In this episode of The Partnership Path in Real Life, host John Rudow chats with Brad Orluk, Microsoft Alliances Director at Salesforce, about the very real—and very messy—challenges of multi-party partnerships. Their conversation is part war story, part masterclass, and 100% relevant for partner pros trying to scale collaborative go-to-market strategy. Brad doesn’t sugarcoat it—he gives a pragmatic view of what it takes to make multi-party motions work, especially when direct sales, SIs, hyperscalers, and marketplaces all come to the table. It’s one thing to align with a single partner. It’s an entirely different beast to align with three, five, or even seven parties—all with their own goals, teams, and agendas. But when you get it right, the impact on your go-to-market strategy can be massive.

Welcome to the ultimate wrap-up of “Elevate Your Game: Advanced Partnering Skills of “The Partnership Path”,” where John Rudow and Toni Kent don’t just talk about partnerships—they dissect the realities of today’s channel ecosystem. If you’ve ever tried to get more than two companies to move in the same direction, you know it feels a lot like herding cats. Why share this? Because the old one-to-one partner formula is dead—real growth now comes from orchestrating multi-party partnerships (MPPs) that cut across solutions, roles, and markets. This episode is for anyone ready to get serious (and strategic) about navigating these complex, advanced alliances.

In the world of partnerships, understanding how to manage internal stakeholders is crucial for success. In this episode of The Partnership Path in Real Life, John Rudow welcomes Michael Del Sarto, a seasoned expert with 25 years of experience in the Microsoft partner ecosystem. Their conversation delves into essential strategies for effectively communicating with internal executives, the importance of emotional intelligence (EQ), and the nuances of building strong partnerships. Sharing this video is valuable for anyone looking to enhance their skills in partnership management, as it provides real-world insights from someone who has navigated the complexities of internal and external stakeholder relationships.

In the ever-evolving world of partnerships and business development, understanding how to manage internal stakeholders is just as crucial as engaging with external partners. In this insightful conversation, Bryan Smoltz, Vice President of Cloud and Technology Partnerships at Sysdig, shares his experiences and lessons learned over his 25-year career in managing both internal and external relationships. Whether you’re navigating complex organizational structures or trying to get buy-in for a new idea, Bryan’s candid advice and strategies can help you sharpen your approach. I believe this video is a must-watch for anyone looking to strengthen their internal relationships and drive business outcomes.

Building effective partnerships often starts behind the scenes—managing internal stakeholders is crucial for long-term success in any collaboration. In this episode of “The Partnership Path”, hosts John Rudow and Toni Kent dive deep into the nuances of stakeholder dynamics, drawing parallels between personal relationships and professional collaborations.

In today’s episode of The Partnership Path in Real Life, Yvonne Matzk, CEO and founder of Coachere and the Channel Community, shares invaluable strategies for fostering organic growth within partnerships. Her extensive experience, spanning over 25 years in the tech industry, brings a wealth of knowledge on bridging the gaps between vendors and resellers. This conversation is particularly valuable as it highlights practical, actionable insights that can help both new and seasoned professionals navigate the complexities of partner management.

In this episode of The Partnership Path in Real Life, John Rudow dives deep with channel manager Alessia Ippona to explore how partnerships can evolve and thrive in a competitive landscape. With a rich background in sales and business development, Alessia shares her expertise on leveraging relationships and embracing change for organic growth. This conversation is packed with valuable insights for anyone involved in channel partnerships, highlighting the importance of mutual goals and strategic planning. I believe sharing this video is crucial because it offers actionable advice on navigating the complexities of partner relationships and achieving sustainable growth in today’s dynamic market.

In the world of business partnerships, the key to unlocking sustainable growth lies in understanding the intricate dynamics between partners. In this engaging episode of The Partnership Path in Real Life, host John Rudow welcomes Julian Cassell from Infor to discuss the strategies that can drive organic growth through effective channel partnerships. Why should you care? Sharing this insightful conversation can empower business leaders and partnership managers to rethink their approaches, ensuring they cultivate not just profitability, but genuine collaboration that propels long-term success. Julian’s extensive experience—over nine years managing channel partners in the UK and a strong sales background—provides an invaluable perspective on what makes partnerships thrive. His insights into identifying a partner’s true appetite for growth and avoiding common pitfalls can save you time and resources, ultimately boosting your bottom line.

