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The cloud migration race is intensifying, and differentiation is essential in a market filled with competition.

How can SAP partners stay ahead while driving customer value through collaboration and innovation?

In this episode, Shrutika Purohit, Head of the SAP Partner Ecosystem for AWS India, shares her expertise in leveraging the power of alliances to transform how businesses adopt and innovate with SAP solutions on the cloud. Shrutika outlines useful strategies as the partner landscape changes, from harnessing the “power of three” collaboration model to building joint solutions that go beyond SAP Rise.

Key Learnings:* How the “power of three” model (SAP, AWS, and partners) enables seamless customer journeys. * The role of joint solution development in addressing white spaces and driving differentiation. * Why partner enablement programs and certifications are crucial for success in the SAP ecosystem. * Insights into the rise of co-innovation and its impact on partner growth and customer outcomes. * How AWS empowers partners to scale, specialize, and innovate within the cloud ecosystem.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline

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Failing to innovate within your partnerships could leave your business behind.

As AI accelerates the pace of change, how do leaders ensure they stay relevant while unlocking unprecedented customer value?

In this episode, Jim Anderson, Vice President of North America Partner Ecosystem and Channels at Google, shares insights into the principles driving Google’s partner strategies. With 25+ years in tech and a front-row seat to AI’s transformative power, Jim discusses how agility, specialization, and customer relevance transform the cloud ecosystem industry.

Key Learnings:
* Why win-win partnerships are critical to AI-driven customer value. * The importance of specialization to tackle increasing complexities in the cloud ecosystem. * How Google is leveraging its Marketplace as a game-changing distribution channel. * The role of agility and co-innovation in navigating rapid shifts in the tech landscape. * Why the future of AI is inherently tied to an ecosystem-based approach for businesse

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline

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The backbone of a successful cloud ecosystem lies in seamless collaboration, yet not all partnerships achieve their full potential. What distinguishes the thriving alliances from the rest?

In this episode, Carla Franklin Richards, a seasoned executive and former AWS leader, offers her expert perspective on building effective co-selling strategies tailored for the cloud ecosystem industry. Drawing on her leadership experience with AWS’ ISV Accelerate Program, Carla provides actionable insights into achieving strategic alignment, mitigating escalations, and driving sustainable growth in dynamic and competitive environments.

We also discuss:* How a structured interlock process ensures seamless collaboration and accountability. * The critical role of QBRs and operational documents in preventing misalignments. * Strategies for ISVs to navigate complex cloud partnerships and maximize co-selling potential. * Best practices for aligning tri-party partnerships (Cloud Providers, SIs, and ISVs). * Why deliberate planning and clear roles are non-negotiable in successful partnerships.

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline

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The partnership ecosystem is no place for complacency. Companies face the pressing question of how can channel transformations achieve real, meaningful value, instead of being lost in execution challenges?

In this episode, Hitu Chawla, Global VP of Partner Go-To-Market Strategy at Splunk, reveals the strategies behind their remarkable growth and alignment efforts. Drawing from decades of experience, including her leadership at Microsoft, Hitu discusses how to create cohesive co-selling programs, enhance partner enablement, and leverage technical integrations for greater market acceleration. She explains how Splunk combines partner feedback with a unified sales playbook to design programs that ensure partner capacity is optimized, financial incentives are compelling, and joint offerings deliver unmatched value to end customers.

Listeners will gain insights into:* Designing co-selling strategies that reduce friction and enhance partner alignment. * The role of renewal incentives in building customer and partner stickiness. * Managing the technical and operational complexities of multi-tenant SaaS ecosystems. * Building scalable joint offerings that leverage diverse partner types for competitive advantage. * How over-communicating changes strengthens ecosystem trust and execution.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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What if you could connect your entire cloud ecosystem—AWS, Azure, GCP—all in real time? Once a future vision, this architecture is the new standard for data-driven businesses at Confluent.

In this episode, we talk with Josh Treichel, Head of Cloud Partnerships at Confluent, about how their strategic alliances with major cloud providers are redefining data integration and migration. Josh shares his journey from engineering to cloud partnerships and dives into how Confluent leverages multi-cloud and generative AI to empower customers in an increasingly connected cloud landscape.

We also discuss:* The importance of building a company culture where cloud partnerships aren’t add-ons but fundamental to the company’s growth. * Confluent strategies to scale partnership efforts through regional events, hackathons, and co-marketing campaigns. * Why alignment across sales, engineering, and marketing is crucial to realizing the full value of cloud partnerships. * The importance of value exchange and ensuring mutual benefit to sustain and grow cloud partnerships.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Amazon Web Services (AWS) has maintained its competitive edge for a long time. What are the strategies behind their long-term success?

In this episode, Ayuma Sangale, Cloud Sales Strategist at AWS reveals how the organization has stood out by co-building solutions with its Independent Software Vendors (ISVs) and strategic partners, quickly adapting to the continuously evolving cloud landscape. Ayuma shares how AWS structures these alliances to amplify innovation and meet diverse customer needs, emphasizing the importance of customer-focused strategy and partner success.

We also discuss:
* AWS’s “work backwards from the customer” philosophy to meet real-world demands * The importance of building a strong support network within and beyond AWS * How AWS co-evolves with its partners, allowing them to lead in areas like AI and cloud migration.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline

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In this episode of Ecosystem Aces, Shannon Tuttle, head of GTM Growth and Transformation at Google, shares her journey through the world of partnerships and scaling initiatives. With a career spanning Google, LinkedIn, and Accenture, Shannon discusses the challenges and strategies behind creating impactful, scalable partner activations.

Shannon dives into her role at Google, where she leads North American scaled partnerships, and how she’s enabling partners to understand and align with Google’s value propositions. She shares insights on scaling partner activations, localization, and the importance of automation in managing large-scale programs. Shannon also offers valuable advice to partners on differentiation, the importance of specializations, and how to unlock growth opportunities with Google.

In this Episode:
1. Scaling Google Cloud Partnerships: Shannon discusses strategies for scaling partner activations across diverse regions, emphasizing the importance of localized approaches for North American partners. 2. Building Automated, Scalable Programs: Learn how Shannon utilizes dashboards, reporting tools, and automation to manage and track large-scale partner programs and connect partners with Google sales teams. 3. Partner Differentiation and Growth: Shannon highlights the importance of specialization and proficiency for partners, offering insights on co-selling, funding opportunities, and how partners can gain visibility with Google.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline

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In this episode of Ecosystem Aces, Matthew Gray, Global VP of Partnerships and Alliances at Tealium, joins Chip Rogers to discuss the evolving role of data integration, strategic partnerships, and the transformative potential of generative AI.

Matt Gray reflects on his career journey, from early programming days to building scalable partnerships at Tealium, where strategic collaboration with partners like AWS has driven significant revenue growth. He shares insights on the importance of data integration in business, the challenges of aligning business teams, and the role of generative AI in boosting productivity and simplifying partner programs.

In this Episode:
* The Role of Data Integration in Business: Matt shares how integration is the backbone of business operations and how his early experiences shaped his understanding of its importance. * Building Scalable Partnerships at Tealium: Learn about Matt’s strategic approach to growing Tealium’s partner program, with key collaborations like AWS driving 90% of the company’s revenue. * Generative AI in Partner Programs: Explore how generative AI can enhance partner experiences, boost productivity, and simplify complex business processes.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline

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In this episode of Ecosystem Aces, Manish Nair, Head of Alliances and Channels for SAS in the India ASEAN region, shares valuable insights into SAS's thriving partnerships, AI innovation, and the critical role of trust in building successful partner ecosystems.

Manish delves into how SAS, a 50-year leader in data and AI, collaborates with global system integrators (GSIs), resellers, and cloud partners to drive digital transformation for industries worldwide. He also offers invaluable advice on building trust and fostering long-term relationships. Learn how SAS continues to innovate, leveraging partner feedback to refine its offerings and integrate with cloud platforms like AWS and Azure.

Join us as we cover topics like:
* Building a Strong Partner Ecosystem: Manish shares SAS's 3-pillar approach to partnerships. * SAS’s 50-year journey in data and AI: Hear how customers extract intelligence from data while delivering industry-specific solutions through its platform. * Partner Enablement and Feedback Loops: Discover how SAS supports partners through specialization programs, business planning, and incorporating partner feedback into product innovation.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In this episode of Ecosystem Aces, we’re joined by Ankur Sinha, Head of Partner Solutions & GTM at Domino Data Labs, to explore the intricacies of building a robust partner ecosystem tailored for AI and data science. Ankur shares his expertise in forging strategic partnerships and leveraging them to drive innovation and growth in regulated industries.

Join us as we discuss:
* Developing a Global Partner Ecosystem: Ankur outlines Domino’s approach to building a worldwide network of partners focused on data science and machine learning, with an emphasis on regulated industries like life sciences and banking. * Strategic Alliances with Technology Providers: Learn about Domino’s key partnerships with tech giants like Nvidia and AWS, and how these collaborations enhance their platform’s capabilities and value propositions for customers. * Collaborative Product Development: Discover how Domino integrates partner feedback into its product development process, enabling quick releases of new features and creating tailored solutions. * Orchestrating Multi-Partner Strategies: Ankur discusses the importance of a well-structured ecosystem strategy, highlighting the need for aligned incentives, standardized models, and seamless integration to deliver customer value.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In this episode of Ecosystem Aces, we welcome Travis Clinger, Chief Connectivity and Ecosystem Officer at LiveRamp. Travis shares invaluable insights on how LiveRamp is shaping the future of data connectivity and AI integration, enabling personalized customer experiences across global markets, and how he co-innovates with 170+ partners.

Join us as we discuss:
* Driving Data Connectivity and Personalization: Travis emphasizes LiveRamp’s focus on managing and protecting data while enabling personalized customer experiences, showcasing their ability to drive upgrades through integrated solutions. * Global Reach and Regional Expertise: LiveRamp combines global products with regional nuances to meet diverse market needs, transforming inventory into addressable media. * Building Strong Partnerships and Co-Innovation: Learn about LiveRamp’s collaborative approach to align with partner needs and market trends. * AI and Future Innovations: Learn how LiveRamp leverages AI for segment selection optimization, advanced analytics, and personalized customer experiences. * Advice for Partner Professionals: Travis offers strategic advice on collaboration, metric-driven performance evaluation, and demonstrating tangible value through revenue outcomes.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In this episode of Ecosystem Aces, titled “How Partnerships Deliver Value in the Modern Marketing Tech Stack”, we welcome Justin Davis, Global Strategic Alliances at Tealium. Justin shares his insights on the evolving landscape of strategic alliances and digital transformation and highlights Tealium’s innovative approaches and partnerships.

As technology advances, Tealium remains at the forefront, leveraging partnerships to deliver impactful solutions that meet the complex needs of modern businesses.

Join us as we discuss: Navigating the Digital Transformation Journey: Justin Davis discusses Tealium's strategic alliance with AWS and their role in marketing automation, emphasizing the importance of collaborative solution-building. * Strategic Alignment and Partnership Evolution: Explore the shift from traditional ISV relationships to a multi-party ecosystem involving software providers, cloud platforms like AWS, and other ISVs such as Adobe and Braze. * Measuring Success and Overcoming Challenges: Justin highlights the need for measurable metrics in multi-year transformation strategies and Tealium’s customer-centric approach across diverse industries. * Collaboration and Co-Innovation:* Learn about the pivotal role of collaborative partnerships, with hyperscalers like AWS acting as strategic advisors, and the importance of seamless information exchange between teams.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In this episode of Ecosystem Aces, titled "Driving AI and Partnership Excellence at MongoDB," we celebrate our 200th episode by welcoming Alan Chhabra, EVP of Worldwide Partners at MongoDB. Alan shares invaluable insights into the evolving landscape of AI applications and strategic partnerships. He explains how MongoDB empowers developers, navigates AI complexities, and leverages partnerships to drive innovation and growth.

Join us as we discuss:* AI Applications and Developer Focus: Alan Chhabra outlines MongoDB's dedication to empowering developers through a new AI program designed to simplify AI complexities for customers. * Partnering for AI Success: Discover how MongoDB collaborates with consultancies like Accenture, emphasizing the alignment of partner organizations with sales teams to drive revenue growth. * AI Partnerships and Customer Demand: Alan delves into the competitive landscape of AI partnerships, highlighting the importance of experimentation, adoption, and customer-driven solutions. * Integrations for Scalability: Learn about MongoDB's approach to integrating with marketplaces and frameworks like Spring and Hibernate. Alan also discusses key collaborations with hyper scalers such as AWS and IBM Cloud.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In this episode of Ecosystem Aces titled "Building Success with AI at Google Cloud”, Chip Rodgers, Chief Partner Officer at WorkSpan, sits down with Lee Moore, VP at Google Cloud. They discuss the transformative power of AI and Google Cloud’s pivotal role in its adoption across industries, highlighting the strategies and innovations driving success.

Join us as we discuss:
* Learning and Building with AI: Lee Moore highlights Google Cloud’s mission to empower teams and partners with AI technologies, emphasizing rapid upskilling initiatives and the democratization of AI knowledge. * Operating with AI at Scale: Google Cloud’s unique integration of hardware, chips, and proprietary models, supports partners in leveraging AI’s potential effectively. * Succeeding Through Partnership: the shift from traditional reselling to co-selling models, empowering partners to co-create solutions and drive joint innovation. * Innovating with AI: Lee Moore explores the endless possibilities AI offers across sectors and Google Cloud’s commitment to fostering the AI startup ecosystem through collaborative programs.

Stay tuned for more episodes exploring the forefront of technology and partnerships.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In this episode titled "Strategic Partnerships for Growth in Data Analytics and GenAI" we delve into the expansive growth and innovative partnerships that define Starburst Data's approach to enterprise data applications and open-source projects. Tony Li from Starburst Data offers a comprehensive look into the company's strategies and successes, particularly in leveraging partnerships to enhance data analytics and AI initiatives.

Listeners will gain valuable insights into the multifaceted partnership strategies that drive Starburst Data's growth. Tony discusses the crucial role of cloud, technology, and services partners, and how aligning with partners who share a complementary vision and culture is key to creating a robust ecosystem.

This episode also highlights the importance of partner enablement, training, and personalized customer interactions in measuring and achieving partner success. Join us as Tony shares his experiences and strategies for building a successful partnership ecosystem that propels Starburst Data to new heights.

We also delve into:
* Innovative growth strategies and enterprise data applications, * The significance of identifying partners with a shared vision, cultural alignment, and complementary offerings to build a complete product experience. * The importance of partner enablement, training, and joint solutions for mutual success, and how these factors facilitate co-selling and productivity. * Measuring partner success through NPS surveys and productivity metrics, emphasizing personalized customer interactions and satisfaction.https://www.linkedin.com/in/tonyshili/

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, and Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In this insightful episode of Ecosystem Aces titled " Building Industry-Specific Solutions at Scale, GSI Partner Leader at Google”, we sit down with Akseli Lappanen, Google's GSI Partner Leader, to delve into the intricacies of building industry-specific solutions, the art of forming sustainable partnerships, and the innovative approach Google takes to meet the needs of diverse markets.

Join us as we discuss:
* Industry-Specific Solutions: Akseli discusses the importance of aligning customer relevance, value, and scalability when building solutions tailored to specific industries. He draws from his experience collaborating with Microsoft engineering teams to drive meaningful partnerships in this regard. * The Three Pillars of Effective Solution Building: Akseli breaks down the critical aspects of developing new solutions, emphasizing customer relevance, inherent value, and scalability as key elements for project success. * Identifying and Utilizing a Lighthouse Customer: Akseli highlights the significance of discovering a 'lighthouse customer' to validate the value of a solution and drive subsequent market services and scaling efforts. * The Role of Demos and Marketing: Akseli emphasizes the essential role of initial marketing and demo phases in sparking interest with the first customer and laying the groundwork for broader adoption. * Technical and Product Truths: Akseli stresses the necessity of establishing a reference architecture that addresses security concerns and regulatory environments to ensure solutions are easy to sell and buy. * Unconventional Partnerships and Idea Generation: Akseli discusses the value of unconventional partnerships, emphasizing the importance of ISVs with unique intellectual property and service partners who bring crucial relationships to the table. * Selling and Co-selling Dynamics: Akseli explains the vital concept of 'co-selling' and the close collaboration between Google and its partners, facilitated by hyperscaler marketplaces, to streamline customer purchases. * The Importance of Executive Alignment and Industry Knowledge: Akseli underscores the crucial role of senior leaders' alignment and deep industry knowledge for the success of any solution development. * Staying Curious and Selective: Akseli concludes with personal advice for maintaining curiosity about market movements and customer demands, emphasizing the importance of discernment and strategic alignment in project selection.

This episode provides valuable insights into the complexities of solution development within a large tech company and the importance of partnerships, industry expertise, and strategic innovation in achieving successful outcomes. Whether you’re a part of the tech industry or just interested in the dynamics of partnership and solution building, Akseli’s experiences and advice offer invaluable lessons in navigating these waters.

Stay tuned for more episodes that explore the cutting edge of technology and partnerships, and don't forget to subscribe to our podcast for more conversations with industry leaders like Akseli Lappanen.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In this episode of Ecosystem Aces titled “Mastering Partner Unit Economics for Strategic Partnerships”, we delve into the critical role of partner unit economics in driving success within the partnership community. Chris Badger, Senior Director of Strategic Technology Partners at Anaplan, shares invaluable insights into why understanding partner unit economics is pivotal, shedding light on its impact on relationship building and investor value.

Throughout the discussion, we explore key themes including the necessity for increased visibility on this subject and its profound influence on building relationships and investor confidence. Chris underscores the essentiality of partnerships in not solely driving revenue but in enhancing customer lifetime value, drawing from personal experiences in aligning engineering and product teams with hyper scalars to optimize partnership value.

