Kiflo

Running a partner program can feel like pushing a boulder uphill, especially when you’re doing many of the “right” things. 

You launch new initiatives, sign promising partners, reset plans each quarter, and still struggle to see consistent results. Even at strong companies, partner programs stall not because of a lack of effort, but because they’re built on assumptions borrowed from direct sales that simply don’t hold up.

Join us for a candid, practical Q\&A with **Sonya Jamula**, a Partnerships Growth Architect and Executive Advisor who has spent her career building partner motions that actually perform. Together, we’ll explore why many programs plateau and how to break the reset cycle by focusing on the few key factors that truly compound over time.

This session is about reality, not theory. We’ll discuss openly timelines that are too aggressive, programs that are under-resourced from the outset, and the subtle damage caused by chasing logos instead of building depth. Most importantly, we’ll focus on what it takes to design partner programs that deliver steady, measurable impact.

#### **💡 What you will learn:**

*   **Direct vs. Indirect Reality Check**: Why direct-sales muscle memory, training, targets, forecasting, often breaks channel, integration, reseller, and co-sell motions. 
*   **Focus Beats Logos**: How to choose lighthouse partners aligned to your ICP, define clear kill/scale rules, and stop spreading effort across too many half-bets that never get a chance to compound.
*   **Resourcing & Incentives That Actually Work**: What “enough” really means when it comes to enablement, SE and PMM support, and AE incentives.

You’ll walk away with clearer trade-offs, sharper focus, and practical frameworks you can apply immediately. Think of it as learning from someone who’s seen where programs quietly go wrong, and knows how to course-correct without starting over.

#### **🎁 Bonus for Live Attendees:**

Live attendees can claim a **free 60-minute consultation** to pressure-test their partner strategy (limited slots). We’ll focus on your top blocker, map one or two viable partner motions, and leave you with a short, practical action plan you can actually execute.

**Save your spot and join us live.**


Stop the Reset Cycle: From Stalling to Focused Partner Programs That Deliver

Being the first partnership hire at a SaaS company often feels like stepping onto a moving train. Leadership expects momentum, sales wonders how you’ll fit into their rhythm, and most of the company isn’t quite sure what you do yet. At the same time, partner opportunities start piling up before you even have room to breathe.

Join us for a thoughtful and practical conversation with **Lilibeth Acuña**, who led lemlist’s partner program from its earliest days to **$4.5M ARR in partner-influenced revenue**. She’ll share the calm, steady steps behind that growth—what worked, what didn’t, and what she wishes she had known sooner.

## 💡 What you will learn:

*   **Proving the Concept:** How to understand the internal landscape you’re stepping into, align expectations with leadership, and turn sales into collaborators instead of critics.
*   **Setting the Foundation:** The steps to shape a simple, test-ready partnership program: clear rules, lightweight processes, and just enough structure to operate without overwhelm. 
*   **Scaling from 1 to 2:** What happens once the basics start working: the co-marketing motions that create momentum, the acquisition levers that actually convert, and the support habits that help partners grow with you. 

You’ll walk away with a straightforward path, steadier expectations, and practical frameworks you can apply the next morning. Think of it as hearing from someone who’s already walked the trail, taken a few wrong turns, and left helpful markers along the way.

**Save your spot and join us live.**


From First Partnership Hire to Generating $4.5 M ARR with lemlist's Partnership Program

You lead partnerships. You’ve signed partners, run calls, and built relationships—but sometimes the conversations feel heavy, rushed, or simply not leading to the opportunities you expected.

In partnerships, communication isn’t a soft skill; it’s the engine that makes every deal move.

Yet many programs stall because we talk too much, listen too little, or rush through the moments that matter most.

Join us live on **2 December** for a thoughtful, human-centered Q\&A session with **Caroline Jacob**, who brings 28 years of experience in partnerships and a coaching background that has shaped how she builds trust, reads dynamics, and creates genuine connection.

💡 What you will learn:

*   How talking too much, especially jumping into “solution mode”, creates misalignment and missed opportunities.
*   The first 10 minutes of a conversation set the tone for trust, clarity, and long-term collaboration.
*   Simple listening habits that help you uncover what partners *really* need, not just what they say.
*   How lightness and humor make partners more open, honest, and willing to co-create.
*   Real stories from the field demonstrate how curiosity, calmness, and humanity foster stronger partnerships than any pitch.

