Ecosystem Aceshttps://www.spreaker.com/show/ecosystem-acesenBusinessCopyright Sweet Fishhttps://d3wo5wojvuv7l.cloudfront.net/t_rss_itunes_square_1400/images.spreaker.com/original/f68b5e0841d4b69e3f3a2d7c378bf19e.jpgEcosystem Aceshttps://www.spreaker.com/show/ecosystem-acesSun, 02 Feb 2025 05:01:22 +0000WorkSpanWorkSpanfeeds@spreaker.comEcosystem Aces is dedicated to helping partnership leaders unleash the full potential of their partner network.cleanepisodicShrutika Purohit: Innovating with SAP, AWS, and Partners for Customer Value and Growthhttps://www.spreaker.com/episode/shrutika-purohit-innovating-with-sap-aws-and-partners-for-customer-value-and-growth--63885471
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:

Links & Resources

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
]]>https://api.spreaker.com/episode/63885471Sun, 02 Feb 2025 05:00:07 +0000WorkSpanThe 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,...
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:

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...]]>2050clean212fullJim Anderson: The Strategic Imperatives of Partner Ecosystems in 2025https://www.spreaker.com/episode/jim-anderson-the-strategic-imperatives-of-partner-ecosystems-in-2025--63885417
    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:

    Links & Resources

    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]]>https://api.spreaker.com/episode/63885417Tue, 28 Jan 2025 05:00:07 +0000WorkSpanFailing 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,...
    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:

    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.
    • 1894clean211fullCarla Franklin Richards: Inside AWS’ Successful ISV Accelerate Programhttps://www.spreaker.com/episode/carla-franklin-richards-inside-aws-successful-isv-accelerate-program--63686098
      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:

      Links & Resources

      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]]>https://api.spreaker.com/episode/63686098Tue, 14 Jan 2025 12:27:14 +0000WorkSpanThe 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, https://www.linkedin.com/in/carlafranklin/,...
      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:

      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...]]>1816clean210fullHitu Chawla: Splunk’s Approach to Transforming Partner Engagement and Successhttps://www.spreaker.com/episode/hitu-chawla-splunk-s-approach-to-transforming-partner-engagement-and-success--63285904
        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:

        Links & Resources

        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.]]>        https://api.spreaker.com/episode/63285904Tue, 24 Dec 2024 05:00:07 +0000WorkSpanThe 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,...
        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:

        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, 2004clean209fullJosh Triechel: Creating a Partner-First Culture to Grow Confluent’s Hyperscaler Co-Sell Revenuehttps://www.spreaker.com/episode/josh-triechel-creating-a-partner-first-culture-to-grow-confluent-s-hyperscaler-co-sell-revenue--63247372
          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:

          Links & Resources

          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.          ]]>          https://api.spreaker.com/episode/63247372Tue, 10 Dec 2024 05:00:07 +0000WorkSpanWhat 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...
          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:

          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...]]>1890clean208fullAyuma Sangale: How Partnerships Are Shaping the Cloud’s Futurehttps://www.spreaker.com/episode/ayuma-sangale-how-partnerships-are-shaping-the-cloud-s-future--62708331
            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:

            Links & Resources

            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]]>https://api.spreaker.com/episode/62708331Tue, 26 Nov 2024 05:00:08 +0000WorkSpanAmazon Web Services (AWS) has maintained its competitive edge for a long time. What are the strategies behind their long-term success?  In this episode, https://www.linkedin.com/in/ayuma-sangale-mba-84896323/, Cloud Sales Strategist at...
            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:

            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...]]>1843clean207fullShannon Tuttle: Driving Success for Google Cloud Partners with Scalable Programshttps://www.spreaker.com/episode/shannon-tuttle-driving-success-for-google-cloud-partners-with-scalable-programs--62527478Shannon 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:

              Links & Resources

              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

              ]]>              https://api.spreaker.com/episode/62527478Tue, 12 Nov 2024 08:05:01 +0000WorkSpanIn this episode of Ecosystem Aces, https://www.linkedin.com/in/shannontuttle/, head of GTM Growth and Transformation at https://cloud.google.com/, shares her journey through the world of partnerships and scaling initiatives. With a career spanning...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:

              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, 206fullMatt Gray: Generative AI’s Role in Transforming Partner Programs at Tealiumhttps://www.spreaker.com/episode/matt-gray-generative-ai-s-role-in-transforming-partner-programs-at-tealium--62527454Matthew 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:

                Links & Resources

                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

                ]]>https://api.spreaker.com/episode/62527454Tue, 29 Oct 2024 08:05:01 +0000WorkSpanIn this episode of Ecosystem Aces, https://www.linkedin.com/in/matthewgray2, Global VP of Partnerships and Alliances at...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:

                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, 2317clean205fullManish Nair: Building Trust and Scaling AI with Strategic Allianceshttps://www.spreaker.com/episode/manish-nair-building-trust-and-scaling-ai-with-strategic-alliances--62332590 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:

                  Links & Resources

                  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. ]]>                  https://api.spreaker.com/episode/62332590Tue, 15 Oct 2024 08:00:02 +0000WorkSpanIn this episode of Ecosystem Aces,https://www.linkedin.com/in/manishrnair/ Head of Alliances and Channels for https://www.sas.com/ in the India ASEAN region, shares valuable insights into SAS's thriving partnerships, AI innovation, and the critical... 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:

                  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.
                  • 1776clean204fullAnkur Sinha: Building a Global AI Partner Ecosystemhttps://www.spreaker.com/episode/ankur-sinha-building-a-global-ai-partner-ecosystem--61116039Ankur 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:

                    Links & Resources

                    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.]]>https://api.spreaker.com/episode/61116039Tue, 17 Sep 2024 08:05:02 +0000WorkSpanIn this episode of Ecosystem Aces, we’re joined by https://www.linkedin.com/in/ankursinha18/, Head of Partner Solutions & GTM at https://domino.ai/, to explore the intricacies of building a robust partner ecosystem tailored for AI and data...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:

                    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.
                    • 1849clean203fullTravis Clinger: Driving Innovation and Partnerships at LiveRamphttps://www.spreaker.com/episode/travis-clinger-driving-innovation-and-partnerships-at-liveramp--61115972 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:

                      Links & Resources

                      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.

                      ]]>                      https://api.spreaker.com/episode/61115972Tue, 27 Aug 2024 08:05:01 +0000WorkSpanIn this episode of Ecosystem Aces, we welcomehttps://www.linkedin.com/in/travis-clinger/, Chief Connectivity and Ecosystem Officer at https://liveramp.com/. Travis shares invaluable insights on how LiveRamp is shaping the future of data connectivity... 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:

                      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.
                      • 1959clean202fullJustin Davis: How Partnerships Deliver Value in the Modern Marketing Tech Stackhttps://www.spreaker.com/episode/justin-davis-how-partnerships-deliver-value-in-the-modern-marketing-tech-stack--60940855Justin 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:

                        Links & Resources

                        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. ]]>                        https://api.spreaker.com/episode/60940855Tue, 13 Aug 2024 08:05:02 +0000WorkSpanIn this episode of Ecosystem Aces, titled “How Partnerships Deliver Value in the Modern Marketing Tech Stack”, we welcome https://www.linkedin.com/in/justinldavis/, Global Strategic Alliances at https://tealium.com/. Justin shares his insights on the...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:

                        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, 1975clean201fullAlan Chhabra: Driving AI and Partnership Excellence at MongoDBhttps://www.spreaker.com/episode/alan-chhabra-driving-ai-and-partnership-excellence-at-mongodb--60768801Alan 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:

                          Links & Resources

                          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. ]]>                          https://api.spreaker.com/episode/60768801Tue, 23 Jul 2024 08:05:02 +0000WorkSpanIn this episode of Ecosystem Aces, titled "Driving AI and Partnership Excellence at MongoDB," we celebrate our 200th episode by welcoming https://www.linkedin.com/in/alanchhabra, EVP of Worldwide Partners at https://www.mongodb.com/. Alan shares...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:

                          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, 200fullLee Moore: Building Success with AI at Google Cloudhttps://www.spreaker.com/episode/lee-moore-building-success-with-ai-at-google-cloud--60582415Lee 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:

                            Links & Resources

                            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. ]]>https://api.spreaker.com/episode/60582415Tue, 09 Jul 2024 08:00:03 +0000WorkSpanIn this episode of Ecosystem Aces titled "Building Success with AI at Google Cloud”,  Chip Rodgers, Chief Partner Officer at WorkSpan, sits down with https://www.linkedin.com/in/lee-t-moore/, VP at https://cloud.google.com/. They discuss the...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:

                            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...]]>1868clean199fullTony Li: Strategic Partnerships for Growth in Data Analytics and GenAIhttps://www.spreaker.com/episode/tony-li-strategic-partnerships-for-growth-in-data-analytics-and-genai--60274609Tony 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:

                              Links & Resources

                              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.

                              ]]>https://api.spreaker.com/episode/60274609Tue, 25 Jun 2024 08:00:03 +0000WorkSpanIn 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:

                              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 1761clean198fullAkseli Lappanen: Building Industry-Specific Solutions at Scale, GSI Partner Leader at Googlehttps://www.spreaker.com/episode/akseli-lappanen-building-industry-specific-solutions-at-scale-gsi-partner-leader-at-google--60063233Akseli 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:

                                Links & Resources

                                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.

                                ]]>                                https://api.spreaker.com/episode/60063233Tue, 11 Jun 2024 08:00:03 +0000WorkSpanIn this insightful episode of Ecosystem Aces titled " Building Industry-Specific Solutions at Scale, GSI Partner Leader at Google”, we sit down with https://www.linkedin.com/in/akselileppanen, Google's GSI Partner Leader, to delve into the intricacies...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
                                • 1839clean197fullChris Badger: Mastering Partner Unit Economics for Strategic Partnershipshttps://www.spreaker.com/episode/chris-badger-mastering-partner-unit-economics-for-strategic-partnerships--60063159Chris 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:

                                  Links & Resources

                                  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. ]]>                                  https://api.spreaker.com/episode/60063159Tue, 28 May 2024 08:00:03 +0000WorkSpanIn 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:

                                  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, 196fullDon Tirsell: Expanding Horizons: How Google Scales New Partner Ecosystemshttps://www.spreaker.com/episode/don-tirsell-expanding-horizons-how-google-scales-new-partner-ecosystems--60063093Don 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:

                                    Links & Resources

                                    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. ]]>https://api.spreaker.com/episode/60063093Tue, 21 May 2024 08:00:06 +0000WorkSpanIn this episode titled "Expanding Horizons: How Google Scales New Partner Ecosystems," we sit down with https://www.linkedin.com/in/dtirsell/, the Global Head of Partnerships and Business Development at Google. Don brings a wealth of experience and a...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:

                                    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.
                                    • 1739clean195fullNeil Blecherman: Driving ROI Through Tech Partnershipshttps://www.spreaker.com/episode/neil-blecherman-driving-roi-through-tech-partnerships--59248465 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:

                                      Links & Resources

                                      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.

