Most partnership teams do not fail because the strategy is wrong.

They fail because the operating system underneath the strategy is broken.

In this episode, Chris Lavoie sits down with Antonio Caridad, Senior Director of Partner Revenue Operations and Strategy at LogicMonitor, for a sharp, tactical conversation on what actually makes partner revenue scalable.

Antonio breaks down why partner ops is not “admin work.” It is the infrastructure that allows partner teams to prioritize the right partners, track the right data, build trust with Sales, improve attribution, and create a better partner experience.

The conversation gets into why bad data is more dangerous than no data, why “partners signed” is one of the worst vanity metrics in partnerships, and why loud, needy partners are often not your best partners.

They also unpack Antonio’s 4+1 Partner Ops framework: systems, programs, metrics, and enablement, all leading to partner experience.

Key topics covered:

• Why bad data leads to bad decisions

• Why “partners signed” is a vanity metric

• How to know when you need dedicated partner ops support

• Why internal alignment is the first domino

• Where attribution breaks down in partner programs

• How partner ops creates leverage across the revenue org

• Why partner experience drives customer experience

• How AI can help partnerships, if the data foundation is clean

• Why partner ops may become one of the most important roles in modern GTM

Core takeaway:

If partnerships want to be treated like a serious revenue function, they need to operate like one.

Not from six spreadsheets.

Not from vibes.

Not from “trust me, this partner is strategic.”

From clean data, clear systems, strong enablement, and a partner experience that actually supports revenue.

Guest: Antonio Caridad, Senior Director, Partner Revenue Operations and Strategy at LogicMonitor

Host: Chris Lavoie, Founder of Partnership Mastermind

Learn more about Partnership Mastermind:

https://www.partnershipmastermind.com/

Most companies treat partnerships like a shortcut to pipeline.

Jen Kalant breaks down why that approach fails — and what it actually takes to build a partner program that drives real revenue.

In this episode, Jen (President & Chief Partnerships Officer at Sanguine) shares a clear, operator-level view on how partnerships really work: starting with the customer lifecycle, choosing the right motion, and building the infrastructure required to scale.

If you’re trying to turn partnerships into a predictable growth engine, this episode will recalibrate how you think about the entire function.

• Partner strategy should start with the customer journey, not partner logos
• Most teams choose partners before choosing the right motion
• The fastest way to kill a program is chasing too many partners
• Partnerships need structure, sequencing, and clear expectations to scale
• You should operate partnerships like a roadmap, not a side project
• Real pipeline from partnerships takes time — and a deliberate build phase

• Jen’s path from Customer Success to building a partner program from scratch
• The biggest early mistake: misreading executive buy-in
• How to choose the right partnership motion for your business
• Why most partnerships never become a reliable pipeline source
• The role of enablement across different partner types
• How to manage and prioritize a portfolio of partners effectively
• Why Jen joined Sanguine and the rise of Partnerships-as-a-Service

Jen Kalant is the President & Chief Partnerships Officer at Sanguine Partnership Solutions.

She’s built and scaled partnership programs across SaaS companies including Reputation, Searchspring, and Clio, with a focus on turning partnerships into measurable revenue drivers.

She now leads Sanguine’s Partnerships-as-a-Service model, helping companies design and execute scalable partner programs from the ground up.

LinkedIn: https://www.linkedin.com/in/jenkalant/

Partnership Mastermind is a global community for SaaS partnership operators focused on building real pipeline, not just activity.

Follow the Partnership Mastermind Podcast for weekly conversations with top partnership leaders across SaaS.

In this episode of the Partnership Mastermind Podcast, Chris Lavoie sits down with Gabrielle Backman, Head of Partnerships at Teamtailor, for a sharp conversation on one of the most overlooked drivers of partnership success:

Partner selection.

Gabrielle makes the case that many partnership problems people try to solve downstream, like weak execution, low accountability, poor internal credibility, and unpredictable results, actually begin much earlier with the wrong partner choices.

They also get into what makes a great partner manager, why partnerships needs to stop communicating activity and start communicating impact, how to make the function more predictable, and why too many leaders still fall into a victim mindset instead of building a real business case internally.

This is a practical episode for anyone building, scaling, or leading a partnerships function inside a SaaS company.

What you’ll learn in this episode:

• Why partner selection shapes more than just pipeline
• How poor partner selection creates downstream execution problems
• Why great partner managers think more like leaders than account managers
• How to communicate impact internally instead of just reporting activity
• What it takes to make partnerships more predictable and defensible
• Why low-energy teams are harder to fix than broken partner motions
• How Gabrielle leads partner teams across global markets
• Why partnerships leaders need to stop playing the victim and start earning trust

About Gabrielle Backman:

Gabrielle Backman is the Head of Partnerships at Teamtailor. She has built and led global partnerships teams across markets, with a strong reputation for combining commercial rigor, accountability, and people leadership. Her approach is direct, metrics-minded, and grounded in building partnerships as a serious go-to-market function.

Listen and subscribe:

Search Partnership Mastermind on Spotify, Apple Podcasts, or YouTube for the full episode and future conversations with top operators in SaaS partnerships.