Join hosts Asher Mathew and Kelly Sarabyn as they engage with Gilad Zubery, Chief Revenue Officer at DealHub. This episode unpacks Gilad's journey from EVP of Partnerships at ContentSquare to his current role, highlighting the strategic importance of partnerships in driving business growth. Discover insights into the challenges of revenue operations and the evolving landscape of partner-driven strategies.
- 06:00 - Gilad's Career Journey and Transition to CRO
- 12:00 - Attribution Challenges and Solutions in Partnerships
- 18:00 - The Role of Partnerships in Company Growth Strategy
- 24:00 - Community Building and Its Impact on Business
- 30:00 - Challenges in Partner-Driven Growth for New Platforms
- 36:00 - Reporting Structures for Partnership Teams
- 42:00 - Metrics and Board Reporting for Partnerships
1. Transitioning to CRO: Gilad's move to Deal Hub was driven by the company's belief in partner channels as a growth engine, underscoring the value of partnership expertise in executive roles.
2. Attribution in Partnerships: Implementing a robust attribution system is crucial for understanding the impact of partnerships on lead generation and revenue.
3. Outsourcing Challenges: Competing with established players like Salesforce requires innovative strategies, especially when offering fewer services.
4. Reporting Structures: The optimal reporting line for partnerships varies by company strategy and culture, emphasizing the need for alignment with overall business goals.
5. Early Metrics Implementation: Introducing partnership metrics early can significantly influence strategic decisions and highlight the importance of partner relationships.
"Everything you do about partnerships, do it early on after you grow. It's close to impossible to really change. It's very difficult." - Gilad Zubery
"Understanding the go-to-market motion of a company is crucial for determining where partnerships should report." - Asher Mathew
"This is the beauty of having a partner friendly CRO is you can get data like that, even understanding who the partners are on the other, the competitive side." - Kelly Sarabyn
Gilad's transition to CRO highlights the growing importance of partnerships in modern business strategies. His approach to eliminating attribution issues and fostering community engagement offers valuable lessons for leaders aiming to integrate partnerships into their growth models. As companies navigate competitive landscapes, the insights shared in this episode underscore the need for adaptability and strategic alignment in achieving sustainable success.
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