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Welcome to ChannelWaves, the podcast where channel

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leaders share success strategies, best practices, and emerging

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trends, brought to you by StructuredWeb.

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Here's your host, Steven Kellam.

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Welcome, everybody, to ChannelWaves, StructuredWeb's view into everything channel.

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I'm your host, Steven Kellam, and today I'm really

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excited, and I know I said this a lot.

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Jessica Baker joined us today.

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I know we just talked about this.

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I actually am excited because things we're going to talk

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about today are very near and dear to my heart.

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We're going to talk about how to do more with less.

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And what I've seen is this conversation has

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been going on and on for quite some

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time, pandemic and then quote, recession, but it's

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always kind of in an ethereal level.

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And today we're going to dig into the

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strategies and tactics that can really help you

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run your programs and be successful.

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And Jessica Baker is the CPO, which is

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Chief Program Officer at AchieveUnite, and I think is

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a perfect person to walk us through this.

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So welcome, Jessica. Thanks, Steven.

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Thanks for having me.

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I'm happy to be here, and I'm

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glad that you're excited about this topic.

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That makes me happy. Good. Thank you.

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Well, our listeners and viewers

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like a couple of things.

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They like lists because lists are really good and they

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like it when we're concise and get to the point.

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You've done a lot of podcasts.

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I've done a lot of podcasts.

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The days of the early hour long podcast where we

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theorize, I think a lot of that stuff's gone.

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And we could do workshops on that, but

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we're going to dive right into it.

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So Jessica put together six key points, and I

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am going to ask her, why not five?

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Because six is an unusual number, but I'll let

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her talk about that as we get going.

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And it'd be great, Jessica, if you could

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introduce yourself for those who don't know you.

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I think most people in the channel do, but those

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who don't, and maybe a little bit about what being

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a Chief Program Officer really is all about and why

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that really qualifies you to lead this discussion.

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And by the way, it does qualify,

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I think great to let everybody know. Thanks, Steven.

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Yeah, Chief Program Officer at AchieveUnite, which

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means that I oversee and I run that

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side of our practice that works through the

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strategies and the programs and the development and

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the execution of partner programs for our clients.

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And people come to us all the time with either

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they don't have a program and we need to help

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them create that strategy and that framework from scratch, or

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more often, is that they've got something that maybe isn't

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as fine tuned as it could be.

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Or there's a reason there's an M and A or

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there's a new product launch, or a new reason there's

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some compelling reason why the program needs to change.

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Refresh hasn't been touched in

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ten years, five years, whatever.

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So they come to us for guidance and a lot

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of times just practicality about how to make this happen.

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There's so much that has changed just

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in the last couple of years, I

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think since COVID people have really prioritized.

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They don't have all that time in the world,

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to your point, like, they're not going to listen

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to us talk about this for an hour, but

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20 minutes, they probably can grab that.

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And so, yeah, we tend to give a

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lot of practical advice to our clients to

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help them actually get that success with this

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go to market strategy using partners and channels.

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Yeah, I think that that qualifies me.

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I've seen a lot of programs,

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good and bad, over the years.

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So, yeah, I do have a list.

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It is six long.

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I don't know why six?

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I just decided that's when those were the

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top things that were on my brain when

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I brought out this list for you.

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Well, let's go through these six.

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And by the way, one of the things I really

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liked about it, as I read through it, I truly

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felt if you take all six together, the sum of

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the whole is far greater than the individual parts.

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Yeah, I think as we go through this, listeners and

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viewers, as you listen to this, listen to all six.

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Because in the end, I do think if you

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pull them all together, it works really well.

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Okay, so the first one is the power of three big ideas.

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Yeah, three big ideas.

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So three is a magic number.

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It's as adults, there have been lots

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of studies about how people remember things.

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And there's a power to three, like one, two, three.

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You can remember that beginning, middle, end.

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So when you're thinking about your messaging to partners,

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the main goals of your program, what you want

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your partners to remember, things like that.

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There's something about three that people

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can wrap their head around.

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If you were to go and read anybody's

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annual report, any publicly traded company, the bigger

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are often the more offensive to this.

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They will lay out seven, eight, nine, ten corporate initiatives.

