Ever wonder how companies in the crowded data and AI space build powerful alliances to drive revenue and growth? In this episode, I sit down with Eleanor Thompson, a partnerships expert based in London and founder of a successful partnerships consultancy. Drawing from her experience running the partner program at Fivetran during its hyper-growth phase, Eleanor shares the essential strategies for building a successful partnership ecosystem from the ground up.
We also also discuss the mental fortitude required for entrepreneurship, drawing surprising parallels between running a business and competing in high-intensity fitness events like Hyrox.
Tune in to learn:
The fundamental reasons why partnerships are critical for expanding your reach and generating revenue.
When is the right time for a startup to focus on partnerships (hint: it's not day one).
Eleanor's "4A" framework (Alignment, Ability, Audience, Accountability) for identifying the perfect partner.
The key roles, from Partner Sales Engineers to Partner Ops, needed to build a successful partnerships team.
Red flags to watch for when a potential partner is more focused on margin than customer value.
How AI can be used to identify ideal partners and even predict their future success.
Find Eleanor Thompson online:
LinkedIn: Eleanor Thompson
Website: https://branchworks.io
#BusinessPartnerships #DataEngineering #AI #Entrepreneurship #Tech #Startup #GoToMarket
Timestamps
00:49 - Who is Eleanor Thompson?
02:25 - Why Do Business Partnerships Exist?
05:26 - When is the Right Time for a Company to Start Building Partnerships?
06:40 - The 4A Framework for Defining Your Ideal Partner Profile
08:20 - Joe's Experience Partnering with Big Tech
12:33 - How to Structure a Partnerships Team in a Growing Tech Company
20:49 - What is Partner Operations and Why is It a Critical Hire?
22:30 - The Importance of Trust and Referral Fees
25:15 - Eleanor's Journey as an "Accidental CEO"
30:10 - The Mental Fitness and Resilience Required to Be a Founder
41:20 - How to Use AI in Your Partnership Strategy
45:00 - How to Spot a Good Partner on the Very First Call
46:33 - Red Flags to Watch For in Potential Partners
51:35 - How Fitness and Hyrox Competitions Fuel Business Success
59:45 - Where to Find Eleanor Thompson