Many partnership programs fail because they lack alignment with broader company goals. Without clear communication and a unified strategy, it’s easy for the value of partnerships to be overlooked.

In this episode, Katie Landaal (SVP of Strategic Alliances at ZoomInfo) joins Tyler Calder (CMO at PartnerStack) to explore how partnerships can be a catalyst for both growth and innovation. Katie shares her journey from agency work to leading partnerships at a major tech company, and how her experience taught her to see early on how a partnership can unfold. From spotting potential M&As to bridging gaps with product teams, Katie shares how partner programs can unlock wins across the board.

You’ll learn:

• How to align internal stakeholders around partnership goals
• The importance of starting simple when building partner programs
• Why data and AI are becoming essential for partnership success

Jump into the conversation:
(0:00) Introducing Katie Landaal

(1:49) Early agency experiences shaping partnership perspectives

(5:09) Why agency skills translate to strategic alliance success

(10:49) Balancing incremental wins with high-impact partnership opportunities

(13:09) Building a strong foundation for predictable partnership growth

(16:07) Identifying potential product partnerships that drive revenue

(20:12) Bridging product and go-to-market for effective partnerships

(25:44) Using AI tools to improve partnership operations internally

(34:23) Early adoption fears around AI and productivity tools

(35:51) Considering M&A when starting a partnership

(36:57) Partnership-first approach for strategic business growth

(40:33) Applying three Cs and integrity in partnerships