On today's episode, we dive deep with Brian Jambor, a true architect of partnerships and human connection. In this episode of Friends with Benefits, Brian unpacks the nuances of scaling partnerships, shares lessons from his career, which range from making headlines in the Wall Street Journal to launching innovative AI collaborations, and gives his take on the future of partnerships in the age of AI. Discover why trust, ethics, and connection are at the heart of his success, and hear how he’s ...

In this episode of Friends with Benefits, Jason and Sam sit down with Jen Igartua, CEO of GoNimbly, to talk all things RevOps. Jen walks us through her journey in the world of revenue operations, unpacking how RevOps has become essential for scaling B2B SaaS companies. We dig into the value of operationalizing partnerships and hear how GoNimbly has made this a core part of their strategy, especially through their powerhouse partnership with Gong. Jen also dives into the trickier side of RevOp...

In this episode of Friends with Benefits, hosts Jason and Sam are joined by Aaron Leeder, VP of Partnerships at Pavilion, to explore the innovative role of partners as sponsors within the B2B landscape. Aaron shares insights from his experience at Pavilion, where sponsorships have evolved to provide authentic value to the community while supporting the organization's growth. Discover how Pavilion balances sponsors' needs with its members' expectations, creating meaningful connections that tra...

In this episode of Friends with Benefits, hosts Jason and Sam welcome Andrea, a prominent figure in the Salesforce ecosystem (Salesforce MVP Hall of Famer 🤯) and CEO of Sercante. The conversation delves into Andrea's journey from a Salesforce user to a successful entrepreneur, highlighting the founding and growth of Sercante, a company focused on creating seamless digital experiences using the Salesforce platform. Andrea shares insights into the challenges of naming a company, the import...

In this conversation, Pete discusses the concept of 'Open to Help,' emphasizing the importance of building authentic relationships and trust in networking. He shares personal experiences that shaped his willingness to help others, the significance of creating a space of trust, and the long-term benefits of genuine connections. The discussion also touches on the balance between personal and professional relationships, the role of curiosity in asking meaningful questions, and the idea that we a...

Tyler Calder is the CMO of PartnerStack and a friend everyone should know. On this week's show, we explored the evolving role of partnerships, the importance of speaking the business's language, and the parallels between marketing's past and partnerships' present. Here are the key takeaways from our conversation:- Partnerships and Business Language: Tyler emphasized the importance of partner leaders speaking the language of business. He discussed how partnerships today are similar to whe...

Can the future of B2B partnerships be built on a foundation of trust and data sharing? Join us as we kick off season two of the Friends with Benefits podcast with Bob Moore, co-founder of Crossbeam, who shares invaluable insights from his journey in redefining the partner tech landscape. Listen to Bob's compelling story of Crossbeam's inception, navigating the GDPR challenges of 2018, and tackling the daunting "cold start problem" to build a thriving platform connecting over 30,000 companies ...

Join hosts Jason and Sam for the first-ever LIVE recording of the Friends with Benefits podcast, from the inaugural Arcadia Leadership Experience (ALX). The Arcadia Leadership Experience combined experiences like glamping, fly fishing, and yoga with deep discussions on partnerships and personal growth. In this episode, they share insights from their closing keynote, exploring what it means to embody the values of Arcadia—harmony, intentionality, and greatness. Listen in as they discuss the im...

In the season 1 finale, we delve into the critical topic of men's mental health in honor of Men's Mental Health Awareness Month. Joined by our friend and advocate Cory Snyder, we explore the societal pressures men face and the stigma surrounding emotional vulnerability. Cory shares his personal journey of dealing with extreme stress and physical symptoms, emphasizing the importance of self-awareness and seeking help. He discusses the challenges of balancing work, family, and personal well-bei...

Alex Buckles joins us this week to take a deep dive into the complexities of co-selling in the tech and partnership space. Alex shares his six-year journey of solving the co-sell motion, emphasizing the importance of making it a predictable and repeatable process. Alex introduces the concept of a managed service to support sales reps, highlighting the role of co-sell alignment specialists. Our conversation also touches on the challenges of change management and the need for partner leaders to...

This week we're chatting with a couple of legends, Michelle Eatherton and Dorothy Copeland, on their experiences and insights on building successful ecosystems in the tech space including AWS, IBM, Hubspot, and Stripe. Dorothy talks about her journey at AWS and Stripe, highlighting the importance of choosing the right partnerships and building the right culture while scaling. Michelle discusses her role in developing the AWS partner network and her current venture at Liminal, emphasizing a pa...

In this episode, Jason and Sam chat with Greg Portnoy, a prominent partner leader known for his influential LinkedIn presence and newly released PRM, Euler. Greg discusses the significant effort behind his LinkedIn content and the importance of building genuine, value-added relationships in the business world. He shares insights from his career in partnerships, emphasizing the need for authenticity, strategic alignment, and trust in fostering long-term business relationships. The conversation...

