Elise Carbone leads Global Partners & Alliances at Deltek, with a partner network spread from the US to Australia and Southeast Asia.

She didn't start in sales: HR first, then consulting, then building a partner, sales and marketing team from scratch at a startup that Deltek acquired 11 years ago.

In this episode, we get into what it actually takes to run a global partner organization: why partner ops is the backbone, how to measure influence and not just sourced leads, how to keep sellers on your side, and where AI is already changing the job.

What we cover:
- Partnerships aren't just relationships. Joint planning, shared targets and real QBR are what make them work.
- Partner ops is the operating system of your partner org
- Keep 70% of your playbook global, flex the other 30% by country and culture.
- Sourced leads are easy to count. Influence is where partners bring the real value, and nobody has cracked how to measure it yet.
- Don't pay sellers less on partner deals. If you do, they'll stop seeing the value of partners.
- AI won't replace partner managers. But an AI conflict check that answers partners in 30 seconds beats waiting for a new PRM.

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Connect with Elise: https://www.linkedin.com/in/elisecarbone/
Connect with Maxime: https://www.linkedin.com/in/maximeimbert-partnerships

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Video available on Youtube: https://youtu.be/JsggQiv44P4

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