Join us as we discuss:
* Alignment of Messaging: Partnerships wield significant influence on sales efficiency, and customer acquisition cost to amplify impact and foster deeper partnerships. * Leveraging Integrations: Integrations with partners not only enhance sales efficiency but also increase customer stickiness, reducing switching costs. * Tracking ROI: We delve into the complexities of tracking partner unit economics and ROI, offering insights into overcoming challenges and leveraging data-driven solutions like data warehouses or customer experience platforms for streamlined tracking.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In this episode titled "Expanding Horizons: How Google Scales New Partner Ecosystems," we sit down with Don Tirsell, the Global Head of Partnerships and Business Development at Google. Don brings a wealth of experience and a unique perspective on building and nurturing partner programs that drive substantial growth. This conversation sheds light on Don’s strategic approach to exploring new partnership territories, laying the foundation for scalable programs, and fostering deep, mutually beneficial relationships.

Listeners will get an inside look at how Don identifies potential collaborations, designs partnership frameworks from scratch, and meticulously cultivates these relationships to ensure collective success. It's not just about expanding Google's ecosystem; it's about how Don's leadership and innovative strategies pave the way for creating value across the board, leading to groundbreaking joint solutions that benefit partners and the broader tech community.

This episode offers a treasure trove of insights for anyone looking to understand the art and science behind successful partnership programs in the tech industry. Join us as Don Tirsell shares his journey and the lessons learned from building scalable partnerships, demonstrating the impact of visionary leadership in forging new paths and driving growth in the ever-evolving tech landscape.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In this episode of Ecosystem Aces titled "Neil Blecherman: Driving ROI Through Tech Partnerships," we dive deep with Neil Blecherman,Tech Partner Program Director, Nutanix into the intricacies of forming and nurturing technology partnerships. With a rich background that spans across industry giants like Nutanix and Intel, Neil shares his seasoned insights into partner program management, the challenges of validating solutions on the Nutanix platform, and the pivotal role of technical validation and evolving industry requirements.

Neil elucidates the importance of collaboration between Nutanix and its over 500 partners for mutual product development and maximizing return on investment. He offers a unique perspective on prioritization strategies within the biopharma and technology sectors and how these approaches drive the adoption of the latest technologies to boost revenue.

Furthermore, Neil discusses the critical yet often overlooked aspect of measuring success in technology partnerships, highlighting the gap in proper measurement and tracking that can lead to missed opportunities. He stresses the value of engaging with technology partners to inform product management teams, thereby enhancing prioritization and product development efforts.

This episode is packed with actionable insights for anyone looking to leverage technology partnerships for growth, emphasizing the importance of performance, scalability, and developing tailored customer solutions through close collaboration with channel partners. Join us as Neil Black shares invaluable advice on building trust, respect, and resiliency in business alliances, drawing from his vast experience in the tech industry.

We also discuss:
* The significance of actively engaging with technology partners, offering insights on gathering valuable information for prioritization and product development. * The insight of investment strategies. It's not just about spending; it's about investing wisely in companies that align in marketing, collaboration, sales, and roadmap.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In this episode of Ecosystem Aces titled "The Art of Enablement: AWS’s Approach to Partner Growth," we're joined by Udita Bhattacharya, AWS Global Partner Enablement Lead, who leads AWS's global partner enablement teams. Udita shares insights into AWS's dynamic enablement mechanisms, including personalized events designed to boost partners' business acumen and market performance.

We delve into the importance of creating easily accessible, engaging content that educates and excites AWS partners about marketing to end-users, and how AWS is scaling its enablement efforts to cater to its extensive network of partners through targeted support and segmentation.

Udita highlights the challenges and strategies involved in educating distributors and VARs on new solutions, emphasizing the role of the AWS Marketplace and innovative programs like the Customer Engagement Incentive (CEI) program.

Additionally, we touch on the evolution of partner enablement from marketing towards a more sales-oriented approach, focusing on the value of personalized consultations and the use of AWS Marketplace Academy for developing go-to-market strategies. This episode is a must-listen for AWS partners and businesses aiming to leverage AWS's ecosystem for growth and success.

We also delve into:
* The role of incentives in driving partner success. * The importance of providing partners with personalized enablement assets and incentives. * How partners can effectively transact, understand customer engagement incentives, and stay updated in this dynamic marketplace environment.

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
• #156 Libby Greco: Get Out There and Break The Glass
• #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?
• #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era
• #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In "Innovation Through Collaboration: Qualtrics, GSIs, and the Power of AI," we delve into Qualtrics's pivotal role in transforming the tech and GSI landscape. Our guest, Alina Everett, Vice President of GSI Alliances - EY + Deloitte at Qualtrics, shares her journey at Qualtrics, focusing on the success of joint co-sell initiatives, experience management, and leveraging AI for deep sentiment analysis. She highlights how collaborations with GSIs are modernizing customer experiences and expanding to improve employee satisfaction.

Alina discusses the power of partnership in innovation, emphasizing the strategic use of AI in interpreting emotions from surveys to connect deeply with users and accelerate insights. The conversation also covers the essence of co-innovation with GSIs and ISVs, the impact of building solutions based on market demand, and the importance of a sales narrative that underscores the mutual benefits of partnerships.

Listeners will get insights into how Qualtrics is steering industry-specific solutions and marketplaces through strategic alliances, emphasizing technology's role in customizing user experiences and advocating for partners. This episode is a concise exploration of the synergy between technology, partnerships, and innovation in enhancing customer and employee experiences.

We also delve into:
* How technology augments GSI's sales and customer service capabilities. * The pivotal role of sentiment analysis and AI in capturing nuanced emotional perspectives for businesses. * Strategies for crafting tailored pricing and offers to cater to GSI needs.

Here are some additional episodes featuring other ecosystem leaders that might interest you:
#164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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During the COVID-19 pandemic, the world underwent a drastic transformation. One of the areas that had to adapt the most was the physical working environment, which, for most organizations, had to shift entirely to remote work. This transition presented numerous challenges in ensuring that the working environment could effectively fit within the edges of a single screen.

In today’s episode, Patrick Piwowarczyk, Head of AV Integrator Channel at HP, shares insights into how his company approached collaborating with partners to develop end-customer solutions. These solutions played a pivotal role in facilitating the transition of the working environment, ensuring productivity, equality, and connection within organizations.

We also discuss: * The role of educating partners to communicate the value of your solutions * Why having different go-to-markets ensures the same solutions can be leveraged in multiple ways * The importance of building honest relationships with partners—and how this can improve co-selling strategies.

Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In our tech-driven era, relying on the outdated paradigm of "we can do it ourselves" is no longer sustainable for any company. To truly flourish in today's dynamic landscape, businesses need to embrace ecosystem thinking, mirroring the collaboration found in the natural world where diverse ecosystems cooperate towards common goals.

In this episode, Simon Ninan, VP and Head of Strategy and Growth at Hitachi Vantara, explores the significance of an actionable outside-in strategy. This strategy transcends mere ideation, ensuring future-proofing and meaningful partnerships. By adopting this approach, your business can position itself for success, delivering substantial value to both end customers and stakeholders.

We also discuss:* Simon's efforts in instigating a cultural shift at Hitachi Vantara to integrate partnerships into their core strategy. * Hitachi's innovation approach and the importance of active involvement in the startup ecosystem. * The value of relationships and the necessity to prioritize an ecosystem-centric mindset over a transactional approach in partnerships.

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Establishing and maintaining enduring partnerships is a task that undeniably transcends the capabilities of one individual. Yet, within their responsibility lies the capacity to be an effective leader—guiding the team in unison and ensuring a shared direction. This involves skillfully overseeing the team through consistent delegation, strategic prioritization, and fostering open communication.

In this episode, Katie Landaal, SVP, Global Alliances and Ecosystem at ZoomInfo, delves deep into the company’s partner categories —technology, solutions and sales— highlighting the importance of clear messaging and co-selling in driving successful partner relationships, all steered by thoughtful leadership.

We also discuss: * How ZoomInfo’s partner strategy has evolved over the last 18 months * The importance of integrating a partner ecosystem as main pillars in businesses * Why GenAI could play a pivotal role in improving co-selling processes

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Establishing partnerships is pivotal for business growth. However, the significance of not only cultivating these alliances but also ensuring their appeal to both prospective and existing partners is equally crucial as building the partnerships.

In today’s episode, we are joined by Jeff Mattan, VP, Global Partner Programs and Operations at BeyondTrust, who shares insights from his over 17+ years of experience designing long-term, high-impact channel partner programs — and how using a strategic and communicative approach has helped him pave the way for success across several companies. Through his unique perspective, Jeff has been able to incentivize partner programs —through technical enablement, certifications, and workshops— and increase registrations up to 200%.

Join us as we discuss: * BeyondTrust's shift from a legacy transactional channel to an ecosystem providing value to customers * How Partner Operations can play a critical role in driving change internally and with partners * The importance of cultivating effective communication to internal stakeholders * Jeff’s “launch and learn” approach

Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Innovative minds, where new ideas and technologies constantly spark from, are scattered around every corner of the world. However, accessing capital and resources to bring these innovations to life is a bottleneck for a lot of individuals and startups. A potential answer to bridging this gap while generating revenue and value to customers is co-creating with partners.

In this episode, we are joined by Vanessa Sorenson, Chief Partner Officer ANZ and Managing Director at Microsoft New Zealand. She shares valuable insights about some of her organization’s partner programs, including the Founders Hub Program, and how they are transforming the innovation landscape in the AI and Cloud spaces by fostering investment and employing marketplace strategies that enable the co-selling and scaling of innovation.

We discuss:* Microsoft’s pivotal role in the AI and Cloud spaces * The significance of aligning goals and compensation plans to drive collaborative innovation with partners * The rapid advancement of AI technology and its potential impact on industries like education, healthcare, and banking

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In the ecosystem world, being forward thinking is crucial — if you are building partnerships when you need them, and not when you anticipate the needs of your customers and the trends of the market, you won’t be on the cutting edge.

In this episode, we are joined by Dan Hod, VP, Global Cloud Partnerships and Business Development at Amdocs, as he talks through his long-time journey in the tech industry, leveraging a clear long-term vision to build synergistic partnerships that deliver customer value. Dan also shares how Amdocs is shifting from vendor-specific to open source technology and thus enabling him to work closely with hyperscalers like AWS, Azure, and Google to create a mechanism for cloud consumption and transacting via the marketplace.

Join us as we discuss:* How Dan is building relationships with cloud partners at Amdocs around open source, network, big data, and AI * Growing joint business with hyperscalers by approaching smaller telcos * Amdocs’ growth plan in the FSI to become a leading telco

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Competition is an inherent trait of all industries' marketplaces. However, when strong partnerships are built, collaboration allows business leaders to address customers' specific needs more efficiently, whether it is by multi-dimensional engagements or single product-based solutions.

In today’s episode, Amit Sinha Roy, VP Global Head of Strategic Alliances at Tata Communications, dives deeper into managing multiple-scale alliances through joint service creation, prioritizing collaboration over competition, and driving business success with differentiated market solutions. Amit also emphasizes the importance of framing the term "strategic alliances" with a programmatic, long-term approach, with investment from both parties of the partnership.

Join us as we explore: * The importance of evolving from a connected world to a hyper-connected one * How strategic alliances help companies navigate the fast-paced technology landscape and stay competitive * How a synchronized approach across regions and segments ensures effective go-to-market strategies.

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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The idea of succeeding alone in today's global market landscape is becoming obsolete. Addressing intricate challenges demands a profound shift in approach—one rooted in strategic collaboration.

By investing in robust partnerships and recognizing the unique capabilities each party brings, the tech industry can address highly complex problems, delivering value to customers faster than ever. These collaborations not only foster innovation but also drive sales, propelling businesses toward unprecedented growth.

In this episode, Nick Otto, Head of Global Strategic Partnerships at IBM, delves into the synergy of hybrid cloud and AI. He explores how this fusion has led to the creation of multiscale models, generating actionable insights in collaboration with industry leaders and $1B+ partners. Nick also shares the investments IBM is making in its ecosystem, highlighting the importance of strategic partnerships for success.

Join us as we discuss:* How generative AI is shaping the business landscape for the foreseeable future * The importance of understanding business value and goals associated with AI adoption * Leveraging a combination of public and company-based information to derive targeted solutions for businesses.

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Today more than ever, digital transformation is necessary to optimize process and system efficiency to keep up with fast moving changes in the market. Achieving this with partner ecosystems is the best solution to advance quickly and deliver value to customers.

Today’s guest, Madhuri Chawla, Vice President, Global Head of SAP Strategic Partnership & Ecosystem at Kyndryl, a company that spun off from IBM with 90,000 employees and a roster of 4,000 customers, shares insights on how she’s been leading the digital transformation co-creating and co-innovating through partner ecosystems. Madhuri delves into Kyndryl’s strategic partnership with SAP, the development of their cutting-edge product, the Digital Blueprint, and their journey towards becoming a services powerhouse.

Join us as we discuss: * The relevance of building cyber-resilient futures in a digitalized era where security breaches pose threats to businesses * Driving industry-shaking change with strategic partnerships by focusing on co-innovation * The importance of understanding client’s needs before providing technology-based solutions

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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When marketing is done right, it’s an integrated approach that builds value and demand, captures that demand in-market and delivers on a brand promise with an excellent experience. According to Allison Munro, Chief Marketing and Ecosystem Officer at Vena, ecosystems aren’t much different.

Over the past few years, Allison has played a significant role in the unique evolution of Vena’s ecosystem strategy. Rather than treating ecosystems as a sales execution in business, Allison’s team transformed partnership from a business function to an integrated go-to-market component. For most, this ambitious shift marks the beginning of an exciting journey into unknown territory—fortunately, there is an unexpected professional with the expertise in motion strategy ready to lead the way: CMOs, market leaders and marketing experts.

The goal of this transformation is clean-cut and simple: create a seamless, frictionless experience from awareness through purchase and beyond for shared customers. But the path to go-to-market integration can be a bit more hazy, requiring partners to work together transparently to develop platform strategy alongside one another. Allison shares exactly how Vena is doing just that, and in turn, driving transformation in ecosystem partnerships globally.

Join us as we discuss:* Shifting from sales-led to integrated partnerships and the immense value this transformation offers for customers and partners * Integrating value into the customer journey, driving execution and managing change * Building trust and credibility internally and with customers * Marketing as the fabric of an organization

Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence*

Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com*

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Over the past decade, a digital transformation has sparked an organizational evolution causing companies to shift to virtual enterprises. While the shift to virtual quickly escalated with no sector immune to the changes, there has been one source of sustainable, successful growth: ecosystems.

Open platforms and ecosystems offer new avenues for growth, efficiency and innovation. Moreover, companies focus on fewer, deeper ecosystem combinations to build their growth agenda.

In this episode, we talk with Meredith Stowell, Vice President, Ecosystem at IBM. According to Meredith, successful ecosystems are broad, but they also rely on the depth of the various relationships within the ecosystem. When deep connections are fostered, both parties can meet all growth opportunities and capabilities. Further, these ecosystems leverage the flexibility of open technologies like hybrid cloud to accelerate more quickly and efficiently than before within specific industry contexts.

Join us as we discuss:* What virtualization has done for ecosystems and vice versa * How to maximize potential by balancing local and global partnerships, then leveraging your partners, their partners, your customers and their partners * The secret to success: a go-to-market and routes-to-market coordination from a co-sell perspective

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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No company can build everything all the time. What they can build is a high-value multi-partnering ecosystem that will provide invaluable solutions to end customers while benefiting each partner in the ecosystem. In a world where tech is developing at lightning speed and innovations like 5G spark industry-erupting shifts in systems and priorities.

Carlos Aragon, now the Senior Director of Product Marketing, Applications at Vonage has years of hands-on experience across multi-partner ecosystems and offers a wealth of proven knowledge regarding the challenges and opportunities of these ecosystems. He shares his playbook for building (and maintaining) a high-functioning multi-partner ecosystem that chooses collaboration over competition, values continuous innovation and communication, and solves problems for each and every stakeholder.

Join us as we discuss:* How 5G networks are changing the game in telecommunications, and what that means for partnerships, collaboration and communication * Managing high-value, multiple-partner ecosystems to deliver solutions in a constantly evolving market * Building an exhaustive ecosystem without overlap for a seamless, unified experience

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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The hardest part of creating an ecosystem environment is making sure all of the players understand the broader vision. Successfully building this innovative environment can create loads of new opportunities in addition to new forms of data analytics.

Transforming your organization to an ecosystem model requires that you first have an idea of where you are today - and then develop a vision and roadmap for where you want to be.

Creating an ecosystem-led organization begins with breaking down the transaction-based mindsets of partners and your own organization, and accepting and understanding major cultural changes takes ample time and dedication. A step further, this leads to identifying potential players from your ecosystem of partners that could improve the customer experience and analyzing the value that each partner brings to the table.

To get to an established ecosystem, a well-defined plan, accurate data and supportive leadership create opportunities to get there. Innovating, marketing, selling and delivering together with partners drives solid outcomes for the entire ecosystem — and the customer.
Rob Spee, SVP, Global Channel and Alliances at BeyondTrust, joins to discuss the advantages and difficulties of adopting an ecosystem environment.

Join us as we discuss: * The pre-phase: helping partners understand the value of ecosystems * Forming an ecosystem environment from transaction-based partners * Making stronger and stickier solutions with partners * The importance of accurate reporting in building trust with ecosystem leaders

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Often, you don’t know how much your business depends on its partners until there is an issue. Born out of the chip shortage a few years ago, Paul Dumke’s external ecosystems team began closing gaps that previously weren’t even realized. By focusing on the external supply chain of their customers and suppliers, the team has been able to streamline processes and prevent issues before they come to fruition.

As the Sr. Director of Ecosystem Strategy and Operations at Intel Corporation, Paul knows that Intel is an ingredient company, depending on its partners to sell their products. Building on Intel’s internal culture of partnership, the ecosystem team helps to catalyze not only Intel but also its partners and their entire supply chain. While Intel is a market leader in tech, its value to its partners does not end there. They have expanded to offer a variety of necessary assistance to their partners, including visibility and business development.

Paul joins us today to share insights and lessons learned from over 25 years at Intel.

Join us as we discuss:* Navigating complicated ecosystems to build alignment with partners * Becoming a trusted advisor in ecosystems and knowing what’s needed to make the right decisions * Utilizing unexpected toolsets in a company to uplift partners and the entire ecosystem * How to motivate partners effectively and efficiently

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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A great foundation in ecosystems and alliances can supercharge your growth and create cohesion across a broad range of functional areas. Without this alignment, organizations can struggle to thrive.

