On this episode, Rob Spee, SVP, Global Channel and Alliances at BeyondTrust, a worldwide leader in privileged access management, is joined by Lana King, who was most recently Vice President, Partner Programs, Training and Enablement at Mitel. The discussion centers on partner strategy, partner experience and customer experience.

Lana recently took some time off and brings a fresh perspective to the conversation. She is digging deep into the current state of the industry as she looks for her next opportunity. She has spoken with many leaders about developing a partner strategy, which she and Rob agree is more than just expecting more sales.

Many companies are embracing the partner experience discussion, which is sometimes blended with customer experience. The treatment a partner experiences in a relationship has a direct impact on the customer experience. This means measuring the partner experience is critical for success.

Lana says that it is essential to do a partner journey map in a similar way a company would do a customer journey map in order to have the strongest possible partner relationship. This involves determining what can be measured and analyzing those measurements to create the best experience for partners and customers. 

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