On this episode of the Unlearn podcast, hosts Asher Mathew and Kelly Sarabyn welcome Rich Gardner, a partnership maven with a knack for turning industry insights into actionable strategies. Fresh from events like Catalyst and Dreamforce, Rich shares his take on peer-to-peer learning and aligning partnerships with the big picture.

Drawing from his time at Klaviyo, Rich dives into the nitty-gritty of being a true partnership operator. Join us for a candid conversation about where partnerships are headed and how to keep everyone – from your team to your partners – rowing in the same direction. It's a down-to-earth look at the future of business collaboration, sprinkled with Rich's real-world wisdom.

Chapters -

00:00 - Introduction

03:14 - Reflections on Catalyst and Peer-to-Peer Learning

09:47 - CEO Involvement and Partnership Strategy

14:02 - Challenges in Measuring Partnership Impact

20:23 - Operator Mindset

29:01 - The Future of Partnerships and Marketplaces

39:38 - Challenges in Collaboration with Product Teams

47:41 - The Evolution of Partnerships and Future Opportunities

50:55 - Closing Remarks

Key Takeaways -

• Partnerships leaders need to better communicate the value of partnerships to CEOs by understanding the CEO's priorities and speaking their language in terms of business metrics and growth.

• Measuring and attributing partnership impact is a complex challenge that requires rigor and instrumentation, which partnership leaders need to focus on.

• Product teams can be resistant to co-building or allowing third-party integrations, so partnership leaders need to frame partnerships as a way to help product teams achieve their goals faster.

• Partnership leaders need to adopt an operator mindset, understanding the entire business and being able to translate partnerships' value across different functions.

• The rise of platforms, marketplaces, and the democratization of integration/development due to AI presents both challenges and opportunities for partnership leaders to navigate.

Key Quotes -

“Now is the perfect time to claim a seat at the table, given the shifts in the market. The key for leaders is to focus on being effective operators” - Asher Mathew

"To succeed as a partnerships leader, regardless of your title, you must understand your product, customer success, sales, and what matters to finance. You need to grasp it all—essentially acting as a mini-CEO." - Rich Gardner

"It's complex to map out these dynamics. Crossbeam has attempted to visualize the cloud, but when you consider hyperscalers and their marketplaces, they're now incorporating business software, not just IT and dev tools. This creates layers of ecosystems within ecosystems. Even hyperscalers are part of others' ecosystems, so no one is just a platform anymore—everyone is both a participant and a platform." - Kelly Sarabyn