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Most companies still measure partner performance at or near the point of sale, but partners can influence a customer long before a transaction takes place. In this Belly2Belly episode, Bill Kenney talks with Jay McBain from Omdia about why most partners never produce, the 28 measurable moments in a considered purchase, and how leading ecosystems are identifying and influencing opportunities much earlier in the buying journey. Jay McBain, Omdia https://www.linkedin.com/in/jaymcbain/ Feel free to contact us with any questions ... Bill Kenney, bill@meetroi.com MEET, https://meetroi.com/⁠�
Why Most Partners Never Produce: Insights from Jay McBain
AI companies are moving faster than traditional SaaS businesses, and partnership strategies need to evolve just as quickly. In this Belly2Belly episode, Bill Kenney talks with Cindy Zu from AirOps about how AI-native companies approach partnerships, why experimentation is essential, and how speed, accountability, and partner alignment drive better outcomes. Cindy Zu, AirOps https://www.linkedin.com/in/cynthiazu/ .. Feel free to contact us with any questions Bill Kenney bill@meetroi.com MEET https://meetroi.com/
Building Partnerships at AI Speed with Cindy Zu
Entering the U.S. defense market requires much more than a great product. Success depends on understanding the regulatory landscape, building trusted partnerships, and finding the right route into the market. In this Belly2Belly episode, Bill Kenney talks with Mathew Woodlee from MDW Trade and Tech Advisors about how dual-use technology companies can successfully enter the United States, leverage innovation ecosystems, and build strategic partnerships that support long-term growth. Mathew Woodlee, MDW Trade and Tech Advisors https://www.linkedin.com/in/woodlee/ .. Feel free to contact us with any questions Bill Kenney, bill@meetroi.com https://meetroi.com/
Breaking Into the U.S. Defense Market: Partnership Strategies for Dual-Use Technology Companies
Many companies entering the U.S. believe hiring a local salesperson should be their first priority. According to Dale Shephard, that can become one of the most expensive mistakes founders make. In this Belly2Belly episode, Bill Kenney talks with Dale Shephard from TrinityHawk about why founder-led sales create stronger early momentum, the risks of hiring too soon, and how founders can build the right sales foundation before they scale. .. Feel free to contact us with any questions Bill Kenney, bill@meetroi.com https://meetroi.com/ Dale Shephard, TrinityHawk https://www.linkedin.com/in/daleshephard/
Founder-Led Sales in the U.S.: Why Hiring Too Soon Can Cost You with Dale Shephard
In this Belly2Belly episode, Bill Kenney talks with Chris Messina from QuarqAI about why traditional partnership models break down, why treating partners as lead-generation machines creates hidden risks, and how AI is helping organizations manage ecosystems more strategically. Chris Messina, QuarqAI https://www.linkedin.com/in/chrisjmessina .. Feel free to contact us with any questions Bill Kenney, bill@meetroi.com MEET, https://meetroi.com/
Partner Networks Often Fail Long Before Anyone Realizes They're Failing
Most partner ecosystems struggle with the same challenge: only a small percentage of partners actively drive revenue. In this Belly2Belly episode, Bill Kenney talks with Emily McLellan from Bongo about why partner activation gaps exist, the risks of inconsistent messaging, and why verification matters just as much as training. Emily McClellan, Bongo https://www.linkedin.com/in/emily-mclellan/ .. Feel free to contact us with any questions Bill Kenney, bill@meetroi.com MEET, https://meetroi.com/
Getting More Partners Off the Bench with Emily McLellan
Enterprise partner programs are evolving as AI, SaaS, and customer expectations reshape the market. In this Belly2Belly episode, Bill Kenney talks with Jason W. Gallo from Cisco about how partner programs are shifting toward value, outcomes, and ecosystem collaboration. Jason W. Gallo, Cisco .. Feel free to contact us with any questions Bill Kenney, bill@meetroi.com MEET, https://meetroi.com/
Reimagining Enterprise Partner Programs: Insights from Jason W. Gallo
Partnership ecosystems are evolving quickly as native AI companies scale at unprecedented speed. In this Belly2Belly episode, Bill Kenney talks with Chris Samila from Partnership Leaders about how AI companies are building partner programs, why distribution matters more than ever, and how service and technology partners are beginning to blend together in the AI economy. Chris Samila, Partnership Leaders https://www.partnershipleaders.com/ https://www.joincatalyst.com/ https://www.linkedin.com/in/chrissamila/ .. Feel free to contact us with any questions Bill Kenney, bill@meetroi.com MEET, https://meetroi.com/
Partnerships for Native AI Companies with Chris Samila
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