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And I think that's really hard

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to translate into a partner program.

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Like, you want your program to

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support the corporate goals, right?

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But maybe you pick one that's really directly

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tied and the other two are more about

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how you need your ecosystem to work to

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indirectly support the rest of those things.

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So I think if you pick three ideas, maybe it's

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a new product launch that corporate is doing and they

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want to capture some of that space or some of

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that wallet, but then the others could just be getting

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people certified to be able to offer services around your

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program or making sure that they're business planning with you

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and they're executing marketing events, something like that.

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The power of three is really good.

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There are limitless combinations of those three

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different choices that you could have.

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But if you keep it to three, chances are

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that your partners will remember your key three ideas.

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So three is a magic number.

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Look, I couldn't agree more.

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I've been doing demos on platforms

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and technology from MDF to incentives

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to through channel marketing automation.

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And I've seen over and over again, if

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you have three key points on that first

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page, what does the partner need to see? Boom.

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Are the administrator not just the

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partner, anybody working on it?

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And then when you take them to the

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next level, what are the three things?

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Over and over again?

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I've probably done 1000 demos. Absolutely.

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People can digest.

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They don't get freaked out.

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Let me show you three things.

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Let me show you three key ideas.

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Everybody goes, Well, I can get my head around that.

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I can do three.

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Yeah, but 17 is a little

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challenging, but three I can do.

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Yeah, I think talking about portals, I think

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that goes right into my next tip, which

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is a two click test, right?

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So there's a whole practice, art, science around user

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experience and how websites are designed and where your

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eye goes on the page and things like that.

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But your partners, they're going to click

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to log in right there's, one click.

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So you get to that home page, they want to click

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one more time to get to where they need to go.

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So they're on there for a reason.

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Give them that reason.

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You can see like you get the data of

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how people are using your portal, where they're going

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to let's make it easy for them, right?

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If 80% come on to register a deal, put a register

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a deal button right on that landing page when they log

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into your portal, so they don't have to click through multiple

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drop down menus and all that kind of stuff.

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I've seen good and bad examples of partner portals,

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so I always challenge people to take that two

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click test to see if you can actually get

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to relevancy in that short of amount of time.

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I think people get confused sometimes about

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what the portal is there for.

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It's beautiful.

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Or spending time.

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You want partners to come in, engage, find what

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they need, and that's generally where's my money?

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Or where's something I do to get more money, or how can

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I figure out how to do something to make more money?

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And then you want them to get

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out and go market and sell. Right?

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Isn't that the point?

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That's the point.

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I think the greatest gift I've done, we also do

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a lot of implementations of PRMs and things like that.

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And I think the greatest compliment that I could get

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from a partner that is looking at any portal that

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we've implemented is to say, wow, this is intuitive.

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All right, if it's intuitive, that means it's easy

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to navigate, that you have come there and you're

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expecting something and it's there and you can easily

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get to what you need to get.

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And that happens over and over again.

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And that starts to build trust in the platform

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and in the relationship and things like that.

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So it does have lots of things that it

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impacts, not just the usage of the portal, but

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that partner then comes to believe that you're going

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to meet their needs and that translates into all

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the other areas of engagement with them, for sure.

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And I think that goes into your third point.

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Clear the noise. Right?

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And we hear this all the time

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because we're just not through partner marketing.

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We're to partner marketing.

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And so when you get to that right,

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clearing the noise is a huge piece.

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I remember this is probably 15,

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maybe even longer years ago.

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And I was running partner marketing for a

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big company, very billion plus dollar company.

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And I was having conversation with the CMO about the

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partners and the information and how they received the information

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that was put out to their mainstream clients.

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And I said, we have to be a filter to our partners.

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They can't just get everything that you put out.

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We can't just be a repeater.

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We have to figure out how we package

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this up and how we make it relevant.

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Because partners, they can't hear everything or it

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gets noisy and then they hear nothing.

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And it was like a light bulb went off

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in her head and she was like, well, I

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never really thought about it like that.

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But if you think about a partner, they're getting

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this from every single vendor on their line card.

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So whatever you're sending to them, then

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multiply that times, what, 15, 20, 50?

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Yeah, I think the average is 14, right? Yeah.

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It's crazy.

