Ecosystem, AI and the new economics of B2B SaaS - Peter Lorant (HubSpot) | Alliances

Description

In this strategic episode, I welcome Peter Lorant, Global VP of Partner Business Development at HubSpot, for a masterclass on building partner ecosystems in the AI era for B2B SaaS.

Peter has a unique 35-year career through IBM, Google, Workday, Zendesk from sales to marketing, partnerships, and COO.

After leading alliances at Workday, he became COO at Zendesk before returning to partnerships at HubSpot.

Peter leads a 6,000+ partner ecosystem, their number one channel in LTV to CAC.

With 250,000+ customers, HubSpot scales through partners. Growing 20%+ annually as a $3B company, partner-first wins.

In this tactical episode, Peter shares:

Change management when he joined HubSpot
Partner-sourced deals trump all attribution sources
Training 2,500+ reps on co-selling
Using AI to detect rep infractions before they happen
The shift to AI era B2B SaaS
HubSpot's AI training: crowdsource, vote, codify, scale
Best customer context wins AI + consumption pricing challenge
Future: consolidation and AI-native companies
Trust through transparency during major changes
Career wisdom: collect skills, manage your manager

A transformative episode on building Partner Led Growth while navigating B2B SaaS's biggest shift.

Did you enjoy this episode?

👉 Like, comment, subscribe and rate 5 stars

📹 Watch the episode on Youtube: https://youtu.be/vplR85bI8No

Thank you for your support!

▬▬▬▬▬▬▬▬▬▬

Where to find Peter: https://www.linkedin.com/in/palorant/

Where to find Maxime: https://www.linkedin.com/in/maximeimbert-partnerships

To discover HubSpot's Partner Program: https://www.hubspot.com/partners

▬▬▬▬▬▬▬▬▬▬

Find a new episode of Alliances every month to get the best techniques for developing your alliances and partnerships.

#partnerships #alliances #hubspot #ecosystem #AI #b2bsaas #partnersales #coselling #attribution #changemanagement #leadership

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I'm Maxime Imbert, Fractional Head of Partnerships. I help B2B SaaS and Fintech companies build and implement their partnership strategy to succeed in their Go-to-Market and generate substantial revenue in the medium term. Building your ecosystem is a tremendous lever for exponentially increasing your revenues. I've made this my profession to help as many Fintech and B2B SaaS companies as possible. Evaluate your strategy: https://calendly.com/maxime_imbert/30min

Hosted on Ausha. See ausha.co/privacy-policy for more information.

About Alliances

Alliances: The Podcast on Strategic Partnerships

Welcome to Alliances, the podcast dedicated to the art of strategic partnerships in the business world.

In an ever-changing economic landscape where collaboration has become a key driver of growth, Alliances aims to help you master this crucial skill.

Each month, we sit down with inspiring leaders like CEOs, CROs, CCOs, Heads of Partnerships, and renowned industry experts to share their experiences and insights.

These pioneers, shaping the future of collaborative business, reveal their winning strategies and the secrets behind partnerships that truly transform their organizations.

Why Listen to Alliances?

Whether you’re a business leader, revenue owner, sales executive, or responsible for building strategic collaborations, this podcast is made for you.

It delivers practical answers and actionable tools to help you:

Understand why and how strategic partnerships can accelerate your growth and revenue.
Identify high-impact collaboration opportunities for your organization.
Set up effective processes to manage and sustain your alliances.
Avoid common pitfalls and maximize the value of professional relationships.

Insightful, Action-Oriented Conversations

We believe every partnership is unique yet certain universal principles can help you build lasting, high-performing collaborations.
Our guests share both their successes and the challenges they’ve overcome, so you can learn from real-world experience. Together, we unpack key steps such as:

Finding the right partners.
Negotiating and structuring agreements.
Integrating partnerships into the company’s overall strategy.
Measuring performance and refining the relationship over time.

From strategic alliances to marketing collaborations, channel partnerships, and more every facet of partnership management is explored.

Authentic insights & diverse topics

From powerful co-branding initiatives to tech integrations, joint ventures, and loyalty programs, Alliances dives into all dimensions of strategic collaboration.
We also explore emerging trends the impact of digital transformation, the rise of innovation ecosystems, and the growing importance of shared values in modern partnerships.

