The Benefits of Reporting to Sales & Best Practices for Cross-functional Collaboration

In this episode of Between Product and Partnerships, Katherine Tooley, Technology Partnerships Manager at LogicGate, shares her journey from engineering to managing technology partnerships. Katherine discusses how her technical background as an engineer in fields like biomedical and maritime shipping shaped her transition to a more collaborative, customer-facing role in partnerships. She highlights the importance of bridging sales, customer success (CS), and product teams to deliver integration solutions that align with market needs.

Key topics covered include:

• Transitioning from Engineering to Partnerships: Katherine explains how her technical expertise and collaborative skills helped her pivot into partnerships, emphasizing the value of understanding both technical and customer-facing aspects.
• Reporting Structure Insights: She compares the benefits and drawbacks of reporting under sales versus product, noting that working under sales provides better insight into customer needs and market demands while enabling stronger business alignment.
• KPIs and Success Metrics: Katherine outlines how technology partnership success is measured at LogicGate, focusing on building a diverse ecosystem, enabling sales, and creating long-term value rather than solely driving immediate revenue.
• Sales Enablement Best Practices: She shares strategies for equipping sales teams with partner knowledge, including tailored enablement sessions, one-pagers, and fostering direct communication between sales and partners.
• Collaboration with Product Teams: Katherine emphasizes the importance of aligning with product teams by sharing customer feedback, demonstrating the impact of integrations on business outcomes, and prioritizing roadmap decisions based on market demand.
• Technical Understanding for Partner Managers: She advises aspiring technology partnership managers to focus on understanding resource allocation and integration timelines rather than deep technical details. Katherine recommends leveraging free resources like LinkedIn Learning to build foundational knowledge.

Additionally, Katherine discusses red flags in partner API documentation, such as disorganized materials or lack of clarity from partner teams, and highlights the importance of vetting potential partners for maturity and alignment. She also reflects on challenges like balancing personal enthusiasm for innovative technologies with prioritizing customer-driven needs.

Learn more about LogicGate here: https://www.logicgate.com/

‍Read the transcript here: https://www.pandium.com/blogs/the-benefits-of-reporting-to-sales-best-practices-for-cross-functional-collaboration--

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This podcast is hosted by Pandium, the only embedded integration platform that facilitates faster code-first development of integrations, allowing B2B SaaS companies to launch integrations at scale without sacrificing customization and control.

Learn more about Pandium here: https://www.pandium.com/

To access more resources and content on technology partnerships, integrations, and APIs, check out our blog and resources page below.

Blog: https://www.pandium.com/blog

Resources on Technology Partnerships, Integrations, and APIs: https://www.pandium.com/ebooks