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So how do we make these things very easy

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for partners to consume and in a place where

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they know they can go and get it again?

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That's reliable, right?

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And that could be your portal.

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It could be an email digest

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that would go out to partners.

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I also did surveys with partners.

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You do feedback surveys with your partners.

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And I said, what are some of

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the biggest challenges that you have?

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Well, you send us too many emails. Okay.

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So we'll try to scope that down.

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And one of my other questions on

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the survey was what is your preferred

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method of getting information from this?

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What did they say? Email. Right.

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So you need to do it. And they like it.

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But too much is not a good thing and

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not enough is also not a good thing.

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So making sure that you really don't be just

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that repeater, but make it digestible for partners.

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Clear the noise. Clear the noise.

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And I think that goes very well into your

260
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fourth one too, is make the communications relevant.

261
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In today's world.

262
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The data is there.

263
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It's how hard the vendors are willing to work. Right?

264
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So our platform, we can say who the partner is,

265
00:12:32.432 --> 00:12:35.044
where the partner is, and what the partner is.

266
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You can personalize it and it takes a little bit

267
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more work, but boy, if you clear the noise and

268
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then you make it relevant I'm pitching your point here.

269
00:12:46.292 --> 00:12:48.516
I completely agree with you. Yeah.

270
00:12:48.516 --> 00:12:51.064
And I think if you put this into the

271
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context of where we are today, I think AI

272
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is going to make a huge difference here, because

273
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AI is all about understanding who you are, who

274
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that audience is, making it extremely relevant.

275
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The questions that you're asking chatGPT, it knows

276
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who you are and it knows what you're talking

277
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about, and it's going to give you answers that

278
00:13:11.808 --> 00:13:16.752
are in that frame of what I ask.

279
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It normally is having to do with things with

280
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partners and channels and trust and things like that,

281
00:13:22.628 --> 00:13:24.516
and it gives me those answers back.

282
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I think AI has the potential to really set this

283
00:13:28.548 --> 00:13:33.194
piece on fire so that it really is extremely relevant

284
00:13:33.194 --> 00:13:36.760
and it makes it easy for vendors to do that.

285
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Right now, if you don't have a really

286
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strong data strategy, the data is there, but

287
00:13:41.368 --> 00:13:44.150
sometimes it's hard for vendors to use.

288
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I think AI will come in and really save the

289
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day here and make it super relevant for people.

290
00:13:50.524 --> 00:13:51.708
Well, I think there's a couple

291
00:13:51.708 --> 00:13:53.004
of things I agree with you.

292
00:13:53.004 --> 00:13:54.732
The data structure also, people

293
00:13:54.732 --> 00:13:56.412
are doing more with less.

294
00:13:56.412 --> 00:13:58.220
I think this is where the whole

295
00:13:58.220 --> 00:14:01.216
idea of AI being an assistant. Right.

296
00:14:01.216 --> 00:14:03.296
And how do I so much

297
00:14:03.296 --> 00:14:05.520
on LinkedIn now talking about that?

298
00:14:05.520 --> 00:14:07.360
By the way, we're about to release a

299
00:14:07.360 --> 00:14:10.390
slight little plug, something called ChannelGPT.

300
00:14:10.390 --> 00:14:13.792
And just you knew it was coming.

301
00:14:13.792 --> 00:14:14.780
I did.

302
00:14:16.530 --> 00:14:18.468
I can't wait to actually show that to you.

303
00:14:18.468 --> 00:14:20.850
We'll save that for another podcast.

304
00:14:20.850 --> 00:14:23.380
But I think it's not only going to help

305
00:14:23.380 --> 00:14:26.494
people be more productive and more relevant, but they're

306
00:14:26.494 --> 00:14:28.760
going to be able to do more with less. Right?

307
00:14:28.760 --> 00:14:29.380
Absolutely.

308
00:14:29.910 --> 00:14:33.112
I think that's a huge part of it. All right.

309
00:14:33.112 --> 00:14:35.410
Number five, plan your communications.

310
00:14:37.750 --> 00:14:38.968
This is a huge one.

311
00:14:38.968 --> 00:14:40.968
And everybody not only plan it, but I

312
00:14:40.968 --> 00:14:43.132
think plan it and make sure it's organized. Right.

