Partnerships can’t rely on hope, handshakes, or high-level alignment. To prove real impact, partner teams need the same discipline, data, and operational rigor found in RevOps.
In this episode, Rob Moyer (Founder of BlueThread.io) chats with Tyler Calder (CMO at PartnerStack) to break down what it means to co-sell with precision. Rob draws on his experience scaling successful partner programs at Microsoft, TD Synnex, and Gong to show how partner teams can orchestrate better collaboration, run tighter processes, and demonstrate exactly where partners create value. He also walks through his six-step framework for executing co-sell motions with clarity and confidence.
You’ll learn:
Jump into the conversation:
(0:00) Introducing Rob Moyer
(4:19) What RevOps means inside a partner program
(6:13) Lessons from a failed first wave of partners at Gong
(7:27) Breaking down orchestration across partner types
(12:24) How to map and validate high-propensity accounts
(15:08) Using math to prioritize the right partners
(17:26) The prioritization exercise and why partner leaders struggle with it
(21:57) What excellent joint planning actually looks like
(24:50) The number that matters in co-sell motions
(27:23) Why regular pipeline meetings matter
(31:34) Raising your org’s channel IQ through field enablement
(38:06) Why tracking attribution matters to the C-suite
(39:46) Signs that your program is under-resourced
(42:20) The future of partner-led growth
Resources:
Rob Moyer’s LinkedIn: https://www.linkedin.com/in/robermo/
BlueThread website: https://www.bluethread.io/