                                      ]]>                                      https://api.spreaker.com/episode/59248465Tue, 16 Apr 2024 08:00:04 +0000WorkSpanIn this episode of Ecosystem Aces titled "Neil Blecherman: Driving ROI Through Tech Partnerships," we dive deep withhttps://www.linkedin.com/in/neilblecherman/Tech Partner Program Director, https://www.nutanix.com/ into the intricacies of forming and... 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:

                                      Links & Resources
                                      • Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through 194fullUdita Bhattacharya: The Art of Enablement: AWS’s Approach to Partner Growthhttps://www.spreaker.com/episode/udita-bhattacharya-the-art-of-enablement-aws-s-approach-to-partner-growth--59248437Udita 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:



                                        Links & Resources

                                        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.

                                        ]]>https://api.spreaker.com/episode/59248437Tue, 09 Apr 2024 08:00:02 +0000WorkSpanIn this episode of Ecosystem Aces titled "The Art of Enablement: AWS’s Approach to Partner Growth," we're joined by https://www.linkedin.com/in/uditabhattacharya/https://aws.amazon.com/es/, who leads AWS's global partner enablement teams. Udita shares...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:



                                        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...]]>1634clean193fullAlina Everett: Innovation Through Collaboration: Qualtrics, GSIs, and the Power of AIhttps://www.spreaker.com/episode/alina-everett-innovation-through-collaboration-qualtrics-gsis-and-the-power-of-ai--59248391Alina 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:

                                          Links & Resources

                                          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. 

                                          ]]>https://api.spreaker.com/episode/59248391Tue, 02 Apr 2024 08:00:02 +0000WorkSpanIn "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, https://www.linkedin.com/in/alinaeverett/, Vice President of GSI Alliances - EY...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:

                                          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, 1737clean192fullPatrick Piwowarczyk: How HP/Poly Work with Partner to Define the Future of the Workhttps://www.spreaker.com/episode/patrick-piwowarczyk-how-hp-poly-work-with-partner-to-define-the-future-of-the-work--58583758
                                            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:

                                            Links & Resources

                                            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.                                             ]]>                                            https://api.spreaker.com/episode/58583758Tue, 20 Feb 2024 09:00:01 +0000WorkSpanDuring 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...
                                            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:

                                            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...]]>1376clean191fullSimon Ninan: Bringing Ecosystem Thinking to an $80B Industrial Juggernauthttps://www.spreaker.com/episode/simon-ninan-bringing-ecosystem-thinking-to-an-80b-industrial-juggernaut--58465172
                                              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.
                                              ]]>                                              https://api.spreaker.com/episode/58465172Tue, 06 Feb 2024 08:00:02 +0000WorkSpanIn 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...
                                              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.
                                              ]]>                                              2029clean190full                                              Katie Landaal: Building and Leading Successful Partner Ecosystemshttps://www.spreaker.com/episode/katie-landaal-building-and-leading-successful-partner-ecosystems--58367714
                                              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:

                                              Links & Resources

                                              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.]]>                                              https://api.spreaker.com/episode/58367714Tue, 23 Jan 2024 08:20:01 +0000WorkSpanEstablishing 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...
                                              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:

                                              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...]]>1607clean189fullJeff Mattan: The Critical Role of Partner Ops Driving Partnership Transformationhttps://www.spreaker.com/episode/jeff-mattan-the-critical-role-of-partner-ops-driving-partnership-transformation--58100912
                                                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:

                                                Links & Resources

                                                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. ]]>                                                https://api.spreaker.com/episode/58100912Tue, 09 Jan 2024 09:00:02 +0000WorkSpanEstablishing 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...
                                                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:

                                                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.
                                                • 188fullVanessa Sorenson: From Startups to Solutions: Insights from Microsoft's ANZ Chief Partner Officerhttps://www.spreaker.com/episode/vanessa-sorenson-from-startups-to-solutions-insights-from-microsoft-s-anz-chief-partner-officer--57979653
                                                  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:

                                                  Links & Resources

                                                  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.]]>https://api.spreaker.com/episode/57979653Tue, 12 Dec 2023 09:00:03 +0000WorkSpanInnovative 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...
                                                  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:

                                                  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, 1729cleanfullDan Hod: Building Bridges: How Amdocs Collaborates with Hyperscalers to Deliver Customer Valuehttps://www.spreaker.com/episode/dan-hod-building-bridges-how-amdocs-collaborates-with-hyperscalers-to-deliver-customer-value--57824839
                                                    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:

                                                    Links & Resources

                                                    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.]]>                                                    https://api.spreaker.com/episode/57824839Tue, 28 Nov 2023 08:35:02 +0000WorkSpanIn 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,...
                                                    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:

                                                    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...]]>1676cleanfullAmit Sinha Roy: How Tata Communications Co-Innovates with Partners for Customer Valuehttps://www.spreaker.com/episode/amit-sinha-roy-how-tata-communications-co-innovates-with-partners-for-customer-value--57281159
                                                      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:

                                                      Links & Resources

                                                      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.]]>                                                      https://api.spreaker.com/episode/57281159Tue, 14 Nov 2023 08:00:03 +0000WorkSpanCompetition 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...
                                                      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:

                                                      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...]]>1842cleanfullNick Otto: Strategic Partnerships in the Age of GenAIhttps://www.spreaker.com/episode/nick-otto-strategic-partnerships-in-the-age-of-genai--57280969
                                                        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:

                                                        Links & Resources

                                                        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.]]>https://api.spreaker.com/episode/57280969Tue, 31 Oct 2023 08:00:03 +0000WorkSpanThe 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...
                                                        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:

                                                        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.
                                                        • 1821cleanfullMadhuri Chawla: How Kyndryl and SAP Co-Innovate to Deliver Value to Customershttps://www.spreaker.com/episode/madhuri-chawla-how-kyndryl-and-sap-co-innovate-to-deliver-value-to-customers--57059930
                                                          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:

                                                          Links & Resources

                                                          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.]]>                                                          https://api.spreaker.com/episode/57059930Tue, 17 Oct 2023 08:00:03 +0000WorkSpanToday 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...
                                                          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:

                                                          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...]]>2015cleanfullAllison Munro: Transforming Ecosystems From Transactional to Integrated GTMhttps://www.spreaker.com/episode/allison-munro-transforming-ecosystems-from-transactional-to-integrated-gtm--56697659Allison 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:

                                                            Links & Resources

                                                            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.]]>                                                            https://api.spreaker.com/episode/56697659Tue, 03 Oct 2023 07:00:02 +0000WorkSpanWhen 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 https://www.linkedin.com/in/allisondmunro/, Chief...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:

                                                            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 2045clean182fullMeredith Stowell: Building Partnerships for Global Growthhttps://www.spreaker.com/episode/meredith-stowell-building-partnerships-for-global-growth--56787853
                                                              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:

                                                              Links & Resources

                                                              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.]]>https://api.spreaker.com/episode/56787853Tue, 19 Sep 2023 08:00:03 +0000WorkSpanOver 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...
                                                              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:

                                                              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, 2082clean180fullCarlos Aragon: Powering the 5G Revolution - Enabling Partners for Successhttps://www.spreaker.com/episode/carlos-aragon-powering-the-5g-revolution-enabling-partners-for-success--56350405
                                                                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:

                                                                Links & Resources

                                                                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.]]>https://api.spreaker.com/episode/56350405Tue, 05 Sep 2023 08:00:02 +0000WorkSpanNo 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...
                                                                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:

                                                                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.
                                                                • 2171clean179fullRob Spee: The Challenges of Transforming Your Organization to an Ecosystem Modelhttps://www.spreaker.com/episode/rob-spee-the-challenges-of-transforming-your-organization-to-an-ecosystem-model--56105573
                                                                  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:

                                                                  Links & Resources

                                                                  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.]]>https://api.spreaker.com/episode/56105573Tue, 22 Aug 2023 08:00:03 +0000WorkSpanThe 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:

                                                                  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, 1959cleanfullPaul Dumke: Building a Resilient Semiconductor Ecosystem: Intel’s Strategies for Collaborationhttps://www.spreaker.com/episode/paul-dumke-building-a-resilient-semiconductor-ecosystem-intel-s-strategies-for-collaboration--56105474Paul 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:

                                                                    Links & Resources

                                                                    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.]]>                                                                    https://api.spreaker.com/episode/56105474Tue, 08 Aug 2023 08:00:02 +0000WorkSpanOften, 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, https://www.linkedin.com/in/paul-dumke-5441b98a/external ecosystems team began closing gaps that previously...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:

                                                                    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, 1872cleanfullSusan Tommy: Driving Seamless Integration and Value for Microsoft Users with Venahttps://www.spreaker.com/episode/susan-tommy-driving-seamless-integration-and-value-for-microsoft-users-with-vena--54462225
                                                                      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:


                                                                      Links & Resources

                                                                      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.]]>                                                                      https://api.spreaker.com/episode/54462225Tue, 25 Jul 2023 08:00:03 +0000WorkSpanA 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...
                                                                      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:


                                                                      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...]]>1903clean176fullDana Vickey: Partnering for Success: How Eightfold’s Ecosystem Drives Innovation and Growthhttps://www.spreaker.com/episode/dana-vickey-partnering-for-success-how-eightfold-s-ecosystem-drives-innovation-and-growth--55418985
                                                                        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:

                                                                        Links & Resources
                                                                        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.]]>                                                                        https://api.spreaker.com/episode/55418985Tue, 11 Jul 2023 08:00:02 +0000WorkSpanBuilding 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...
                                                                        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:

                                                                        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...]]>1786clean175fullMonica Aggarwal: The Power of Partnerships in ISV Ecosystemshttps://www.spreaker.com/episode/monica-aggarwal-the-power-of-partnerships-in-isv-ecosystems--55234200In 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:

                                                                          Links & Resources

                                                                          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.]]>                                                                          https://api.spreaker.com/episode/55234200Tue, 27 Jun 2023 10:24:26 +0000WorkSpanWhen 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...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:

                                                                          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...]]>1740cleanfullNeeti Gupta: VMware's Winning Formula to Maximize Co-Selling with Microsofthttps://www.spreaker.com/episode/neeti-gupta-vmware-s-winning-formula-to-maximize-co-selling-with-microsoft--53794229
                                                                            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:

                                                                            Links & Resources

                                                                            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.]]>                                                                            https://api.spreaker.com/episode/53794229Tue, 13 Jun 2023 08:00:02 +0000WorkSpanWhen 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...
                                                                            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:

                                                                            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 fullManish Harsh: How Nvidia Collaborates with ISV Partners to Build Valuable Customer Solutionshttps://www.spreaker.com/episode/manish-harsh-how-nvidia-collaborates-with-isv-partners-to-build-valuable-customer-solutions--53777192
                                                                              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:

                                                                              Links & Resources

                                                                              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.]]>https://api.spreaker.com/episode/53777192Tue, 30 May 2023 08:00:02 +0000WorkSpanLeaps 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...
                                                                              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:

                                                                              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 1891cleanfullKim Sterkendries: Understanding and Addressing Partner Needs: A Key Ingredient to Customer Successhttps://www.spreaker.com/episode/kim-sterkendries-understanding-and-addressing-partner-needs-a-key-ingredient-to-customer-success--53645862Partnering 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:

                                                                                Links & Resources

                                                                                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.]]>                                                                                https://api.spreaker.com/episode/53645862Tue, 16 May 2023 08:00:02 +0000WorkSpanPartnering 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...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:

                                                                                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 1945cleanfullJoseph Landes: The Evolution of Cloud MSPs and the Future of the Industryhttps://www.spreaker.com/episode/joseph-landes-the-evolution-of-cloud-msps-and-the-future-of-the-industry--53536953Joseph 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:

                                                                                  Links & Resources

                                                                                  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.]]>https://api.spreaker.com/episode/53536953Tue, 02 May 2023 08:00:02 +0000WorkSpanManaged 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:

                                                                                  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, fullDoug Smith: Creating Value Through Partnershipshttps://www.spreaker.com/episode/doug-smith-creating-value-through-partnerships--53536860
                                                                                    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:

                                                                                    Links & Resources

                                                                                    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.]]>https://api.spreaker.com/episode/53536860Tue, 18 Apr 2023 08:00:07 +0000WorkSpanCustomers 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...
                                                                                    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:

                                                                                    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 1875cleanfullDarren Blue: How Intel Builds Joint Solutions for IoT and Industry 4.0https://www.spreaker.com/episode/darren-blue-how-intel-builds-joint-solutions-for-iot-and-industry-4-0--53405653
                                                                                      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:

                                                                                      Links & Resources

                                                                                      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.]]>https://api.spreaker.com/episode/53405653Tue, 04 Apr 2023 08:00:02 +0000WorkSpanPartner 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...
                                                                                      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:

                                                                                      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 2080cleanfullMarc Monday: Delivering Customer Value Through Partnershipshttps://www.spreaker.com/episode/marc-monday-delivering-customer-value-through-partnerships--53113643
                                                                                        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:

                                                                                        Links & Resources

                                                                                        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.]]>https://api.spreaker.com/episode/53113643Tue, 21 Mar 2023 08:00:02 +0000WorkSpanYour 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,...
                                                                                        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:

                                                                                        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...]]>1950clean170fullKaushal Vora: Building Your Ecosystem to Create Business Valuehttps://www.spreaker.com/episode/kaushal-vora-building-your-ecosystem-to-create-business-value--53113851
                                                                                          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:

                                                                                          Links & Resources

                                                                                          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.
                                                                                          ]]>                                                                                          https://api.spreaker.com/episode/53113851Tue, 07 Mar 2023 08:05:01 +0000WorkSpanIt’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...
                                                                                          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:

                                                                                          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,...]]>2015clean169fullKelly Sarabyn & Asher Mathew: The Partner Ops Survey is Launched!https://www.spreaker.com/episode/kelly-sarabyn-asher-mathew-the-partner-ops-survey-is-launched--52746313The 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:

                                                                                            Links & Resources

                                                                                            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.]]>                                                                                            https://api.spreaker.com/episode/52746313Tue, 21 Feb 2023 08:00:02 +0000WorkSpanCheck out this session from the day the now famous report, “https://offers.hubspot.com/state-of-partner-ops-and-programs-2022” was launched! https://www.linkedin.com/in/kelly-sarabyn/, Platform Ecosystem Advocate at https://www.hubspot.com/ and...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:

                                                                                            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, 2909clean168fullAdnan Khaleel: Building Next-Gen Customer Solutions with Partnershttps://www.spreaker.com/episode/adnan-khaleel-building-next-gen-customer-solutions-with-partners--52543767Adnan 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:


                                                                                              Links & Resources


                                                                                              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. ]]>                                                                                              https://api.spreaker.com/episode/52543767Tue, 07 Feb 2023 08:00:02 +0000WorkSpanReady to learn the tricks and tips of partnering with ISVs, OEMs, and even other tech companies to create innovative solutions and services? https://www.linkedin.com/in/adnan-khaleel/, Sr Director, Technology & Business Strategy at...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:


                                                                                              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 1884clean167fullKeith Peckman: Ecosystem Partnership in the Financial Industryhttps://www.spreaker.com/episode/keith-peckman-ecosystem-partnership-in-the-financial-industry--52462313
                                                                                                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:

                                                                                                Links & Resources

                                                                                                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.]]>                                                                                                https://api.spreaker.com/episode/52462313Tue, 24 Jan 2023 08:00:02 +0000WorkSpanWhat does healthy growth and success of a company's security and compliance business look like? https://www.linkedin.com/in/keithpeckman/, Director-Security Sales and Compliance, Financial Services at https://news.microsoft.com/, explains how he...
                                                                                                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:

                                                                                                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 1880clean166fullJason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystemhttps://www.spreaker.com/episode/jason-eichenholz-how-wipro-accelerated-revenue-growth-with-their-ecosystem--52361402Jason 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:

                                                                                                  Links & Resources

                                                                                                  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.]]>                                                                                                  https://api.spreaker.com/episode/52361402Tue, 10 Jan 2023 08:00:03 +0000WorkSpanHow can a focus on partner ecosystems be a major driver of a company's growth, and how is this approach different from traditional alliances? https://www.linkedin.com/in/jason-eichenholz/, SVP, Global Head - Ecosystems & Partnerships at...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:

                                                                                                  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 165fullSonal Uban: Leading Cybersecurity with Open Ecosystemhttps://www.spreaker.com/episode/sonal-uban-leading-cybersecurity-with-open-ecosystem--52343065
                                                                                                    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:


                                                                                                    ]]>https://api.spreaker.com/episode/52343065Tue, 03 Jan 2023 16:01:30 +0000WorkSpanThey’re one of the largest ecosystems around: 300+ partners, 500+ integrations, and they’re still customer first? You bet they are. https://www.linkedin.com/in/sonaluban/, Director of Marketing, Global Technology Alliances at...
                                                                                                    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 fullManoj Bhatia: Partnerships in the Conversational Engagement Erahttps://www.spreaker.com/episode/manoj-bhatia-partnerships-in-the-conversational-engagement-era--52174062
                                                                                                          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.]]>https://api.spreaker.com/episode/52174062Tue, 13 Dec 2022 13:41:08 +0000WorkSpanHow 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...
                                                                                                          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.]]>                                                                                                          2060cleanfullGeorge Drapeau: Partnering in an Open Source Worldhttps://www.spreaker.com/episode/george-drapeau-partnering-in-an-open-source-world--52041787That’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. ]]>                                                                                                          f2d0e773-5c32-4cf6-92a8-c2fed4003448Tue, 29 Nov 2022 08:00:00 +0000WorkSpanEverybody 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...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. ]]>                                                                                                          1938cleanfull                                                                                                          David La Rose: Strengthening Partner Commitment in the Ecosystem Erahttps://www.spreaker.com/episode/david-la-rose-strengthening-partner-commitment-in-the-ecosystem-era--51913794David 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.]]>                                                                                                          83cbf3e6-5d36-4dc2-bf90-b448deb9177bTue, 15 Nov 2022 15:51:16 +0000WorkSpanLast 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,...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.]]>                                                                                                          1770cleanfull                                                                                                          Liz Fuller: Amplify Your Marketing with Partnershttps://www.spreaker.com/episode/liz-fuller-amplify-your-marketing-with-partners--51913789If 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. ]]>                                                                                                          9fe917c3-5b2b-4d4c-9893-d445b86d3927Tue, 01 Nov 2022 08:00:00 +0000WorkSpanYou 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...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. ]]>                                                                                                          1563cleanfull                                                                                                          Alec Saunders: Ecosystems in the Age of Sustainabilityhttps://www.spreaker.com/episode/alec-saunders-ecosystems-in-the-age-of-sustainability--51913797
                                                                                                          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.]]>                                                                                                          77a67552-695f-4f35-b0ed-9c69f274f178Tue, 18 Oct 2022 08:00:00 +0000WorkSpanIs 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...
                                                                                                          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.]]>                                                                                                          2023cleanfull                                                                                                          Carola Cazenave: Build the Best Partnership Strategyhttps://www.spreaker.com/episode/carola-cazenave-build-the-best-partnership-strategy--51913790
                                                                                                          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. ]]>                                                                                                          26e76893-f28d-4dc8-9f2a-a7856e1510ccTue, 04 Oct 2022 08:00:00 +0000WorkSpanStop 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...
                                                                                                          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. ]]>                                                                                                          1983cleanfull                                                                                                          Asher Mathew: How Data Can Transform Partnershipshttps://www.spreaker.com/episode/asher-mathew-how-data-can-transform-partnerships--51913793It’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. ]]>                                                                                                          c1527137-295d-4ca6-b678-a4e7e2c263a2Tue, 20 Sep 2022 08:00:00 +0000WorkSpanDo 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...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. ]]>                                                                                                          1923cleanfull                                                                                                          Mike Stocker: Close 40% More Deals with Partner Influencehttps://www.spreaker.com/episode/mike-stocker-close-40-more-deals-with-partner-influence--51913798
                                                                                                          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. ]]>                                                                                                          d77b560d-7578-429f-b25c-5cf5ca1581a9Tue, 06 Sep 2022 08:00:00 +0000WorkSpanYou 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...
                                                                                                          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. ]]>                                                                                                          2228cleanfull                                                                                                          Libby Greco: Get Out There and Break Glasshttps://www.spreaker.com/episode/libby-greco-get-out-there-and-break-glass--51913791For 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. ]]>                                                                                                          5a911e87-c4c0-4458-be63-a1afb0ea04ebTue, 16 Aug 2022 08:00:00 +0000WorkSpanSometimes 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...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. ]]>                                                                                                          2197cleanfull                                                                                                          Richard Wrbanek: Start at the Tophttps://www.spreaker.com/episode/richard-wrbanek-start-at-the-top--51913792Sounds 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]]>                                                                                                          2daeeee2-6706-4339-92be-2a3c086a6c5dTue, 02 Aug 2022 08:00:00 +0000WorkSpanThe 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...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]]>                                                                                                          1800cleanfull                                                                                                          Suresh Kumar Tulluri: Is Your Roadmap Futureproof?https://www.spreaker.com/episode/suresh-kumar-tulluri-is-your-roadmap-futureproof--51913795The 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.]]>                                                                                                          b8d069ab-4a05-4637-bb8b-9a5de2073099Tue, 19 Jul 2022 08:00:00 +0000WorkSpanIn 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...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.]]>                                                                                                          1928cleanfull                                                                                                          Akhil Kapoor: Does Your Ecosystem Make You Indispensable?https://www.spreaker.com/episode/akhil-kapoor-does-your-ecosystem-make-you-indispensable--51913796You 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.]]>                                                                                                          06fa3291-8bcf-40f7-b56e-5e9fd0b844d2Tue, 05 Jul 2022 08:00:00 +0000WorkSpanCreating 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...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.]]>                                                                                                          1955cleanfull                                                                                                          Michael Bruchey: Managing a Global Partner Organizationhttps://www.spreaker.com/episode/michael-bruchey-managing-a-global-partner-organization--51913801Traditional 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.]]>                                                                                                          29811e55-5e34-4997-8962-54d8a1f90757Tue, 21 Jun 2022 08:00:00 +0000WorkSpanThe 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...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.]]>                                                                                                          2125cleanfull                                                                                                          Glen Straub: Unlimited Partnerships for Success in Businesshttps://www.spreaker.com/episode/glen-straub-unlimited-partnerships-for-success-in-business--51913804If 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. ]]>                                                                                                          177ad370-7386-458a-9ebf-789638e36091Tue, 07 Jun 2022 08:00:00 +0000WorkSpanPartnerships 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...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. ]]>                                                                                                          2360cleanfull                                                                                                          Allan Adler: The Era of the Ecosystemhttps://www.spreaker.com/episode/allan-adler-the-era-of-the-ecosystem--51913802If 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.]]>                                                                                                          b4bc0982-efa9-4ff9-acc9-46cbe06cd8f4Tue, 24 May 2022 08:00:00 +0000WorkSpanEcosystem 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...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.]]>                                                                                                          1934cleanfull                                                                                                          Henry Wagner: Partnering w/ the Right Technology Provider: Why One Solution is Rarely Enoughhttps://www.spreaker.com/episode/henry-wagner-partnering-w-the-right-technology-provider-why-one-solution-is-rarely-enough--51913803Because 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. ]]>                                                                                                          16e9fc8a-c35d-4a29-a516-a953f8cb514fTue, 03 May 2022 08:00:00 +0000WorkSpanThree 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...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. ]]>                                                                                                          2213cleanfull                                                                                                          Tony Zirnoon: The Partnership Trust Building Zero-Trust Securityhttps://www.spreaker.com/episode/tony-zirnoon-the-partnership-trust-building-zero-trust-security--51913799But 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. ]]>                                                                                                          dd57a8b5-7bcc-4547-9445-beb5936ef305Tue, 19 Apr 2022 08:00:00 +0000WorkSpanIn 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...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. ]]>                                                                                                          2550cleanfull                                                                                                          Andrew Kim: The Partnership ATM: Always Deposit More than You Withdrawhttps://www.spreaker.com/episode/andrew-kim-the-partnership-atm-always-deposit-more-than-you-withdraw--51913828If 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.]]>                                                                                                          f2e97038-632e-40b6-82a1-7d819d62e682Tue, 05 Apr 2022 08:00:00 +0000WorkSpanPartnerships 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...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.]]>                                                                                                          1823cleanfull                                                                                                          Lax Gopisetty: Fostering Partnerships in the Digital Workspacehttps://www.spreaker.com/episode/lax-gopisetty-fostering-partnerships-in-the-digital-workspace--51913836Think 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. ]]>                                                                                                          930f9241-d449-4714-82fb-74fa685e1484Tue, 22 Mar 2022 08:00:00 +0000WorkSpanThe 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...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. ]]>                                                                                                          2363cleanfull                                                                                                          Jackie Maldonado: How to Grow Building Partnerships w/ Hyperscalershttps://www.spreaker.com/episode/jackie-maldonado-how-to-grow-building-partnerships-w-hyperscalers--51913805You 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. ]]>                                                                                                          cc41e190-ceae-4f6f-a4e6-7dd6ee133f47Tue, 08 Mar 2022 08:00:00 +0000WorkSpanWhen 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...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. ]]>                                                                                                          2089cleanfull                                                                                                          Chris Cochran: Nurturing a Successful Hyperscale Partnershiphttps://www.spreaker.com/episode/chris-cochran-nurturing-a-successful-hyperscale-partnership--51913849And 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. ]]>                                                                                                          7100acc3-9a85-4a50-af1e-321ceea9f96dTue, 22 Feb 2022 06:00:00 +0000WorkSpanIn 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...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. ]]>                                                                                                          1947cleanfull                                                                                                          Jared Fuller: Lessons Learned from Partnering Proshttps://www.spreaker.com/episode/jared-fuller-lessons-learned-from-partnering-pros--51913821So, 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.]]>                                                                                                          87de3e12-d92d-4637-a2b5-07b6bacd2f09Wed, 16 Feb 2022 12:00:00 +0000WorkSpanPartnering 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. ...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.]]>                                                                                                          2978cleanfull                                                                                                          Ashley Speight: Why Everything Will Soon Be “As a Service”https://www.spreaker.com/episode/ashley-speight-why-everything-will-soon-be-as-a-service--51913811Now, 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. ]]>                                                                                                          27524ebf-d25b-4a9e-910a-08915bcc18daTue, 08 Feb 2022 14:00:00 +0000WorkSpanNot 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...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. ]]>                                                                                                          1602cleanfull                                                                                                          Brian Allison: How Partners Help You Handle Your Biggest Challengeshttps://www.spreaker.com/episode/brian-allison-how-partners-help-you-handle-your-biggest-challenges--51913807Everything 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.]]>                                                                                                          3de2ab7e-8754-4dce-af36-bf7a3d7e7df8Tue, 25 Jan 2022 09:00:00 +0000WorkSpanWhether 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...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.]]>                                                                                                          1986cleanfull                                                                                                          Amy Guarino: How to Choose Right-Fit Partners & Overcome Conflictshttps://www.spreaker.com/episode/amy-guarino-how-to-choose-right-fit-partners-overcome-conflicts--51913824But 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.]]>                                                                                                          a71b9ace-12d2-4271-b3db-88f000033f45Tue, 18 Jan 2022 10:00:00 +0000WorkSpanThere 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...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.]]>                                                                                                          2085cleanfull                                                                                                          Brinda Robin: From Healthcare to Telecoms, Partners Are Shaping the Futurehttps://www.spreaker.com/episode/brinda-robin-from-healthcare-to-telecoms-partners-are-shaping-the-future--51913857You 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.]]>                                                                                                          1b7d5165-4b71-4859-b11f-7098f2a0a97dTue, 11 Jan 2022 10:00:00 +0000WorkSpanIf 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...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.]]>                                                                                                          3275cleanfull                                                                                                          Allan Adler: Ecosystems & Partners: The True Top of the Funnelhttps://www.spreaker.com/episode/allan-adler-ecosystems-partners-the-true-top-of-the-funnel--51913814In 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.]]>                                                                                                          0e10cab2-dbdc-40a5-9b05-7eab7c42f932Tue, 04 Jan 2022 10:00:00 +0000WorkSpanYou’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...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.]]>                                                                                                          2342cleanfull                                                                                                          Parul Chheda: How to Successfully Partner with Hyperscalershttps://www.spreaker.com/episode/parul-chheda-how-to-successfully-partner-with-hyperscalers--51913823And 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. ]]>                                                                                                          5af22291-ae34-4ead-9688-4e663e3410e8Tue, 28 Dec 2021 10:00:00 +0000WorkSpanEvery 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...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. ]]>                                                                                                          2073cleanfull                                                                                                          Kieran Krohn: Why Goal Setting Is So Important in Partneringhttps://www.spreaker.com/episode/kieran-krohn-why-goal-setting-is-so-important-in-partnering--51913831That’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.]]>                                                                                                          7c3c9406-e903-40ab-a184-1625eda53ad4Tue, 21 Dec 2021 10:00:00 +0000WorkSpanA 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...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.]]>                                                                                                          1829cleanfull                                                                                                          Satish Shenoy: Start Up, Scale Up, Scale Out: An Ecosystem Growth Guidehttps://www.spreaker.com/episode/satish-shenoy-start-up-scale-up-scale-out-an-ecosystem-growth-guide--51913808Which 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.]]>                                                                                                          2d97505a-ee03-4242-bbb6-fda44255ccb3Tue, 14 Dec 2021 06:00:00 +0000WorkSpanThe 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...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.]]>                                                                                                          1715cleanfull                                                                                                          Ben Goodman: Securing the World Safely & Securely Through Partnerships & Scalehttps://www.spreaker.com/episode/ben-goodman-securing-the-world-safely-securely-through-partnerships-scale--51913806Ben 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.]]>                                                                                                          d7ac6309-38f8-4d8b-a28c-a812c06bd78aTue, 07 Dec 2021 15:47:20 +0000WorkSpanHelping 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,...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.]]>                                                                                                          1812cleanfull                                                                                                          Ally Murtlow: How to Handle an Ecosystem in Hyper-Growthhttps://www.spreaker.com/episode/ally-murtlow-how-to-handle-an-ecosystem-in-hyper-growth--51913826Handling 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.]]>                                                                                                          80cbc6cb-4287-40d6-a79a-a5ce74835546Tue, 16 Nov 2021 06:00:00 +0000WorkSpanHandling 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...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.]]>                                                                                                          1772cleanfull                                                                                                          Andrew Massad: Partnerships: Get All the Right People Rowing in the Right Directionhttps://www.spreaker.com/episode/andrew-massad-partnerships-get-all-the-right-people-rowing-in-the-right-direction--51913827But 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 President, 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.]]>                                                                                                          9aefa534-db16-481e-af5f-6570f272d779Tue, 02 Nov 2021 06:00:00 +0000WorkSpanIn 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...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 President, 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.]]>                                                                                                          2163cleanfull                                                                                                          Mark Birgman: If You Can Execute Partnering, You Can Execute Anythinghttps://www.spreaker.com/episode/mark-birgman-if-you-can-execute-partnering-you-can-execute-anything--51913847
                                                                                                          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.]]>                                                                                                          21ee3234-8e41-4db1-948c-3afec2256b90Tue, 19 Oct 2021 06:00:00 +0000WorkSpanWhen 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...
                                                                                                          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.]]>                                                                                                          1926cleanfull                                                                                                          Lisa Conway: How Telos Launched a Whole New Business with Help from Partnershipshttps://www.spreaker.com/episode/lisa-conway-how-telos-launched-a-whole-new-business-with-help-from-partnerships--51913874
                                                                                                          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.]]>                                                                                                          c9092543-6d91-4497-acc5-4297fa1e9c02Tue, 05 Oct 2021 06:00:00 +0000WorkSpanThere 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...
                                                                                                          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.]]>                                                                                                          2263cleanfull                                                                                                          Vince Menzione: How to Build Trust into Your Strategic Partnershipshttps://www.spreaker.com/episode/vince-menzione-how-to-build-trust-into-your-strategic-partnerships--51913810
                                                                                                          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.]]>                                                                                                          0bcabb04-57a2-4340-bb2b-19bb16b81643Tue, 28 Sep 2021 06:00:00 +0000WorkSpanEvery 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...
                                                                                                          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.]]>                                                                                                          2037cleanfull                                                                                                          Bogdan Petrescu: How Partners Make Scaling Simplehttps://www.spreaker.com/episode/bogdan-petrescu-how-partners-make-scaling-simple--51913820
                                                                                                          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.]]>                                                                                                          418bdfa7-c397-4525-9912-012c80143190Thu, 16 Sep 2021 06:00:00 +0000WorkSpanSometimes, 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...
                                                                                                          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.]]>                                                                                                          1815cleanfull                                                                                                          Greg Fox: Building a Best-of-Breed of Partner Programhttps://www.spreaker.com/episode/greg-fox-building-a-best-of-breed-of-partner-program--51913897
                                                                                                          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.]]>                                                                                                          4ed171c2-a3d5-4119-88b2-99161f3ccd47Thu, 26 Aug 2021 17:29:15 +0000WorkSpanAfter 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...
                                                                                                          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.]]>                                                                                                          2398cleanfull                                                                                                          Ash Vijayakanthan: Single Products Are Out: We’re in a World of Solutions Nowhttps://www.spreaker.com/episode/ash-vijayakanthan-single-products-are-out-we-re-in-a-world-of-solutions-now--51913870We 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]]>                                                                                                          92934d5c-f210-4d5b-8486-0ae42a8b990aThu, 08 Jul 2021 09:00:00 +0000WorkSpanOnce, 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...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]]>                                                                                                          1750cleanfull                                                                                                          Jack Norris: Partnerships in the New Ecosystem Economyhttps://www.spreaker.com/episode/jack-norris-partnerships-in-the-new-ecosystem-economy--51913834

