O TYM ODCINKU
A partner program can look perfect on paper.
The incentives make sense. The numbers work. The tiers are mapped out. Leadership is happy.
Then actual humans start using it.
In this episode of The Channel Buzz, Amiee Keenan sits down with Jessica Pidgeon of Acumatica to talk about the part of partner programs that doesn’t always make the launch deck: human behavior.
Jessica shares what more than a decade of building and managing partner programs has taught her about balancing company goals with partner economics, using financial modeling to pressure-test program changes, avoiding unnecessary complexity, protecting partner mindshare, managing channel conflict, and knowing when it’s time to pivot.
They also dig into a deceptively simple question: Where does channel growth actually come from?
Because successful partner programs aren’t “set it and forget it.”
They’re living, breathing systems and the best ones keep evolving alongside the partners they’re designed to serve.
Chapters
00:00 Introduction to Jessica and the importance of partner programs
03:27 Starting point for designing partner programs: human behavior and needs
06:38 Balancing company needs with partner needs in program design
09:19 Common pitfalls: complexity vs simplicity in programs
10:32 Financial modeling for relationship-driven channel items
14:51 Proving the value of the channel and managing expectations
19:58 Key misconceptions about channel growth22:19Closing thoughts and key takeaways
🐝 Buzzworthy Insight: Build for Behavior, Not the Brochure.
🔗 Connect with Amiee on LinkedIn
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