GTM 171: How to Build a Partner Ecosystem That Sells for You | Brian Weinberger

Episode notes

Brian Weinberger is the Chief Revenue Officer at Sisense, a leading analytics platform helping companies embed intelligence into every product experience. With over 30 years in sales leadership across New York’s tech scene, Brian has built and scaled go-to-market teams at every stage—from early-stage startups to category-defining giants like Yext, Segment, and Salesforce. Discussed in this episode The evolution of partner selling — from VARs to SIs to ecosystems How to know if partner selling fits your GTM model The delivery-first mindset that drives retention Direct vs. partner motion: Microsoft vs. Salesforce Why enablement is the #1 green flag for partner success Partner marketing: how to make resellers self-sustaining Using AI to power future-ready GTM models The case for hybrid work in high-performance sales cultures Episode Highlights 00:00 — The “year four” moment when partners are selling for you 01:07 — 30 years of selling through partners in New York 03:22 — Start partner strategy with delivery, not distribution 06:32 — Why partner selling creates “superhuman” sellers 09:59 — Salesforce vs. Microsoft: direct vs.