313
00:14:43.132 --> 00:14:44.108
So they're all getting it.

314
00:14:44.108 --> 00:14:47.960
You said from one place, one message. Yeah.

315
00:14:48.970 --> 00:14:54.326
Again, you have different segments

316
00:14:54.326 --> 00:14:55.872
of your partner ecosystem. Right.

317
00:14:55.872 --> 00:14:57.792
You'll probably have a set of partners that are

318
00:14:57.792 --> 00:14:59.782
really close to you that are very strategic.

319
00:14:59.782 --> 00:15:01.942
Maybe they're on your partner advisory council

320
00:15:01.942 --> 00:15:03.748
or something like that, but they're the

321
00:15:03.748 --> 00:15:06.420
partners that you hold closest to you.

322
00:15:06.420 --> 00:15:08.772
And then you probably have another set

323
00:15:08.772 --> 00:15:11.412
of partners that are very close to

324
00:15:11.412 --> 00:15:15.262
that, but maybe not as completely strategic.

325
00:15:15.262 --> 00:15:17.416
And then you have everybody else.

326
00:15:17.416 --> 00:15:21.486
But the point is, these people, these segments

327
00:15:21.486 --> 00:15:24.660
of partnerships, all need to hear the information

328
00:15:25.670 --> 00:15:29.500
so there are no surprises when things happen. Right.

329
00:15:29.500 --> 00:15:32.428
I used to work with a client, a

330
00:15:32.428 --> 00:15:35.628
channel chief, and in our first meeting I

331
00:15:35.628 --> 00:15:37.372
said, is there anything I need to know?

332
00:15:37.372 --> 00:15:40.354
And he said, I don't like surprises.

333
00:15:40.354 --> 00:15:41.948
I said, okay, good to know.

334
00:15:41.948 --> 00:15:42.902
He doesn't like surprises.

335
00:15:42.902 --> 00:15:44.390
He likes to be informed.

336
00:15:44.390 --> 00:15:46.432
And it's the same thing with your partners, right?

337
00:15:46.432 --> 00:15:49.552
Your partners don't like to know about the latest thing

338
00:15:49.552 --> 00:15:52.400
that you're coming out from one of their customers.

339
00:15:52.400 --> 00:15:54.778
Oh, tell me about this latest

340
00:15:54.778 --> 00:15:55.802
thing that was just announced.

341
00:15:55.802 --> 00:15:57.060
And the partner is like, what?

342
00:15:57.060 --> 00:15:59.796
I have no idea what you're talking about. Right?

343
00:15:59.796 --> 00:16:01.530
That's the worst scenario.

344
00:16:01.530 --> 00:16:06.766
And they say trust is won in drops and lost in buckets.

345
00:16:06.766 --> 00:16:10.334
And that one little scenario, maybe it doesn't

346
00:16:10.334 --> 00:16:14.008
completely empty the trust bucket, but partners should

347
00:16:14.008 --> 00:16:16.508
not be surprised by some of these things.

348
00:16:16.508 --> 00:16:24.220
Product releases, strategy events that happen if you have

349
00:16:24.220 --> 00:16:28.886
your communications set and they're relevant and they're timely,

350
00:16:28.886 --> 00:16:32.672
and you're hitting your partners where they want to

351
00:16:32.672 --> 00:16:36.480
receive that information, there should be no surprises plan

352
00:16:36.480 --> 00:16:39.150
out those communications for sure.

353
00:16:39.150 --> 00:16:41.792
Look, I think this is where AI can help as well, too.

354
00:16:41.792 --> 00:16:42.880
We could probably go through each one

355
00:16:42.880 --> 00:16:44.922
of these and talk about AI.

356
00:16:44.922 --> 00:16:46.756
That's another podcast I know we got.

357
00:16:46.756 --> 00:16:49.572
One of the reasons is people are overwhelmed and

358
00:16:49.572 --> 00:16:52.004
their thought processes and they've got information, as you

359
00:16:52.004 --> 00:16:55.876
say, coming from product and coming from marketing, and

360
00:16:55.876 --> 00:16:58.008
what goes to the channel and what goes to

361
00:16:58.008 --> 00:17:00.168
direct and how do we message this?

