Tricia Shea on Why Partnerships Need More Sales Discipline

In this episode of the Partnership Mastermind podcast, host Chris Lavoie sits down with Tricia Shea, Head of Channel Sales and Partnerships at Rain, to explore what it takes to build partner programs that actually generate revenue.

Tricia shares how her journey from AE to channel leader shaped her approach, why she runs partner orgs like sales orgs, how she qualifies partners with the same rigor she applies to opportunities, and why a curated ecosystem beats a bloated roster of logos.

We also dig into Rain’s mission of empowering workers with Earned Wage Access and how that mission influences Tricia’s partner conversations. If you’re a partner manager, channel seller or revenue leader, this conversation will give you actionable frameworks and the motivation to take partnerships seriously.

Tune in, subscribe, and join the community at partnershipmastermind.com.