In this episode, we speak with Susan Tommy, Director of Strategic Partnerships at Vena Solutions, a self-proclaimed generalist and ultimate partnerships expert. Susan shares her unique journey into integrations and how service partners help deliver ultimate value to customers.

Join us as we discuss:
* The whirlwind of change across integrations over the last decade * Role of Vena’s service partners in delivering value to customers * How to maintain alignment across growth and multiple partnerships

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Building solutions to bring to market in a partnership requires a solid integration strategy. Where you want to go and the best way to get there relies on one simple question: what value can you and your partner bring to clients?

We speak with Dana Vickey, Global Vice-President, Alliances and Partners at Eightfold.ai about successful partnerships and product road mapping. At the end of the day, the journey is about making the client or customer successful — to do that, you must aggregate data and customer insights to design a successful strategy.

Join us as we discuss:* Four quadrants of partner motion, and the importance of each * Balancing the fine line of partner and customer success to build mutually beneficial product roadmaps * Going to market prepared — what it looks like from all avenues

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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When you look at the ISV ecosystem, it's all about working with partners like ISVs, MSPs and MSSPs. Our guest today refers to this relationship building and management as build motion — it's all about helping partners embed software into their commercial solutions to take to market successfully.
In this episode, we’re joined by Monica Aggarwal, Vice President of ISV Build Ecosystem, Technology & Software OEM Partnerships at IBM, who is an expert in all aspects of partner build motion. Monica and her team are responsible for all build partnerships with independent software vendors (ISVs) large and small as well as technology partners and OEM partners. She dives into her experience to share how you can build and maintain mutually beneficial partnerships for overall business success.
Join us as we discuss:* Creating a commitment to ISV, tech, and OEM partners to deliver value for customers * Building an efficient and effective partner experience in software development * IBM's approach to partnerships, and why partnerships are so critical to IBMs success

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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When you bring a solution to market with another company, you have the potential to shape relationships that will compound benefits far beyond the initial product and subsequent customer value.

But co-selling isn’t always straightforward, especially when you’re working with large companies and market leaders. Our guest Neeti Gupta, Head of Hyperscaler Business Development and Alliances at VMware, has had intensive experience in co-selling, working with some of the world’s most influential modern companies from Meta to Microsoft. She shares how you can foster relationships at all stages of co-selling to secure long-term, overall success.

Join us as we discuss:
* Key practices for successful co-sell collaboration with sales * Working with technical specialists on both sides of integration. * Effectively executing joint go-to-market plans with partners

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Leaps in innovation in AI and a dramatic shift towards cloud and digital have propelled a community-centered approach in partnerships and business ecosystems. While relationships were once somewhat limited geographically or to those within immediate circles, the world of modern business and tech has exploded with opportunities.

On this episode, we’re joined by ecosystem expert Manish Harsh, MLOps Partner Ecosystem & Tech Integrations at NVIDIA. With a knack for enabling businesses to build genuine relationships and partnerships, Manish shares the ins and outs of building a successful ecosystem with all the right tools to push your business forward.

Join us as we discuss:* How NVIDIA’s platform is changing the game for innovative technology implementation * Vertical solutions in AI/ML and cybersecurity * Navigating and building partnerships with joint road-mapping for mutually beneficial collaboration

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Partnering with the right organizations can set you up for success, but only if both parties are in alignment. In a great partnership, both partners receive the benefits of genuine value from one another.

On this episode, we’re joined by Kim Sterkendries, Global Strategic Partner Ecosystem Enablement - Commercial Client Division at Intel Corporation. With a long career in assorted go-to-market roles at Intel, Kim works with various partners to ensure they are ready to enter the market, both internally and in regards to partners. He’s discovered the importance of integrating education and communication on both ends to ensure overall success.

Join us as we discuss:* Creating business value for solution partners * The role of partner feedback in product development and strategy * The benefits and process of educating service partners and teams

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Managed Service Providers (MSPs) are changing. Worldwide, MSPs are modernizing and becoming increasingly interwoven with the cloud — and bringing their customers on the journey.In this episode, I’m speaking with Joseph Landes, Chief Revenue Officer at Nerdio, about all the ways he’s helping MSPs modernize.

Join us as we discuss:* The evolution of MSPs in the era of modern partnering * How Nerdio is managing its more than a thousand MSP partners * Joseph’s advice for partner managers

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Customers don’t want to simply buy products, Cloud, or ERP. They want to solve their problems in the least complicated way possible and trust the company they're working with. For that to happen, intentional partnerships and value-based initiatives are essential.

On this episode, we’re joined by Doug Smith, Senior Vice President, Head of Strategic Partnerships and Global Partner Ecosystem at Oracle. With his passion for building partnerships and solving customer pain points, Doug knows the name of the game regarding solution-focused systems and what that looks like at the ground level. He drives company wide value to ensure successful cross-selling and channel relationships.

Join us as we discuss:
* Three primary ways to gain value through partnerships * How to ensure value flows throughout the entire company * How Oracle collaborates with partners across multiple industries

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Partner organizations can be the key to genuinely succeeding in today’s market. But partnerships have to be carefully integrated with well-thought-out strategies and communications.

On this episode, we’re joined by Darren Blue, Director of Industrial Internet of Things Strategy at Intel Corporation. With over 25 years at Intel with experience from all things engineering to business, Darren knows what it takes to build partnerships that enable ecosystems to actually flourish. He offers insight into the complexities of partnerships and working with other top manufacturers to take concepts and shape them into real, viable market-ready solutions.

Join us as we discuss:* How partnerships play a role in the ecosystem * Choosing partnerships and determining IP ownership * Shared marketing, enablement and go-to-market strategies

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Your customers want everything to just work. No hassle. No fuss. Just simplicity.

Yet, delivering simplicity in the customer experience takes learning to manage a whole host of complexity behind the scenes your customer never sees.

In this episode, we’re speaking with Marc Monday, Vice President, Global Strategic Partnerships at Sage, about the best ways to manage — and reasons to introduce more — complexities in your partnership program.
Join us as we discuss:* The importance of understanding your customers’ needs to meet them where they are * How to deliver value as quickly as possible to your customers * The best tools and systems for keeping tracking your partner network in a complex ecosystem

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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It’s difficult to overstate the importance of a holistic ecosystem of partners in the IoT industry.

That might be particularly true in highly constrained environments where devices are dedicated to a specific task as intelligence changes in a growing ecosystem.

Kaushal Vora, Sr. Director, Head of Business Acceleration & Ecosystem at Renesas Electronics, joins Chip to talk about what it takes to go from go-to-market strategy to the business development organization that helps salespeople sell. Kaushal comes from a team whose journey started three years ago with 20 partners and now has over 200 partners. He’s here to help other partnerships that focus on customer and partner care and provide useful lessons for those looking to build a thriving ecosystem.

Join us as we discuss:* The role of commercial-grade software in building systems in highly constrained environments * How Renesas’s ecosystem of partners supports the growth of the IoT industry * Why it’s important to have a holistic approach to building partnerships in the Internet of Things

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Check out this session from the day the now famous report, “The State of Partner Ops and Programs 2022” was launched!

Kelly Sarabyn, Platform Ecosystem Advocate at HubSpot and Asher Mathew, VP, GTM - Data & Sales Intelligence Cloud at Demandbase, join to discuss the results of this blockbuster report. The two, along with Jay McBain, Chief Analyst with Canalys and Scott Brinker, VP Platform Ecosystems with HubSpot, conducted a survey getting responses from 664 participants to give you the best outlook on partner ops today.

Some of their findings might surprise and encourage you. For example, the biggest correlation for companies driving 26% or more of their revenue from partnerships was having a partner ops team of at least 5 or more. Kelly and Asher also dive into how listeners are best suited to use the report.

And go ahead and take a shot, because (no surprise to Chip!) the most common theme to be found was trust. But you’ll have to listen in for the rest as the four have delivered some fascinating takeaways that you won’t get anywhere else.
Here are some additional episodes featuring other ecosystem leaders that might interest you:* #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem * #156 Libby Greco: Get Out There and Break The Glass * #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof? * #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era * #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Download The Ultimate Guide to Drive Co-sell Partnerships! * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Ready to learn the tricks and tips of partnering with ISVs, OEMs, and even other tech companies to create innovative solutions and services?
Adnan Khaleel, Sr Director, Technology & Business Strategy at Intel Corporation, is here to give his take from his experiences at Dell and Intel on ISVs and OEMs to create services and solutions in various industries. We’ll also talk about a clear roadmap for cloud providers, new markets and technologies such as AI and quantum computing, and balancing the needs of multiple partners. And lastly, what does the process of investing in that new technology look like?

Join us as we discuss:
* Why a larger company would want to work with a smaller partner and how it can help make the case for a partnership internally * What are some of the new markets and technologies that companies in the technology industry are investing in * When is it appropriate to bring in multiple partners to let the customer decide which one to work with?

Here are some additional episodes featuring other ecosystem leaders that might interest you:
* #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow * #122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda * #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft * #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources
* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * Download the Best Practices Guide for Ecosystem Business Management * Download the Ultimate Guide for Partner Incentives and Market Development Funds * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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What does healthy growth and success of a company's security and compliance business look like?

Keith Peckman, Director-Security Sales and Compliance, Financial Services at Microsoft, explains how he helped his team go from $200 million total revenue focused on security management to a $5 billion business and a global business of $17 billion. He also talks more specifically about his role at Microsoft, which includes leading a team of security specialists who support some of the largest US-based strategic insurers, as well as a team of compliance field engineers who support all financial services in the US. Keith talks about the various types of partners Microsoft works with, as well as the challenges of solving customer problems in the compliance space.
Join us as we discuss:* Why your statement of promise comes before the statement of work * How tailored solutions like training, governance, and compliance can help make the customer more secure * Why you need security specialists who understand the customer's needs

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow * #122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda * #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft * #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * Download the Best Practices Guide for Ecosystem Business Management * Download the Ultimate Guide for Partner Incentives and Market Development Funds * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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How can a focus on partner ecosystems be a major driver of a company's growth, and how is this approach different from traditional alliances?
Jason Eichenholz, SVP, Global Head - Ecosystems & Partnerships at Wipro, explains how partnerships involve multiple parties working together to solve complex business problems and emphasizes the importance of trust in these partnerships. Jason shares how Wipro measures the impact of partnering and his own thoughts on the future of technology.
Join us as we discuss:* How Wipro revenue growth has exploded with ecosystem motions * Why Wipro's approach to the market with partners is unique * What to do to avoid being an “ego” system rather than a full ecosystem * Why it’s important to take a 360 degree view with partner relationships

Here are some additional episodes featuring other ecosystem leaders that might interest you:* #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow * #122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda * #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft * #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources* Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. * Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. * Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. * Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. * Download the Best Practices Guide for Ecosystem Business Management * Download the Ultimate Guide for Partner Incentives and Market Development Funds * To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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They’re one of the largest ecosystems around: 300+ partners, 500+ integrations, and they’re still customer first? You bet they are.

Sonal Uban, Director of Marketing, Global Technology Alliances at Fortinet, says the way you keep a machine like that going is you start with the customer pain points, and then work backwards. According to Sonal, that means putting the effort into the longterm strategies for customers and then thinking about the number of ways to integrate their product into the process. Being the trusted advisor means you’re co-innovating together and you’re co-jointly going to market.

Join us as we discuss:

• How scalability means meeting partners on their journey
• How onboarding and account mapping works at Fortinet

• What does it mean to be an open ecosystem at Fortinet
  Here are some additional episodes featuring other ecosystem leaders that might interest you:

  • 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

  • 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

  • 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

  • 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

    Links & Resources
    • Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
    • Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
    • Join the WorkSpan Community to engage with other partn er ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
    • Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
    • Download the Best Practices Guide for Ecosystem Business Management
    • Download the Ultimate Guide for Partner Incentives and Market Development Funds
    • To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com
      This episode of Ecosystem Aces is sponsored by WorkSpan.WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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How do you make a meaningful conversation happen with a customer?

It’s certainly not enough to wait for inbound customers to just happen. You’re going to have to go outbound. Manoj Bhatia, Vice President of Channel Sales at Acqueon, says the best way to do that is by getting good data from an impeccable customer experience that can be used to effectively communicate to that customer’s needs. Through Acqueon’s recognition, trust, and partnership with Cisco and the ISV marketplace, the solutions, and co-selling opportunities will be the right fit for the customer.

Join us as we discuss:
-How to put together the right solution components
-How to stand out and keep the attention of larger companies
-What good “data-parsing” looks like for successful outcomes

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Resources
-Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
-Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
-Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
-Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
-Download the Best Practices Guide for Ecosystem Business Management
-Download the Ultimate Guide for Partner Incentives and Market Development Funds
-To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Everybody is selling something, so what’s the best way to stand out? Have you tried giving it away for free?
That’s the business model that’s been so successful for George Drapeau, Senior Director, Global Partner Solutions & Technology, and his team at Red Hat. George’s team builds lasting success and relationships with clients by doing the unthinkable: listening to the community first. They start by asking clients what they’re missing, and the end by providing them a world-class service built upon quality partnerships.
Join us as we discuss:
Providing value and capabilities through relationships
Roadmap sharing in new partnerships
Managing all the players sitting at the table.

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Last year, IBM’s CEO, Arvind Krishna made a bold commitment to invest over $1 billion in the IBM partner ecosystem. Since that time, the IBM ecosystem team has been rolling out a number of initiatives to make good on that promise.
David La Rose, General Manager - IBM Partner Ecosystem, Sales at IBM, shares the inside view as he and his team are transforming partnering at IBM. With nearly 55,000 partners, the company is fully committed to its ecosystem by partnering with more global resellers, system integrators, ISVs, MSPs, and others.
IBM has been doubling the number of partner-facing resources this year, with an increase in the technical community service for partners by 35%. And recently, the company has reported 15% growth, with partnerships playing a significant role in that growth.
Join us as we discuss:
How David’s background prepared him for this global partner role
Significant commitments IBM is making to the partner ecosystem
Opening up IBM internal training and enablement to all ecosystem partners

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP

Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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You catch more bees with honey, or so they say.
If your approach to partnerships is going down your list of needs and wants as you head into the meeting, you’re doing it all wrong. Your offer to an existing partner, or even a potential one, needs to be rooted in what that organization needs first. And according to today’s guest, Liz Fuller (a podcaster herself!), Vice President & General Manager of Global Marketing at Zones, that needs to be rooted in the solution to your partner’s solution.
Join us as we discuss:
Why a venn diagram of goals will ensure partnership success
How to avoid icebergs for your partners
Why data and good measurement should be the core of your relationships

And be sure to check out Liz Fuller’s People’s Choice Podcast Award nominee podcast, Women on Work.
Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Is driving your company’s sustainability plan a challenge or an opportunity?

The answer you choose will say a lot about how your company will fare in the coming years as both industry and government make the switch, a switch by the way, that is definitely coming. Alec Saunders, Worldwide Sustainability Partner Strategy Leader at Microsoft, joins the show to discuss the vast amount of opportunity coming to sustainable partner ecosystems, who will benefit the most, and how partnerships can best leverage themselves for the coming changes.

Join us as we discuss:
* What role will ISV and IoT partners have in ecosystems? * How can companies solve the data problem around their greenhouse gas protocol? * What moving from on-prem to cloud does for your emissions

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Stop creating partner-first strategies!

What??? It’s the reason we do what we do, right?

Wrong. Your client is the reason you do what you do. Your partnerships need to originate with the client wants first if you want your program to have measurable success. Then, focus on your partners. It sounds simple enough, but Carola Cazenave, Business Angel, Business Advisor, Board Member, and most recently Vice President Global BP Ecosystem, Pegasystems, says it’s not what a lot of companies are doing.

Join us as we discuss:
Bringing in partners at all levels of strategy
Being authentic with clients
The metrics we should all be using to measure success

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Do you ever have that feeling that the data is just… lacking?
It’s really not going to be possible to effectively serve all partners if the data just doesn’t serve the end goals. Part of that journey is transforming go to market by providing a robust 1st, 2nd, and 3rd party data plan. The best way to do that is ending the one size fits all product, and asking the simple question: how can this product serve your workflow, not ours?
Join us as we discuss:
The role of community in go to market
What good data looks like
CRO rules of engagement

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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You can’t be everywhere all at once. But your partnership network can.

A good ecosystem will not only increase your sphere of influence and knowledge, but will be cheaper, increase sales conversions, and extend retention rates. That’s why hearing what Mike Stocker, VP, Partnerships, RollWorks at NextRoll, Inc., has to say is important.