362
00:17:00.168 --> 00:17:02.318
This is how you end up delivering.

363
00:17:02.318 --> 00:17:04.167
We're going to talk about MDF on the next one.

364
00:17:04.167 --> 00:17:06.973
You end up delivering on a proposal based MDF

365
00:17:06.973 --> 00:17:09.362
budget three weeks before the end of the quarter

366
00:17:09.362 --> 00:17:12.667
and partner to execute and then wonder why you

367
00:17:12.667 --> 00:17:15.819
don't get adoption on your MDF, right?

368
00:17:15.819 --> 00:17:17.852
And the partner's head is spinning like,

369
00:17:17.852 --> 00:17:20.223
I can't believe you just did this. Right?

370
00:17:20.223 --> 00:17:22.752
Which actually goes into number six, make

371
00:17:22.752 --> 00:17:24.624
MDF open and easy to access.

372
00:17:24.624 --> 00:17:26.598
We could just do it in that podcast.

373
00:17:26.598 --> 00:17:27.900
We really could.

374
00:17:28.750 --> 00:17:32.388
And I definitely pick on MDF a lot

375
00:17:32.388 --> 00:17:35.460
because it is an area where I find

376
00:17:35.460 --> 00:17:40.650
the most unnecessary over complication with partners.

377
00:17:40.650 --> 00:17:44.270
And we did a project for one client

378
00:17:44.270 --> 00:17:48.078
who had something like 100 different steps.

379
00:17:48.078 --> 00:17:50.190
Like, if you were to put out that flow

380
00:17:50.190 --> 00:17:54.926
between, here's who I am to here's my ROI

381
00:17:54.926 --> 00:17:58.338
to claim my money, 100 different steps.

382
00:17:58.338 --> 00:18:01.372
And I remember talking to partners, and they used

383
00:18:01.372 --> 00:18:06.812
to employ people solely to manage the MDF process

384
00:18:06.812 --> 00:18:11.088
with this vendor because they had multiple millions of

385
00:18:11.088 --> 00:18:13.216
dollars in MDF that they were doing.

386
00:18:13.216 --> 00:18:15.808
But it shouldn't have to be like that.

387
00:18:15.808 --> 00:18:19.744
MDF should be the way where

388
00:18:19.744 --> 00:18:21.722
you get excited about the partnership.

389
00:18:21.722 --> 00:18:25.490
It's one of those ways to invest in that relationship.

390
00:18:25.490 --> 00:18:28.644
And you shouldn't have to jump through so many

391
00:18:28.644 --> 00:18:32.808
hoops and navigate so much red tape to be

392
00:18:32.808 --> 00:18:34.760
able to take advantage of its program.

393
00:18:34.760 --> 00:18:37.350
I think it's a very powerful program.

394
00:18:37.350 --> 00:18:43.460
I love the concept, but so many people have just

395
00:18:44.710 --> 00:18:49.756
wrapped their head around this or staked their claim on.

396
00:18:49.756 --> 00:18:52.012
We have to get an ROI for every

397
00:18:52.012 --> 00:18:54.524
single dollar of MDF that we send out.

398
00:18:54.524 --> 00:18:56.930
I need to know exactly how many qualified

399
00:18:56.930 --> 00:18:59.630
leads I got from this one thing.

400
00:18:59.630 --> 00:19:02.192
I just don't think that it's possible. Right.

401
00:19:02.192 --> 00:19:06.352
So strip all that back and let's just

402
00:19:06.352 --> 00:19:09.936
make this an exciting way to engage and

403
00:19:09.936 --> 00:19:12.954
invest in the relationship, in the partnership.

404
00:19:12.954 --> 00:19:16.772
So less is definitely more when it comes to

405
00:19:16.772 --> 00:19:20.130
using MDF as an instrument in your program.

406
00:19:20.130 --> 00:19:24.632
And yeah, see the five above and

407
00:19:24.632 --> 00:19:28.660
apply that to your MDF program, right?

408
00:19:29.750 --> 00:19:30.500
Yeah.

409
00:19:31.590 --> 00:19:34.616
I could be on a soapbox for hours talking about this.

410
00:19:34.616 --> 00:19:36.168
I'm sure you could as well.