In today’s fast-paced business environment, finding sustainable ways to grow your partnerships is essential. In this episode of "The Partnership Path", co-hosts John Rudow and Toni Kent dive into the concept of organic growth—an approach that can foster not just revenue but also lasting relationships between partners. They tackle some challenging analogies, share valuable insights, and emphasize the need for open conversations in partnership dynamics. As an expert in the field, I believe this discussion is crucial for anyone involved in partnerships and alliances, as it sheds light on practical strategies for growth.

Welcome to another insightful episode of the The Partnership Path in Real Life! In this episode, John Rudow chats with Oliver Temple, EMEA Channel Sales Leader at Lytx, about the crucial concept of competitive mindshare. If you’ve ever struggled to get your partners to prioritize your offerings amid their many commitments, this episode is a must-listen. Oliver shares actionable insights from his experiences that will help you not just gain, but maintain mindshare with your partners. Join us as we delve into the strategies that can set you apart in the crowded marketplace.

Welcome back to another exciting episode of the The Partnership Path in Real Life. If you’ve ever felt the pressure of navigating partnerships in a competitive landscape, you’re in for a treat. Today, John Rudow chats with Vivienne Williamson, a seasoned client director with years of experience in the tech partnership realm. Vivienne shares fascinating analogies about gardening and relationships that illuminate how we can nurture our partnerships strategically. I wanted to share this episode to highlight not just the pivotal concepts of competitive mindshare, but also the often-overlooked importance of clear communication within partnerships.

In the latest episode of “The Partnership Path”, John Rudow and Toni Kent take a unique approach to understanding competitive mindshare in partnerships by likening it to gardening.

In a world where partnerships can make or break a business, understanding the intricacies of negotiating with partners is crucial. In this episode of The Partnership Path in Real Life, host John Rudow sits down with Channel Account Manager Charlotta Bergenstjerna from Infor to discuss practical strategies for effective negotiations with partners.

Partnership negotiations can feel like walking a tightrope—one misstep could lead to disaster, while a well-timed decision could open doors to fantastic opportunities. In a recent enlightening conversation on the The Partnership Path in Real Life podcast, John Rudow interviews Oana Terteleac, an expert in forging partnerships, who shares her experiences and strategies for successful negotiations.

In this enlightening discussion, John and Toni dive into the intricacies of planning for successful partnership negotiations. Drawing parallels between vacation planning and strategic collaboration, they emphasize the importance of understanding expectations, aligning on goals, and being prepared for the unexpected.

Ever wondered how big decisions are made in the corporate world, especially when multiple stakeholders are involved? Today, we have an exclusive peek into the mind of Jakob Maciolek, a leader at Microsoft driving the success of Copilot and Modern Work. Joined by John Rudow on The Partnership Path in Real Life podcast, Jakob unpacks the nuanced art of decision influence — a skill every business professional needs but few master.

Navigating the world of partnerships is no simple task. With so many players involved — from CEOs to procurement officers — understanding how decisions are made becomes essential. In this insightful episode of The Partnership Path in Real Life host John Rudow sits down with Brian Galicia, a Microsoft leader with over 18 years of experience driving strategic partnerships. Together, they uncover the critical concept of “decision influence” — how and why decisions get made within partnerships and what you can do to influence them.

In this episode of “The Partnership Path”, John Rudow and Toni Kent discuss the concept of decision influence within partnerships, emphasizing the importance of understanding the decision-making processes of partners. They explore how channel managers can develop skills to better influence decisions that impact partnerships, the complexities involved in these decisions, and best practices for navigating them. The conversation highlights the need for channel managers to think beyond transactional relationships and to consider the broader business context of their partners’ decisions.

In this episode of the Partnership Path in Real Life podcast, host John Rudow speaks with Kari Finnigan, Vice President of Channels at Infor, about managing partnerships in a smart, strategic way that focuses on portfolio growth rather than just individual partner performance.

In this episode of Partnership Path in Real Life, John Rudow sits down with Richard Chavez, a seasoned partnership manager at Microsoft, who has been working with partners throughout his extensive career.