Join us as we discuss:
Delivering customer value with integrated partner solutions
Real world examples of partner co-selling driving more revenue
How partner influence delivers tangible and measurable results

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Sometimes you just gotta break some glass. That’s just a sign that you’re moving fast.
For large, prolific companies, the ability to continually grow is predicated on the ability to continually innovate. If you don’t do this, the company will stagnate. That goes for partnerships in the public sphere as well. Libby Greco, Vice President, Alliances at Salesforce, talks about her many years of experience in keeping focused on the bigger picture, even as the times and arena she’s played in, have changed.
Join us as we discuss:
Co-selling
ISV joint solutions
appExchange

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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The easiest way to know whether a partnership is good is to make sure everybody gets what they want.
Sounds simple enough but the most promising thing any partners can do to be successful is having collaboration early on where stakeholders can be transparent about what works for them and what doesn’t. A great side effect of that is building and maintaining relationships for years to come. Richard Wrbanek, Vice President, Strategic Partners & Alliances, Americas at OpenText, is here to discuss his perspective on what’s made all the difference to strong partnerships.
Join us as we discuss:
Building trust
Communication
Co-selling - bringing sales teams together

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline

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In order for the ecosystem to function at its best it needs to include not one, but multiple partners.
The best way to do that is to work with partners who are willing to share the risk, innovate, and stay flexible for future technologies. Suresh Kumar Tulluri, Vice President & Global Head - Ecosystem Business Unit at HCL Technologies, talks in this episode about how to bring the customer along for that journey and the need to stay prepared to move not only forward, but occasionally sideways as well.
Join us as we discuss:
Roadmap innovation
Investing in tech ISVs, Red Hat, VMware
Private networks to verticals, HCL, CSP, Intel, and more

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Creating demand for your product is more than just selling a product.
You want customers to be the biggest advocates of your product. Having the right integration and partnerships at every level not only create a reliable service, but create fans who will take your products and run with them themselves.
Listen in as Akhil Kapoor, Vice President of Technology and Cloud Partnerships at New Relic, Inc. discusses his team’s tried and true strategies for building the perfect ecosystem that will have customers coming back for more.
Join us as we discuss:
Hyperscalers
What it takes to be successful with cloud providers
Solution development
How to go to market

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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The customer doesn’t just want to buy something. They want it to work.
Traditional GSP transactions tend to focus too much on revenue, and not enough about integrating partners from all over so that the customer isn’t just buying something, but also using it.
In this episode, Michael Bruchey, Global VP Partner Solutions at SAP, shares his insights on making happier customers who are more likely to renew services and expand to other products as well.
Join us as we discuss:
Partner solutions that work globally and locally
Getting your customers excited about GSP
Creating partners at all levels of a transactions

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Partnerships drive solutions.
If you have a goal to be everywhere, your business can get there by developing and nurturing real-world, end-to-end partnerships.
Today’s guest, Glen Straub, VP of Business Development at Foursquare, has scaled 550 different partnerships across data, products, sales, distribution, and markets.
Join us as we discuss:
What to look for when you need a partner to go to market with
How to build an ecosystem of partnership culture in a company
The value of partnerships forged and seasoned over time

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partn er ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

View Details

Ecosystem should be part of your product’s DNA…
If you build ecosystem into your product roadmap, your product becomes a snowball rolling down a hill, picking up momentum and benefiting every corner of your organization.
As more companies take note of the exponential, transformative power of ecosystems, today’s guest, Allan Adler, Managing Partner at Digital Bridge Partners, contends that we’ve moved on from the decade of ecosystem to the era of ecosystem.
Join us as we discuss:
Why ecosystem needs to be part of the DNA of your product
The snowball effect an ecosystem can have on everything from marketing to product teams
Why we’ve moved from the decade, to the era, of the ecosystem

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources
Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
Download the Best Practices Guide for Ecosystem Business Management
Download the Ultimate Guide for Partner Incentives and Market Development Funds
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Three different customers will each innovate in their own way. Within those three scenarios — Each will innovate with varying amounts of technology from SAP, Google, or a third party.

Because of this, refusing to partner could limit the customers opportunities, and therefore, your own profit.

Today’s guest is Henry Wagner, SVP, Google Practice at Lemongrass, who joins the show to explain the link between SAP and other technologies.

Join us as we discuss:

• Linking SAP & Google together to bring transformation to customers
• Recognizing technology patterns w/ acceleration in mind
• Creating industry-based joint solutions

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In a world where a $200 billion cybersecurity economy is dwarfed by a $6 trillion dollar hacker economy, Zero Trust is a vitally important framework for staying safe online.

But it takes a lot of trust to build Zero Trust — because it’s partnerships leading the charge in the cybersecurity industry.

Today’s guest is Tony Zirnoon, Head of Strategic Alliances at Appgate, who joins the show to discuss how he’s building trust with partners to deliver Zero Trust cybersecurity for customers.

Join us as we discuss:

• Why Zero Trust matters for cybersecurity
• How partners make Zero Trust possible
• The key ingredients for a successful GTM strategy with partners

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Partnerships are like ATMs.

If you want them to be beneficial to you, you need to deposit more than you withdraw.

That’s how today’s guest, Andrew Kim, Vice President of Business Development at ShipHawk, has been so successful spearheading the company’s pioneering partnership program.

Andrew joins the show to discuss:

• ShipHawk’s innovative and unconventional approach to partnering
• Why partner success always comes first
• How ShipHawk approaches co-selling and marketing with partners

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan .

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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The digital workspace looks a lot different than how workspaces used to operate — Today, ecosystems must coexist with others, each providing capabilities to the overall solution.

Think of how Blockbuster operated in comparison to the Netflix of today. Without these partnerships, each enterprise would crumble.

And that’s exactly what Lax Gopisetty, Vice President - Business Applications & Digital Work Spaces at Infosys, is here to expand on.

In this episode, Lax gives insight into just how important it is to foster these partnerships.

Join us as we discuss:

• What Infosys focuses on & the digital workspace
• Nurturing partnerships for the overall solution & shared economy
• Global system integrators and the consumer
• The ways go-to-market has changed

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing .
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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When you’re a fast-growing startup that wants to start a partnership or alliances organization, how do you get the attention of hyperscalers?

You bring them a strategic customer.

That’s exactly how Jackie Maldonado, AVP of Strategy - Cloud Alliances at Turing, approached it, and her organization’s subsequent success speaks for itself.

In this episode, she talks about the steps they took to architect a thriving partnership organization.

Join us as we discuss:

• How to get the attention of hyperscalers
• Working with AWS and Google Cloud on co-selling opportunities
• Providing value through talent in joint solutions
• Partnerships in an established company versus a fast-growth startup

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In an age where everything is moving to the cloud, those who can migrate your data safely and efficiently are vital.

And for them, success means having strong partnerships with hyperscalers like Microsoft and AWS.

Just ask Chris Cochran, Vice President Cloud Strategy and Alliances at Data Dynamics, where alliances are helping him provide customers with everything they need for a successful migration.

Join us as we discuss:

• How Data Dynamics are making cloud migration easy for customers
• How Chris approaches partnering with hyperscalers
• The importance of customer-centricity

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast , Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Partnering is all about coming together to create more value than you can by yourself.

So, what’s better than a podcast dedicated to collecting the wisdom of the sharpest minds in partnering?

Partnering with another podcast with the same mission.

That’s why I joined Jared Fuller, Member of the Board of Directors at Cloud Software Association, on his podcast, PartnerUp, to share some of the most important lessons we’ve learned across more than 200 podcast episodes.

Join us as we discuss:

• Why partnerships are having their moment
• How partners can be a proxy for the market
• Why trust is the main ingredient in any partnership

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

View Details

Not too long ago, bespoke products were all the rage.

Now, whatever isn’t “as a service,” soon will be.

The death of the SKU has arrived.

That’s something Ashley Speight, Co-Founder of Channelyze.io, has been thinking about for a long time. He joins the show to discuss what this means for partner ecosystems everywhere.

Join us as we discuss:

• How Channelize is giving visibility across the entire channel
• The death of the SKU and what it means for you
• What’s next for Channelize

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing .
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Whether it’s expanding to new markets or tackling crises…

Everything is easier with the right partner by your side.

Just ask Brian Allison, Vice President of Global Channels and Alliances at Snow Software, whose career has spanned everything from scrappy startups to leviathan corporations — and he has never seen one that couldn’t be improved by the right partners.

Join us as we discuss:

• How to categorize partners

• The 3 C’s of a good partner

• The challenges of scaling — and how partners help you overcome them

• Why customer success is the key to partner success

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.

• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.

• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.

• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.

• Download the Best Practices Guide for Ecosystem Business Management

• Download the Ultimate Guide for Partner Incentives and Market Development Funds

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

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There is always going to be inherent conflict in partnerships. After all, you don’t always share the same strategies, objectives or end goals.

But according to Amy Guarino, VP Global Alliances at Ironclad and our guest on today’s show, if you can figure out how to overcome those conflicts and find that intersection between what your partner does, what you do, and how that benefits the customer, it can become an incredible competitive advantage.

In this episode, we discuss:

• How Ironclad approaches choosing right-fit partners
• How to find the right strategy for co-selling
• Why conflict and synergy are synonyms

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple, Spotify, and Google.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in joint pipeline.

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If you want true differentiation in the complex industries underpinning today’s world…

You can’t go it alone.

Today, I’m joined by the team at HARMAN, Brinda Robin, JK Sharma, Prakash Desai, and Keerthi Kumar, to learn how they’re crafting an ecosystem built to shape the future of our most vital industries, from healthcare to communications to manufacturing.

Join us as we discuss:

• How HARMAN’s is building a platform to facilitate a partner-driven future
• The 3 types of ecosystem
• The real-world applications for their platform in health, communications and manufacturing

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

View Details

You’ve heard of an MQL — but what about an EQL?

In a world where 30% of all trade is slated to go through ecosystems by 2025, the go-to-market exercise can no longer be thought of as simply marketing and sales.

Ecosystems are the true top of the funnel — and it’s time we acknowledge it.

Today’s guest, Allan Adler, Managing Partner at Digital Bridge Partners, is one of the few out there sounding the alarm on this and other ways the shifting role of ecosystems will shape the coming decade.

Join us as we discuss:

• How ecosystems have fundamentally altered the go-to-market landscape
• Why ecosystems are a CEO function
• The evolution of the funnel and the rise of EQLs

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

View Details

Every partnership demands a unique approach because every partnership is different…

And if you want an alliance to succeed, you need to understand what makes your partnership unique.

But you can’t do that unless you know what you’re trying to achieve in the first place.

That’s how Parul Chheda, Vice President Strategic Alliances at CoreStack, approaches alliances with hyperscalers — a unique kind of partner with unique needs.

Join us as we discuss:

• Why hyperscalers are an ideal partner for CoreStack and their customers
• The unique demands that come with working with hyperscalers
• The smart way to approach automation

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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A fruitful partnership, just like any relationship, is a two-way street. Both parties need to benefit from it.

That’s why heavily investing in the success of your partners is the best way to ensure a profitable, mutually-beneficial and long-term partnership.

Kieran Krohn, Principal Channel Account Manager at Hubspot, lives by this philosophy and it has served him well in his career. With a wealth of knowledge on the topic of partnering, he shares his many insights with us today.

In this episode, we discuss:

• Hubspot's partner ecosystem
• The importance of goal setting and investing in partner success
• Understanding your partner’s sales process
• How Hubspot approaches co-selling

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Read Kieran’s LinkedIn post on partnership.
• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple, Spotify, and Google.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in joint pipeline.

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The three stages of creating a robust partner ecosystem are start-up, scale-up, and scale-out. A start-up is going after joint accounts, scale-up is opening the door a bit more, and scale-out is really expanding.

Which stage are you in?

In this episode, we speak with Satish Shenoy, Regional Vice President, Strategic Technology Alliances & Partnerships at Blue Prism, about building a technology partner ecosystem that creates true innovation.

In this episode, we discuss:

• Criteria for creating good sales-in opportunities
• Creative steps for co-selling
• 3 stages for building a partner ecosystem to be proud of
• Incentives, measurement, and higher ROI

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management.
• Download the Ultimate Guide for Partner Incentives and Market Development Funds.
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Helping people safely and securely access the connected world through the internet is no small feat, but one of the highest importance. To achieve this, it takes the right kind of leadership and the right partners.

Ben Goodman, Senior Vice President, Global Business and Corporate Development at ForgeRock, discusses the challenges of aligning partners, scaling, tracking the pipeline, and what’s next for the company.

In this episode, we discuss:

• The current projects at ForgeRock and what’s on the horizon
• Managing and aligning 130 partners
• Scaling with intention

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, St itcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Handling a partner ecosystem is a complex undertaking on the best of days.

Handling a partner ecosystem as your organization is experiencing hyper-growth adds even more complexity.

But the rewards for overcoming the challenges posed by this complexity are well worth the effort.

Just ask today’s guest, Ally Murtlow, National Channel Director at Dialpad, a company whose channel team has increased over 400% since the beginning of 2020.

In this episode, we discuss:

• The interplay between rapid growth and alliance ecosystems
• Why everyone in Dialpad’s channel team has to be demo-certified
• How hiring strategically has fueled Dialpad’s tremendous growth

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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In any partnership, both parties need to trust and understand each other — and they both need to have a stake in the outcome.

But in an alliance ecosystem, there are often key stakeholders that get neglected, whose buy-in is critical to success.

And a partnership will never sail without getting every stakeholder on board.

Andrew Massad, Vice Presid ent, Alliances & Corporate Development at Leanplum

In this episode, we discuss:

• Why partnerships require every stakeholder’s involvement
• Why it’s not what your partners can do for you, but what you can do for them
• How to take a data-driven approach to choose partners

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP

Links & Resources

Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing .

Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.

Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.

Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.

Download the Best Practices Guide for Ecosystem Business Management

Download the Ultimate Guide for Partner Incentives and Market Development Funds

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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When it comes to alliances, it used to be the case that many were waiting on the technology to catch up.

Now, we’re waiting for people to catch up to the technology — which means leadership needs to craft partner-centric cultures that align with these advancements.

But it’s worth the effort — because a core competency in partnering is a core competency in anything.

So says Mark Birgman, Author, Sp eaker & CEO at PARTNERNOMICS , who joins the show today to share the many insights he gained from a long career in partnering that spans heading Sprint’s program to his current role helping others with a sound methodology for creating their own.

In this episode, we discuss:

• The challenges, complexities, and, ultimately, rewards in the partner space
• The need for top-down vision to shape a partner-oriented culture
• The plans you need in place before ever signing a partnership deal

Here are some additional episodes featuring other ecosystem leaders that might interest you:

121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, St itcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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There are lots of different ways to inject new life into a company.

One of the best is implementing a partner program.

The right partners can make a 50-year-old company feel like a startup.

At least, that’s what happened for today’s guest, Lisa Conway, VP of Sales Operations and Strategic alliances at Telos, where her partner program and a recent IPO has reinvigorated the

company after a half-century in business.

In this episode, we discuss:

• How and why Telos have integrated with AWS and Azure
• Why package solutions are in-demand
• How Telos are using partners to find new product use cases

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com.

This episode of Ecosystem Aces is sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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Every business is transforming. Every company is becoming a tech company. 75% of CEOs say their businesses will be unrecognizable in 5 years.

In this landscape, you can’t do it all yourself. You know you can’t survive without partnerships.

But without trust, you don’t have a partnership — you have a transaction.

This is one of the key insights today’s guest, Vince Menzione, Founder at Ultimate Partnerships, stresses to all of the clients who go to him for his partnering expertise. He joins the show to explain why trust is ultimately the foundation for any business thriving in this new world.

In this episode, we discuss:

• The growing recognition of the necessity of partnerships
• Why the rise of marketplaces is a boon for alliances
• Microsoft’s approach to partnering
• Why trust is the most important component of any successful partnership

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, St itcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in joint pipeline.

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Sometimes, the best strategic alliances come from inherent partners — those who are already a key part of your business strategy.

But just because these partners are the easiest to identify doesn’t mean you have to stop there.

Just ask my latest guest, Bogdan Petrescu, Director of Strategic Alliances at Nylas, a company with a business model that ensures plenty of organic partnerships.

Bogdan isn’t content to stop there, though — he draws upon many diverse partners to drive pipeline, scalability and, ultimately, revenue.

In this episode, we discuss:

• The role of strategic alliances at Nylas
• How partners can drive scalability
• Why pipeline revenue are the main measurement Brandon concentrates on

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, St itcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in joint pipeline.

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After building successful partner programs at Cisco, Citrix, and Huawei, today Greg is creating Reliant’s ecosystem strategy to co-build, co-innovate, and co-sell optimal edge computing solutions.

In this episode, Greg Fox, Director of Business Development & Strategic Alliances at Reliant, joins Ecosystem Aces and discusses how he builds a best-of-breed partner program.

Greg shares:

• How Reliant creates their ecosystem strategy
• How Reliant finds the right partners
• His advice and best practices for partner leaders

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• 121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow

• 122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda

• 106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

• 97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog
• Download the Best Practices Guide for Ecosystem Business Management
• Download the Ultimate Guide for Partner Incentives and Market Development Funds
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com

This episode of Ecosystem Aces sponsored by WorkSpan.

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in joint pipeline.

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Once, you could get by with a single product, but that’s no longer the case.

We no longer live in a world where we can simply sell products — it’s all about the solution.

Which means partners are more important than ever.

That insight is one of the keys to Ash Vijayakanthan’s success as Vice President at Trifacta, where he’s leading strategic partnerships with big names like Google, Infosys, Accenture, and Deloitte.

In this episode, we discuss:

-How living in a world of solutions impacts partner ecosystems

-How Ash is improving the ecosystem through simplification

-The metrics Trifacta focus on to measure success

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

Email: chip@workspan.com

Twitter: @chiprodgers

LinkedIn: linkedin.com/in/chiprodgers

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The business environment is changing rapidly — how can companies not only survive but thrive through this epic shift?

An expert in strategic alliances and data-driven marketing, Jack Norris is a Senior Vice President at Alteryx and this episode’s fascinating guest. Norris strongly advocates embracing a digital transformation and building lucrative partnerships through data science.

In this episode, Norris introduces these illuminating concepts:

• How Alteryx leverages its platform to help partners develop IP

• How Alteryx works with partners to deliver an optimal and holistic experience for digital transformations

• How Alteryx benefits from having partners that are also customers

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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How do you take a near non-existent partner program and grow it to driving over 45% of total revenue for the company?

Today’s guest Wayne Monk, Senior Vice President, Global Alliances and Channel Sales at ASG, managed to do just that by staying focused on adding value to the business and the partner capabilities that differentiate them.

In this episode, we discuss:

• How to make your partner program a value-add to your business

• Why partner differentiation is the key to growing your ecosystem

• How to identify the innovation that can transform your ecosystem

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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When it comes to managing alliances, there’s no easy button. Instead, it takes discipline on the execution…

And skin in the game for both sides.

So says my guest, Nicole Napiltonia, VP of Alliances and OEM Sales at Barracuda, who joins me in today’s episode to discuss how Barracuda are managing partners across the Big Three cloud providers: AWS, Google and Microsoft Azure.

We discuss:

• How Barracuda is leveraging their early entry into the cloud

• The increasing complexity of managing partners

• Barracuda’s emphasis on Cosell

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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We often talk about putting the customer at the center of everything we do — it’s an ironclad rule if you want success.

And it’s just as important to your alliance ecosystem.