411
00:19:36.168 --> 00:19:38.424
I ran an MDF company, right? Yeah.

412
00:19:38.424 --> 00:19:40.392
And learned an awful lot about it.

413
00:19:40.392 --> 00:19:41.596
And look, here's the thing.

414
00:19:41.596 --> 00:19:43.388
Partners will answer anything if they

415
00:19:43.388 --> 00:19:44.972
know what's in it for them.

416
00:19:44.972 --> 00:19:47.836
The question is, these MDF programs start off

417
00:19:47.836 --> 00:19:49.708
pretty concise, like you talk about, but then

418
00:19:49.708 --> 00:19:52.236
you get finance needs, their pieces, and then

419
00:19:52.236 --> 00:19:54.656
it just gets odd and on and on.

420
00:19:54.656 --> 00:19:56.128
And pretty soon, as you said, you end up with

421
00:19:56.128 --> 00:19:59.808
100 pieces and the partner can't even figure out what

422
00:19:59.808 --> 00:20:02.068
to do, and they just throw their hands up.

423
00:20:02.068 --> 00:20:03.364
And what you're talking about is

424
00:20:03.364 --> 00:20:04.880
supposed to be something really good.

425
00:20:05.410 --> 00:20:07.418
It's market development funds.

426
00:20:07.418 --> 00:20:08.426
That should be exciting.

427
00:20:08.426 --> 00:20:09.770
Business development funds.

428
00:20:09.770 --> 00:20:12.564
Let's sell, let's develop a market.

429
00:20:12.564 --> 00:20:14.654
And it gets lost.

430
00:20:14.654 --> 00:20:22.398
And I think the problem that happens, right, the unfortunate

431
00:20:22.398 --> 00:20:25.288
result if you don't make it easy, is that you

432
00:20:25.288 --> 00:20:28.152
don't spend those funds and you end up with three

433
00:20:28.152 --> 00:20:30.796
weeks to go and you've got $20,000 to spend.

434
00:20:30.796 --> 00:20:32.508
And so you rush to get something out the

435
00:20:32.508 --> 00:20:35.778
door, and then nothing really happens because you haven't

436
00:20:35.778 --> 00:20:37.708
had the time to really make sure that this

437
00:20:37.708 --> 00:20:39.468
is exactly where you need to go.

438
00:20:39.468 --> 00:20:42.828
And then the results aren't there, or you have $2

439
00:20:42.828 --> 00:20:45.510
million left at the end of your MDF budget.

440
00:20:45.510 --> 00:20:47.504
And the next year finance is like, well, you

441
00:20:47.504 --> 00:20:49.472
don't need all this money because you didn't spend

442
00:20:49.472 --> 00:20:53.210
it last year, and it's just a bad cycle.

443
00:20:53.210 --> 00:20:58.964
So your partners should be not surprised, right.

444
00:20:58.964 --> 00:21:02.372
This is one area where your communications really need to be

445
00:21:02.372 --> 00:21:05.752
clear and concise, and it needs to be easy for them

446
00:21:05.752 --> 00:21:08.930
to be able to partner with you and execute.

447
00:21:10.070 --> 00:21:12.648
Yeah, MDF is just one of those

448
00:21:12.648 --> 00:21:15.550
things, sort of the redheaded stepchild.

449
00:21:15.550 --> 00:21:18.188
Not to pick on redheaded stepchildren, but you know what

450
00:21:18.188 --> 00:21:21.452
I mean is the one place where partners really can

451
00:21:21.452 --> 00:21:26.098
get stuck in programs they can, and then you're backing

452
00:21:26.098 --> 00:21:28.098
them up against a corner if you do it late.

453
00:21:28.098 --> 00:21:30.572
And then everybody's moved from accrual to proposal based,

454
00:21:30.572 --> 00:21:32.156
so they've got to come up with plan, which,

455
00:21:32.156 --> 00:21:33.792
by the way, we spend a lot of time

456
00:21:33.792 --> 00:21:37.088
lately talking about how we integrate with MDF with

457
00:21:37.088 --> 00:21:39.600
pre planned campaigns in a market. Right.

