Michael Bernstein, an expert in strategic partnerships and driving customer success, shares his remarkable insights on leveraging partnerships for growth. He discusses how a B2B partnership channel contributed to 25% of subscription acquisitions at the Atlanta Journal Constitution within six months. Bernstein emphasizes the need for executive buy-in, operational capabilities, and thorough planning in partnership initiatives. Through engaging examples, he highlights how strategic collaborations can unlock new customer segments and enhance the overall customer experience.
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insights INSIGHT
Partnerships and Customer Success
Partnerships expand reach and access to new customer segments.
B2B partnerships drove over 25% of AJC's subscription acquisitions in six months.
question_answer ANECDOTE
Dancing Goats Coffee Partnership
AJC partnered with Dancing Goats Coffee, offering IP access for Wi-Fi users.
This pilot program tested an economic model and proved successful.
volunteer_activism ADVICE
Launching Partnership Programs
Secure executive buy-in and resources for partnership initiatives.
Develop aggressive economic models to incentivize potential partners.
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In this compelling episode, Michael Bernstein of the Atlanta Journal Constitution shares his expertise on leveraging strategic partnerships to drive customer success. He reveals how implementing a B2B partnership channel led to remarkable growth, accounting for 25% of AJC's subscription acquisitions within just six months. Through practical examples like the Dancing Goats coffee shop collaboration, Bernstein demonstrates how partnerships can unlock access to previously untapped customer segments.
Detailed Analysis
Bernstein's approach to partnership development encompasses three crucial elements: economic modeling, operational infrastructure, and marketing strategy. His insights highlight the importance of thorough preparation before launching partnership initiatives.
Key takeaways include:
The necessity of executive buy-in and resource allocation for successful partnership programs
Critical importance of operational capabilities specific to B2B partnerships
The value of pilot programs in testing and refining partnership models
The role of seamless customer experience in maintaining successful partnerships
The significance of cross-departmental alignment in partnership execution
The discussion emphasizes how partnerships can extend beyond traditional direct-to-consumer channels, particularly in the digital space. Bernstein's experience with the hospitality sector exemplifies how strategic partnerships can create win-win situations, benefiting both the media organization and its partners while enhancing customer value.
The success metrics shared demonstrate the tangible impact of well-executed partnership strategies on business growth. Bernstein's implementation of digital access programs and app-centric promotions shows how traditional media companies can innovate through strategic partnerships.
The Customer Success Playbook