Just ask Lara Caimi who, as Chief Customer and Partner Officer at ServiceNow, is thriving in a career at the intersection of customer and partner experiences.

In today’s episode, we discuss:

• How customer, employee and partner experiences interact

• The importance of co-selling and co-delivering

• Why diversity and inclusion matter for your alliance ecosystem

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

Listening on a desktop & can’t see the links? Just search for Ecosystem Aces in your favorite podcast player.

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If you want to successfully manage strategic partnerships, you need to become an expert in every role needed to bring a joint solution to market that your partners can actually sell.

In this episode, I sit down with Erik Heinrich to learn how he brings his wealth of experience across different roles in his career to his current position as Director Business Development, RUCKUS Networks at CommScope, where he manages strategic partnerships with Facebook, Intel, and other global partners.

What we talked about:

• Why solving your customers’ problems is the key to any alliance

• Why managing partnerships requires you to wear many hats

• Partnering means bringing joint solutions to market that will sell

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

Listening on a desktop & can’t see the links? Just search for Ecosystem Aces in your favorite podcast player.

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Most people trust that the food they buy from stores and restaurants will be safe. Yet, foodborne illnesses occur more often than you might think.

Advancements in technology can drastically reduce contamination risks.

But only when supported by a robust ecosystem.

In this episode, I’m joined by two guests who are building that ecosystem: Susan Flake, Director of RFID Business Development, and Colin Goodwin, ISV Business Development Manager at Zebra Technologies, a company working to support frontline workers across multiple industries.

We discuss:

• Zebra’s mission and how they tackle food safety challenges

• Why partners are necessary to solve these issues

• How Zebra has built out its partner

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

Listening on a desktop & can’t see the links? Just search for Ecosystem Aces in your favorite podcast player.

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Being at the forefront of new technologies and driving digital transformation often requires an ecosystem to fill in the gaps in your capabilities in order to give your customers the very best solutions for their needs.

That’s how Ray Octaviano, Vice President and Head of Business Development for North American Mobile Operators at IDEMIA, is tackling the company’s push to seamlessly digitally transform the SIM cards and identification in your pocket right now.

What we talked about:

• The digital transformation underway with SIM cards and identification
• How IDEMIA is building an ecosystem based on customer success and partner capabilities
• Why rapidly advancing technology requires agility and nimbleness

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com
• Twitter: @chiprodgers
• LinkedIn: linkedin.com/in/chiprodgers

Listening on a desktop & can’t see the links? Just search for Ecosystem Aces in your favorite podcast player.

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The pandemic has changed so much about our daily lives, so it should be no surprise that partnerships have been impacted, too.

There are many challenges to overcome, but there are also opportunities for alliances.

In this episode, I’m joined by Glenton Davis, Global Senior Business Development & Strategy Manager, Business Applications at Microsoft, to learn more about what those opportunities are.

We discuss:

• The opportunities and challenges for partnerships presented by COVID

• Why “bottom up” thinking is increasingly important

• Why scenarios are as important as understanding your vertical

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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As the tools and framework for managing alliances grow more sophisticated, more companies are realizing the power of partnerships — and they expect more from the relationship.

It’s a welcome trend for Manoj Bhatia, Director Partner Business Development at Verizon, where he is seeing increased willingness to form alliances — along with larger and stronger ecosystems.

He joined me on today’s show to discuss:

• Why organizations expect more from their alliances (and larger ecosystems)

• Why “coopetition” is growing in acceptance

• The value of agility and CoSell

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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Many cloud providers have funds available for their partners to drive migrations.

And one of the best ways to maximize these funds?

Making sure they build relationships with your customers.

That’s how Sarita Janjani, Worldwide Strategic Alliances Portfolio at Brillio, is making the most of the funds she’s received through her AWS relationship.

In this episode, Sarita joins me to discuss:

• The work she’s doing with partners at Brillio

• Why she’s so focused on competencies

• Why cost, ROI, and applicability are the 3 most important elements in any strategy or go-to-market solutioning

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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The meaning of partnership has changed over the course of this year. Without trust, empathy, and the right perspective about a problem, we aren’t going to be able to cooperate, much less innovate to make a difference in the world.

In this episode, I interview Parul Patel, Managing Director, Customer Love at Slalom, about partnership trends and wins this year.

Parul talked with me about:

• Working with partners to build innovative solutions for customers
• The new meaning of business transformation
• How a multi-way partnership is helping women access fertility treatment around the US
• How the disruption of COVID has changed the way we think about partnering

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com
• Twitter: @chiprodgers
• LinkedIn: linkedin.com/in/chiprodgers

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Managing a global alliance program presents new sets of challenges.

You need enough structure to keep everything running smoothly while still offering partners enough flexibility to accommodate their unique needs.

To succeed, your operating model needs to be “globally defined, regionally aligned.”

In fact, that’s the mantra at ServiceNow, where our latest guest, Dan Gallivan, is Vice President, ISV and Technology Alliances — Global Alliances & Channel Ecosystem.

In this episode, we discuss:

• The 2 foundational components of every successful partner program

• How to overcome regional and cultural barriers when partnering internationally

• Why success in building joint solutions requires stepping out of the enterprise-customer paradigm

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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Your ability to build solutions together with partners determines your ability to deliver on customer success.

Because a healthy ecosystem with win-win partnerships drives value to customers, as well as your business.

In this episode, Abhay Kumar, Senior Vice President, Global Business Development and Ecosystem at SAP, explains SAP’s approach to a holistic ecosystem.

Abhay also explains:

• How partners use the SAP cloud platform to build solutions.

• How partner ecosystems offer competitive advantages to customers.

• How to build scalability and resilience into software.

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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When you want to test the health of your ecosystem…

You need to look at more than sales.

In this episode, PJ Bishop, Vice President of Partners, Accountants and Alliances: Africa and Middle East at Sage, explains why Sage is reengineering the entire way they measure ecosystem success.

PJ explains:

• How to reengineer a partner program to prioritize more than sales

• How Sage is sourcing skills from local universities

• The benefits of operating a global business in Africa

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com
• Twitter: @chiprodgers
• LinkedIn: linkedin.com/in/chiprodgers

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How do your partners measure up?

Whether you’re measuring every one or just your largest…

The more of the data you can share with your partners, the more successful they will be.

It’s something Meg Brennan learned as Sr Director of Global Channel Operations at Riverbed Technology, where the dashboards she shared drove successful behavior for partners.

In this episode, we discuss:

• How data drives behavior

• How to keep track of what’s happening partners, their leaders and their managers

• How to streamline the approval process for partners

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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The ecosystem has changed a lot over the past 30 years.

The democratization of technology has allowed for IP creation at scale and demands continuous enablement.

It’s all about bringing the right solutions to the customers and innovating with partners.

In this episode, I’m speaking with someone who has been a vital part of that change: Rob Sparno, Head of Strategic Alliance - North America at Sage. Rob has had a long and illustrious career in many partnering areas, including Salesforce, Oracle and Microsoft and is truly a champion of the ecosystem. We discuss:

• How innovation and the democratization of technology will shape the ecosystem’s future

• Why enablement is the only way to manage the speed and scale of today’s ecosystem

• Rob’s top 3 most critical tips for up-and-coming partner leaders

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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Everyone knows to keep an eye on their competitors...

But how many of us are on the lookout for threats outside our industry?

Our guest today is Leslie Shannon, Head of Ecosystem and Trend Scouting at Nokia, a company that knows all too well what happens when you ignore these threats.

And now Leslie is heading up the team making sure it can never happen again.

In today’s episode, Leslie covers:

• Why you need to look outside your industry for threats and opportunities

• How 5G is set to change the world (and why the paranoia is comically unfounded)

• The 4 biggest shifts in ecosystem trends today

Check out these resources we mentioned during the podcast:

• www.open-ecosystem.org

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

Email: chip@workspan.com

Twitter: @chiprodgers

LinkedIn: linkedin.com/in/chiprodgers

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It’s inevitable that most companies will move to the cloud. But COVID-19, government adoption and other worldwide events have conspired to ensure that transition will come faster than anyone predicted.

And alliance ecosystems are going to play a pivotal role.

To explain why, I spoke with Shivkumar Subramaniam, former Vice President and Geography Head at Mindtree.

Shiv went over:

• How COVID-19 is fast-tracking cloud migration

• The challenges worldwide to cloud migration

• Why government adoption is the biggest driver of cloud migration

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com

• Twitter: @chiprodgers

• LinkedIn: linkedin.com/in/chiprodgers

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If you want to learn the best ways to do something, you need to turn to the experts.

You need to turn to the people and organizations with the kind of wisdom that can only be gained through years of experience.

So, when it comes to managing partnerships, you turn to Microsoft.

That’s why I am so happy I got a chance to sit down with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft in our latest episode.

David’s experience managing partners in the leading organization in the space makes him the expert to talk to. And at a time when the world is changing so dramatically, so rapidly, who better to turn to than a company that has weathered numerous global crises over the years?

We had a chance to discuss:

• The lessons learned from Microsoft’s 35 years in partnerships

• How partnerships are evolving under COVID-19

• The 3 pillars of nurturing talent

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

Email: chip@workspan.com

Twitter: @chiprodgers

LinkedIn: linkedin.com/in/chiprodgers

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The COVID-19 crisis has changed things for everybody.

The race for innovations to guide us through to safety includes everyone.

Interestingly, security, innovation, and inclusion are also key elements of any successful alliance program.

On our show today, I spoke with James Gordon, GM of Ecosystem Strategy & Business Development at Intel, to discuss how these very topics guide Intel’s work in their partner ecosystem.

We covered:

• How to keep your ecosystem secure

• What COVID-19 means for innovation

• Why inclusion should be a top priority, both inside and outside your company

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com

• Twitter: @chiprodgers

• LinkedIn: linkedin.com/in/chiprodgers

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We call it social distancing, but that’s a misnomer. It should be physical distancing.

In reality, we’re using every digital tool available to make sure the social world keeps going strong.

And these same tools are poised to shape the future of alliance ecosystems.

Though he’s recently moved into a new role, my guest today, Vinodh Raghunathan, PhD, spent over 3 years as Director of Global Strategic Partners Operations at Intel, where he successfully oversaw a sprawling alliance program with a rich diversity of partners.

He came on the podcast today to explain how to track success within such a complex ecosystem and share how the current crisis is shining a light on the future of alliance programs.

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com

• Twitter: @chiprodgers

• LinkedIn: linkedin.com/in/chiprodgers

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The best alliances rest on a foundation of successful alignment, but building it can be difficult if you spread yourself too thin.

So, freeing up resources by concentrating on fewer, higher-impact partnerships can be a rewarding strategy.

And having a framework for the full lifecycle of customer engagement keeps you on track, aligned, and able to scale.

My guest today is Preseetha Pettigrew, Global VP Strategic Alliances at Seismic, where she has done tremendous work incorporating these elements into an incredibly successful alliance program.

Preseetha explains exactly how she was able to do more with less in Seismic’s alliance program and drive the company’s incredible international growth.

She goes over:

• How to get the ingredients right in a partnership before scaling

• Why it pays to keep an eye on partner engagement every step of the way

• How to balance solid structures with the need for flexibility

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com

• Twitter: @chiprodgers

• LinkedIn: linkedin.com/in/chiprodgers

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Over the years, managing alliances has evolved.

But many of the key insights from older models sill bear fruit when it comes to today’s cloud-based alliance programs.

Our guest today, Christine Puccio, VP of Global Cloud Alliances at F5 Networks, has had tremendous success in her 20+ years of experience managing partner programs.

And Christine shares some of her most valuable insights with us on our latest episode.

Christine covers:

• How her experiences gave her a de facto MBA in working with alliance partners

• How public APIs are making delivering joint solutions simpler

• Why aligning your own roadmap to your partners’ rewards everyone

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com

• Twitter: @chiprodgers

• LinkedIn: linkedin.com/in/chiprodgers

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It’s no secret successful partner delivery is a vital part of any thriving ecosystem.

So, it’s imperative to make sure your partners are trained and capable to deliver quality total solutions to your joint customers.

And when your company derives 90% of your business from partners, partner delivery is your lifeblood.

Our guest today is Winnie Zeliger, Partner Delivery Executive at Cisco, where the 90% figure holds true. So, of course, Cisco is absolutely devoted to partner success and has established multiple partner-facing teams.

There are teams dedicated to supporting partners with selling, but Winnie and her team are entirely dedicated to serving partners on the delivery side of the equation.

And they’ve seen outstanding results.

In this episode, Winnie shares:

• Why success is built upon the success of your partners

• Why partner delivery deserves your full attention

• Why listening to, and encouraging, partner feedback is the key to winning partner programs

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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How should you approach building a partner advantage program from scratch?

Should you focus on the leveling — your Gold, Silver or Bronze designations? And who should the program center on?

Well, if you want to succeed like Google, you need to marry a partner-focused and a customer-focused approach and highlight capabilities.

That’s how our guest today, Nina Harding, Chief of Global Partner Strategy and Programs at Google, tackled building Google’s Partner Advantage program from the ground up.

In this episode, Nina goes over:

• The challenges and rewards to building Google’s Partner Advantage program from scratch

• Why a customer-focused approach is so beneficial

• Why partner capabilities matter more than levels

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com

• Twitter: @chiprodgers

• LinkedIn: linkedin.com/in/chiprodgers

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Rapid growth is the epitome of the saying “it’s a good problem to have.”

Still, this doesn’t discount the very real challenges breakneck scaling involves.

And as the market landscape gets ever more dominated by SaaS companies experiencing explosive growth, it’s important we learn from their experiences.

That’s why we sat down with Katie Ecklund, Director of SI alliances at Snowflake, to see what her experiences can teach us about how to handle the challenges of the good problem everyone wants to have.

Over the last 3 years, Katie has brought her experience working at major organizations like IBM and even the US Army with her as she has overseen Snowflake’s ecosystem grow at remarkable speed.

Katie went over:

• The importance of automation when scaling rapidly

• How SaaS has impacted traditional resellers

• How engaging with the community keeps everything running smoothly

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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In many of the conversations we have about alliance partnerships, a few key things crop up.

Any healthy alliance program relies on aligning your needs with the needs of partners, enabling their success and making sure you can quantify your shared success.

Olav Schluter, Director of Global Services Channel Programs at Dell, has orchestrated these key building blocks into a symphony of ecosystem success.

He came on the show today to share how Dell achieved this and I think we can all learn from his achievements.

Olav covered:

• What Dell’s Services Program is

• How they tackled alignment and avoided competitive friction

• How Dell enables its alliances

• How metrics can be used to differentiate and provide transparency to the consumer

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

- Email: chip@workspan.com

- Twitter: @chiprodgers

- LinkedIn: linkedin.com/in/chiprodgers

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Modern software ecosystems have changed.

Ecosystems are no longer valued for the sheer quantity of solutions they offer — they are valued for, well, the actual value their solutions provide.

More doesn’t mean better; better means better.

It’s a key insight from our guest today, Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP. Tom has had incredible success at SAP, delivering more than $1B in revenue overseeing the Solution Extension program as it grows 89% year-over-year.

There are a lot of great takeaways from Tom’s success and experience and he shares many of them with me today.

• How to get your ecosystem management “just right”

• Why today’s software ecosystem preference quality over quantity

• Great advice for anyone looking to replicate his success

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

Email: chip@workspan.com

Twitter: @chiprodgers

LinkedIn: linkedin.com/in/chiprodgers

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When discussing ecosystems, often the conversation revolves around what your alliances can do for you.

Yet, the conversation is incomplete without discussing your responsibility in the ecosystem. If you want a thriving ecosystem, you need to ask yourself: How am I adding value to my alliances?

Today’s guest Jenni Flinders, VP and Channel Chief at VMWare, says a great way to add value is to analyze how you can help your alliances differentiate.

We covered a lot of ground today, including:

• Why you should target alliance differentiation

• Why simple questions provide powerful solutions

• How enablement holds an ecosystem together

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

Email: chip@workspan.com

Twitter: @chiprodgers

LinkedIn: linkedin.com/in/chiprodgers

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As in life, the only constant in managing ecosystems is change.

A company’s needs change as it grows and matures. Market patterns shift and evolve.

A successful ecosystem is one that adapts in the face of rapid change. And while adaptation can mean different things to different organizations, it’s something every ecosystem will reckon with at some point.

Holly Whalen is director of the Global Strategic Partner Program at UIPath, which has experienced a period of tremendous growth in the past few years.

Holly joined us on the #EcosystemAces Podcast and shared insights learned from her experience managing an alliance ecosystem through this growth in a constantly shifting market landscape.

She went over:

• Why in alliance ecosystems, sometimes less is more

• How adaptation is easier with the right alignment

• Why managing ecosystems demands a wide range of talents

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Managing ecosystems and alliances comes with a lot of moving parts and a diverse set of talents and skills is required to make it work.

This is especially true when building the program from the ground up.

We invited Shubhra Sinha, principal at The Value Exponent, onto the #EcosystemsAces podcast, and she shared her expertise in building alliance programs from the ground up.

What we talked about:

• Why you need a strategic start.

• Why belief in the program is vital.

• Why long-term thinking is needed.

• How you measure success.

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

Email: chip@workspan.com

Twitter: @chiprodgers

LinkedIn: linkedin.com/in/chiprodgers

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It’s a big world out there for the Microsoft Solution Provider (or MSP.) 

There are dozens, if not hundreds of different solutions for every problem a customer might be facing, but one thing is for certain. 

The cloud is here, and it’s not going anywhere. 

Joseph Landes is the Chief Revenue Officer at Nerdio, and was a guest on the Ecosystem Aces podcast recently. He came on the show specifically to talk about: 

• What he and his team are up to at Nerdio

• How they help onboard MSPs to Microsoft Azure

• The 3 biggest challenges that are most commonly faced by those MSPs when trying to migrate to a public cloud services like Azure. 

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In a global world, with a global staff, and a global product, it can be tough to keep yourself grounded in what matters to EACH partner, can’t it?

You can’t operate in a one-size-fits-all mentality when you’re operating a partner ecosystem across multiple countries, cultures, time-zones, and even continents.

This can be particularly challenging when you’re a cloud company. Because you don’t actually have a “product” in the traditional sense of the word.

