• Episode 18 - Franz Josef Schrepf on Partnership Ecosystems and Go To Market Strategy

  • Jul 10 2024
  • Duración: 1 h y 24 m
  • Podcast

Episode 18 - Franz Josef Schrepf on Partnership Ecosystems and Go To Market Strategy

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  • Franz Shrepf Lays out the Power of Partnership Ecosystems and the Nearbound Movement - Industrial Growth Institute Podcast Episode #18 with Ed Marsh Summary In this episode, Ed Marsh interviews Franz Schrepf, a director of strategic partnerships at StreamYard and a renowned expert on partnerships. They discuss the importance of partnerships in tech revenue growth and how it applies to various industries. Franz shares his journey from being a Bavarian banker to working in the tech industry in Northern California, and the conversation covers various topics including: the power of face-to-face interactionspersonal branding in partnershipsthe importance of partnerships and how they can create a competitive advantage for companiesthe concept of an ideal partner profile and the different types of partnerships that exist. Franz emphasizes the need for partnerships to be mutually beneficial and aligned with the goals of both companies involved. He suggests that by partnering with market leaders and integrating their products, companies can attract more customers and gain a competitive advantage. They also discuss: Nearbound aims to redefine partnerships as a go-to-market strategy for all departments within a companyIndirect sales channels, such as value-added resellers, are examples of partnerships that are still relevantSales enablement content plays a critical role in supporting partnerships and sharing the better together storyOrganizational structure for partnerships depends on the type of partnerships a company focuses on, with teams often sitting in marketing, sales, or product departments Franz closes with the thought that the biggest risk for businesses in the next five years is staying top of mind for customers. However, partnerships present a significant opportunity for companies to leverage existing trust and customer bases to succeed in a rapidly changing landscape. Takeaways Partnerships are a strong trend and a key driver of revenue growth in the tech industry.Partnerships leverage trust and recommendations to acquire new customers and access new audiences.Partnerships can create a competitive advantage for companies by leveraging shared customers and social capital.An ideal partner profile should focus on companies that have a customer overlap and can help achieve mutual goals.Different types of partnerships exist, such as marketing partnerships, technology partnerships, and service partnerships.The Nearbound movement redefines partnerships as a go-to-market strategy for all departmentsIndirect sales channels, like value-added resellers, are still relevantSales enablement content is crucial for supporting partnerships and sharing the better together storyThe organizational structure for partnerships depends on the type of partnerships a company focuses onStaying top of mind for customers is a significant challenge in an era of AI and automationPartnerships present a significant opportunity for companies to leverage existing trust and customer bases Takeaway Quotes from Franz Schrepf "If you partner with the market leader, all the competitors will want to partner with you as well." "There is a special magic to being in person." "Good marketing means being at the right time at the right place." Check out Franz' website Franz' TEDx talk LinkedIn: Franz Schrepf and Ed Marsh Twitter: Franz Schrepf and Ed Marsh Instagram: Ed Marsh YouTube: @ThePartnerShip and @EdMarsh Show Transcript Chapters 00:00 The Power of Partnerships in Tech Revenue Growth 09:14 The Magic of Face-to-Face Interactions 25:21 Leveraging Trust and Recommendations in Partnerships 31:12 Creating a Competitive Advantage through Partnerships 43:07 The Importance of Partnerships 45:46 Defining a Partnership and Competitive Advantage 47:25 Uncovering Partnership Opportunities 51:20 Exclusivity and Mutually Beneficial Partnerships 53:24 The Power of Partnerships 57:39 The Nearbound Movement 01:00:44 Partnerships as a Testing Ground 01:01:40 The Role of Sales Enablement Content 01:05:20 Structuring Partnerships 01:19:15 Partnerships in a Changing Landscape 01:21:28 The Opportunity of Partnerships #PartnershipEcosystems #Partnerships #RevenueGrowth #FaceToFace #PersonalBranding #BookOnPartnerships #PersonalKnowledgeManagement #CompetitiveAdvantage #IdealPartnerProfile #GoToMarketStrategy #Exclusivity #Distribution #ChannelSales #Nearbound #IndirectSalesChannel #ValueAddedResellers #SalesEnablement #SalesEnablementContent #B2BSales #B2BMarketing
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