                                                                                                          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]]>                                                                                                          6383bbde-7beb-4ee9-b4d0-b095e8bd77beTue, 22 Jun 2021 15:45:00 +0000WorkSpanThe 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...

                                                                                                          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]]>                                                                                                          1889cleanfull                                                                                                          Wayne Monk: Growing Revenue with High-Value-Added Partnershttps://www.spreaker.com/episode/wayne-monk-growing-revenue-with-high-value-added-partners--51913843

                                                                                                          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]]>                                                                                                          48caa6a7-de93-44ad-a5cb-a0f88e6896b6Tue, 08 Jun 2021 07:30:00 +0000WorkSpanHow 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...

                                                                                                          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]]>                                                                                                          1831cleanfull                                                                                                          Nicole Napiltonia: There’s No Easy Button for Partneringhttps://www.spreaker.com/episode/nicole-napiltonia-there-s-no-easy-button-for-partnering--51913854

                                                                                                          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]]>                                                                                                          9e2e76a7-0102-4a0c-aa98-e81837afa692Tue, 25 May 2021 07:30:00 +0000WorkSpanWhen 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...

                                                                                                          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]]>                                                                                                          1563cleanfull                                                                                                          Lara Caimi: Where Customer & Partner Experience Intersecthttps://www.spreaker.com/episode/lara-caimi-where-customer-partner-experience-intersect--51913838

                                                                                                          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.]]>                                                                                                          f7994a61-1695-48c3-aef1-2bbd66350f76Tue, 11 May 2021 07:30:00 +0000WorkSpanWe 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...

                                                                                                          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.]]>                                                                                                          1859cleanfull                                                                                                          Erik Heinrich: Managing Partners Means Knowing Every Part of the Businesshttps://www.spreaker.com/episode/erik-heinrich-managing-partners-means-knowing-every-part-of-the-business--51913846

                                                                                                          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.]]>                                                                                                          be544406-ef1b-4998-939f-2bd78b27da47Tue, 13 Apr 2021 08:00:00 +0000WorkSpanIf 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...

                                                                                                          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.]]>                                                                                                          1638cleanfull                                                                                                          Susan Flake and Colin Goodwin: Partnerships at the Edge: How Zebra’s Helping Frontline Workershttps://www.spreaker.com/episode/susan-flake-and-colin-goodwin-partnerships-at-the-edge-how-zebra-s-helping-frontline-workers--51913869

                                                                                                          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.]]>                                                                                                          549b61cf-1bb1-4aa0-9c65-58c50b81d892Tue, 30 Mar 2021 08:00:00 +0000WorkSpanMost 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...

                                                                                                          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.]]>                                                                                                          1978cleanfull                                                                                                          Ray Octaviano: How to Build an Ecosystem Enabling Digital Transformationhttps://www.spreaker.com/episode/ray-octaviano-how-to-build-an-ecosystem-enabling-digital-transformation--51913872

                                                                                                          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.]]>                                                                                                          560b364b-4b5a-4953-a684-32ec98059f9bTue, 23 Mar 2021 08:00:00 +0000WorkSpanBeing 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,...