So how do you operate in the partner ecosystem as a “cloud-only” company?

We sat down recently with Micheal McCollough, who is the Global Vice President of Channels & Alliances at Akamai. He was kind enough to be a guest on the Ecosystem Aces podcast and talked all about how being a cloud company has impacted the way they interact with partners. leading partners in different regions of the world, and some of the things that have worked well for them as an organization.

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Every company wants to grow.

It doesn’t matter if you’re a mom and pop store, or a multi-billion dollar international organization.

At some point, every company wants to grow and get bigger. To serve more people. To bring in more revenue, hire more staff, and make a bigger impact on the world.

But for companies that have a large partner ecosystem, growth can present some unique challenges. A special set of headaches that, if you’re not careful, can drastically slow you down.

On this episode of the Ecosystem Aces podcast, we sat down with Cecilia Flombaum, who is the Worldwide Lead for Business Application Partners at Microsoft. We talked all about

• Growing a partnership ecosystem at scale
• How partners are helping grow the business
• The biggest challenges they face in growing a partnership ecosystem
• And so much more.

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How many partners are in your ecosystem?

Dozens? Hundreds? Maybe thousands?

If you’re Microsoft, the answer to this simple question is in the hundreds of thousands. Upwards of 300,000 to be more precise.

As you can imagine, managing 300,000+ partnerships is no small task. There are a lot of things that have to go right. A lot of pieces that have to run perfectly in order to allow for an ecosystem of this magnitude to function.

That’s where Hannibal Scipio and his team come in. Hannibal manages business strategy for the global Partner to Partner team. He was a guest on the Ecosystem Aces podcast recently and talked all about

• The challenges that his team faces.
• What it takes to ensure a successful partnership.
• The three step journey of the partnership.
• And so much more.

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Going from idea to app in just eight weeks sounds crazy, right?

This seemingly insane timeframe is what Appian — an app development company — has built so many prolific partnerships on.

Appian found what they do well and they can do it fast. Ultimately, their business model has produced numerous win/win/win situations for them, their partners, and the end customers.

In this episode of Ecosystem Aces, I have the opportunity to sit down with Appian’s Commercial Partner Director (PwC), Ben Galego.

Ben fills us in on:

• How Appian offers partners such a quick turnaround
• His tips on managing a joint pipeline
• His #1 piece of advice for success in strategic alliances

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com
• Twitter: @chiprodgers

LinkedIn: linkedin.com/in/chiprodgers

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Alliance & partner managers: What if we managed our partnerships the way Amazon does? What if we created a buying, delivery, packaging, and customer success experience that was just as seamless as theirs?

Perhaps easier said than done, but Justin Silvia is here to tell us his tips on building seamless customer experiences while managing complex partnerships.

Justin Silvia is the Executive Director of the Strategic Partner Program at IBM.

What we talked about:

• Ecosystems, alliances, and partnerships
• Trusting each other’s expertise
• Creating a unified experience for the customer
• Ensuring solutions provide value to every level of the customer’s organization
• Partner pricing
• Being an internal roadmap for your organization
• Alliance trust

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com
• Twitter: @chiprodgers

LinkedIn: linkedin.com/in/chiprodgers

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On this episode, David Herring joins us to share his 3 “Es” of success within alliances.

David Herring is the Senior Channel Manager of Partner Programs at Spectrum Enterprise.

What we talked about:

• Engage
• Enable
• Educate
• Connect with the strategic initiatives of the executive team
• You don’t have to always be a perfect fit

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com
• Twitter: @chiprodgers
• LinkedIn: linkedin.com/in/chiprodgers

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I recently had the opportunity to sit down with Andrew Mackenzie, Global SI and Channel Program Leader at Pivotal.

He came on the Ecosystem Aces show to talk about Pivotal, their partners, and how they’re dedicated to “partnering differently.”

What we discuss:

• A consumption-first go-to-market strategy
• A 3-week training program partners want to explore
• How Pivotal’s unique go-to-market strategy paid off
• How do you measure success within alliances
• Small boutique partners vs larger SI partners
• Rigid joint selling
• Joint strategy adoption
• Potential disadvantage of a larger integrator
• Rapid adoption
• Flexible joint selling

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Microsoft has built a lot of great alliances, but they’re not stopping there.

They’re constantly coming up with innovative ways to increase their engagement with them, their partners, and all products within the Microsoft ecosystem.

On this episode of the Ecosystem Aces podcast, Jeff Fritz, Senior Program Manager on the Microsoft .NET team, joined us to tell us all about it.

What we talked about:

• Meeting customers where they are
• Microsoft started hosting morning talk shows on Twitch
• ‘Code parties’
• How Microsoft used a scavenger hunt to promote their partners

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If you’re considering a reseller/channel partner program, this is the episode for you.

Marc Palombo joins host Chip Rodgers to discuss channel partnerships.

Marc has worked with channels for over 25 years. Now, he’s the Reseller Program Manager at AvidXchange, a payment solution that's now working with over 540,000 B2B suppliers, which, according to Marc, makes it the largest B2B supplier network.

What we talked about:

• Finding the best mix of direct selling vs. resellers can be a challenge
• Revenue share agreements
• Cost plus wholesale model
• Why there’s more creatively allowed inside of wholesale models
• There’s a control tradeoff when you engage with channel alliances
• You need executive buy-in from your alliance
• Actively seeking out alliances where your solution is an easy add-on

To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:

• Email: chip@workspan.com
• Twitter: @chiprodgers

LinkedIn: linkedin.com/in/chiprodgers

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It used to be all about vendors, but not anymore. Now it’s about collaboration between vendors and partners, with partners taking on new roles every day.

On this episode, I got to interview Gina Batali-Brooks, president of Is Inspired.

What we talked about:

• New channel technology promoting process orchestration
• 2 ways Gina measures success
• Why simpfliciation is a competitive advantage
• Gina’s 3 best practices for promoting channel relationships

To hear this episode and many more like it, subscribe to Alliance Aces here.

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When you’re delivering value together, you need to keep things focused on the customer. But before you can do that, you have to build alliance trust.

On this episode, I interview Todd Dalton, Strategic Cloud Alliance Manager at Equinix, at Microsoft Inspire in Las Vegas.

What we talked about:

• The eighth layer of the seven-layer OSI model — politics
• 3 ways to manage the complexities of alliance
• Promoting simplicity in your communication
• Why personal relationships and building trust accelerate everything

To hear this episode and many more like it, you can subscribe to Alliances Aces here.

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It’s not a one-stop shop anymore. If you’re not leveraging your whole ecosystem, you’re not fulfilling your potential.

On this episode of Alliance Aces, I interview Carrie White, Director of Enterprise Partner Sales at Xactly Corporation, about leveraging alliances.

What we talked about:

• The Power of Three (her three-pronged approach to working with vendors)
• Being industry agnostic and industry specific at the same time
• Xactly Exchanges
• Her three techniques for strategic organization, including being a bulldozer
• Focusing on what’s in it for alliances

This Alliances Aces podcast features Carrie White of Xactly.

To hear this episode and many more like it, you can subscribe to Alliances Aces here.

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Marketing is built on alliances — internally with every single part of the company and externally, both upstream and downstream.

The great thing about marketing is being in charge of what happens at the very beginning of that funnel and that engagement, but at the same time being a partner with every single subset of the business.

On this podcast episode (recorded live at Microsoft Inspire in Las Vegas), I interview Angela Jajko, Microsoft Partner Alliance Lead, and Rachel Beckler, Director of Marketing — both at Taos, a Microsoft MSP partner.

What we talked about:

• How their marketing roles at Taos fit within the alliance ecosystem
• The mixture of internal/external alliances that marketing supports
• Ways to become a better alliance, including certifications
• The future of alliances at Taos

Subscribe to the Alliance Aces Podcast here or on your favorite podcast platform

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Alliances are key to our success. Most people think of partners as external, but the partnership between strategic alliances and sales is essential.

My two guests on this episode about internal and external partnerships are Sanjeev Mittal, General Manager and Business Head of Data Analytics and AI, and Rajat Sinha, Senior Director of Strategic Alliances and Partnerships for Data Analytics and AI — both at Wipro Lmtd.

What we talked about:

• How to make client-focused alliances by putting the client as your focus
• Alliance and partnering activities
• Integrating partner planning into annual planning
• How to build collaboration between strategic alliance and sales
• The great foundation of trust between Rajat’s and Sanjeev’s teams

Subscribe to Alliance Aces at Apple Podcasts or in your favorite podcast platform

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Last month at Microsoft Inspire we had the chance to chat with Bailey Cahill. She leads Global Cloud Alliances at Ensono, “the largest Microsoft partner you’ve probably never heard of.”

She came on this episode of the Alliance Aces podcast to talk about what it’s like to work with Microsoft and to share her tips for successfully managing that alliance.

Here’s what we talked about:

• Staying organized
• Being flexible
• Using your partner development team
• Sharing info with your internal teams
• And staying passionate about your partners

Resources we talked about:

• Ensono
• Bailey’s LinkedIn

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Some companies are trying to figure out who can help them.

When what they should be doing is trying to figure out how they can help others.

I was excited to talk to Jay Vigeland, the Global Microsoft Alliance Lead for Sprinklr, live at Microsoft Inspire in Las Vegas, where we got to discuss empathy.

What we talked about:

• Learning about others takes empathy
• Being human-to-human means showing up
• Personal connection is built on consideration
• McDonald’s All Day Breakfast and Sprinklr

This post is based on an Alliance Aces podcast with Jay Vigeland.

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Where can you take your startup from 18 employees to over 150 in just three years?

(Not to mention nine offices in seven countries.)

The startup nation: Israel, of course.

On today’s episode of Alliance Aces, I’m joined by Shirley Ashkenazi, Director of Strategic Alliances and Business Development at Kryon, an innovative RPA (robotic process automation) company. We talked about how strategic alliances are everything to startups.

“Very quickly we understood that in order to grow, we had to have a very strong alliance team from a skill perspective and from management commitment,” Shirley explained.

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No one goes to market alone.

It takes partners to deliver results.

Finding the right partner can be a challenge.

However, when this is intentionally built into your business model it allows your company to work collaboratively and make the most of your resources.

Jan Twombly is the President of the Rhythm of Business. She works in partnering with organizations as a strategic alliance consultant, educator, and researcher.

Her work with tech companies primarily involves the facilitation of creating smart partnering alliances on their behalf.

ROB has been enhancing their newest program called, partner readiness. In order to be considered ready, partnering has to be embedded in every aspect of the business from strategy, operations, mindset, and execution.

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Citrix isn’t your grandpa's Citrix anymore. They’ve made a lot of transitions over the past several years and have made a major pivot toward employee engagement. 

What they’re delivering today is all partner based solutions. Obviously, that means alliances are key to enabling the success of these pivots and strategic efforts. 

On this episode of the Alliance Aces podcast, we had the chance to talk with Steve Blacklock, Vice President, Global Strategic Alliances at Citrix. He talked us through issues like, how alliances are helping to drive success for Citrix today, what metrics Steve and his team are focused on, and how they vet potential alliances.

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Successful relationships are founded on give and take.

You may be thinking that partnering with a non-profit organization is all give and no take. 

Think again.

GitLab’s Director of Technical Evangelist, Priyanka Sharma, fills us in on the benefits of partnering with a nonprofit in your industry. In this episode, we also cover open-source ecosystems, measuring alliance success, telling a meaningful story, and more.

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In this episode of the Alliance Aces podcast we look at the exciting career of an industry icon, Mike Thomas. 

Mike is the GM of Ecosystem Practice at ActiveWorld, a company that has transformed the ecosystem and alliance processes for tech companies.

On this exciting episode we hear from an industry veteran who has worked with companies such as IBM, MIcrosoft, Cisco, and many other tech giants. 

As he’s helped titans of tech create fulfilling partnerships, he’s also created a fulfilling vision with his company that will continue to create lasting change in the industry for years to come.

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Are your strategic alliances turning stale?

Oftentimes, we end up putting in more work to obtain strategic partnerships than we do to maintain them. It can be difficult to find the value we saw in them at first.

Luckily, Airship’s Senior Director of Global Alliances, Forest Yule, recently discussed some key methods to cultivating more value from your partnerships. Listen here.

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The IoT world expands exponentially almost daily. Companies are rapidly innovating and combining their technologies together to deliver on increasing customer expectations. So, how can IoT companies optimize their entire ecosystem to deliver joint solutions?

We asked Bill Johnson this very question at IoT World 2019 on our #AllianceAces podcast. Bill is the Marketing Director at Teledyne LeCroy, and we asked him about how their partnering with amazing companies (like BMW!) to deliver powerful IoT solutions.

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Alliance opportunities abound. Finding them can be tricky. 

On this episode of the #AllianceAces podcast, Gary Bernier joined us to share several ways to find and succeed with alliance opportunities.

In this episode, we discuss:

Where to find alliance opportunities

The necessary ingredients for alliance success

How to use coopetition to your advantage

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If you’re fortunate enough to be with a company that values alliances, the next task is to expand your ecosystem. It can be challenging to find the right partners, onboard them, and ensure the quality of the product and support is maintained across the delivery chain.

Andrew Lezon met that challenge (and succeeded).

He’s the Senior Director of Channel Sales & Partner Programs at LivePerson. He came on our #AllianceAces podcast to share how he scaled his ecosystem from 40 to 200 partners.

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Why should you trust WorkSpan with your partnerships and alliances? That’s a great question. We don’t have 1 reason for you. We have 5.

For this episode of the #AllianceAces podcast, Chip and Guarav did a special Facebook Live interview from SAPPHIRE in Orlando, Florida.

They talked about transparency, the success of the entire ecosystem, how value differs from company to company, driving results, and sharing a single view of metrics.

Gaurav Saini is VP of Network Success at WorkSpan. Chip Rogers is VP of Marketing and Alliances at WorkSpan, and host of the #AllianceAces podcast.

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Any business wants to have good solid partnerships. Nobody gets successful all on their own, and establishing a good partner program is crucial to the success of any company, particularly in the software and technology field.

But how do you go about building a partner program? How do you bring the right people along, provide the right levels of support, and structure your program in a way that’s beneficial for everyone involved?

Matt Alvarez, Manager of Partner Alliances at SalesLoft, was recently a guest on the Alliance Aces podcast, and had some great ideas and examples that he and his team at SalesLoft have been focusing on as they build out their partner program.

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If you’re wanting fast insights into the future of alliances, this is the #Alliance Aces episode for you.

We interviewed Chris Webber, a true Alliance Ace.

He’s the current Director of Strategic Alliances at IDC. PReviously, he worked with Cisco and Nortel to manage global business plans and alliances.

On this episode, he discussing the emerging trends of alliances, including the growing necessity of trust due to cloud implementation, the need for differentiation even with ecosystems, and the power off generalization.

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Global alliance management invites complexity. Multiple sales teams, cross-cultural concerns, value propositions, differing visions …. The list of challenges alliance managers and ecosystem manager can face is nearly endless.

But there is a solution: Create a joint value proposition.

On this episode of the #Alliance Aces podcast, we interviewed Aslam Jamal, Sr. Director for Strategic Alliances in the EMEA at ForgeRock. Aslam showed us 5 ways a joint value proposition increases the power of an alliance to deliver true joint solutions for end-users.

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The modern era demands rapid development. But to create a timely solution that meets demands, companies need a network of long-standing partnerships they can rely on.

So ... should an alliance manager invest in long-term relationships, or seize revenue opportunities and develop partnerships as needed?

It’s a real question, and it deserves a thorough answer.

We brought in Ard-Pieter de Man, Professor and Researcher at Vrije University in Amsterdam, on the #AllianceAces podcast — hosted by Chip Rodgers, VP Marketing and Alliances at WorkSpan.

Here’s what Ard told us about the tradeoffs in long-term alliance management and opportunistic alliance management:

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The number of alliances needed for a solution has grown: Joint solutions that have traditionally required 1 partner, now may require 4 or 5. Managing an ecosystem that has all the available partnerships for each solution, can be quite a challenge.

On this episode, Helen Morin joins our host, Chip Rodgers, to share 5 quick tactics you can use right now to manage your expanding alliance network.

Helen Morin is the VP of Global Alliances & Channels at SAS, where she’s worked for 17 years in alliance management roles, as well as technical and consulting positions. Prior to SAS, she worked at the Canadian Department of National Defense, and she also holds the coveted CSAP credential (Certified Strategic Alliance Professional).

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Jay McBain, a Principal Analyst for Channels, Partnerships & Alliances at Forrester, gave an incredible keynote at the ASAP Global Alliance Summit about the coming wave of new alliances.

In short, traditional partnerships have evolved, because buyers have changed.

This new wave of B2B buyers isn’t struggling with their superiors to deal with red tape and a slow approach. They’re going right around the CTO and straight to the sellers … after they’ve done all the research.

Our Alliance Aces host, Chip Rodgers, caught up with Jay after his talk at ASAP, and got a deeper look at these new buyers, and how that impacts the future of alliances. Jay gave us 3 reasons buyers and buying behavior are rapidly evolving, then he shared the opportunity for alliances.

Taken from a Facebook Live interview.

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Mike Nevin understands the principles of success in alliances better than probably anyone. Back in the late 90s, he and a few colleagues went all-in on alliances. They predicted that considering the continued waves of technological innovation, alliances were the future.

Like we said … he went all-in on alliances:

He became Founding President of the Association of Strategic Alliance Professionals (ASAP) in Europe. He’s also the CEO & Founder of his own alliance consulting firm, and he’s the Managing Director of Alliance Best Practice, where he continually analyzes the best practices of the world's strongest alliances, and develops models we can all follow.
We interviewed him live on Facebook for Alliance Aces, and you can catch the entire interview right here.

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Your success isn’t only predicated on your ability to sell or commercialize your offerings. Your success is dependent on the success of your alliance, especially in any industry with tech at its core (read: every industry).

We caught up with Marc Geall at SAP InnovationX in London. He's SVP of Global Platform & Technology Ecosystems at SAP. He came on the Alliance Aces podcast and told us this: There’s no success without partner success.

