Daniela Mallarino has built her career at the intersection of partnerships, integration and go‑to‑market strategy. In this episode, she sits down with host Chris Lavoie to unpack why customer experience should drive every technology partnership, how open ecosystems create more value than closed ones, and why tracking impact from day one is essential.

Segments & highlights:

• Rapid‑fire warm‑ups: Daniela shares her Bogota roots, the languages she speaks, her first integration win, and the tech tools she swears by. She also reveals how birdwatching became her unexpected passion.
• Origin story: A look at her transition from academic research on online gender‑based violence to an AI start‑up, and eventually to fintech. Daniela explains how partnerships allow her to balance long‑term strategic thinking with day‑to‑day execution.
• Early lessons: Daniela discusses how assumptions about tracking metrics taught her to set up measurement frameworks and communicate results proactively.
• Inspiration outside tech: Drawing lessons from airlines, travel and retail about seamless experiences and customer expectations.
• Myth‑busting: Why partnerships are not just happy hours, how they differ from sales, and the importance of evangelizing impact across the organization.
• Contrarian takes: Open vs. closed ecosystems, personalization as the new standard, and how AI will transform partner operations.

Key takeaways:

• Great partnerships blend strategic vision with tactical execution.
• Customer experience—especially personalization—should drive every integration.
• Set up metrics and tracking before you launch any partner program; communicate impact early and often.
• Open ecosystems and collaboration create more value than closed platforms.
• Inspiration from consumer experiences (airlines, hospitality) can elevate B2B partnerships.

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In this episode of the Partnership Mastermind Podcast, Chris Lavoie sits down with Hami Nasari from Aircall and Russell Bradley-Cook from HubSpot to break down one of the strongest co-selling partnerships in SaaS.

Aircall and HubSpot have won Co-Sell Partner of the Year three years in a row, and this conversation gets into what actually makes a co-selling motion work beyond the usual “strategic alignment” talk.

Hami and Russell share the real operating system behind successful co-selling: product usage, sales alignment, partner trust, customer value, integration adoption, internal enablement, and the hard work required to turn a partner relationship into a repeatable GTM motion.

This is not a vague conversation about ecosystem theory. It is a practical breakdown of how two leading SaaS companies built a co-selling motion that drives real revenue, real product adoption, and real customer outcomes.

In this episode, we cover:

• What co-selling actually means in a modern SaaS partnership
• Why Aircall and HubSpot’s partnership has been so successful
• How Aircall became the most installed voice solution on HubSpot
• How HubSpot doubled Aircall installs from 7,000 to 14,000 in three years
• Why HubSpot contributes 15–25% of Aircall’s new business every quarter
• The difference between referrals and true co-selling
• Why platform reps need to actually need your product for co-selling to work
• Why most companies try to co-sell with too many partners
• How to know if your company is ready for a real co-sell motion
• Why integration usage matters more than marketplace installs
• How Gong call transcripts and partner mentions can become leading indicators
• Why partner managers cannot be the only bridge between two companies
• How sales, marketing, product, and leadership all need to participate
• Why trust is not a soft skill, but operating speed
• How AI, usage-based pricing, and outcome-based models may change the future of co-selling

This episode is especially useful for partner managers, alliance leaders, tech partnership teams, PartnerOps teams, SaaS GTM leaders, CROs, founders, and anyone trying to build a serious co-selling motion.

Guests

Hami Nasari, Aircall

Russell Bradley-Cook, HubSpot

Host

Chris Lavoie, Founder & CEO, Partnership Mastermind

Subscribe to the Partnership Mastermind Podcast for more tactical conversations on SaaS partnerships, co-selling, partner management, partner operations, ecosystem strategy, and modern go-to-market execution.

Most partnership teams do not fail because the strategy is wrong.

They fail because the operating system underneath the strategy is broken.

In this episode, Chris Lavoie sits down with Antonio Caridad, Senior Director of Partner Revenue Operations and Strategy at LogicMonitor, for a sharp, tactical conversation on what actually makes partner revenue scalable.

Antonio breaks down why partner ops is not “admin work.” It is the infrastructure that allows partner teams to prioritize the right partners, track the right data, build trust with Sales, improve attribution, and create a better partner experience.

The conversation gets into why bad data is more dangerous than no data, why “partners signed” is one of the worst vanity metrics in partnerships, and why loud, needy partners are often not your best partners.

They also unpack Antonio’s 4+1 Partner Ops framework: systems, programs, metrics, and enablement, all leading to partner experience.

Key topics covered:

• Why bad data leads to bad decisions

• Why “partners signed” is a vanity metric

• How to know when you need dedicated partner ops support

• Why internal alignment is the first domino

• Where attribution breaks down in partner programs

• How partner ops creates leverage across the revenue org

• Why partner experience drives customer experience

• How AI can help partnerships, if the data foundation is clean

• Why partner ops may become one of the most important roles in modern GTM

Core takeaway:

If partnerships want to be treated like a serious revenue function, they need to operate like one.

Not from six spreadsheets.

Not from vibes.

Not from “trust me, this partner is strategic.”

From clean data, clear systems, strong enablement, and a partner experience that actually supports revenue.

Guest: Antonio Caridad, Senior Director, Partner Revenue Operations and Strategy at LogicMonitor

Host: Chris Lavoie, Founder of Partnership Mastermind

Learn more about Partnership Mastermind:

https://www.partnershipmastermind.com/