                                                                                                          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.]]>                                                                                                          1707cleanfull                                                                                                          Glenton Davis: How COVID Is Shaping the Future of Allianceshttps://www.spreaker.com/episode/glenton-davis-how-covid-is-shaping-the-future-of-alliances--51913819
                                                                                                          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]]>                                                                                                          17236df9-ab0c-42ab-9e30-9d5d926d5a64Tue, 16 Feb 2021 11:00:00 +0000WorkSpanThe 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...
                                                                                                          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]]>                                                                                                          2164cleanfull                                                                                                          Manoj Bhatia: Why More Companies Than Ever Understand the Value of Allianceshttps://www.spreaker.com/episode/manoj-bhatia-why-more-companies-than-ever-understand-the-value-of-alliances--51913842
                                                                                                          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]]>                                                                                                          a7de91bb-8ade-48d6-abad-99c59e53e96fTue, 02 Feb 2021 11:00:00 +0000WorkSpanAs 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...
                                                                                                          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]]>                                                                                                          2312cleanfull                                                                                                          Sarita Janjani: How Brillio Builds and Delivers Industry-Optimized Solutions with Hyperscale Partnershttps://www.spreaker.com/episode/sarita-janjani-how-brillio-builds-and-delivers-industry-optimized-solutions-with-hyperscale-partners--51913850
                                                                                                          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]]>                                                                                                          62949300-09bc-466f-9deb-8737b5201baeThu, 07 Jan 2021 11:00:00 +0000WorkSpanMany 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...
                                                                                                          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]]>                                                                                                          1889cleanfull                                                                                                          Parul Patel: Digital Innovation, Disruption, & Customer Lovehttps://www.spreaker.com/episode/parul-patel-digital-innovation-disruption-customer-love--51913908In 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]]>                                                                                                          aab195f7-cc92-4d08-9cc2-160740141d94Tue, 01 Dec 2020 11:00:00 +0000WorkSpanThe 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...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]]>                                                                                                          1394cleanfull                                                                                                          Dan Gallivan: How to Tackle the Challenge of Managing Global Allianceshttps://www.spreaker.com/episode/dan-gallivan-how-to-tackle-the-challenge-of-managing-global-alliances--51913830  
                                                                                                          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]]>                                                                                                          74639f34-89f9-4848-9be7-cbf68e3b6842Tue, 17 Nov 2020 20:20:30 +0000WorkSpanManaging 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...  
                                                                                                          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]]>                                                                                                          1778cleanfull                                                                                                          Abhay Kumar: Why Ecosystem Success Leads To Customer Successhttps://www.spreaker.com/episode/abhay-kumar-why-ecosystem-success-leads-to-customer-success--51913818  
                                                                                                          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]]>                                                                                                          f675b2f1-30be-4181-a2a9-2574d6bc211eMon, 09 Nov 2020 17:11:00 +0000WorkSpanYour 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...  
                                                                                                          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]]>                                                                                                          1542cleanfull                                                                                                          PJ Bishop: Why Ecosystem Success Is Measured by More than Saleshttps://www.spreaker.com/episode/pj-bishop-why-ecosystem-success-is-measured-by-more-than-sales--51913864  
                                                                                                          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 ]]>                                                                                                          cde5f2bb-6f80-4f53-8c7d-7556d889454dTue, 22 Sep 2020 09:00:00 +0000WorkSpanWhen 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...  
                                                                                                          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 ]]>                                                                                                          1572cleanfull                                                                                                          Meg Brennan: How Sharing Data Drives Partner Successhttps://www.spreaker.com/episode/meg-brennan-how-sharing-data-drives-partner-success--51913844  
                                                                                                          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]]>                                                                                                          1798afb4-22ba-4ab1-a9e4-302ef88c95c7Tue, 08 Sep 2020 09:00:00 +0000WorkSpanHow 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...  
                                                                                                          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]]>                                                                                                          1342cleanfull                                                                                                          Rob Sparno: How Innovation Is Shaping the Future of the Ecosystemhttps://www.spreaker.com/episode/rob-sparno-how-innovation-is-shaping-the-future-of-the-ecosystem--51913851  
                                                                                                          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]]>                                                                                                          9a867930-c926-4ce7-b755-7e57b4ae0fe4Tue, 11 Aug 2020 08:00:00 +0000WorkSpanThe 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...  
                                                                                                          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]]>                                                                                                          1898cleanfull                                                                                                          Leslie Shannon: Sometimes, the Threat Comes from Outside Your Industryhttps://www.spreaker.com/episode/leslie-shannon-sometimes-the-threat-comes-from-outside-your-industry--51913825  
                                                                                                          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]]>                                                                                                          32797441-50bd-48d3-aab4-36572206364bTue, 30 Jun 2020 08:00:00 +0000WorkSpanEveryone 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...  
                                                                                                          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]]>                                                                                                          1428cleanfull                                                                                                          Shivkumar Subramaniam: The Move to the Cloud Will Happen Even Faster than Expectedhttps://www.spreaker.com/episode/shivkumar-subramaniam-the-move-to-the-cloud-will-happen-even-faster-than-expected--51913856  
                                                                                                          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]]>                                                                                                          aea8e996-ed80-45ae-9adf-18306d1f0b9dTue, 16 Jun 2020 08:00:00 +0000WorkSpanIt’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...  
                                                                                                          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]]>                                                                                                          1826cleanfull                                                                                                          David Totten: The Secrets to Managing Alliances Like Microsofthttps://www.spreaker.com/episode/david-totten-the-secrets-to-managing-alliances-like-microsoft--51913881  
                                                                                                          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]]>                                                                                                          507b5768-0c0c-49ce-af6e-20ceb3b57ca8Tue, 02 Jun 2020 08:00:00 +0000WorkSpanIf 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...  
                                                                                                          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]]>                                                                                                          1836cleanfull                                                                                                          James Gordon: Security, Innovation & Inclusion Still Matter in the COVID-19 Erahttps://www.spreaker.com/episode/james-gordon-security-innovation-inclusion-still-matter-in-the-covid-19-era--51913861  
                                                                                                          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]]>                                                                                                          49641ba1-2f9a-42f2-a18b-995903582d61Tue, 19 May 2020 08:00:00 +0000WorkSpanThe 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.     ...  
                                                                                                          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]]>                                                                                                          1686cleanfull                                                                                                          Vinodh Raghunathan: The Current Crisis May Shape the Future of Allianceshttps://www.spreaker.com/episode/vinodh-raghunathan-the-current-crisis-may-shape-the-future-of-alliances--51913822  
                                                                                                          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]]>                                                                                                          ea716358-c856-4ca2-9b67-31430d3736afTue, 05 May 2020 08:00:00 +0000WorkSpanWe 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...  
                                                                                                          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]]>                                                                                                          1488cleanfull                                                                                                          Preseetha Pettigrew: Better Alignment through Partner Engagementhttps://www.spreaker.com/episode/preseetha-pettigrew-better-alignment-through-partner-engagement--51913829  
