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

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