This session is for **Partnership and Channel Leaders** who want to strengthen partner relationships and improve collaboration—not by doing more, but by listening better.

Join the session. Seats are limited to keep the Q\&A interactive.


Human First: Best Way to Build Long-Lasting Partnerships

You can have the sharpest pitch, the best product, and the strongest sales team.

But here’s the catch: selling to IT buyers today takes more than that. Without the right network of aligned partners working in sync, growth slows, opportunities slip by, and deals take longer to close.

This session is for Partnership and Channel Leaders who know that success isn’t about going it alone, it’s about building an ecosystem that moves as one. We’ll explore how to view your sales process through your customer’s eyes, align with the right influencers, and build a partner team that brings you into more deals.

Join us for a live, actionable Q\&A on **20 November at 5 PM CET / 11 AM EST** with **Greg Plum**, Director of Strategist Recruiting at **Bridgepointe Technologies**, the tech industry’s leading technology advisory firm. With decades of experience helping companies identify and activate the right partners, Greg will share how to turn your ecosystem into a Formula 1-level growth engine: fast, precise, and built on trust.

## **💡 What will you learn?**

*   Why aren't all partners good partners?
*   How to navigate the new buyer’s journey?
*   How to stand out in a crowded industry?
*   How to think like a Formula 1 team 🏁?

## **🎁 Bonus for Live Attendees**

Are you a technology consultant or considering a career switch? Greg is offering **a 30-minute FREE** chat for everyone attending live to discuss your current business and receive guidance on how to enter tech sales to build a recurring revenue consultancy.


The Power of Precision: How Formula 1 Thinking Transforms Your Partner Program

You lead partnerships in cybersecurity. You’ve signed partners and launched a program, but traction is slow.

In cybersecurity, the channel isn’t optional; it’s everything.

Yet, most programs stall due to misaligned incentives, unclear value, and overly complicated partner models.

Join us live on 30 October for a hands-on Q\&A session with Ignacio Sbampato, advisor to European cybersecurity startups and former Chief Business Officer at ESET, where he helped scale revenue from €260M to €700M through partner-led growth.

This session is for Partnership and Channel Leaders who want to drive measurable results from their partner programs, without overhauling their entire approach.

### **Join the session. Seats are limited to keep the Q\&A interactive.**

### **What will you learn?**

🧩 **How to choose the right partner types for your strategy**

*   MSSPs, GSIs, MSPs, hyperscalers, resellers, distributors, who they are, and how they fit
*   Use cases that show how the right partner can accelerate (or block) growth

🚫 **The most common mistakes cybersecurity vendors make**

*   Stories from the field: when onboarding, incentives, or complexity went wrong and what fixed it
*   Metrics that show the cost of misalignment and the upside of getting it right

📈 **How to build value-based partnerships that scale**

*   Go beyond discounts and margin to align around shared customer outcomes
*   Frameworks like the Partner Value Canvas and Product–Channel–Market Fit Matrix

Come ready to participate, ask questions, and walk away with practical tools and stories to help you build cybersecurity partnerships that truly deliver.

Reserve your spot: **free & live on 30 October. Seats are limited to keep the Q\&A interactive.**


How to Build Cybersecurity Partnerships That Truly Deliver

You’ve launched your partner program, signed agreements, and even onboarded a healthy number of partners.

But the results? Still lagging. You’ve got too many “paper partners"—partners who look good on a spreadsheet but aren’t contributing to the pipeline or revenue.

This session is for **Partnership and Channel Leaders** who want to activate those dormant partners, not by hiring more managers or tearing everything down, but by rethinking when and how you ask partners to commit, and what you do next.

Join us for a live, actionable Q\&A on **9 October** with **Peter Fogelsanger**, Founder of Peter Fog LLC. In this follow-up to his popular Kiflo session earlier this year, Peter will share a clear playbook for using agreements as a launchpad for partner activation.

