Partnership Mastermind Podcast

Episode — James Prince (Remote)The #1 Metric That Actually Drives PartnershipsIn this episode of the Partnership Mastermind Podcast, Chris Lavoie sits down with James Prince (Remote) to break down what actually separates partnerships that drive revenue from the ones that just look good in a deck.James is a systems thinker who doesn’t buy into the usual partnership metrics.Not logos. Not TAM. Not partner count.His core idea:The best predictor of partner success is “willingness to work.”It sounds simple, but it changes everything.Because when a partner is truly bought in, they don’t need to be pushed. They pull you into opportunities, align their teams, and create real momentum.Most partner programs miss this completely and end up bloated, slow, and ineffective.This conversation is a reset on how to evaluate, prioritize, and actually build partnerships that drive revenue.Key Topics Covered• Why “willingness to work” is the most overlooked partner metric • How to spot high-potential partners early • Why smaller, hungrier partners often outperform bigger ones • The difference between push vs pull partnerships • Why most partner programs are overbuilt and underperforming • The biggest early mistake partner managers make • Why you need to focus on revenue before strategy • How to think about partnerships as a system, not a programAbout James PrinceJames Prince is a partnerships operator at Remote, focused on building embedded distribution partnerships and scalable partner systems.He’s known for his systems thinking approach and for cutting through noise to what actually drives partnership success.About the Partnership Mastermind PodcastThe Partnership Mastermind Podcast explores how the world’s best partnership leaders build, scale, and operationalize ecosystem growth.Hosted by Chris Lavoie, each episode breaks down real tactics and frameworks from top operators across SaaS.

Episode 35 — Chris Smith (Head of Channel Partnerships at Gusto)Why the Best Partner Leaders Think Like Capital AllocatorsIn this episode of the Partnership Mastermind Podcast, Chris Lavoie sits down with Christopher G. Smith, Head of Channel Partnerships at Gusto, to unpack how elite partnership leaders think about building profitable, scalable partner programs.Chris brings a rare financial lens to partnerships. Instead of treating partners like relationships to manage, he argues that the best partner leaders act as capital allocators — deciding where to invest time, marketing resources, engineering support, and partner incentives to generate the highest return.This conversation dives deep into how partnership teams can operate with the same financial rigor expected from sales and marketing teams.If you’re building or scaling a partner program, this episode is packed with practical frameworks and sharp insights.Key Topics Covered• Why partner leaders should think like capital allocators • The role of CAC, LTV, and ROI in channel partnerships • Why 200 partners can be worse than 20 strategic ones • The “volume trap” many partner programs fall into • What partner activation actually means • How to build a defensible Ideal Partner Profile (IPP) • How partnerships earn trust with sales teams • Why understanding the customer journey is the key to partner strategyAbout Christopher G. SmithChristopher G. Smith is the Head of Channel Partnerships at Gusto, where he leads efforts to turn channel partnerships into a predictable growth engine.He has built and scaled partnership programs across multiple SaaS companies and is known for bringing financial discipline and strategic rigor to ecosystem development.Connect with Chris Smith: https://www.linkedin.com/in/christophergsmith/About the Partnership Mastermind PodcastThe Partnership Mastermind Podcast explores how the world’s best partnership leaders build, scale, and operationalize ecosystem growth.Hosted by Chris Lavoie, founder of Partnership Mastermind, the show features top operators sharing real-world tactics and frameworks for building high-performing partnership programs.

If you’re new to partnerships — or you’re a partnerships leader hiring / ramping first-time partner pros — this episode is a practical blueprint.Chris Lavoie sits down with Amanda Nielsen, creator of Pivot to Partnerships, a 4-week cohort designed to help strong GTM operators (AEs, CSMs, BDRs, marketers) transition into partnerships the right way — without guessing, and without needing the title first.You’ll walk away with clearer language for what partnerships actually is, how to evaluate roles, and how to build the skills that make you (or your new hire) effective fast.In this episode we cover:What partnerships really is (and why “relationship-building” is an incomplete definition)The best GTM backgrounds for partnerships (and how to translate your experience)How to spot real partnerships roles vs “fake partnerships” job descriptionsHiring + onboarding first-time partner pros: what to look for and how to set them up to winPersonal brand / LinkedIn as career leverage (without being cringe)The buzzwords to kill (yes… “synergy”)Chapters00:00 — Intro + why this episode matters06:32 — Personal brand + why it’s leverage07:41 — Buzzwords to delete (“synergy,” etc.)29:10 — Reading job listings + spotting what’s realLinksAmanda Nielsen: https://www.linkedin.com/in/verydemanda/Pivot to Partnerships (course/cohort): https://courses.partnershipmastermind.com/instructor/amanda-nielsen

In this episode of Partnership Mastermind, Chris Lavoie speaks with Kyle Schroeder, Global VP of Partnerships at Movable Ink, about building partnerships that drive measurable revenue and long-term internal trust. Kyle walks through the evolution of Movable Ink’s partner operating model, the importance of aligning incentives with Sales, and the signals that indicate when it’s time to pivot your GTM approach.The conversation explores attribution (source vs. influence), executive-level reporting discipline, and the mechanics of building a partner-first culture that is real, not just rhetoric. Kyle also shares leadership lessons on balancing empathy with accountability and offers a pragmatic view on how AI will enhance partnership execution without replacing the human relationships at its core.Kyle Schroeder https://www.linkedin.com/in/kmschroeder/ Learn more about Partnership Mastermind https://partnershipmastermind.com/ Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/ Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.

In this episode of Partnership Mastermind, host Chris Lavoie sits down with Dan Caldwell, Technology Partnerships leader at Klaviyo, to unpack what it truly takes to scale tech partnerships inside a major platform ecosystem. Dan shares hard-earned lessons from building a partner function that grew from early-stage motion to a reputable global engine — including partner prioritization, enablement strategy, and how to avoid the common traps that destroy internal credibility.They explore why customer intros rarely scale, what standout partners do in their first 90 days, and how AI is reshaping enablement and referral discovery through smarter signal detection (without sacrificing trust with CS and Sales). This episode is a tactical blueprint for partnership leaders focused on scalable, outcome-driven growth.Dan Caldwell--------------- Learn more about Partnership Mastermind https://partnershipmastermind.com/ Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/ Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.