A Podcast for every Partnership Leader

Whether you’re leading a startup, SME, or large enterprise in tech, finance, industry, or beyond you’ll find in Alliances a wealth of insights to elevate your partnership initiatives to the next level.

Ready to transform the way you collaborate and turn your alliances into a true growth engine?
Subscribe to Alliances now and discover inspiring conversations, practical advice, and fresh perspectives to fuel your business strategy.

Together, let’s build partnerships that create real value.

Available on all major podcast platforms and on YouTube.

https://www.youtube.com/@Alliancespodcast

Hosted on Ausha. See ausha.co/privacy-policy for more information.

About Alliances

Alliances: The Podcast on Strategic Partnerships

Welcome to Alliances, the podcast dedicated to the art of strategic partnerships in the business world.

In an ever-changing economic landscape where collaboration has become a key driver of growth, Alliances aims to help you master this crucial skill.

Each month, we sit down with inspiring leaders like CEOs, CROs, CCOs, Heads of Partnerships, and renowned industry experts to share their experiences and insights.

These pioneers, shaping the future of collaborative business, reveal their winning strategies and the secrets behind partnerships that truly transform their organizations.

Why Listen to Alliances?

Whether you’re a business leader, revenue owner, sales executive, or responsible for building strategic collaborations, this podcast is made for you.

It delivers practical answers and actionable tools to help you:

Understand why and how strategic partnerships can accelerate your growth and revenue.
Identify high-impact collaboration opportunities for your organization.
Set up effective processes to manage and sustain your alliances.
Avoid common pitfalls and maximize the value of professional relationships.

Insightful, Action-Oriented Conversations

Finding the right partners.
Negotiating and structuring agreements.
Integrating partnerships into the company’s overall strategy.
Measuring performance and refining the relationship over time.

From strategic alliances to marketing collaborations, channel partnerships, and more every facet of partnership management is explored.

Authentic insights & diverse topics

A Podcast for every Partnership Leader

Together, let’s build partnerships that create real value.

Available on all major podcast platforms and on YouTube.

https://www.youtube.com/@Alliancespodcast

Hosted on Ausha. See ausha.co/privacy-policy for more information.

Description

In this strategic episode, I welcome Peter Lorant, Global VP of Partner Business Development at HubSpot, for a masterclass on building partner ecosystems in the AI era for B2B SaaS.

Peter has a unique 35-year career through IBM, Google, Workday, Zendesk from sales to marketing, partnerships, and COO.

After leading alliances at Workday, he became COO at Zendesk before returning to partnerships at HubSpot.

Peter leads a 6,000+ partner ecosystem, their number one channel in LTV to CAC.

With 250,000+ customers, HubSpot scales through partners. Growing 20%+ annually as a $3B company, partner-first wins.

In this tactical episode, Peter shares:

Change management when he joined HubSpot
Partner-sourced deals trump all attribution sources
Training 2,500+ reps on co-selling
Using AI to detect rep infractions before they happen
The shift to AI era B2B SaaS
HubSpot's AI training: crowdsource, vote, codify, scale
Best customer context wins AI + consumption pricing challenge
Future: consolidation and AI-native companies
Trust through transparency during major changes
Career wisdom: collect skills, manage your manager

A transformative episode on building Partner Led Growth while navigating B2B SaaS's biggest shift.

Did you enjoy this episode?

👉 Like, comment, subscribe and rate 5 stars

📹 Watch the episode on Youtube: https://youtu.be/vplR85bI8No

Thank you for your support!

▬▬▬▬▬▬▬▬▬▬

Where to find Peter: https://www.linkedin.com/in/palorant/

Where to find Maxime: https://www.linkedin.com/in/maximeimbert-partnerships

To discover HubSpot's Partner Program: https://www.hubspot.com/partners

▬▬▬▬▬▬▬▬▬▬

Find a new episode of Alliances every month to get the best techniques for developing your alliances and partnerships.

#partnerships #alliances #hubspot #ecosystem #AI #b2bsaas #partnersales #coselling #attribution #changemanagement #leadership

▬▬▬▬▬▬▬▬▬▬

Hosted on Ausha. See ausha.co/privacy-policy for more information.

About Alliances

Alliances: The Podcast on Strategic Partnerships

Welcome to Alliances, the podcast dedicated to the art of strategic partnerships in the business world.

In an ever-changing economic landscape where collaboration has become a key driver of growth, Alliances aims to help you master this crucial skill.