**What will you learn?**

*   A decision-making framework to know when to double down—and when to walk away
*   Practical tactics you can use right away to turn passive partners into active ones
*   90-day action plan for top candidates
*   Action plan for the laggards

Come ready to participate, ask questions, and walk away with clear strategies to finally get traction from your “paper partners.”

🎁 **Bonus for attendees:**

At the end of the session, you’ll get to choose between a **free consultation and a special discount** from Peter Fogelsanger and Kiflo PRM, **discounted access to “Digital Peter”**—an AI version of Peter packed with his best practices—or **both!**


Why Aren’t My ‘Paper Partners’ Performing & How to Fix It?

You’ve invested in Customer Experience (CX), trained your teams, and maybe even seen growth from it.

But here’s the catch: focusing on CX alone is no longer enough. Without your partners fully engaged, scaling becomes harder, CAC keeps rising, and growth feels like a grind instead of a rhythm.

This session is for Partnership and Channel Leaders who know partners aren’t just an extension of sales, but the real engine behind long-term growth. We’ll explore how to put Partner Experience (PX) at the center of your GTM strategy and why doing so transforms not just your partner program, but your entire business.

Join us for a live, actionable Q\&A on **25 September **with **Thomas Dussarrat, Founder of VIVA GTM®**. With 20 years in software, Thomas has helped tech leaders worldwide scale faster by building a company-wide “Partners First” culture that reduces acquisition costs and drives sustainable growth.

### What will you learn?

*   Why traditional CX-only strategies are falling short
*   The four pillars of PX that fuel partner engagement and profitability
*   How to align your GTM teams around partners with less friction
*   Practical ways to turn PX into the growth engine your business needs

Come ready to challenge your assumptions, ask questions, and leave with a blueprint for making PX the competitive edge your company can’t afford to ignore.

🎁 **Bonus for Live Attendees**: The first 20 people attending live will have the chance to sign up on September 25th and access a free 4-hour learning path of their choice, complete with a certificate of completion. Explore the catalog here: [vivagtm.catalogueformpro.com](https://vivagtm.catalogueformpro.com/)


From CX to PX: Entering the New Era of Partner Experience

You’ve launched your partner program, built a strong value prop, and maybe even secured a few key wins.

But internally? Your GTM teams still see partner activities as “nice to have” rather than “need to do.”

This session is for Partnership and Channel Leaders who want to unlock real engagement from their internal teams, not through mandates or more dashboards, but by tapping into what already drives them: ambition, FOMO, and healthy competition.

Join us for a live, actionable Q\&A on **4 September** with **Maurits Pieper,** Partnerships Leader at **Multiverse.** Maurits will share how understanding human motivation can shift how your teams view partnerships, and how that shift can spark greater collaboration, more pipeline, and better partner outcomes.

### What will you learn?

*   How to frame partner wins to create contagious FOMO
*   Ways to structure internal competition that boosts partner engagement
*   What it takes to turn internal champions into drivers of your partner program
*   Practical tactics you can use right away to build buy-in across your GTM teams

Come ready to listen, ask questions, and walk away with fresh ideas to activate your ecosystem from the inside out.

***


From Meh to Motivated: How to Activate GTM Teams with FOMO & Competitive Drive

You’ve launched your partner program, maybe even signed a few partners, shared enablement materials, and kicked off a few lead exchanges.

But the impact? It’s not quite there yet.

This session is for Partnership Managers and Channel Leaders looking for a new way to spark growth, not from the boardroom down, but from the field up. If you’ve ever thought, *“There has to be a better way to activate our ecosystem,”* this conversation is for you.

Join us for a live, actionable Q\&A with **Marta El Bay,** Head of Partnerships at **Surfe**. Marta will share how she built Surfe’s partner program from scratch and how leaning into ecosystem players, rather than just top-down decision-makers, led to a standout collaboration with Pipedrive.

What will you learn?

*   How to build a partner program from scratch, without overcomplicating it
*   What makes a partnership truly cross-functional and revenue-generating
*   Why starting with channel partners and ecosystem players builds stronger roots
*   Behind the scenes of the Surfe x Pipedrive success story
*   How to identify the right partners and scale without the stress

🎁 **Bonus Opportunity:**

One lucky participant joining us live will receive a **15% discount code for Surfe**. Furthermore, they will have a chance to book **a one-hour free consultation on partnership strategy** **with Marta**. This is your chance to get personalized advice tailored to your partner program’s unique goals and challenges.

