What are the most common pitfalls of partnership building?

LeadershipArchitecture
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Former Chief Technology and People Officer in Software4 years ago

It's super important to not let your relationship with the partner get bigger than the company's relationship and the value that they're getting from that partner. Because they do a good job of making you feel like you're special and important, so you have to remind yourself that it’s not about you. It is about what FireEye, Forescout, or whomever is getting out of this partnership—is it what they need and what they’re paying for?

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no title4 years ago

You have to make sure it's about the company and not about you, because salespeople love taking you out for dinner and drinks, and inviting you to speak on stage. To their credit, it helps us with our brand, but we have to be mindful. Your priorities are supporting the company, then the department and then you.

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Partner in Software4 years ago

Partnerships have to be two-way. There are people that you don't want to be partnered with, and people who don't want to partner with you. The harsh reality is that some people don't see value in that, and that's fine. You assess that quickly and then decide what the relationship looks like. It does have to be two-way though, that's important. Transparency is required, but with context. We live in a world where people actually understand that things are a risk.

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