Each month, we sit down with inspiring leaders like CEOs, CROs, CCOs, Heads of Partnerships, and renowned industry experts to share their experiences and insights.

These pioneers, shaping the future of collaborative business, reveal their winning strategies and the secrets behind partnerships that truly transform their organizations.

Why Listen to Alliances?

Whether you’re a business leader, revenue owner, sales executive, or responsible for building strategic collaborations, this podcast is made for you.

It delivers practical answers and actionable tools to help you:

Understand why and how strategic partnerships can accelerate your growth and revenue.
Identify high-impact collaboration opportunities for your organization.
Set up effective processes to manage and sustain your alliances.
Avoid common pitfalls and maximize the value of professional relationships.

Insightful, Action-Oriented Conversations

Finding the right partners.
Negotiating and structuring agreements.
Integrating partnerships into the company’s overall strategy.
Measuring performance and refining the relationship over time.

From strategic alliances to marketing collaborations, channel partnerships, and more every facet of partnership management is explored.

Authentic insights & diverse topics

A Podcast for every Partnership Leader

Together, let’s build partnerships that create real value.

Available on all major podcast platforms and on YouTube.

https://www.youtube.com/@Alliancespodcast

Hosted on Ausha. See ausha.co/privacy-policy for more information.

About Alliances

Alliances: The Podcast on Strategic Partnerships

Welcome to Alliances, the podcast dedicated to the art of strategic partnerships in the business world.

In an ever-changing economic landscape where collaboration has become a key driver of growth, Alliances aims to help you master this crucial skill.

Each month, we sit down with inspiring leaders like CEOs, CROs, CCOs, Heads of Partnerships, and renowned industry experts to share their experiences and insights.

These pioneers, shaping the future of collaborative business, reveal their winning strategies and the secrets behind partnerships that truly transform their organizations.

Why Listen to Alliances?

Whether you’re a business leader, revenue owner, sales executive, or responsible for building strategic collaborations, this podcast is made for you.

It delivers practical answers and actionable tools to help you:

Understand why and how strategic partnerships can accelerate your growth and revenue.
Identify high-impact collaboration opportunities for your organization.
Set up effective processes to manage and sustain your alliances.
Avoid common pitfalls and maximize the value of professional relationships.

Insightful, Action-Oriented Conversations

Finding the right partners.
Negotiating and structuring agreements.
Integrating partnerships into the company’s overall strategy.
Measuring performance and refining the relationship over time.

From strategic alliances to marketing collaborations, channel partnerships, and more every facet of partnership management is explored.

Authentic insights & diverse topics

A Podcast for every Partnership Leader

Together, let’s build partnerships that create real value.

Available on all major podcast platforms and on YouTube.

https://www.youtube.com/@Alliancespodcast

Hosted on Ausha. See ausha.co/privacy-policy for more information.

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Description

In this strategic episode, I welcome Peter Lorant, Global VP of Partner Business Development at HubSpot, for a masterclass on building partner ecosystems in the AI era for B2B SaaS.

Peter has a unique 35-year career through IBM, Google, Workday, Zendesk from sales to marketing, partnerships, and COO.

After leading alliances at Workday, he became COO at Zendesk before returning to partnerships at HubSpot.

Peter leads a 6,000+ partner ecosystem, their number one channel in LTV to CAC.

With 250,000+ customers, HubSpot scales through partners. Growing 20%+ annually as a $3B company, partner-first wins.

In this tactical episode, Peter shares:

Change management when he joined HubSpot
Partner-sourced deals trump all attribution sources
Training 2,500+ reps on co-selling
Using AI to detect rep infractions before they happen
The shift to AI era B2B SaaS
HubSpot's AI training: crowdsource, vote, codify, scale
Best customer context wins AI + consumption pricing challenge
Future: consolidation and AI-native companies
Trust through transparency during major changes
Career wisdom: collect skills, manage your manager

A transformative episode on building Partner Led Growth while navigating B2B SaaS's biggest shift.

Did you enjoy this episode?

👉 Like, comment, subscribe and rate 5 stars

📹 Watch the episode on Youtube: https://youtu.be/vplR85bI8No

Thank you for your support!