Come ready to dig in, ask questions, and leave with ideas you can use right away!


Groundwork to Growth: How to Build Partnerships That Scale

You’ve signed the partners, shared the playbooks, maybe even passed along a few leads.

But the results? Still not where they should be.

This live Q\&A is for partnership managers and channel leaders tired of pouring time into partner programs that don’t deliver. If you’ve ever asked, “Why aren’t more of our partners selling?”, you’re in the right place.

Join us on **June 26 at 5 PM CET / 11 AM EST** for a practical session with **Eva Fayemi, Co-founder & CEO at Bond Agency.** Eva will explain what most companies are confused about regarding partner recruitment and what to do instead.

You’ll walk away with clear, actionable insights:

*   Why expanding your partner list may be hurting more than helping
*   How to qualify partners so you don’t waste time on the wrong ones
*   Where engagement falls apart, and how to bring it back
*   What successful activation looks like from day one
*   How to align internal and external efforts for a real partner-driven pipeline

🎁 **Bonus Opportunities:**

*   **All attendees will receive Bond Agency’s new Partnership Growth eBook**, detailed case studies, and actionable insights.
*   **One lucky attendee will win a free Partnership Audit**, a tailored review of your current strategy, highlighting where to improve and how to boost results.

This isn’t another webinar. It’s a live, interactive conversation designed to tackle the real issues head-on.

Bring your questions, your challenges, and your curiosity.


Attracting Unqualified Partners with 0 Impact? How to Break the Cycle

You’ve recruited partners, provided the decks, and maybe even sent leads.

But the results? Still underwhelming.

This session is for Partnership Managers and Channel Leaders who feel stuck with underperforming partners and don’t have time for endless hand-holding. If you’ve ever thought, *“Why aren’t more partners driving pipeline?”* — you’re not alone, and you’re not the problem.

Join us for a focused, practical session with **Peter Fogelsanger**, a 30-year veteran in B2B SaaS and partner enablement. He’ll share how small shifts in process and perspective can create major momentum in your partner program.

You’ll walk away with clear, actionable insights:

*   Why recruiting and onboarding might be the real roadblock
*   How to define the right "Activation Outcome" from day one
*   Where time gets wasted in early partner engagement—and how to fix it
*   What drives partner performance
*   How to move from reactive to strategic without adding more to your plate

**🎁 Bonus Opportunity:**

\*\*Attend live to win a private training session with Peter for you and your team.\*\* This is a rare opportunity to get tailored, expert input on your specific partner challenges.

Peter built programs for Uniform, Contentstack, and Thunderhead (now Salesforce Interactive Studio). With a strategic sales and marketing background, he’s known for simplifying the partner journey and turning insight into execution.

This isn’t a lecture, but a live conversation full of expertise.

Bring your questions, challenges, and a readiness to rethink how real partner results begin.


Why Isn’t My Partnership Program Generating Results & How to Fix It?

Fractional leadership is becoming a smart, flexible solution for partnership teams, but what does it actually look like in practice?

Join **Eleanor Thompson**, founder of **Branchworks** and a seasoned partnerships expert, for a no-fluff Q\&A live session on when and how to bring fractional support to accelerate your partner program.

Skip the theory. We’ll focus on what works in the real world, how fractional professionals embed into your team, drive results fast, and help you scale without overcommitting.

### In this session, you’ll learn:

*   Why fractional leaders go beyond consulting to deliver hands-on impact.
*   When to choose fractional support over a full-time hire.
*   How to structure an engagement for speed, focus, and accountability.
*   Why are startups and scale-ups using this model to build momentum and fill capability gaps?

Eleanor brings deep experience helping B2B teams launch, grow, and optimize partner-led strategies. You’ll walk away with a clearer sense of how to make this model work inside your business.

**Format:** A fast-paced, practical Q\&A with real examples and actionable takeaways.

**Reserve your spot and learn how to grow your partner program—strategically.**
