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3. How the Vibes You Bring to a Meeting Can Make or Break a Partnership | Daniel Peach
18:28||Season 1, Ep. 3In this episode of Collab Convo, Jo Dunkley is joined by Daniel Peach, Global Director of Partnerships at Kaluza.Daniel leads Kaluza's global partner ecosystem, spanning technology alliances, software integrations and consultancy partners. Working at the intersection of energy, technology and commercial growth, he helps organisations navigate complex partner relationships while building awareness in a rapidly evolving market.In this conversation, Daniel shares how partnerships can become a powerful marketing channel, why awareness and consideration matter more than ever, and how organisations can identify which partners are truly worth investing in.Drawing on experience at Google, IBM and Kaluza, he explains why energy, responsiveness and shared momentum often matter more than partner size, reputation or strategic positioning.We explore four key ideas that sit at the heart of modern partnerships:1️⃣ Partnerships as a growth and marketing channel [01:21]How partners can help build awareness, shape categories and influence buying decisions long before customers reach the point of purchase.2️⃣ The challenge of finding the right partners [05:36]Why identifying the best partners requires more than market mapping, and how Daniel uses customer insights, technology and ecosystem analysis to guide decisions.3️⃣ Why energy matters in partnerships [07:44]How responsiveness, engagement and momentum can be stronger indicators of success than size or strategic importance.4️⃣ Building a career around purpose and values [12:29]Why coaching, self-awareness and aligning work with personal values helped Daniel find his place in the energy transition sector.We also discuss AI, marketplaces, consultancy ecosystems, category creation, and why the best partners are the ones talking positively about you when you're not in the room.Thanks to Daniel for joining the show and sharing his perspective.If you found this useful, subscribe for more conversations with partner marketing and alliance leaders across the global tech ecosystem.👤 Follow the speakersJo DunkleyLinkedIn: / jo-dunkley Daniel PeachLinkedIn: / danielpeach 🌐 About CoterieCoterie is a partner marketing specialist focused on helping organisations turn partnerships into a genuine growth driver.We work with global technology companies, including vendors, resellers, distributors, systems integrators and MSPs, to build more effective partner strategies, combining insight, structure and practical execution. Alongside this, Coterie Connect brings together a community of partner marketers to share ideas, learn from each other and raise the standard of the discipline.Through advisory, programmes and events, our focus is simple: helping partner marketing deliver measurable commercial impact, not just activity.🎵 Music credit: BombinSound via Pixabay#PartnerMarketing #B2BMarketing #ChannelMarketing #PartnerEcosystems
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2. How to Build Better Partnerships Through Openness and Alignment | Kevin Richards
22:23||Season 1, Ep. 2In this episode of Collab Convo, Jo Dunkley is joined by Kevin Richards, Head of Partnerships UKI at Atos.Kevin shares his perspective on how partnerships are evolving in the AI era, why traditional partner management models are struggling to keep pace, and what organisations need to do differently to create measurable commercial impact.Drawing on experience across sales, marketing and partnerships, he explains why alignment, openness and relationships are still at the heart of successful ecosystems, even as technology rapidly changes around them.We explore four key ideas that sit at the heart of modern partnerships:1️⃣ Why partnership models need to evolve [03:13]How AI, cloud and emerging ecosystems are reshaping the technology landscape, and why traditional partner management approaches are no longer enough.2️⃣ Revenue enablement and organisational alignment [06:32]Why partnerships, marketing, propositions and go-to-market teams need to operate as one connected growth engine rather than separate functions.3️⃣ Choosing the right partners to invest in [10:52]How Kevin evaluates strategic fit, openness and shared goals, and why transparency and collaboration are essential for partnerships to succeed.4️⃣ Why relationships still matter in the AI era [18:27]Why long-term success still comes down to trust, workshops, conversations and building strong human relationships across organisations.We also discuss ecosystems, proposition development, customer outcomes, and why the future belongs to organisations that can bring multiple partners together around shared goals.Thanks to Kevin for joining the show and sharing his perspective.If you found this useful, subscribe for more conversations with partner marketing and alliance leaders across the global tech ecosystem.👤 Follow the speakersJo Dunkley https://www.linkedin.com/in/jo-dunkley/Kevin Richards https://www.linkedin.com/in/kevinrichards7/🌐 About CoterieCoterie is a partner marketing specialist focused on helping organisations turn partnerships into a genuine growth driver.We work with global technology companies, including vendors, resellers, distributors, systems integrators and MSPs, to build more effective partner strategies, combining insight, structure and practical execution. Alongside this, Coterie Connect brings together a community of partner marketers to share ideas, learn from each other and raise the standard of the discipline.Through advisory, programmes and events, our focus is simple: helping partner marketing deliver measurable commercial impact, not just activity.🎵 Music credit: BombinSound via Pixabay#PartnerMarketing #B2BMarketing #ChannelMarketing #PartnerEcosystems1. How to Build Partner Marketing, and Get the Buy-In to Make It Work | Maria Ferrara
18:14||Season 1, Ep. 1In this episode of Collab Convo, Jo Dunkley is joined by Maria Ferrara, Senior Marketing Manager at Palo Alto Networks, leading service provider marketing across EMEA.Maria works at the intersection of strategy, execution and partner growth. She shares how partner marketing is evolving from a transactional support function into a predictable, measurable growth engine, and why that shift depends on stronger alignment, deeper integration and a more commercial mindset.Together, they explore what’s holding partner marketing back today, including the gap between activity and impact, the importance of executive buy-in, and how to decide where to invest time and budget. Maria also shares her perspective on building a successful career in partner marketing, and why empathy, influence and relationships are at the core of the role.They also discuss the role of AI in shaping more precise, scalable partner campaigns, and why collaboration cannot be mandated, it has to be inspired.Thanks to Maria for joining the show.Find Maria on LinkedIn: https://www.linkedin.com/in/mariaferrara/Find Jo on LinkedIn: https://www.linkedin.com/in/jo-dunkley/Coterie is a partner marketing specialist helping organisations turn partnerships into a genuine growth driver through strategy, programmes and community.🔔 If you enjoyed the episode, subscribe for more conversations on partner marketing and growth.