Three Traits of a Successful Revenue Partnership with Alan Chhabra

In this curated episode of the Revenue Builders Podcast, we
engage in a riveting conversation with Alan Chhabra, the
Executive Vice President of Worldwide Partners at MongoDB. Alan
delves into the intricacies of establishing, nurturing, and
enhancing partnerships within the realm of sales and channel
organizations. Alan shares insights into prioritizing
partnerships, aligning them with customer needs, enhancing sales
productivity, and turbocharging relationships with various types
of partners.


KEY TAKEAWAYS


[00:01:12] Importance of partnering strategy for selling software
at scale.
[00:02:15] Assessing partnerships through a customer-centric
lens: relevance, ecosystem enhancement, and simplifying
procurement.
[00:03:55] Focusing on crucial partners: cloud providers, system
integrators, ISVs, and resellers.
[00:08:49] Convincing partners by highlighting the additional
value MongoDB brings to drive their sales.
[00:10:40] Establishing trust and momentum through successful
mutual deals, leading to a long-term relationship.
[00:11:57] Factors that can potentially disrupt partnerships:
compensation model changes, competitive products, lack of focus,
or overextension.
[00:13:44] Turbocharging partnerships with system integrators by
offering certification programs aligned with high-margin,
strategic projects like cloud migration.


HIGHLIGHT QUOTES


[00:01:33] "You really need people around the product set to be
able to sell at scale."
[00:05:37] "It was a nice agreement at the top, but there's no
underlying relationship at let's call it the street level."
[00:09:44] "That's when trust is established, and then you can
build and maintain a long-term relationship."
[00:11:06] "Partnerships at the central level, they can be struck
quickly, but they also can be destroyed quickly."
[00:14:26] "There's ways that companies like MongoDB can get big
with SIs if we help them with the cloud migration journey."


Listen to the full episode with Alan Chhabra
through this link:
https://revenue-builders.simplecast.com/episodes/the-ideal-partnership-with-alan-chhabra


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/