458
00:21:39.600 --> 00:21:42.448
For those mid group of partners, that's a

459
00:21:42.448 --> 00:21:44.324
great way to spend those MDF dollars.

460
00:21:44.324 --> 00:21:45.476
Pull it right into the demand

461
00:21:45.476 --> 00:21:48.170
generation free plan campaigns.

462
00:21:48.170 --> 00:21:50.452
This is why we integrate through there's this thing called

463
00:21:50.452 --> 00:21:53.844
an API, and you should expect your vendors between their

464
00:21:53.844 --> 00:21:57.326
MDF and their PRM and their through channel marketing automation

465
00:21:57.326 --> 00:21:59.752
to all be in sync on this stuff. Right.

466
00:21:59.752 --> 00:22:02.104
Super simple, easy button. Right?

467
00:22:02.104 --> 00:22:04.392
Let's just make it super simple for

468
00:22:04.392 --> 00:22:08.284
partners to have relationships with vendors and

469
00:22:08.284 --> 00:22:11.292
transact and have that mutual success.

470
00:22:11.292 --> 00:22:13.080
Less is definitely more.

471
00:22:14.170 --> 00:22:16.092
Okay, well, that's a great place to wrap it up.

472
00:22:16.092 --> 00:22:18.012
Jessica, thank you for joining us.

473
00:22:18.012 --> 00:22:19.804
I think less is definitely more.

474
00:22:19.804 --> 00:22:21.000
A couple of things.

475
00:22:21.850 --> 00:22:23.952
How can people get in touch with you?

476
00:22:23.952 --> 00:22:25.392
And then is there anything going

477
00:22:25.392 --> 00:22:26.502
on that you'd like to promote?

478
00:22:26.502 --> 00:22:28.256
Any place you're going to be? Any place?

479
00:22:28.256 --> 00:22:30.140
Speaking engagements, maybe?

480
00:22:31.710 --> 00:22:33.684
Yeah,

481
00:22:33.684 --> 00:22:39.300
So you can find our website, which is achieveunite.com.

482
00:22:39.300 --> 00:22:41.210
You can find me on LinkedIn.

483
00:22:41.210 --> 00:22:43.748
If you just search for Jessica and

484
00:22:43.748 --> 00:22:46.164
AchieveUnite, I will pop right up.

485
00:22:46.164 --> 00:22:47.672
If you'd like to reach out to me,

486
00:22:47.672 --> 00:22:50.120
jessica@achieveunite.com is my email address.

487
00:22:50.120 --> 00:22:52.798
I'm always open for a chat.

488
00:22:52.798 --> 00:22:53.752
This is one of my

489
00:22:53.752 --> 00:22:56.238
favorite topics, partners and channels.

490
00:22:56.238 --> 00:22:58.790
And so I'm always up for a good conversation.

491
00:22:59.370 --> 00:23:02.652
I'd say the thing that I'd love to promote is

492
00:23:02.652 --> 00:23:04.668
that we are having an event at the end of

493
00:23:04.668 --> 00:23:09.666
June, June 21, in Burlington, Massachusetts, just outside of Boston.

494
00:23:09.666 --> 00:23:12.096
It's our Channel Ecosystem Bootcamp.

495
00:23:12.096 --> 00:23:14.460
So if you want some more information about that,

496
00:23:15.710 --> 00:23:17.974
we still have some space open, so just drop

497
00:23:17.974 --> 00:23:20.060
me a line and we'll get you signed up.

498
00:23:20.990 --> 00:23:22.144
Thank you.

499
00:23:22.144 --> 00:23:24.560
Once again, thank you Jessica. It's a great list.

500
00:23:24.560 --> 00:23:26.804
And I would sum it up once again, as we

501
00:23:26.804 --> 00:23:29.252
said in the beginning, the sum of the whole far

502
00:23:29.252 --> 00:23:31.172
out ways that I think if you take all these

503
00:23:31.172 --> 00:23:35.380
ideas, push them together, it's pretty powerful. Yes.

504
00:23:35.380 --> 00:23:36.202
Thank you, Steven.

505
00:23:36.202 --> 00:23:38.986
I enjoyed the conversation. Me too. Thanks, listeners.

506
00:23:38.986 --> 00:23:40.080
Have a great day.