How Partner Managers Can Activate the Salesforce Ecosystem with Sam Yarborough

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Get It, Together

PartnerStack

8 episodes

1 week ago

Over 50% of SaaS companies say partnerships are a top revenue driver, but the path to success isn’t always clear. On this show, we unpack the real stories behind the programs driving revenue growth, straight from the people who’ve built them. From early missteps to pivotal moments, each guest breaks down how their strategy evolved, what actually worked, and the lessons that stuck. We’re getting tactical, walking through the exact playbooks they’ve used to turn partnerships into a predictable, repeatable revenue stream you can learn from. Whether you're evolving a partner program or building one from scratch, Get it, Together delivers the clarity and practical insight you need to move fast and get it right. Instead of asking "where do I start?" or “what’s next?”, you’ll be saying "let's run this back." Practical, honest, and occasionally spicy, this is the podcast that helps GTM teams build partnership programs that are built to last.

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How Partner Managers Can Activate the Salesforce Ecosystem with Sam Yarborough

Get It, Together

40 minutes

2 months ago

How Partner Managers Can Activate the Salesforce Ecosystem with Sam Yarborough

Most ISVs enter the Salesforce ecosystem expecting revenue to come easily. But only a few understand what it actually takes to succeed.

In this episode of Get It, Together, Sam Yarborough (Co-Founder at Arcadia) joins host Tyler Calder (CMO at PartnerStack) to explore the real work behind building a partner motion inside Salesforce. From aligning your entire company around one ecosystem to capturing the attention of Salesforce AEs, this conversation maps out what it means to be ecosystem-ready.

You’ll learn:

What partner teams must do before listing on the AppExchange
Why AE relationships are the key to long-term ecosystem impact
How to support your partnership strategy across product, sales, and marketing

Jump into the conversation:
(0:00) Introducing Sam Yarborough

(3:45) Misconceptions about entering the Salesforce ecosystem

(5:12) How long does it realistically take to see results

(10:30) Winning over Salesforce AEs with the 3 I’s

(14:15) What Salesforce AEs actually care about

(16:57) Aligning product, marketing, and events for partner success

(18:43) How quota retirement works in the Salesforce world

(25:35) How Sam built a Salesforce motion from scratch

(27:33) Building a system to track and engage Salesforce reps

(30:30) The one skill partner leaders must develop

(38:13) Using AI to improve your own curiosity and performance