The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 7 months ago

Friday Fundamentals 128: Gauri Chawla


Friday Fundamentals 129: Guari Chawla

Hey everybody, it's Sam Jacobs.Happy Friday. Welcome to Friday fundamentals. You know Friday fundamentals, that shortfive to ten minute format where we bring you actionable insights to help make adifference in what you do today. Today we've got back on the show thisweek's guests glory Chavela. Glory is the vice president of global partners and alliancesat a really cool company called in river, and she's going to talk to usabout the number one key to forming a successful partnership. And it's reallyan area that's misunderstood across the sales technology landscape, across the technology landscape,and it's a discipline that a lot of people need to know more about becauseit can really drive valuable results for your company. So we're excited to askher that. Now. Before we get there, we want to thank oursponsor. Friday fundamentals is brought to you by outreach. Outreach triples the productivityof sales teams and powers them to drive predictable and measurable revenue growth by prioritizingthe right activities in scale and customer engagement. With intelligent automation. Outreach makes customerfacing teams more effective and improves his...

...ability into what really drives results.Gory, welcome back to the show. Thank you, we're excited to haveyou. So here's the question we want it. We want to ask youtoday what, in your opinion, is the number one key to forming successfulpartnerships. I think the number one key to forming six sucessful partnerships is thevalue proposition that you bring to the market. A lot of partners and alliances theyfind each other, they think they should be working together, they don'treally put a plan together, they don't really fill a gap and it's usuallybecause they haven't really thought through what are we really doing together? A lotof people, you know, want to create partnerships because they want to driverevenue and they start from that point, which we all know. You know, success, freed success, if when you start with a deal, it'sthe best way to to start a partnership. Everybody knows that. That's what everybodysays, which I agree with to...

...a certain extent. But if youwant to create a true strategic partnership that really drives revenue, you got areally understand the value you both bring together to the market and then create theright plan to execute on, because when you don't have that, after thefirst couple of deals, where it might have come together because a couple ofcustomers needed you guys together, it tends to fizzle out. So when youhave the right value proposition and then you have the right engagement, it's amuch stronger foundation to build off of and a lot of people forget about thatpiece. I think that's so insightful because I personally have done so many partnershipswhere you're right. We always started at as let's train the other teams,the other company sales team, on how to sell our product. Not Whyis the combination of these products something that's...

...useful for the customer? So Ithink you just make a fantastic point and then you can continue to evolve itas times change, right, and that's where I think you've become more successfulas partners, when you can adapt to what's happening and you can actually respondto your customers needs that way. But you've already built that relationship with thecustomer too. So that, to me, is kind of the the foundation ofeverything. I love it remind us to folks want to get in touchwith you. What's the best way? My email is the best way andI'll spell it out. It's gry, which is ga Uri dot Chavla ha wla at in rivercom. Awesome folks want to reach out to me,you can some Linkedincom for the word in for and F Jacobs. You canalso email me Santa Revenue Plecti Ofcom. Thanks to outreach our wonderful sponsored gory. Thanks so much for being our guest on the show this week. Thanksfor having me.

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