                                                                                                          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]]>                                                                                                          630bc4a1-b334-476b-b6f1-28a6cdbcb692Tue, 28 Apr 2020 08:00:00 +0000WorkSpanThe 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...  
                                                                                                          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]]>                                                                                                          1192cleanfull                                                                                                          Christine Puccio: How Christine Puccio Brings Her Alliance Experience to the Cloudhttps://www.spreaker.com/episode/christine-puccio-how-christine-puccio-brings-her-alliance-experience-to-the-cloud--51913815  
                                                                                                          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]]>                                                                                                          85b64809-c70c-4aea-a0a2-316f67168a87Tue, 21 Apr 2020 08:00:00 +0000WorkSpanOver 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...  
                                                                                                          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]]>                                                                                                          1189cleanfull                                                                                                          Winnie Zeliger: Why You Should Focus on Partner Deliveryhttps://www.spreaker.com/episode/winnie-zeliger-why-you-should-focus-on-partner-delivery--51913876  
                                                                                                          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]]>                                                                                                          da6bc412-8f3e-4ce7-bc8c-2aed01d3e8caTue, 14 Apr 2020 08:00:00 +0000WorkSpanIt’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...  
                                                                                                          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]]>                                                                                                          1396cleanfull                                                                                                          100: Google’s Customer-Focused Partner Advantage Program w/ Nina Hardinghttps://www.spreaker.com/episode/100-google-s-customer-focused-partner-advantage-program-w-nina-harding--51913858chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers]]>afe6d0f4-6187-4b6c-98e3-2def40f5f159Tue, 07 Apr 2020 08:00:00 +0000WorkSpanHow 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...chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers]]>1435cleanfull99: How to Face the Challenge of Scaling at Speed w/ Katie Ecklundhttps://www.spreaker.com/episode/99-how-to-face-the-challenge-of-scaling-at-speed-w-katie-ecklund--51913898chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers  ]]>1d2f13dc-92ab-459c-98eb-b13642442f05Tue, 31 Mar 2020 09:00:00 +0000WorkSpanRapid 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...chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers  ]]>1046cleanfull98: Inside Dell’s Global Services Channel Program w/ Olav Schluterhttps://www.spreaker.com/episode/98-inside-dell-s-global-services-channel-program-w-olav-schluter--51913916chip@workspan.com   - Twitter: @chiprodgers   - LinkedIn: linkedin.com/in/chiprodgers]]>ec9530f6-8210-4b1c-82cd-b0e80edfce36Tue, 24 Mar 2020 09:00:00 +0000WorkSpanIn 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...chip@workspan.com   - Twitter: @chiprodgers   - LinkedIn: linkedin.com/in/chiprodgers]]>1238cleanfull97: Why Quality Beats Quantity in Software Ecosystems w/ Tom Robertshttps://www.spreaker.com/episode/97-why-quality-beats-quantity-in-software-ecosystems-w-tom-roberts--51913920chip@workspan.com   Twitter: @chiprodgers   LinkedIn: linkedin.com/in/chiprodgers]]>49c9ed05-05ec-4c27-ada5-db8860f60ea2Tue, 17 Mar 2020 08:00:00 +0000WorkSpanModern 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...chip@workspan.com   Twitter: @chiprodgers   LinkedIn: linkedin.com/in/chiprodgers]]>1464cleanfull96: Your Alliances’ Differentiation Matters: How You Can Add Value w/ Jenni Flindershttps://www.spreaker.com/episode/96-your-alliances-differentiation-matters-how-you-can-add-value-w-jenni-flinders--51913835chip@workspan.com   Twitter: @chiprodgers   LinkedIn: linkedin.com/in/chiprodgers]]>2191bc6a-3d54-49ee-b405-788320b05085Tue, 03 Mar 2020 10:00:00 +0000WorkSpanWhen 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...chip@workspan.com   Twitter: @chiprodgers   LinkedIn: linkedin.com/in/chiprodgers]]>945cleanfull95: How to Maintain a Thriving Ecosystem in the Face of Change w/ Holly Whalenhttps://www.spreaker.com/episode/95-how-to-maintain-a-thriving-ecosystem-in-the-face-of-change-w-holly-whalen--519138008fdf3e7e-1bdd-4aa0-b3c6-b6e9cf8a82cfTue, 18 Feb 2020 09:00:00 +0000WorkSpanAs 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...1461cleanfull94: The Simple Recipe for a Successful Alliance Program w/ Shubhra Sinhahttps://www.spreaker.com/episode/94-the-simple-recipe-for-a-successful-alliance-program-w-shubhra-sinha--51913893chip@workspan.com   Twitter: @chiprodgers   LinkedIn: linkedin.com/in/chiprodgers]]>15f0d5a4-5d6f-4577-8912-f202dc1f275cTue, 11 Feb 2020 09:00:00 +0000WorkSpanManaging 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...chip@workspan.com   Twitter: @chiprodgers   LinkedIn: linkedin.com/in/chiprodgers]]>1189cleanfull93: The 3 Biggest Challenges MSPs Face in Cloud Migration w/ Joseph Landeshttps://www.spreaker.com/episode/93-the-3-biggest-challenges-msps-face-in-cloud-migration-w-joseph-landes--51913917c7661176-51b1-49ec-b85a-fd90b138ff7aTue, 04 Feb 2020 09:00:00 +0000WorkSpanIt’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...1198cleanfull92: Leading a Global Partner Ecosystem w/ Micheal McColloughhttps://www.spreaker.com/episode/92-leading-a-global-partner-ecosystem-w-micheal-mccollough--51913901b1d81461-53d3-465d-aeaf-9e06ba1b1a16Tue, 28 Jan 2020 09:00:00 +0000WorkSpanIn 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...1082cleanfull91: Growth: It’s Everyone’s Problem w/ Cecilia Flombaumhttps://www.spreaker.com/episode/91-growth-it-s-everyone-s-problem-w-cecilia-flombaum--51913839234a7a51-cf70-4ee9-a609-ab990dad51c6Tue, 21 Jan 2020 09:00:00 +0000WorkSpanEvery 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...1341cleanfull90: 3 Challenges for Connecting Partners w/ Hannibal Scipiohttps://www.spreaker.com/episode/90-3-challenges-for-connecting-partners-w-hannibal-scipio--51913918764c13f7-d9bf-47e2-96dd-4f86b6ad15b4Tue, 07 Jan 2020 09:00:00 +0000WorkSpanHow 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+...1385cleanfull89: How a Fast Go-to-Market Strategy Enables Partners w/ Ben Galegohttps://www.spreaker.com/episode/89-how-a-fast-go-to-market-strategy-enables-partners-w-ben-galego--51913812chip@workspan.com Twitter: @chiprodgers LinkedIn: linkedin.com/in/chiprodgers]]>03d3869b-b6d8-4356-9121-db789747ee2fMon, 23 Dec 2019 09:00:00 +0000WorkSpanGoing 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....chip@workspan.com Twitter: @chiprodgers LinkedIn: linkedin.com/in/chiprodgers]]>1261cleanfull88: 6 Tips for a Modern Ecosystem From IBM’s Global Partner Executive w/ Justin Silviahttps://www.spreaker.com/episode/88-6-tips-for-a-modern-ecosystem-from-ibm-s-global-partner-executive-w-justin-silvia--51913882chip@workspan.com Twitter: @chiprodgers LinkedIn: linkedin.com/in/chiprodgers]]>a92e7457-6c1a-4eb2-8f13-c68642b738a4Tue, 03 Dec 2019 09:00:00 +0000WorkSpanAlliance & 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...chip@workspan.com Twitter: @chiprodgers LinkedIn: linkedin.com/in/chiprodgers]]>1419cleanfull87: The 3 ‘Es’ of Ecosystem Success w/ David Herringhttps://www.spreaker.com/episode/87-the-3-es-of-ecosystem-success-w-david-herring--51913886chip@workspan.com Twitter: @chiprodgers LinkedIn: linkedin.com/in/chiprodgers]]>f0e6bd3c-5f4d-48fd-8aa7-12e5bfb3de84Tue, 26 Nov 2019 08:00:00 +0000WorkSpanOn 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...chip@workspan.com Twitter: @chiprodgers LinkedIn: linkedin.com/in/chiprodgers]]>1104cleanfullFocus on Partner Enablement + Consumption w/ Andrew Mackenziehttps://www.spreaker.com/episode/focus-on-partner-enablement-consumption-w-andrew-mackenzie--519138593e9d99f4-c46d-4db5-9692-763f5e83dc03Tue, 19 Nov 2019 08:00:00 +0000WorkSpanI 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.”  ...1670cleanfull85: 3 Ways Microsoft Is Thinking Creatively to Drive Partner Engagement w/ Jeff Fritzhttps://www.spreaker.com/episode/85-3-ways-microsoft-is-thinking-creatively-to-drive-partner-engagement-w-jeff-fritz--51913903118248c371ab41aba4ee3a39bed24013Tue, 12 Nov 2019 13:22:42 +0000WorkSpanMicrosoft 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...1217cleanfull84: Building a Channel Partner Ecosystem? Here’s Everything You Need to Know w/ Marc Palombohttps://www.spreaker.com/episode/84-building-a-channel-partner-ecosystem-here-s-everything-you-need-to-know-w-marc-palombo--51913915chip@workspan.com Twitter: @chiprodgers LinkedIn: linkedin.com/in/chiprodgers]]>d5acdebd514b441eb4647bbdd519ab97Tue, 22 Oct 2019 05:00:00 +0000WorkSpanIf 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...chip@workspan.com Twitter: @chiprodgers LinkedIn: linkedin.com/in/chiprodgers]]>1444cleanfull83: How The Channel Ecosystem Thrives on Collaboration w/ Gina Batali-Brookshttps://www.spreaker.com/episode/83-how-the-channel-ecosystem-thrives-on-collaboration-w-gina-batali-brooks--5191387943bcf95dde654610aa12eeda7e916ab3Tue, 15 Oct 2019 05:00:00 +0000WorkSpanIt 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...992cleanfull82: 3 Ways to Keep Alliances Simple & Successful w/ Todd Daltonhttps://www.spreaker.com/episode/82-3-ways-to-keep-alliances-simple-successful-w-todd-dalton--5191384814e2e071205d40c683a84866312ad572Tue, 08 Oct 2019 05:00:00 +0000WorkSpanWhen 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...675cleanfull81: 3 Techniques to Improve Making Alliance Connections w/ Carrie Whitehttps://www.spreaker.com/episode/81-3-techniques-to-improve-making-alliance-connections-w-carrie-white--519138925ace8ccc1f4c475c942be410745c3ca2Tue, 01 Oct 2019 05:00:00 +0000WorkSpanIt’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...1416cleanfull80: Leveraging The Massive Microsoft Alliance Ecosystem w/ Angela Jajko and Rachel Becklerhttps://www.spreaker.com/episode/80-leveraging-the-massive-microsoft-alliance-ecosystem-w-angela-jajko-and-rachel-beckler--51913900887773d3dce34f3f871857e04b1fe492Tue, 24 Sep 2019 05:00:00 +0000WorkSpanMarketing 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...817cleanfull79: Collaboration between Strategic Alliances & Sales leads to Success w/ Sanjeev Mittal and Rajat Sinhahttps://www.spreaker.com/episode/79-collaboration-between-strategic-alliances-sales-leads-to-success-w-sanjeev-mittal-and-rajat-sinha--5191383201afd960caa143309d9d0737dec8f47cTue, 17 Sep 2019 05:00:00 +0000WorkSpanAlliances 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...1790cleanfull78: 5 Keys Driving Ensono's Successful Alliance With Microsoft w/ Bailey Cahillhttps://www.spreaker.com/episode/78-5-keys-driving-ensono-s-successful-alliance-with-microsoft-w-bailey-cahill--519139295c9438c1b4e24e139cacb2172f2eb351Tue, 10 Sep 2019 05:00:00 +0000WorkSpanLast 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...880cleanfull77: How Empathy Builds Personal Connections & Drives Engagement w/ Jay Vigelandhttps://www.spreaker.com/episode/77-how-empathy-builds-personal-connections-drives-engagement-w-jay-vigeland--51913840d651ba0add914c398ebf022f5924653bTue, 03 Sep 2019 05:00:00 +0000WorkSpanSome 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...1019cleanfull76: 3 Ways to Create Synergy Between 2 Companies w/ Shirley Ashkenazihttps://www.spreaker.com/episode/76-3-ways-to-create-synergy-between-2-companies-w-shirley-ashkenazi--519138835a8d500921e546799bb088ddc9c60d0eTue, 27 Aug 2019 05:00:00 +0000WorkSpanWhere 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...1548cleanfull75: Using Strategic Alliances to close the Gap between Business and Technology w/ Jan Twomblyhttps://www.spreaker.com/episode/75-using-strategic-alliances-to-close-the-gap-between-business-and-technology-w-jan-twombly--519138904c02eea8a97340a884581dd8a7e82b00Tue, 20 Aug 2019 18:36:47 +0000WorkSpanNo 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...1140cleanfull74: How Alliances Are Helping to Drive Success for Citrix w/ Steve Blacklockhttps://www.spreaker.com/episode/74-how-alliances-are-helping-to-drive-success-for-citrix-w-steve-blacklock--51913866e73748bdf012460ca6019b87cd270b57Tue, 13 Aug 2019 05:00:00 +0000WorkSpanCitrix 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...1223cleanfull73: 4 Reasons Why It’s Worth Partnering With a Nonprofit with Priyanka Sharmahttps://www.spreaker.com/episode/73-4-reasons-why-it-s-worth-partnering-with-a-nonprofit-with-priyanka-sharma--519139236aed2fb7b04643c993660652db21a26fTue, 06 Aug 2019 05:00:00 +0000WorkSpanSuccessful 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...1322cleanfull72: Understanding Strategic Alliances with Michael Thomashttps://www.spreaker.com/episode/72-understanding-strategic-alliances-with-michael-thomas--519139118a0d251361bc49888a75ca2a5facf7beTue, 30 Jul 2019 05:00:00 +0000WorkSpanIn 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....756cleanfull71: 4 Keys to Showing Real Value in Your Strategic Partnerships with Forest Yulehttps://www.spreaker.com/episode/71-4-keys-to-showing-real-value-in-your-strategic-partnerships-with-forest-yule--51913927f54c79cf3a7c473e9e1d403dd570fc8aTue, 23 Jul 2019 05:00:00 +0000WorkSpanAre 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...1742cleanfull70: 3 Ways IoT