The Ideal Partnership with Alan Chhabra

In this episode of the Revenue Builders podcast, John Kaplan and
John McMahon are joined by Alan Chhabra, Executive Vice President
of WW Partners at MongoDB. Alan talks about starting the partner
program at MongoDB and how he overcame some of the role’s biggest
challenges.


Alan shares what he’s learned about establishing great
partnerships, managing connections, and growing relationships
with partners to maximize efficiency and long-term results. He
also talks about his experience managing the complexities of
client relationships, especially when it comes to competition.


Additional Resources:


Connect with Alan on LinkedIn:
https://www.linkedin.com/in/alanchhabra/

Visit MongoDB's website: https://www.mongodb.com/

Donate to The Home for Little Wanderers:
https://www.thehome.org/

Support Vision-Aid: https://visionaid.org/

More about Force Management | https://forc.mx/3waMDDS

Increase Revenue by Improving the Manager/Seller Relationship
| https://forc.mx/3bt8jTl

Drive Revenue Growth Through Indirect Sales Channels |
https://forc.mx/3nsioTh



HIGHLIGHTS


How to manage the diversity of partnerships

Gaining traction early with a partner

The challenges of managing channel conflict

The characteristics of the right people for a channel

Establishing trust for enablement information

Alan's advice on things you can get from a partner community



QUOTES


Alan: "When you put that together, then you get
a handful of partners that you double down. I'm not one for where
you just have hundreds of partners that you focus on. You really
should get the ones that fit into all those buckets, and then you
go deep."


Alan: "It does start on the street. If local
sales leadership from both companies are not tight at the hip,
global partnerships do not work. They may help with some
marketing awareness, they may get people excited on LinkedIn, but
if there's no real tight-at-the-hip at the geos, it doesn't work.


Alan: "The reason for that mistrust is usually
because of misalignment on what's in it for them and what's in it
for us. For example, if all that partner's job is to ambulance
chase your deals in the field and steal points, the last thing
you're going to do is share information with them."


Alan: "The customers' buying motion has changed.
In the last five to seven years, customers now buy upfront
infrastructure and commitments with the cloud provider."


Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064