{"href":"https://api.simplecast.com/oembed?url=https%3A%2F%2Frevenue-builders.simplecast.com%2Fepisodes%2Fthe-ideal-partnership-with-alan-chhabra-9vt73pxt","width":444,"version":"1.0","type":"rich","title":"The Ideal Partnership with Alan Chhabra","thumbnail_width":300,"thumbnail_url":"https://image.simplecastcdn.com/images/de81d237-fb77-4f97-95cc-b4be766ba83a/13b042bc-38d5-4cd6-b205-47cb57c13e60/revenuebuilders-ep17-alanchabra-epartworkcover-v2.jpg","thumbnail_height":300,"provider_url":"https://simplecast.com","provider_name":"Simplecast","html":"","height":200,"description":"In this episode of the Revenue Builders podcast, John Kaplan and John McMahon are joined by Alan Chhabra, Executive Vice President of WW Partners at MongoDB. Alan talks about starting the partner program at MongoDB and how he overcame some of the role’s biggest challenges.\n\nAlan shares what he’s learned about establishing great partnerships, managing connections, and growing relationships with partners to maximize efficiency and long-term results. He also talks about his experience managing the complexities of client relationships, especially when it comes to competition.\n\nAdditional Resources:\n\nConnect with Alan on LinkedIn: https://www.linkedin.com/in/alanchhabra/\nVisit Alan's website: https://www.mongodb.com/\nDonate to The Home for Little Wanderers: https://www.thehome.org/\nWebsite: https://visionaid.org/\nWebsite: https://www.thehome.org/\nMore about Force Management | https://forc.mx/3waMDDS\nIncrease Revenue by Improving the Manager/Seller Relationship | https://forc.mx/3bt8jTl\nDrive Revenue Growth Through Indirect Sales Channels | https://forc.mx/3nsioTh\n\nHIGHLIGHTS\n\nHow to manage the diversity of partnerships\nGaining traction early with a partner\nThe challenges of managing channel conflict\nThe characteristics of the right people for a channel\nEstablishing trust for enablement information\nAlan's advice on things you can get from a partner community\n\nQUOTES\n\nAlan: \"When you put that together, then you get a handful of partners that you double down. I'm not one for where you just have hundreds of partners that you focus on. You really should get the ones that fit into all those buckets, and then you go deep.\"\n\nAlan: \"It does start on the street. If local sales leadership from both companies are not tight at the hip, global partnerships do not work. They may help with some marketing awareness, they may get people excited on LinkedIn, but if there's no real tight-at-the-hip at the geos, it doesn't work.\n\nAlan: \"The reason for that mistrust is usually because of misalignment on what's in it for them and what's in it for us. For example, if all that partner's job is to ambulance chase your deals in the field and steal points, the last thing you're going to do is share information with them.\"\n\nAlan: \"The customers' buying motion has changed. In the last five to seven years, customers now buy upfront infrastructure and commitments with the cloud provider.\"\n\nCheck out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064"}