Get It, Together

Channel leaders are often asked to prove that partnerships deserve real investment, but many programs still rely on activity, optimism, and partner volume instead of a credible revenue plan. In reality, partner leaders need to connect strategy to revenue in a way that earns trust from the CFO, CRO, and the rest of the executive team.

In this episode, Amy Henderson, VP of Client Relations at Channelnomics, joins Tyler Calder, CMO at PartnerStack, to talk about what it takes to build real credibility as a channel leader. Amy walks through how partner teams can tie their plans to real financial inputs, assess partner capacity, recruit against actual revenue gaps, and help partners drive new business. They also get into why over-recruiting creates problems, where partner programs tend to break down, and what it takes to build a plan that leaders will back.

You’ll learn:
  • Why channel leaders need to earn credibility as revenue leaders
  • How to audit partner capacity and recruit against real revenue gaps
  • Why partner enablement must teach partners to hunt, not just get certified

Jump into the conversation:
(0:00) Introducing Amy Henderson
(3:48) Why the gap between channel strategy and channel revenue hurts credibility
(6:29) What executive teams need to see from partner leaders
(11:54) Starting with hard inputs like targets, budget, MDF, and success metrics
(13:51) How to run a capability and capacity audit on existing partners
(17:29) Why mature programs recruit to revenue gaps instead of over-recruiting
(21:54) What partners actually care about during recruitment
(23:53) Why partner teams need to teach partners to hunt, not hope
(26:14) How incentives and comp plans can push partners toward net-new logos
(29:19) Turning partner strategy into repeatable workflows
(31:31) The most common reason partner programs fail
(34:39) Why partner activities need to map to pipeline, bookings, and revenue
(36:13) The one thing channel leaders should focus on heading into 2026 and 2027

Resources:
Connect with Amy on LinkedIn: https://www.linkedin.com/in/amy-henderson-4b8a998/ 
Email Amy here: amy.henderson@channelnomics.com 
Channelnomics website: https://www.channelnomics.com/ 

What is Get It, Together?

Over 50% of SaaS companies say partnerships are a top revenue driver, but the path to success isn’t always clear.
On this show, we unpack the real stories behind the programs driving revenue growth, straight from the people who’ve built them.

From early missteps to pivotal moments, each guest breaks down how their strategy evolved, what actually worked, and the lessons that stuck. We’re getting tactical, walking through the exact playbooks they’ve used to turn partnerships into a predictable, repeatable revenue stream you can learn from.

Whether you're evolving a partner program or building one from scratch, Get it, Together delivers the clarity and practical insight you need to move fast and get it right. Instead of asking "where do I start?" or “what’s next?”, you’ll be saying "let's run this back."

Practical, honest, and occasionally spicy, this is the podcast that helps GTM teams build partnership programs that are built to last.