Financial Analysis
- Decision Insights
- Audits / Assessment
- Risk Management (Enterprise Risk)
- Governance, Risk and Compliance (GRC) Solutions (PCI, SOC2, ISO27001)
- Sales Operations / Revenue Operations 
- Partner Ecosystems / Partner Programs / PRM
- Partner Management/ Relationship Management 
- Cloud Partner Programs and Relationships (AWS, GCP and Microsoft)
- Channel Operations / Partner Operations
- Vendor Management
- Salesforce Management 
- Data Mining (Oracle, Teradata, Postgres, SQL Server)

taplio

The Battle

Aaron Howerton

Allen Smolinski

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