In this episode, Jason and Sam chat with Katie Lambert, Director of Partner Marketing and Enablement at HubSpot. The conversation delves into the multifaceted role of partner marketing, exploring its ambiguous nature and diverse responsibilities. Katie shares insights on how her team manages partner communications, events, and co-marketing efforts, emphasizing the importance of creating a shared vocabulary and understanding within the partner ecosystem. The discussion also covers the...

Sam Jacobs, CEO of Pavilion and author of Kind Folks Finish First, discusses the importance of kindness and building strong relationships in business. He shares his personal journey of prioritizing values and principles in his career and how it has shaped his approach to partnerships.  He also addresses the challenges of balancing kindness with business considerations and navigating situations where kindness may be perceived as a weakness. The conversation highlights the importance of...

In this episode, Jason, Sam, and Mac Redding discuss the concept of go-to-network (GTN) and how it can revolutionize sales and marketing strategies. Mac explains that GTN is about building a network of champions to pull the market to you, rather than pushing your product or service onto the market. In this conversation, Mac discusses the misalignment between words and actions in leadership, the need for a shift in traditional sales playbooks, and the importance of building networks and...

Emir Elliott-Lindo shares his insights and experiences in the field of partnerships. He emphasizes the importance of building relationships, trust, and credibility in partnerships. Emir also discusses the significance of cross-pollination and strategic relationships in driving success. He highlights the non-negotiables and institutional beliefs that lead to successful partnerships, including treating everyone well and delivering on commitments. Emir also introduces his company, Big Friends,...

Everyone's favorite married Co-CEO couple, who's growing a unicorn company join us this week to talk about the importance of transparent communication, wearing multiple hats and experimentation. In this episode, co-CEOs of Chili Piper, Alina and Nicolas Vandenberghe discuss their journey as a married couple and business partners. We learn how they met and the start of Chili Piper. Partnerships have been an important lever in growing their business and they highlight the need for persistence...

Aaron Howerton, a Partner Operations expert, joins the podcast to discuss the importance of partner operations and its role in driving successful partnerships. Aaron explains that partner operations is distinct from channel operations and encompasses all aspects of partnerships beyond resale and distribution. He emphasizes the necessity of partner operations and the value it brings to both external partners and internal teams. Aaron shares insights on operationalizing partner programs,...

Jason and Sam are joined by Tom and Tamsen Webster, a power couple in the marketing and podcasting space. Tom, the "godfather of podcasting," shares his insights on the podcast industry and the key elements of a successful show. Tamsen, a message designer, discusses the importance of crafting a compelling message and building trust with the audience. Together, they explore how to create engaging content, foster meaningful relationships, and cut through the noise in the podcasting world. Key...

Katie Penner, the Head of Sender Relations at Sendoso, joins the Sam and Jason to discuss the power of direct mail in building relationships and creating emotional connections with customers. Katie shares her journey at Sendoso and how she transitioned from an SDR to her current role. She emphasizes the importance of personalized outreach and the impact it has on breaking through the noise in today's buyer-saturated market. Katie also highlights the role of direct mail in creating curated...

In this special Valentine's Day episode, hosts Sam and Jason Yarborough record together in the same room for the first time. They discuss their unique relationship as a married couple who also work together in the same industry. Despite their shared workspace and similar interests, they operate in different ecosystems of partnerships, which allows them to bring new connections and perspectives to each other's networks. Sam and Jason also share their love for the podcasting process and express...

Rasheité Calhoun is an experienced partner leader and revenue expert. She recently joined the team at Axios HQ, where she is building a partnership program from scratch. With a background in managing partner teams and programs, Rasheité brings a wealth of knowledge and expertise to her role. She is known for her ability to drive revenue and build successful partnerships, making her a valuable asset to any organization.  **Episode Summary:** In this episode, Sam Yarborough interviews...

In this episode, Jason and Sam interview Mark Kilens, the co-founder of TACK, about the concept of "people first" go-to-market strategies. Mark explains the importance of focusing on people and relationships in the ever-evolving tech industry. He shares insights on the shift from a search-centric to a social-centric internet, the power of storytelling in business, and the role of community in driving growth. Mark also discusses the significance of building a minimal viable audience before...

In this episode, Sam and Jason Yarborough sit down with Jessie Shipman to discuss the importance of partner enablement in building successful partnerships. They explore Jessie's journey from being a teacher to entering the tech industry and finding her passion for partner enablement. They delve into the multifaceted nature of partnerships and the various skills and passions required to excel in the field. The conversation highlights the role of empathy in business relationships, and the art...