Jo Wright: Scaling Partnerships That Drive Revenue and Trust

Chip Rodgers  0:00  
Yeah, okay. We are here in downtown London at the bow bar. I think it is, and we've had a fantastic event tonight already with partnership leaders and work span and in partner and sprints the they're a an investment firm in in London, and, gosh, we had probably, I don't know, 100 and maybe 150 people here was really big. Yeah. So great, great turnout tonight. So, so first of all, I am really excited to be joined by Joe Wright. And Joe is newly now with six sense, long time with braze and also with reveal. And gosh, you're so. Joe runs is Director of Partnerships for EMEA for six sense, and kind of setting everything up with a new program. So I'm excited. So we're excited to talk and welcome Joe. Thank

Jo Wright  1:04  
you and thank you for having me. It's, yeah, it's definitely exciting. Setting up a program from scratch in a new region for for a business we launched here a year ago, putting boots on the ground. So there is a lot to build. I'm 12 weeks in, but it's going well so far.

Chip Rodgers  1:20  
That's fantastic. So, you know, you, since you're, this is you're setting up a new, new program in the region we were talking a little bit earlier. It's kind of, it's kind of fun because you're, you've got, you've got a little bit of a playground. You can define it the way that, you know, put all the the processes and everything in place. How are you thinking about that and what? What are the things that you're thinking through right now as you put it together?

Jo Wright  1:47  
Yeah, I think the most important thing is to have an impact immediately. I'm really lucky. I have so much appetite from the team around me on what partnerships could mean for the business here in EMEA, and so we have to show value really quickly, which we've been able to do. We're in a really fortunate position where without a partnerships team on the ground here in London, we had the sales reps, the marketing teams, you know, figuring out how to work with partners. So it's an awesome opportunity to be able to take what has been done in it in a kind of ad hoc manner, and then build a program, a really scalable, predictable program, that aligns to the goals of our region, which ultimately comes down to closed run revenue. And so everything that we're doing aligns to that North Star, how do we drive more close, one, close, one revenue for our our teams, via our partner channel?

Chip Rodgers  2:48  
Well, so that's that's important. And we were talking about earlier like, how do you, how do you, how do you convey the value of the partner your partner activity and partner programs. And I love what you said, which is, you know, put it in the language that that the business understands and that the sales team understands, yeah,

Jo Wright  3:10  
I think that's really important. We can get so caught up as a partnerships team, sometimes, thinking about us, we have so much to do, and we have no playbook, and so we're creating so much from scratch. And so we often think internally, what are my internal KPIs? What is my to do list for the week, the month, for the quarter? But actually, every opportunity that we have to sell our program internally is so valuable. And so when I'm working with our sales team, or our marketing team, or any of our go to market teams, I always try and relate it back of like, what's in it for them? Yeah, so if I'm speaking to the sales team, it's all everything that I'm talking about is working in the same metrics and language that they speak. Like, why is partnerships important to an AE, which is different to Why is partnerships important to a BDR, and vice versa, to a VP of sales, and then, and then. Equally, when I'm working with the marketing team, it's exactly the same. It's what are the metrics or programs or playbooks that are important to them, and how do I relate partnerships to them

Chip Rodgers  4:14  
and help them be successful? Exactly, exactly.

Jo Wright  4:17  
It's how do partnerships intertwine and interweave themselves into the existing go to market programs that are set up.

Chip Rodgers  4:24  
That's great. So question for you, and I don't know if it's fair, because you're only 12 weeks into this, but how do you? How do you and how does six sense? Think about the value of partnering, you know, both for for six cents, but and, but also for your partners and for and ultimately, for six cents customers.

Jo Wright  4:44  
Yeah, good question, 12 weeks in um. So I think for our partners, the most important thing is, is whatever their North Star metric is, and that may be different for a tech partner to an agency partner. So from an agency partner, it may be about. Revenue. So how can I support them growing their business, versus for a tech partner, it might be metrics around source revenue, so it's focused on like, what's important to them, and how do we make sure that we're aligned on where we're spending our times and our days, but equally with our customers? And something that I'm incredibly excited about is, if we think about the six sense technology, where we're driving go to market transformation and change, and that's really hard to do, and our service providers, our agencies, can help organizations do that. So yes, we're only 12 weeks into the program here in EMEA, but the focus is very much. How do we make sure that we have incredible relationships with agencies who know our product inside out and back to front, and our other tech partners products inside out and back to front, who our customers are buying the entire stack together. And then really think about making sure that they're available and part of that go to market transformation and change that they're driving. So it really is about identifying what's important to all of the different stakeholders, be that a partner, a customer, our sales teams, and relating it to them, and building a program that works for everyone.

Chip Rodgers  6:14  
That's, that's, that's great. That's fantastic. Six cents is a really incredible product. And, you know, congratulations for joining the team. I have known, you know, six cents for a while, and they have a really, a great leadership team and and great product. And so I'm excited for you. Thank you so Joe. Thank you also for for joining. You know, today you were, Joe was moderating the session today, and we had, it was a, it was a tough job today to sort of wrangle everybody and keep everybody on on topic, but well done and

Jo Wright  6:55  
and thanks for doing that. Awesome. Thank you so much. Chip, yeah,

Chip Rodgers  7:00  
so Joe, thank you for joining just now and and thank you all for joining, and we'll see you again. I guess we'll see you in Manchester, so from London, we'll say good night, and thanks everybody. Thank you. You.

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