You can catch the entire video interview here, or listen in for one stellar podcast.

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Every alliance professional has had some form of this happen:

Your boss asks for influenced revenue within a specific alliance or joint solution.

The truth is: You don’t have an answer. The information is simply unavailable, because it’s buried in outdated spreadsheets, and hidden across you and your alliance’s businesses.

Sound familiar? It’s not just you — every alliance professional has faced that situation.

Matt Gale and Jason Boggs came on the Alliance Aces Podcast to share this and 2 other issues every alliance professional faces … and how they solved them.

Matt Gale is the Director for Go to Market & Strategic Alliances, and Jason Boggs is the Senior Director for Cloud Ecosystem & Enablement. Both of them work at NTT DATA Services.

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Validating and deploying a joint solution can often start to drag far past intended deadlines. The usual technical, marketing, and bureaucratic issues any deployment faces increase exponentially within alliances.

But that doesn't have to be the case, says Joan Morales, Director of Partner & Technology Alliances at Nutanix.

Consistently, his team has managed to validate joint solutions in a matter of weeks.

How? He has an incredible methodology.

On our Alliance Aces Podcast, Joan gave us his 4 keys to establishing a rapid joint-solution deployment model within every alliance.

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Alliance management can be a somewhat lonely field.

On one hand, you’re surrounded: You’re managing personnel from not only your own team, but you’re also working with team members from the other companies within the ecosystem.

On the other hand, very few people understand your role — as an alliance manager, you’re in a high-level, critical thinking, strategic position between entities.

It’s as if you were running your own mini-business between all the alliances.

Chances are, you love the challenge, but it can be awkward at times.

Norma Watenpaugh understands.

She is the Founding Principal at PhoenixCG, which specializes in best practices for alliances and alliance managers.

She came on the Alliance Aces podcast to discuss trends she’s seeing (and sometimes creating) in the alliances profession.
(You can catch the full interview on our podcast. It was also streamed on Facebook Live at this link.)

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Sometimes it’s good to sit down with a true pro, and ask the tough questions.

On this episode of the Alliance Aces podcast, we sat down with Stuart Kalman, the Director of Global Alliances for Hitachi Vantara at Veritas.

He has a long list of alliance experience credentials, including HP, as the director of their Microsoft enterprise alliances, and at Thomson Reuters as VP of Strategic Alliances.

On this episode, he gave 3 questions every alliance professional must ask themselves before going to market with a joint product or solution.

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Back at FKOM in Las Vegas we had the chance to talk with RJ Bibby, Global SAP - System Integrator Digital Transformation Officer with NetApp. In this role, RJ must create fluidity among hyperscalers, SI partners, SAP, and Net App, with consideration of the customer experience.

On our latest episode of the Alliance Aces podcast, RJ talked with us about the challenges he faces as an alliance professional, and the steps he’s taking to overcome them.

Here’s what he had to say.

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If you want to unleash the full potential of your partner network, building alliances is the name of the game.

There are few people who know more about alliance building than Amit Tiwari, Vice President of Strategic Alliances & Systems Engineering at Affirmed Networks. Affirmed Networks is the leader in virtualized mobile networks, which brings together mobile operators, service providers app makers and more.

Today alliances are driving technological like never before.

"I've spent my entire career in service provider connectivity and mobility roles," says Tiwari. "This is a once in a lifetime kind of a transition, where you have virtualization, cloudification, and 5G-driven ubiquitous connectivity."

If you listen to this podcast you’ll learn about:

• New exciting alliance landscape.
• Use cases will drive alliances.
• Making the ecosystem profitable for everyone.
• Upcoming joint go-to-market alliances.
• The future belongs to alliance makers.

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An Ecosystem can have a variety of alliances: tech partnerships, strategic partnerships, ISVs, MSBs, SIs …. the list goes on. Determining how to leverage each of these partnerships for maximum ROI requires a complex set of skills in resource management.

On this episode of Alliance Aces we invite Tony Beller to explain how he manages his complex ecosystem at Anaplan, a SaaS company with over 175 partners internationally.

Tony is currently the VP of World WIde Strategy, Alliances, and Tech Partnerships. In total, he has over 12 years experience leading alliances at Slack (Head of WW Alliances), Service Now, Salesforce, and others.

Here are his 4 keys on forming and managing complex ecosystems.

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Imagine you're sitting down with a potential alliance in Tokyo.

This is a time when someone like Rana Kahl shines.

Rana is multilingual and multicultural. She's lived abroad in Europe and in the Middle East.

Just to give you a glimpse of what her life has been like, Rana went to five different high schools and lived in seven different countries.

These experiences give Rana a very unique perspective that she leverages when building alliances. Currently the Director of Global Alliances at Appirio, Rana came on the Alliance Aces podcast to talk about turning relationships into revenue. She shared some key takeaways she’s gained by being immersed in new and challenging experiences throughout her career.

Here's what she had to say.

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Not every company includes alliances in their strategy.

But strategies change.

As companies grow, their methods of deployment, sales, marketing, or even their product or service, can evolve, pivot, or change altogether.

Take sales. If your sales begin to outpace your deployment capabilities, new partnerships become a necessity.

Yes, that’s a good problem to have. But it’s still a problem. And it’s exactly the problem Andreas Berthold-van der Molen was hired to solve.

He’s the Director of Partner Alliances For Germany, Switzerland, and Austria at Infor, the third largest business solutions provider in the world in over 70 industries.

Checkout his strategy of combining sales and partnerships to tackle ambitious growth.

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The importance of alliances cannot be overemphasized in today’s fast-moving technology space. The good news is, if you are open to forming new partnerships, they can be found in almost any avenue of your business.

This week we explore 3 fundamentals of a healthy ecosystem: Key Strategic Alliances, Micro-Partnerships, & nonprofits. Someone who’s an expert in all 3 is hard to find. But we found him.

His name is Chris Peacock, and he joined us on Facebook Live for an interview with the Alliance Aces podcast.

Chris is the CMO of Traction on Demand, Canada’s largest dedicated Salesforce implementation partner. Currently, they have over 3,000 live projects, and clients include big-name logos such as Patagonia, Time Warner Cable, and Wildlife Conservation Society.

Chris speaks French, spent 7 years as a “Big” to Big Brothers, and, we just had to mention this: Chris is also a helicopter pilot.

(For the Facebook Live Video with Chris, click this link.)

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Every business has expectations…expectations for their clients, their revenues, and their alliances.

But things rarely go as planned.

Joel Maloff is Senior VP of Strategic Alliances and Chief Compliance Officer at Phone.com.

He came on the Alliance Aces podcast to share about how expectations shifted for him: Some of his most valuable alliances came from the least expected verticals.

He shared how he’s navigated the world of what he calls “bluebirds and blackbirds,” and turned the unexpected into incredible growth opportunities.

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Alliances aren’t about providing your best solution. They’re about providing (and marketing) a solution that is greater than than the sum of what each alliance can provide — a packaged solution that solves a wholistic problem that is giving ample pain to your end-user.

On this episode, we interview Peter Yost, Director of Partnerships at FourKites, a supply chain real-time tracking solution.

Peter gives us a taste of what they do at FourKites, and explains how their solution is a small part of what the end-user is truly purchasing. FourKites tracking abilities are great, but when partnered with the tech of powerful alliances, the end solutions become game-changers in the supply chain industry.

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If you grow up in Southern California, the chances are high you spent a lot of time at the beach. That’s definitely true for Dustin Avol, our most recent podcast guest.

Dustin Avol is a professional beach volleyball player turned alliance expert. During the first part of his career, Dustin invested in pro volleyball. After playing professionally, he turned to broadcasting and commentating. He then moved into sales, and finally landed in business development.

Currently, he’s the Director of Strategic Alliances at Smartsheet, a cloud-based work execution platform. He came on the show to give us an inside look at some principles he’s learned through his experience with strategic alliances.

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Despite the automation of today’s tech-heavy workforce, many mundane, repeated processes are still performed by humans. Robotics process automation may just be the solution to reducing tedious tasks.

Meet UiPath: an RPA company that began in Romania. They’re changing the game in the enterprise world.

We brought in Chris Morgan, Global VP of Partners & Alliances at UiPath for the Alliance Aces Podcast to share lessons on what he’s learned about alliances.

Over the last 3 months, UiPath has experienced explosive growth, hiring 15 people a day for the last 3 months, finalizing a Series-c funding, and has now partnered with every notable enterprise logo, including Google, to create some of the world’s most advanced robotics.

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If you are not working in close proximity with your partner, you can start to drift apart.

But making an effort to constantly share information in an open environment is easier said than done.

Pieter Van Heck is the Global Strategic Partner Manager for SAP at Dynatrace, which is a close partner of SAP. Part of Pieter’s job is ensuring that Dynatrace and SAP have an open relationship and they are able to share information regularly with each other. This is for the good of each other as partners as well as for their joint customers.

Dynatrace provides solutions around monitoring and they help bring their customer’s apps to SAP’s cloud platform. Their technology is driven by artificial intelligence, and it helps clients find issues to troubleshoot during the migration process. Dynatrace has been able to monitor over 21,000 applications in a year’s time.

Dynatrace has been working with SAP for many years. Originally, SAP was looking for a solution that could help them scale large environments, and they made the decision to partner with Dynatrace instead of building a solution internally. Dynatrace’s solution was very scalable and supported all of the platforms they were looking to work with (Azure, AWS, etc.). Now their relationship is much more strategic as partners.

We caught up with Pieter and had a live conversation from #SAPTechEd to talk about shared customers, working with SAP, and the importance of being involved in the totality of a product cycle.

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We often hear phrases like, “the customer is always right.”

But do our actions prove that we believe that is true?

Thomas Iseler is EVP/Managing Director Americas for DataVard Inc, an SAP Partner, and he is a huge advocate for listening to what your customer really wants.

As Thomas likes to say, DataVard is one of the many (many) smaller SAP partners. They have traditionally been well established in Europe (primarily Germany), but they are now moving to other areas of the globe as well. They opened operations in the United States and Canada a few years ago and have seen a tremendous amount of growth in a short period of time.

DataVard, as their name implies, is all about SAP data. They don’t get too involved with the transactional side of data, but instead they are mostly involved in moving, archiving, and handling data. Some of their most prominent examples of projects include mergers and acquisitions that are under the SAP system, or assisting companies who are making the move to HANA.

Their role has become more and more significant in recent years by providing services like ensuring data is still available for audits and the like. For Datavard, it doesn’t matter where the data lives (if it is in the cloud or not) as long as they have the proper access they need to the data.

We spoke with Thomas live from #SAPTechEd about his partnership with SAP, working together with joint customers, and keeping customers the center focus.

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The desired outcome of any alliance is for companies to come together and make each other better together.

Co-innovation is one of the ways to make this magic happen.

Sven Denecken is the SVP and Head of Product Management & Co-Innovation S/4HANA at SAP SE, and he is an expert in all things co-innovation. His job is all about balancing the needs of customers and partners to keep both happy and he’s accomplished much of this through co-innovating with SAP.

As a product manager, he needs to stay focused and automate many different functions that his team used to be involved with every single day. Co-innovating around these projects with his partner helps his team stay limber, build for the future, and most importantly, satisfy the needs of their joint customers.

Sven lives at the intersection of people, purpose, and technology. He loves to take tech and help create different beneficial outcomes for his clients. This is what makes his job as a product manager so exciting: It’s not just about products, it’s about people, and co-innovation is of paramount importance in understanding this.

We got together with Sven at this year’s #SAPTechEd to talk about collaboration, breaking silos, and the important of openness with customers and partners.

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As a fast-growing customer data infrastructure company, Segment has relied on partnerships throughout its evolution as a company. Paul McCord, Segment's senior manager of EMEA partner alliances, talks with Chip Rodgers on the Alliance Ace podcast about customer data infrastructure and treading the line between partnership and your own company's needs.

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Here’s an idea for creating tangible value for your alliance partners:

Give them a platform in front of their peers and make them a superstar.

Lisa Box is the Vice President of Strategic Alliance at WP Engine which is a digital experience platform for WordPress. Lisa and her team look at the opportunities that are within that ecosystem make sure their partners (including developers, marketers, etc.) get all that they need from WP Engine.

Lisa heads up a team that is dedicated to strategic alliances. Their primary focus is on agency groups and strategic technology providers. When Lisa first started in her new role, she saw that there was a common thread of users (from freelancers all the way to large conglomerates) of common development needs: more education, enablement, and tools.

These were all very similar needs even though the organizations needing them were quite different. So Lisa started to ask the question: how do we look at these customers as our true partners? There are now 1,800 agencies in their new agency partner program that WP Engine started, and it includes key components to enable these partners to grow their business with WordPress as a core component of their stack.

In this edition of Alliance Aces, we spoke with Lisa about their various partner levels, ensuring their partner program provided tangible value, and an inside look at how this new program became so successful.

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No two organizations are exactly the same…

And it’s often what sets them apart rather than what they have in common that makes for a great partnership.

Charles Whitten is an Alliance Manager at Citrix where he sees the main challenge of his role as aligning sales, marketing, and operations across multiple organizations. Charles sees what a struggle that can all be and just how different some organizations are.

Citrix’s offering is fully complementary to Microsoft’s and although they are different they really serve to strengthen each other in the market. They build solutions on top of each other to go to market together and bring the best solutions to customers, and some of their differences help them do just that.

In this episode of Alliance Aces, we spoke with Charles at Microsoft Inspire about joint solutions, facing your differences, and how to cover different business verticals and segments.

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Are you just another service to your alliance partner?

Or do you provide real, tangible, strategic value in ways they can’t reproduce themselves?

Arnaldo Amaro is the LATAM-SPLA Territory Manager at Dynatrace where he is working to push companies towards managing their user experience on their platforms in better and more efficient ways.  

Many times companies experience functionality and user experience issues on their platforms that they can no longer manage because modern environments have become so complex.  This is where Arnaldo and his team can come in and make a big difference.

Arnaldo joined us for this edition of The Alliance Aces Podcast to talk about how to track where partners are having issues on their platform, how to work effectively with partners, and unique region challenges in Latin America.

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How many challenges at your job over the past week have been due to a lack of transparent communication?

Akash Satapathy is an Alliance Manager at Tech Mahindra where he manages relationships with Micro Focus and HP.  It is essential that Akash communicates clearly and transparently with everyone on his own team as well as the partners he manages as well.  This has allowed him to deepen connections internally at Tech Mahindra and externally at Micro Focus and HP.

In this episode of the Alliance Aces Podcast, we check in with Akash about communication and transparency, the similarities between being an Alliance Manager and a CEO, what his team is working on, and some of the challenges he has overcome in his role.

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“How can we be better together? How can one plus one equal three?”

These are questions that Chris Mancebo, the Senior Manager of Global Strategic Alliances and Cloud Service Providers at Veritas Technologies, is constantly asking himself.

Chris joined us at Microsoft Inspire for this episode of Alliance Aces where we spoke about lessons learned, defining roles in partnerships, and the ever-important goal of alignment.

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Involving your engineering team in your strategic partnership isn’t just important.

In many cases it is absolutely critical to success.

Gautam Bharti  has an amazing product background that allows him to see things from a perspective that many others in his position at other companies just aren’t able to see.

We spoke with GB at Microsoft Inspire about how he ended up at Trend Micro, his product background, and joint go to market strategies.

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Would you say that you are part of a healthy ecosystem with your strategic partners?

Are you listening to your partners?  Anticipating their needs? Aligning your goals?

Bob Knepp is the Senior Global Alliance Manager - Video Collaboration at Logitech where he is one of two people internally focused on the relationship Microsoft.

We interviewed Bob at Microsoft Inspire for this episode of Alliance Aces to talk about challenges faced in alliances, best practices, and managing difficult relationships.

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How do you craft your brand’s story in a way that sells a solution over a piece of hardware?

One way is to develop alliances with partners that truly make you “better together.”

Graham Williams often says that his team is offering solutions rather than just hardware, and this brings their value proposition to the next level.

We caught up with Graham to talk about the sales channel options, the details of combining forces with other companies, and how different partners come together for a joint go-to-market plan.

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Seven out of every ten alliances fail.

So how do you become part of the 30% of successful partnerships?

Kamesh Chivukula is the head of Strategic Business Development at Dynatrace where he runs the strategic alliance with Microsoft and manages the cloud platform.  Kamesh has enough experience to know what makes a successful alliance and what makes a subpar one.

We spoke with Kamesh at Microsoft Inspire to hear about his 3 ways to lead to successful alliances: 1) Strategically align with your partner 2) Execute on that strategy 3) Listen to your customers and partners.

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Sometimes the best way to gain the trust of an alliance partner is to show that you are willing to trust them first.  

Xavier LeBaron is the Senior APAC Strategic Alliance Manager for Microsoft at Adobe, and he is constantly talking about how to develop trust.

Xavier joined us at Microsoft Inspire to talk about the evolution of the sales channel, development partner relationships, and more.

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Relationships between individuals mirror relationships between alliance partners.

Like in a marriage, if you take the time to listen to your professional partner and communicate with them what your needs are too, your relationship will be in a healthy place.

Andy Horwitz is the Vice President of Business and Corporate Development at Palo Alto Networks where he manages a close relationship with Google.

In this episode of Alliance Aces, we caught up with Andy at GoogleNEXT to talk about Joint Solutions, business development, and best practices for a collaborative business environment.  

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You’ve heard endless ways to improve your customer experience…

But how do you improve your alliance partner’s experience?

Michael Kenney is the Vice President of Strategy & Corp Development-Cloud at Ingram Micro where he is incredibly focused on his “why.”  Part of why he goes to work everyday is to provide Ingram Micro’s partners with a truly excellent partnership experience.

We caught up with Michael at the Microsoft Inspire Conference to talk about Ingram Micro’s “why”, how to build a phenomenal partner experience, and the future of his company.

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“Just getting to a signed agreement is a baby step.”

The real work begins after an alliance is formed and the partners go market together.

Bob Schwartz is the Senior Director of Global Alliances at Veeam Software, and he is focused on execution and getting results across the finish line. Bob understands the importance of getting deals signed, but he knows that a partnership is ultimately only worth what can be measured in terms of executing results.

