From $100M to $1B: How Rob Moyer Scaled Ecosystem Revenue

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In this insightful episode of the Partnership Mastermind podcast, host Chris Lavoie sits down with Rob Moyer, head of Global partnerships at Gong, to unpack what actually works in B2B partnerships. Rob brings a wealth of experience, having scaled ecosystem revenue from $100 million to over $1 billion and built GTM channels at Microsoft. The conversation dives deep into modern partnership strategies, with Rob emphasizing the importance of treating partnerships like product launches and co-designing outcomes with partners.

A key focus is Rob's innovative approach to ideal partner profiles (IPPs), moving beyond traditional metrics to focus on buyer personas and lifecycle alignment. Rob shares valuable insights on how to co-create value with partners, stressing the need to "follow the money" and understand each partner's unique currency. The discussion also explores how AI is revolutionizing partnerships, with Rob candidly sharing how AI tools have helped him overcome challenges related to dyslexia and communicate more effectively.

Aspiring partnership professionals will find immense value in Rob's advice on career growth, hiring in the AI era, and the skills needed to thrive in modern partnerships. He stresses the importance of curiosity, adaptability, and embracing AI to stay competitive. Whether you're new to partnerships or a seasoned pro, this episode offers fresh perspectives and actionable strategies to elevate your partnership game.

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Chris Lavoie is a leading voice in B2B SaaS partnerships, known for building programs that deliver real, measurable results. As the founder of Partnership Mastermind, he equips professionals with actionable tools, training, and mentorship. After building multiple partnership programs, he launched Partnership Mastermind.