▬▬▬▬▬▬▬▬▬▬

Where to find Peter: https://www.linkedin.com/in/palorant/

Where to find Maxime: https://www.linkedin.com/in/maximeimbert-partnerships

To discover HubSpot's Partner Program: https://www.hubspot.com/partners

▬▬▬▬▬▬▬▬▬▬

Find a new episode of Alliances every month to get the best techniques for developing your alliances and partnerships.

#partnerships #alliances #hubspot #ecosystem #AI #b2bsaas #partnersales #coselling #attribution #changemanagement #leadership

▬▬▬▬▬▬▬▬▬▬

Hosted on Ausha. See ausha.co/privacy-policy for more information.

About Alliances

Alliances: The Podcast on Strategic Partnerships

Welcome to Alliances, the podcast dedicated to the art of strategic partnerships in the business world.

In an ever-changing economic landscape where collaboration has become a key driver of growth, Alliances aims to help you master this crucial skill.

Each month, we sit down with inspiring leaders like CEOs, CROs, CCOs, Heads of Partnerships, and renowned industry experts to share their experiences and insights.

These pioneers, shaping the future of collaborative business, reveal their winning strategies and the secrets behind partnerships that truly transform their organizations.

Why Listen to Alliances?

Whether you’re a business leader, revenue owner, sales executive, or responsible for building strategic collaborations, this podcast is made for you.

It delivers practical answers and actionable tools to help you:

Understand why and how strategic partnerships can accelerate your growth and revenue.
Identify high-impact collaboration opportunities for your organization.
Set up effective processes to manage and sustain your alliances.
Avoid common pitfalls and maximize the value of professional relationships.

Insightful, Action-Oriented Conversations

Finding the right partners.
Negotiating and structuring agreements.
Integrating partnerships into the company’s overall strategy.
Measuring performance and refining the relationship over time.

From strategic alliances to marketing collaborations, channel partnerships, and more every facet of partnership management is explored.

Authentic insights & diverse topics

A Podcast for every Partnership Leader

Together, let’s build partnerships that create real value.

Available on all major podcast platforms and on YouTube.

https://www.youtube.com/@Alliancespodcast

Hosted on Ausha. See ausha.co/privacy-policy for more information.

About Alliances

Alliances: The Podcast on Strategic Partnerships

Welcome to Alliances, the podcast dedicated to the art of strategic partnerships in the business world.

In an ever-changing economic landscape where collaboration has become a key driver of growth, Alliances aims to help you master this crucial skill.

Each month, we sit down with inspiring leaders like CEOs, CROs, CCOs, Heads of Partnerships, and renowned industry experts to share their experiences and insights.

These pioneers, shaping the future of collaborative business, reveal their winning strategies and the secrets behind partnerships that truly transform their organizations.

Why Listen to Alliances?

Whether you’re a business leader, revenue owner, sales executive, or responsible for building strategic collaborations, this podcast is made for you.

It delivers practical answers and actionable tools to help you:

Understand why and how strategic partnerships can accelerate your growth and revenue.
Identify high-impact collaboration opportunities for your organization.
Set up effective processes to manage and sustain your alliances.
Avoid common pitfalls and maximize the value of professional relationships.

Insightful, Action-Oriented Conversations

Finding the right partners.
Negotiating and structuring agreements.
Integrating partnerships into the company’s overall strategy.
Measuring performance and refining the relationship over time.

From strategic alliances to marketing collaborations, channel partnerships, and more every facet of partnership management is explored.

Authentic insights & diverse topics

A Podcast for every Partnership Leader

Together, let’s build partnerships that create real value.

Available on all major podcast platforms and on YouTube.

https://www.youtube.com/@Alliancespodcast

Hosted on Ausha. See ausha.co/privacy-policy for more information.

Description

In this strategic episode, I welcome Peter Lorant, Global VP of Partner Business Development at HubSpot, for a masterclass on building partner ecosystems in the AI era for B2B SaaS.

Peter has a unique 35-year career through IBM, Google, Workday, Zendesk from sales to marketing, partnerships, and COO.

After leading alliances at Workday, he became COO at Zendesk before returning to partnerships at HubSpot.

Peter leads a 6,000+ partner ecosystem, their number one channel in LTV to CAC.

With 250,000+ customers, HubSpot scales through partners. Growing 20%+ annually as a $3B company, partner-first wins.