Bob has seen Veeam reinvent themselves several times over the years he’s been at the company. They are almost like a case study themselves; they’re constantly evolving in order to keep command of the marketplace.

At their core, Veeam aims to solve problems of data management. They currently have around 300,000 customers and add approximately 4,000 per month. The benefits that Veeam provides goes beyond just the tech industry as well; they have enabled huge power consumption reductions that have an environmental impact.

We caught up with Bob to talk about his team at Veeam, the importance of execution, and integrating sales teams in alliances.

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We’ve said it before and we’ll say it again:

No technology company goes to market alone.

Taylor VanderZanden is the Global Partner Sales Manager at Intel Corporation and part of the strategic partners & solutions team. She manages an ever-expanding network of Intel’s partners.

In terms of her day to day role, Taylor works closely with Intel’s independent software vendors and global system integrators. She is constantly analyzing Intel’s position form a global logistic standpoint as well as from a partner relationship standpoint.

Taylor is helping partners identify key growth areas in AI and analytics so they are constantly on the cutting edge of current technology. Part of the fun of Taylor’s job is seeing older partners adapting to new technology and newer players leading the way in innovation.

We spoke with Taylor in this episode of Alliance Aces about Intel’s goals, challenges in the alliance space, partner stages, and how Intel grows their partner network.

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Professional Partnerships are like any other relationship:

They’re hard work.

Laura Marx is the VP of Global Alliances and Partner Marketing at Polycom where she maintains an important partnership with Microsoft.

We caught up with Laura at the Microsoft Inspire Conference to learn about the use cases of the Microsoft/Polycom partnership, the importance of joint solutions, and challenges in the partner space.

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How many times have you heard about the “latest and greatest” tech in your industry?

This tech is only proven when real case studies show how it can solve real problems.

Brenton O'Callaghan is the Global Head of SAP Leonardo at BlueFin Solutions, and his team is seeing how their newest technology is not just promising solutions in the future. It’s actually solving real business problems today.

Brenton has been with BlueFin for 8 years and much of his job involves taking a look at the “new and shiny stuff”: emerging technology. Using this tech he demonstrates how SAP can be an innovative platform.

Brenton and his team know that in order to attract new customers they need to use updated technology that shows off the capabilities of what new platforms can do. And most importantly, they need to backup their claims with the efficacy of many different use case examples.

This is what excites Brenton’s team internally: “How do we get clients from A - Z using our newest tech?” Brenton joined us for this episode of Alliance Aces to talk about new technology and joint solutions.

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Does the word “catalyst” describe your relationship with your strategic partners?

What about “motivator” or “spark plug”?

Jay Cherrington and Barbara Hallmans from Hewlett Packard Enterprise aim to be catalysts for one of their major partners, Microsoft.

Jay is the Director of the Microsoft Strategic Alliance, and his role is to deliver on the corporate and strategic relationship with Microsoft. He is focused on executing the long term relationship view for both partners and to integrate solutions between the two organizations.

Barbara is the Global Sales Director of the Microsoft Alliance, and she focuses on short term execution. What are the team’s priorities for this quarter, and how can they make sure they hit their sales numbers?

She loves enabling partners, bringing tech experts together, and getting buy in from top management support. She also advises Jay and his team based on what she has seen in the market. Both Jay and Barbara ensure that everyone on both sides is aware of where things are headed, and how they can best amplify the unified message of both companies.

We recently got together with Jay and Barbara at the Microsoft Inspire conference to learn more about the challenges of an alliance role, the concept of being a catalyst, and building trust between partners.

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Here’s a surefire way to establish a long lasting partnership:

Build your product into the very fabric of an already established and dominant entity.

That’s exactly what Scott Owen, the Senior Managing Director of Global Strategic Channels and Alliances at DocuSign, has done with Microsoft.

DocuSign is an integral part of Microsoft’s product offering, and as a result DocuSign has established a partnership with one of the most powerful tech brands on the planet. Scott manages the Microsoft partnership from the DocuSign side, and he also owns the resale channel.

Scott’s objective is to leverage this partnership channel to capture new opportunities and customers.

Docusign just went public 10 weeks ago, and in their first earnings announcement they disclosed that they grew 35,000 additional corporate customers in the last quarter alone. There are over 330,000 unique users joining DocuSign every day. A percentage of this success can be attributed to the outstanding partnership and alliance with Microsoft.

We recently caught up with Scott at the Microsoft Inspire Conference to hear about joint go-to-market solutions, challenges Scott has faced, and any advice he has for those looking to joining the alliances space as a career.

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Two companies going to market together can be a powerful thing.

And there are more benefits to joint solutions than might initially meet the eye.

Anil Kumar Mishra is the Associate Vice President of Strategic Alliances & Marketing at CSS Corp, and he knows just how important alliances and partnerships are to his business.

CSS helps clients with their digital transformation initiatives and provides IT and support maintenance. They want to ensure they are providing great customer experiences. CSS has been in the technology and alliances space for many years working with a variety of different vendors.

Anil has 14 years of industry experience where he started in the B2B marketing world before shifting his career more towards strategic alliances and partnerships. He is a firm believer that one plus one equals more than two when companies come together; He believes it becomes 11. That’s just how powerful the synergy can be that is created when partnerships are formed.

We spoke with Anil in this episode of Alliance Aces about the power of joint solutions, how to accelerate the client decision making process, and the strategic advantages of alliances.

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A spirit of customer service is at the heart of any partnership role.

When partners feel like they’re part of the team, they’re willing to go the extra mile with you.

Kristen Duda is the VP of Strategic Alliances at Intelex Technologies and she is striving to build a partner centric culture at her company.

Intelex is a SaaS company for environmental health, safety, and quality management. Their goal is to help change businesses for good through improving business performance and compliance. Intelex started in 1992, and currently has over 1,000,000 users. They’ve see rapid growth over the past few years, so Kristen is focused on building out formal partners at a strategic level.

Kristen’s role is a complicated one; she must build out partnerships while changing her internal culture to one that values these new alliances. We sat down with Kristen to talk about bringing customer experience applications to partnerships, her strategies for quick wins within her role, and the future of her business.

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Alliances are chess matches. They are dynamic, multi-faceted, and change rapidly. An SAP-alliance partner like Fujitsu Global understands this. Who better to give advice on alliances than their SAP Sr. Alliance Director for EMEIA, Andreas Hoehnen?

Andreas speaks four languages, he’s an avid cyclist, he simply loves challenges. He’s helped develop SAP alliances both from within SAP and from inside SAP partner organizations, such as Wipro, Landis + Gyr, and now, Fujitsu.

We spoke with Andreas at the SAPPHIRE NOW conference in Orlando to hear his thoughts on how alliances are built and maintained. His insight was invaluable.

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Alliances are a complex consortium. There isn’t just one, but two or more companies coming together to create joint solutions for customers.

While this can be challenging, we are bringing you a refreshing thought: There are some Alliance Aces who not only thrive in this challenging world, but believe it’s fun.

Recently we interviewed Dev Bardhan, who’s the Global Leader in Digital Studio for SAP at IBM. For 16 years he’s been working with SAP and IBM in their go-to-market strategies for various joint solutions, including transformations in automotive, pharmacy clients, and others, some totalling billions of dollars.

If anyone knows the challenges of joint solutions and alliances, it’s Dev. He came on our Alliance Aces Podcast to share his thoughts on joint partnerships and innovation -- you don’t want to miss what he has to say.

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Partnerships are the lifeblood of any technology organization.

It’s no exaggeration to say that tech companies without alliances probably won’t make it.

Puneet Suppal is the Associate Vice President of Product Strategy at Infosys, and he values the importance of good partnerships as much as any alliance professional.

Infosys is a deep believer that AI will augment humanity, freeing up human bandwidth to focus on more strategically important decisions while automating lesser tasks.

We spoke with Puneet at the SAPPHIRE NOW Conference to hear more about Infosys, and how their alliances and partnerships have been integral to their success.

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Alliance Executives can have a lot on their plate.

But one thing they absolutely need to focus on is staying relevant with their partners.

Tanja Scheller has been an SAP Alliance Executive at IBM for over seven years.  She manages the relationship between IBM and SAP in the Germany/Austria/Switzerland (DACH) region.

Tanja focuses on joint sales missions for these two teams, and she also listens to customer feedback so IBM and SAP can work together on joint customer service projects as well.

With regular new technology announcements to roll out on top of it all, Tanja has plenty to work on.  We caught up with Tanja at the SAPPHIRE NOW Conference in Orlando to hear about how she has four essential ways she uses this constant stream of new technology to stay relevant with her partners and in the industry as a whole.

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A partnership between two companies is only truly great if it is mutually beneficial.

In order for this to happen, both sides need to be honest and transparent with each other.

Bastian Schuetz is the Strategic Partner Manager for Deutsche Telekom.  He manages all of his company’s activities for SAP, including working in the IoT, Blockchain, and Machine Learning spaces.

In bringing together experts on both sides into the same room, Bastian must always prioritize honesty. He doesn’t want to do a deal that doesn’t make sense for both partners.

His role is to set up the structure for how both partners will operate, and to execute the shared vision for success with sales and marketing. Bastian also focuses on strengthening relationships with executives and jointly winning deals to boost morale.

In this episode of Alliance Aces, we spoke with Bastian at the SAPPHIRE NOW Conference about the most challenging part of his role, the synergies and overlap in responsibilities of partners, and the advice he has for those getting started in an alliance or partnership role.

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Don Jones, Senior Vice President, Alliance and ecosystems at HCL Technologies, talked with Chip Rodgers, VP Marketing and Alliances at WorkSpan on #AllianceAces podcast.

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How do you combine a business of 130,000 people with another of 230,000 people?

The complexity of this task is enormous.

Joerose Tharakan is in Strategic Partnership Business Development at Microsoft, and she represents Microsoft’s largest partnerships. Joerose and her team cover both GSIs and high value advisories.   Microsoft has a large ecosystem of alliances (around 100,000), but she’s focused on 14 GSIs in particular.

She has seen Microsoft and Cognizant (one of the GSIs she manages) come together as two enormous organizations.  We caught up with Joerose at the SAPPHIRE NOW conference to talk about the complexity of aligning two companies and what best practices she’s learned along the way.

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It takes a long time to build, but trust between partners can be lost in an instant.

It’s an emotional process.

RJ Bibby is the SAP Global Alliance Executive at NetApp, and he likes to say he creates partnerships with purpose.  RJ knows the value of trust in partnerships, and it has led to the success he sees today.

We caught up with RJ at the SAPPHIRE NOW Conference in Orlando to learn more about connecting with strategic partners and what his team is up to at NetApp.

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Alliances can wield powerful results. But what do you do when you have dozens or even thousands of potential alliances? How do you find those partners that are truly committed? How do you develop those partners into results-driven alliances that benefit the entire ecosystem?

We asked these questions to Jennifer Kerr, VP of Global Channels & Alliances at OpenText for over a decade. Two to 3 of those years she spent developing the company’s “2.0” GPP plan. How well has her 2.0 program performed? Well, just look at her title now.

We caught up with Jennifer at the SAPPHIRE NOW event in Orlando to ask her how she did it. She gave us her insightful tips on building a quality network that drives win-win results for the whole ecosystem. Her secrets are powerful.

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Strong partnerships don’t magically form overnight.

“It takes work to effectively manage a partnership.”

So says Chris Selland,the Vice President of Strategic Alliances & Corporate Development at Unifi.

Chris has been in his role for about 18 months, and he oversees three specific types of alliances: Technology partners, Professional Service partners, and OEM (Original Equipment Manufacturer) partners.

Chris has learned to pay the most attention to partnerships that are driving the most business. He has found the traditional 80/20 rule to be more like 95/5 for Unifi right now in terms of the percentage of business coming from a small amount of partners.

He’s also learned the importance of figuring out what makes a great partner from the get-go. The companies that ask the right questions in meetings early on are going to be the best long-term strategic partners.Chris joins us for this episode of Alliance Aces to discuss his role at Unifi, OEM Partnership challenges, lessons he’s learned along the way, and career advice for those looking to get started.

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Bob Breitel, Director of the Global SAP Alliance for IBM, met with Chip Rodgers, VP of Marketing of WorkSpan, at SAPPHIRE NOW to talk about creating global alliances.

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In the modern business environment, end users across the spectrum need rapid business solutions tailored to their industry. Expertise, functionality, maintenance and often times customization, are all necessary components of these solutions. Creating such a wide variety of dynamic applications is nearly impossible for any one company.

Alliances, then, become vital. Take a technically sound platform, add an alliance network of industry-specific domain-level experts. Then, within that ecosystem, you can drive dynamic solutions that can be developed rapidly, productized and maintained for the end-user.

How do we know? We asked Drew Quinlan, VP of Strategic Alliances for IoT at PTC. Drew leads the strategy and execution team responsible for expanding the functionality and capabilities of PTC’s ThingWorx IoT platform. He joined us on our most recent Alliance Aces Podcast to share how he develops alliances within PTC’s network and constantly expands the functionality of their IoT platform.

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Having multiple alliance partners within an ecosystem supplies additional resources, intellectual property, access to technology, more ideas. Alliances can also create additional challenges -- no longer are you working with one set of developers, one sales team -- everything is multiplied.

We spoke with Bluefin Solutions’ Global SAP Alliance Director, Robert Walmsley, at the SAP Global Partner Summit, to learn some of his best practices in alliance leadership. His team works closely with SAP to create powerful Bluefin solutions built on SAP technology.

Robert joined us at the summit on Facebook Live to share his best practices on Alliances.

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Ecosystems should deliver dynamic solutions that enhance customer experience. Joint solutions should make problem-solving easier, not harder, for customers. It all starts, and ends, with customers in mind.

This is the philosophy of Manoj Bhatia, the Worldwide Sales and Business Development Manager for Partner Sales at Cisco. With degrees in electrical Electrical Engineering, as well as an MBA from UNC at Chapel Hill, Manoj is equipped with a unique perspective in alliance management. Manoj is also the Research Triangle Park-chapter president of ASAP, from which he’s been awarded the prestigious CSAP certification in recognition both from ASAP and his peers for his excellence and expertise in alliance management.

He accompanied us on on our Alliance Aces Podcast to address the customer experience and other issues within alliances and ecosystems.

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Products, solutions, and go-to-market strategies have endless possibilities within alliances and ecosystems. As an alliance professional, how do you determine the appropriate solutions to develop and then take those solutions to market?

Those are real questions needing expert answers. So we asked a pro.

Phil Sailer, a leading enterprise alliance strategist, joined us on our recent Alliance Aces podcast . As Director of Software Defined and Cloud Group at Hewlett Packard Enterprise, Phil leads strategic alliances, tech solutions, and go-to-market enablement.

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Complex alliance partnerships can seem insurmountable sometimes. Hundreds of products, thousands of customers, and dozens of team members from two companies coming together to provide customer solutions. How does an alliance professional juggle and succeed with such a large forest of issues?

Roland Wartenberg joined us on our podcast to discuss success in alliance partnerships. Roland’s resume includes his current position as Sr. Director of Strategic Alliances at NetApp, dealing with global strategic alliances in enterprise solutions, Big Data, and IOT. Previously, Roland worked for Citrix as the Director of Strategic Alliances for a number of years, and he also spent over a dozen years at SAP in various capacities in both the US and in Germany.

Roland shared five challenges Alliance Pros face in their field. You don’t want to miss how he overcomes them.

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Wouldn’t it be amazing if a true alliance leader just handed you their manual for success? Thankfully, someone did.

Madhav Ranganathan, Director of GSI at Hitachi Vantara is a strategic alliance professional, who did just that. With 20 years of experience from managing alliances and business development for Intel, VMware, OpTier, and others,  Madhav delivered groundbreaking advice on our podcast for alliance professionals.

He shared his best practices for alliance professionals, including how to align your day, how to disrupt your role, and execution strategies for driving revenue.

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Customers and clients want solutions. They want solutions they can obtain quickly and deploy quickly. They need solutions that add agility and increase their competitiveness in their respective markets.

A single company simply cannot deliver a product that meets all these criteria.

That’s why partnerships, strategic alliances, are driving the future, and that’s why Subs joined us on our latest podcast episode.

Subhashish Acharya, or Subs (pronounced “soobs”), knows about alliances. He works with PTC as the Director of Global IoT and AR Strategic Alliances, building global partnership ecosystems between PTC and Hewlett Packard Enterprises. He’s learned a few things along the way.

Subs joined us to tell us his brilliant alliance philosophy.

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Partnerships can drive 30 percent of enterprise revenue. Yet, so many partnerships fail, leaving trillions of dollars left untapped. While CEOs and other executives believe in the value of alliances, they often the lack the confidence partnering will provide a true ROI. So, partnering executives find themselves relegated to the cheap seats, away from the C-Suite table, and trillions of dollars are left tapped.

Allan Adler, managing partner at Digital Bridge Partners, joined us today to help solve this problem, and, hopefully, get back some of those trillions of dollars missing. Allan brings 25 years of experience in development and execution of go-to-market, and partnership strategies from a variety of leading enterprise and technology companies.

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In global partner marketing, success is predicated on reliance on the field marketers at the local level. Ask Steve Asche. He knows.

As VP for Digital and Partner Marketing at SAP, Steve worked with over 160 campaigns across the world last year alone. His team drove pipeline results for both his company, and a main enterprise partner, Intel.

How does Steve coordinate such a large number of campaigns across the world? Listen in as our latest guest gave us his top tools on driving successful partner-marketing relationships from the large scale, down to the local level.

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Alliance Aces is a podcast about how to win. 

Specifically, it’s about how to win at building partnerships and ecosystems. In our new show, you’ll hear from professionals in the industry who are doing just that—building successful strategic alliances that are driving revenue and taking customer solutions to the market. 

Maybe you’re a professional breaking ground on a joint solution with your company and an enterprise partner. Perhaps you’re building a joint marketing campaign around a co-created product. Maybe you are developing an ecosystem in which strategic alliances can thrive. 

Or, perhaps you’re an enterprise leader diving into the potential of partnerships. 

You’re in the right place. Welcome to the Alliance Aces Podcast.