Originally published on Linked on February 22, 2021
The growing clout of the partnering ecosystem is a testament to the essential role it plays in helping us collaborate and solve problems in our business endeavors.
My conviction... Ecosystem Partnerships are the enablers of growth and scale
Partnering ecosystems are very diverse and elaborate, from technology partnerships enabling product innovation & integrations to strategic alliances & channels driving joint solutions & sales motions. But there are common denominators in partnering, an untold "rules of engagement" that impact partner experience & outcomes.
In the spirit of Orekhova's "10 Product Commandments" and Gerhardt's "10 Marketing Commandments", I present to you my "10 Partnership Commandments":
Bader's 10 Partnership Commandments ~ "Partnering Rules of Engagement"
- Be Human: Never forget we're people dealing with people, engage a partnership with empathy, not as a transaction. Reciprocal human relationships are the essence of setting tone to partnering interactions & ultimately fostering trust.
- Clarify Purpose: Regardless if you're incubating, cultivating, or nurturing a partnership, it's imperative to outline and continuously assess the intent of why we are coming together; define the vision, strategies, and success metrics.
- Mutually Beneficial: Co-define what objective and subjective, short and long term success looks like to ultimately drive sustainable and profitable growth.
- Solve Problems: Whether a joint product or sales GTM, value propositions need to clearly and simply illustrate what problem we are solving, who we are solving it for, how we are solving it, and why solving it is advantageous.
- Elevate Negotiations: Zero sum partnerships eventually fail; instead, negotiate to gain consensus in order to jointly capitalize on a market opportunity.
- Accountability: Co-develop business plans, stakeholder maps, and processes for matrix engagements; hold each other accountable by setting expectations.
- Empower Engagements: Partnering is a complex and dynamic pursuit; execution requires navigating ambiguity, determination, and cross-functional mastery.
- Measure & Communicate: Healthy partnerships have honest dialogue and jointly track progress. Establish governance models and cadence syncs to address the "state of the business / state of the practice" of the partnership.
- Celebrate The Ecosystem: A thriving partnership is a rewarding one on all fronts, from the little things to everyone involved in driving success. Amplify, advocate, recognize, and evangelize; be a humble #EcosystemChampion.
- Trustworthiness: Trust is the most pivotal element in partnering but I put it last to emphasize how trust is earned; actions, merit, empathy manifest trust.
Define a #PartneringRulesofEngagement to enable partnerships excellence!