In this tactical episode, Peter shares:

Change management when he joined HubSpot
Partner-sourced deals trump all attribution sources
Training 2,500+ reps on co-selling
Using AI to detect rep infractions before they happen
The shift to AI era B2B SaaS
HubSpot's AI training: crowdsource, vote, codify, scale
Best customer context wins AI + consumption pricing challenge
Future: consolidation and AI-native companies
Trust through transparency during major changes
Career wisdom: collect skills, manage your manager

A transformative episode on building Partner Led Growth while navigating B2B SaaS's biggest shift.

Did you enjoy this episode?

👉 Like, comment, subscribe and rate 5 stars

📹 Watch the episode on Youtube: https://youtu.be/vplR85bI8No

Thank you for your support!

▬▬▬▬▬▬▬▬▬▬

Where to find Peter: https://www.linkedin.com/in/palorant/

Where to find Maxime: https://www.linkedin.com/in/maximeimbert-partnerships

To discover HubSpot's Partner Program: https://www.hubspot.com/partners

▬▬▬▬▬▬▬▬▬▬

Find a new episode of Alliances every month to get the best techniques for developing your alliances and partnerships.

#partnerships #alliances #hubspot #ecosystem #AI #b2bsaas #partnersales #coselling #attribution #changemanagement #leadership

▬▬▬▬▬▬▬▬▬▬

Hosted on Ausha. See ausha.co/privacy-policy for more information.

About Alliances

Alliances: The Podcast on Strategic Partnerships

Welcome to Alliances, the podcast dedicated to the art of strategic partnerships in the business world.

In an ever-changing economic landscape where collaboration has become a key driver of growth, Alliances aims to help you master this crucial skill.

Each month, we sit down with inspiring leaders like CEOs, CROs, CCOs, Heads of Partnerships, and renowned industry experts to share their experiences and insights.

These pioneers, shaping the future of collaborative business, reveal their winning strategies and the secrets behind partnerships that truly transform their organizations.

Why Listen to Alliances?

Whether you’re a business leader, revenue owner, sales executive, or responsible for building strategic collaborations, this podcast is made for you.

It delivers practical answers and actionable tools to help you:

Understand why and how strategic partnerships can accelerate your growth and revenue.
Identify high-impact collaboration opportunities for your organization.
Set up effective processes to manage and sustain your alliances.
Avoid common pitfalls and maximize the value of professional relationships.

Insightful, Action-Oriented Conversations

Finding the right partners.
Negotiating and structuring agreements.
Integrating partnerships into the company’s overall strategy.
Measuring performance and refining the relationship over time.

From strategic alliances to marketing collaborations, channel partnerships, and more every facet of partnership management is explored.

Authentic insights & diverse topics

A Podcast for every Partnership Leader

Together, let’s build partnerships that create real value.

Available on all major podcast platforms and on YouTube.

https://www.youtube.com/@Alliancespodcast

Hosted on Ausha. See ausha.co/privacy-policy for more information.

About Alliances

Alliances: The Podcast on Strategic Partnerships

Welcome to Alliances, the podcast dedicated to the art of strategic partnerships in the business world.

In an ever-changing economic landscape where collaboration has become a key driver of growth, Alliances aims to help you master this crucial skill.

Each month, we sit down with inspiring leaders like CEOs, CROs, CCOs, Heads of Partnerships, and renowned industry experts to share their experiences and insights.

These pioneers, shaping the future of collaborative business, reveal their winning strategies and the secrets behind partnerships that truly transform their organizations.

Why Listen to Alliances?

Whether you’re a business leader, revenue owner, sales executive, or responsible for building strategic collaborations, this podcast is made for you.

It delivers practical answers and actionable tools to help you:

Understand why and how strategic partnerships can accelerate your growth and revenue.
Identify high-impact collaboration opportunities for your organization.
Set up effective processes to manage and sustain your alliances.
Avoid common pitfalls and maximize the value of professional relationships.

Insightful, Action-Oriented Conversations

Finding the right partners.
Negotiating and structuring agreements.
Integrating partnerships into the company’s overall strategy.
Measuring performance and refining the relationship over time.

From strategic alliances to marketing collaborations, channel partnerships, and more every facet of partnership management is explored.

Authentic insights & diverse topics

A Podcast for every Partnership Leader

Together, let’s build partnerships that create real value.

Available on all major podcast platforms and on YouTube.

https://www.youtube.com/@Alliancespodcast

Hosted on Ausha. See ausha.co/privacy-policy for more information.

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