#74: Maximizing the value of your partnerships with Peter Fogelsanger

#74: Maximizing the value of your partnerships with Peter Fogelsanger

Author: The Agile Brand December 16, 2025 Duration: 29:21

Are most of your channel partners producing very little value for your business?
Agility requires more than just signing up partners; it demands a dynamic approach to activating and enabling the *right* ones. It's about ruthlessly prioritizing relationships that generate mutual value and being nimble enough to change or sunset those that don't.
Today, we're going to talk about the often-unspoken reality of partner programs: the vast gap between the impressive number of logos on a partner page and the handful that actually contribute to the bottom line. We'll explore why so many partners become ""paper partners""—partners in name only—and how to build a program that focuses on tangible value and repeatable revenue, not just vanity metrics.
To help me discuss this topic, I'd like to welcome Peter Fogelsanger, Fractional Partner Executive at Peter Fog LLC. Peter, welcome to the show!

 
About Peter  Fogelsanger
 
Peter is a seasoned partner executive and partner program consultant. He provides fractional consulting and program advisory services to growth companies. Current engagements include several early-stage PE or VC backed startups.. Prior to consulting, Peter was founding Head for Partnerships and Enablement at Contentstack, building the program from the ground up which produced over $22M in pipeline.
Prior to Contentstack, Peter was VP of Partner Engagement (NA) at Thunderhead, an omni-channel customer journey and personalization platform. While at Thunderhead, Peter led the enablement in NA for Salesforce Marketing Cloud - Interaction Studio, helping drive more than $50M in ARR in 24 months.
Earlier in his career, Peter was in direct sales for over eight years at leading CMS vendors Sitecore and SDL. He also spent more than 12 years in sales/marketing at digital agencies helping clients with digital transformation related projects. Major clients have included FedEx, Charles Schwab, Humana, Duke Energy, TD Bank, Stanley Black & Decker, Nasdaq, Marriott, and the Veterans Administration.
Peter has been a speaker on partner programs, enablement, personalization/content management, and active in several related communities. In his spare time, Peter enjoys carpentry and DIY projects and has many years as a coach for youth soccer and high school track.

 
Peter  Fogelsanger on LinkedIn: https://www.linkedin.com/in/peterfog/
 
Resources 
 
Peter Fog LLC: www.peterfog.com

 
Catch the future of e-commerce at eTail Palm Springs, Feb 23-26 in Palm Springs, CA. Go here for more details: https://etailwest.wbresearch.com/
 
Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstrom

Don't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.b2bagility.com

Check out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com  


Navigating the modern B2B marketing landscape requires a blend of strategic vision and practical expertise across several demanding disciplines. B2B Agility with Greg Kihlström™: MarTech, E-Commerce, & Customer Success exists in that space, offering a focused conversation for professionals who are piecing together strategy, technology, and customer experience. This podcast, from the team behind The Agile Brand, moves beyond theory to examine the interconnected systems that define today's successful business-to-business brands. Each episode delves into how leaders can effectively integrate marketing technology platforms, build seamless e-commerce operations, and foster genuine customer success to secure a lasting competitive advantage. You'll hear from practitioners and thinkers who are actively shaping their categories, sharing insights on turning complexity into clarity and operational friction into fluidity. The discussions are built on the premise that true agility isn't just about speed, but about intelligent adaptation and purposeful growth. For marketers, executives, and strategists looking to cut through the noise and find actionable wisdom, this series provides a dedicated resource. It’s a deep dive into the mechanics and mindset required to not just participate in the B2B arena, but to consistently lead and drive optimal results for the brands you serve.
Author: Language: English Episodes: 77

B2B Agility with Greg Kihlström™: MarTech, E-Commerce, & Customer Success
Podcast Episodes
#73: AI in the 'real economy' with Bassem Hamdy, Briq [not-audio_url] [/not-audio_url]

Duration: 24:16
With all the talk about the business impact of AI, why aren't more people talking beyond the most straightforward examples and more about sectors like construction, energy, and manufacturing where there is real potential…
#72: Concept to acquisition with Chris Tilkov, DocuSketch [not-audio_url] [/not-audio_url]

Duration: 19:45
Many entrepreneurs dream of scaling a niche product, achieving market dominance, and ultimately securing a successful exit—but few actually make it happen. How do you take an idea from concept to acquisition, and what ke…
#69: How AI is Transforming Project Management with Alan Mosca, nPlan [not-audio_url] [/not-audio_url]

Duration: 27:14
If you could eliminate one of the biggest roadblocks to successful project delivery in your organization today, what would it be and why? Agility requires not only the ability to adapt to change but also the foresight to…
#68: Improving lead quality with Derek Gerber, Power Digital [not-audio_url] [/not-audio_url]

Duration: 26:03
Are you getting lots of leads, but never enough good ones? Agility requires not only the ability to adapt to change quickly, but also the foresight to anticipate what's coming next, whether that's top, middle, or bottom…