Companies Should Optimize Their Alliance Ecosystem with Bill Johnsonhttps://www.spreaker.com/episode/70-3-ways-iot-companies-should-optimize-their-alliance-ecosystem-with-bill-johnson--519139193517cd3208744573bcd1d92593615866Tue, 16 Jul 2019 05:00:00 +0000WorkSpanThe 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...740cleanfull69: Keys to Finding Successful Alliance Opportunities with Gary Bernierhttps://www.spreaker.com/episode/69-keys-to-finding-successful-alliance-opportunities-with-gary-bernier--519138712cf2a71528594402a4eedeb2c2460474Tue, 09 Jul 2019 05:00:00 +0000WorkSpanAlliance 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...691cleanfull68: From 40 to 200 Alliances, Maximizing your Alliance Network with Andrew Lezonhttps://www.spreaker.com/episode/68-from-40-to-200-alliances-maximizing-your-alliance-network-with-andrew-lezon--5191388580beaf640bcc4413a2e902789e5ff01dTue, 02 Jul 2019 05:00:00 +0000WorkSpanIf 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...735cleanfull67: 5 Reasons You Want WorkSpan on Your Team w/ Gaurav Sainihttps://www.spreaker.com/episode/67-5-reasons-you-want-workspan-on-your-team-w-gaurav-saini--51913913f5510f0a1be542dbae710a789c7635e3Tue, 25 Jun 2019 05:00:00 +0000WorkSpanWhy 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...749cleanfull66: Building a Partner Program: What Should You Focus On First? w/ Matt Alvarezhttps://www.spreaker.com/episode/66-building-a-partner-program-what-should-you-focus-on-first-w-matt-alvarez--51913873ecb2e14da0984d97abecc2410c19de11Tue, 18 Jun 2019 05:00:00 +0000WorkSpanAny 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...1537cleanfull65: Here’s What’s Trending in Alliance Management w/ Chris Webberhttps://www.spreaker.com/episode/65-here-s-what-s-trending-in-alliance-management-w-chris-webber--51913934378d158adc4a416dad07b50a58e564d4Tue, 11 Jun 2019 05:00:00 +0000WorkSpanIf 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...1522cleanfull64: The Power of a Joint Value Prop in Strategic Alliances w/ Aslam Jamalhttps://www.spreaker.com/episode/64-the-power-of-a-joint-value-prop-in-strategic-alliances-w-aslam-jamal--51913863585a4a7ff3dd4664b015acda5dadd030Tue, 04 Jun 2019 05:00:00 +0000WorkSpanGlobal 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:...1617cleanfull63: Long Term Vs. Opportunistic Alliance Management w/ Ard-Pieter de Manhttps://www.spreaker.com/episode/63-long-term-vs-opportunistic-alliance-management-w-ard-pieter-de-man--5191393939a98e94e7ee49f4b17dfecfc9cfa8aeTue, 28 May 2019 05:00:00 +0000WorkSpanThe 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...768cleanfull62: 4 Tactics on Managing a Global Alliance Network w/ Helen Morinhttps://www.spreaker.com/episode/62-4-tactics-on-managing-a-global-alliance-network-w-helen-morin--51913932cf7deeb066644b9b825f550b4d368344Tue, 21 May 2019 05:00:00 +0000WorkSpanThe 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...877cleanfull61: 3 Ways Your Buyers Act Like Consumers (& Why That’s Good for Alliances) w/ Jay McBainhttps://www.spreaker.com/episode/61-3-ways-your-buyers-act-like-consumers-why-that-s-good-for-alliances-w-jay-mcbain--51913924e78c68ea151c41948b907d9908996df6Tue, 14 May 2019 05:00:00 +0000WorkSpanJay 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...840cleanfull60: Why the Mafia Understands Trust Better Than Many Businesses w/ Mike Nevinhttps://www.spreaker.com/episode/60-why-the-mafia-understands-trust-better-than-many-businesses-w-mike-nevin--519138914c57aa1ad4f04adeba5ac78502123121Tue, 07 May 2019 05:00:00 +0000WorkSpanMike 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,...2164cleanfull59: 15 Minutes With Marc Geall, SVP of Tech Ecosystems at SAPhttps://www.spreaker.com/episode/59-15-minutes-with-marc-geall-svp-of-tech-ecosystems-at-sap--51913909fbc7f6b9e52248fea4a6eaf625a63c74Tue, 30 Apr 2019 05:00:00 +0000WorkSpanYour 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...836cleanfull58: No Technology Exclusively for Alliances? Think Again w/ Matt Gale & Jason Boggshttps://www.spreaker.com/episode/58-no-technology-exclusively-for-alliances-think-again-w-matt-gale-jason-boggs--51913809ae017cb380524934994622811625afd4Tue, 23 Apr 2019 05:00:00 +0000WorkSpanEvery 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...1073cleanfull57: 4 Keys to Unlocking a Rapid Joint Solution Validation & Deployment w/ Joan Moraleshttps://www.spreaker.com/episode/57-4-keys-to-unlocking-a-rapid-joint-solution-validation-deployment-w-joan-morales--51913833df95843fc444453fafea14eaa37f6478Tue, 16 Apr 2019 05:00:00 +0000WorkSpanValidating 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,...1214cleanfull56: The Skills Every Alliance Manager MUST Have w/ Norma Watenpaughhttps://www.spreaker.com/episode/56-the-skills-every-alliance-manager-must-have-w-norma-watenpaugh--51913841de527a7e028c479292d72f6fd2dac2b1Tue, 09 Apr 2019 05:00:00 +0000WorkSpanAlliance 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...1417cleanfull55: 3 Questions You Must Ask Yourself Before Starting any New Alliance w/ Stuart Kalmanhttps://www.spreaker.com/episode/55-3-questions-you-must-ask-yourself-before-starting-any-new-alliance-w-stuart-kalman--519138627916870ee0824291982380d0ec330e91Tue, 02 Apr 2019 05:00:00 +0000WorkSpanSometimes 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...1244cleanfull54: Herding Cats - How To Overcome The Challenges Of Alliances To Bring a Great Experience To Your Customers w/ RJ Bibbyhttps://www.spreaker.com/episode/54-herding-cats-how-to-overcome-the-challenges-of-alliances-to-bring-a-great-experience-to-your-customers-w-rj-bibby--51913938618ea0445810479f994d173b1011cf53Tue, 26 Mar 2019 05:00:00 +0000WorkSpanBack 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...785cleanfull53: The Future Belongs to Alliance Makers w/ Amit Tiwarihttps://www.spreaker.com/episode/53-the-future-belongs-to-alliance-makers-w-amit-tiwari--519139375d89c69ee7f14c2981cd4fe2df9797e2Tue, 19 Mar 2019 05:00:00 +0000WorkSpanIf 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...2012cleanfull52: 4 Keys to Alliance Strategy w/ Tony Bellerhttps://www.spreaker.com/episode/52-4-keys-to-alliance-strategy-w-tony-beller--5191391081ded9ababb3490d922f5710daacccabTue, 12 Mar 2019 05:00:00 +0000WorkSpanAn 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...1558cleanfull51: 5 Ways to Turn Relationships Into Revenue w/ Rana Kahlhttps://www.spreaker.com/episode/51-5-ways-to-turn-relationships-into-revenue-w-rana-kahl--51913928e5d7f35485944016b97682f9565fb7a5Tue, 05 Mar 2019 06:00:00 +0000WorkSpanImagine 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...1524cleanfull50: When Your Sales Outpace Your Deployment Capabilities, It’s Time to Bring on an Alliance w/ Andreas Berthold-van der Molenhttps://www.spreaker.com/episode/50-when-your-sales-outpace-your-deployment-capabilities-it-s-time-to-bring-on-an-alliance-w-andreas-berthold-van-der-molen--519138995d7f021569c3425f95797a1400165e93Tue, 26 Feb 2019 06:00:00 +0000WorkSpanNot 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...1421cleanfull49: 3 Principles of a Healthy Ecosystem: Key Strategic Alliances, Micro-Partnerships, & Nonprofits w/ Chris Peacockhttps://www.spreaker.com/episode/49-3-principles-of-a-healthy-ecosystem-key-strategic-alliances-micro-partnerships-nonprofits-w-chris-peacock--51913925b521f09f09b3411786c15b613bfb7a94Tue, 19 Feb 2019 06:00:00 +0000WorkSpanThe 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...2413cleanfull48: What to Do With an Unexpected Alliance w/ Joel Maloffhttps://www.spreaker.com/episode/48-what-to-do-with-an-unexpected-alliance-w-joel-maloff--51913926252ca4c8b16843d78c04bb2dfad07d87Tue, 12 Feb 2019 06:00:00 +0000WorkSpanEvery 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...892cleanfull47: All Aboard! What We Can All Learn About Alliances From FourKites, a Real-Time Tracking Solution w/ Peter Yosthttps://www.spreaker.com/episode/47-all-aboard-what-we-can-all-learn-about-alliances-from-fourkites-a-real-time-tracking-solution-w-peter-yost--519138379d77137c5bed43c093889e8c3aa0335bTue, 05 Feb 2019 06:00:00 +0000WorkSpanAlliances 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...1429cleanfull46: Finding the Win-Win in Strategic Alliances w/ Dustin Avolhttps://www.spreaker.com/episode/46-finding-the-win-win-in-strategic-alliances-w-dustin-avol--51913907c07a86943a004e7ea54f317120fd431bTue, 29 Jan 2019 06:00:00 +0000WorkSpanIf 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....1529cleanfull45: ‘The First Romanian Unicorn’: Meet UiPath — The Robotics Partner Google Called for Help w/ Chris Morganhttps://www.spreaker.com/episode/45-the-first-romanian-unicorn-meet-uipath-the-robotics-partner-google-called-for-help-w-chris-morgan--519139408c732b3189074caca217de51b1478458Tue, 22 Jan 2019 06:00:00 +0000WorkSpanDespite 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....1326cleanfull44: How To Keep Your Finger On the Pulse of a Partnership w/ Pieter Van Heckhttps://www.spreaker.com/episode/44-how-to-keep-your-finger-on-the-pulse-of-a-partnership-w-pieter-van-heck--519138804b8752da522a4914bde935f61e2f0d1eTue, 15 Jan 2019 06:00:00 +0000WorkSpanIf 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...834cleanfull43: What Does Your Customer Really Want? w/ Thomas Iselerhttps://www.spreaker.com/episode/43-what-does-your-customer-really-want-w-thomas-iseler--519139212ac38facfb114af390c0a9f163febd98Tue, 08 Jan 2019 06:00:00 +0000WorkSpanWe 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...917cleanfull42: 3 Benefits of Co-Innovation w/ Sven Deneckenhttps://www.spreaker.com/episode/42-3-benefits-of-co-innovation-w-sven-denecken--51913889f8258fd3b3a6461c82969dc26caf0347Tue, 01 Jan 2019 06:00:00 +0000WorkSpanThe 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...690cleanfull41: Treading the Thin Lines of Global Partnerships w/ Paul McCordhttps://www.spreaker.com/episode/41-treading-the-thin-lines-of-global-partnerships-w-paul-mccord--51913944405a71c53deb42e7a03f9a0af5c2339fTue, 25 Dec 2018 06:00:00 +0000WorkSpanAs 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...1859cleanfull40: How to Create Tangible Value for Your Partners w/ Lisa Boxhttps://www.spreaker.com/episode/40-how-to-create-tangible-value-for-your-partners-w-lisa-box--519138133e730cf5faf54da8b3095944da826a8dTue, 18 Dec 2018 06:00:00 +0000WorkSpanHere’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...1542cleanfull39: Why Knowing the Differences Between You and Your Alliance Partner is Crucial to Success w/ Charles Whittenhttps://www.spreaker.com/episode/39-why-knowing-the-differences-between-you-and-your-alliance-partner-is-crucial-to-success-w-charles-whitten--51913868f71b7a809c3a4d1aac9a31324e0c3e2cTue, 11 Dec 2018 17:00:00 +0000WorkSpanNo 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...782cleanfull38. How Can You Be Viewed As a Strategic Partner Rather Than Just Another Service? w/ Arnaldo Amarohttps://www.spreaker.com/episode/38-how-can-you-be-viewed-as-a-strategic-partner-rather-than-just-another-service-w-arnaldo-amaro--519138953d906a81c8094f1e8f7f77fd3329c737Tue, 04 Dec 2018 17:00:00 +0000WorkSpanAre 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...1297cleanfull37. The Importance of Communication and Transparency Between Partners w/ Akash Satapathyhttps://www.spreaker.com/episode/37-the-importance-of-communication-and-transparency-between-partners-w-akash-satapathy--51913888b4bfe09c6296439c96edfd4092879265Tue, 27 Nov 2018 14:11:15 +0000WorkSpanHow 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...911cleanfull36. Are You and Your Strategic Partner Really “Better Together”? w/ Chris Mancebohttps://www.spreaker.com/episode/36-are-you-and-your-strategic-partner-really-better-together-w-chris-mancebo--519139367c64c9c1aaed45518b965390ea67a76dTue, 20 Nov 2018 17:00:00 +0000WorkSpan“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...638cleanfull35. How A Product Background Can Help Your Role as an Alliance Professional w/ Gautam Bhartihttps://www.spreaker.com/episode/35-how-a-product-background-can-help-your-role-as-an-alliance-professional-w-gautam-bharti--5191387792b2b20bb2624d078665e0f931f15d90Tue, 13 Nov 2018 17:00:00 +0000WorkSpanInvolving 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...690cleanfull34. How to Develop a Healthy Partner Ecosystem w/ Bob Knepphttps://www.spreaker.com/episode/34-how-to-develop-a-healthy-partner-ecosystem-w-bob-knepp--519138960fbc1f834f1847d18d0f1f951129fd39Tue, 06 Nov 2018 17:00:00 +0000WorkSpanWould 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...725cleanfull33: How to Sell Solutions over Hardware w/ Graham Williamshttps://www.spreaker.com/episode/33-how-to-sell-solutions-over-hardware-w-graham-williams--519139046376e869d255427e95a39601b2b7e2e0Tue, 30 Oct 2018 16:00:00 +0000WorkSpanHow 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...1614cleanfull32: 3 Ways To Guarantee Successful Alliances w/ Kamesh Chivukulahttps://www.spreaker.com/episode/32-3-ways-to-guarantee-successful-alliances-w-kamesh-chivukula--519139473fb4529600f8422c8f196cd12ca7e3b5Thu, 25 Oct 2018 16:00:00 +0000WorkSpanSeven 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...1208cleanfull31: How To Develop Trust Between Alliance Partners w/ Xavier LeBaronhttps://www.spreaker.com/episode/31-how-to-develop-trust-between-alliance-partners-w-xavier-lebaron--519139491c8d6d80211c461696bb89c6f797fbb8Tue, 23 Oct 2018 16:00:00 +0000WorkSpanSometimes 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...770cleanfull30: 2 Things Every Alliance Partner Can Do To Strengthen Their Professional Relationships w/ Andy Horwitzhttps://www.spreaker.com/episode/30-2-things-every-alliance-partner-can-do-to-strengthen-their-professional-relationships-w-andy-horwitz--519138759ef997f06a494e6cbf4c0acf1114ab71Thu, 18 Oct 2018 05:00:00 +0000WorkSpanRelationships 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...739cleanfull29: 4 Ways to Build a Phenomenal Partner Experience w/ Michael Kenneyhttps://www.spreaker.com/episode/29-4-ways-to-build-a-phenomenal-partner-experience-w-michael-kenney--51913922b72ddfcb12bc42bc9042d473179af154Tue, 16 Oct 2018 15:10:06 +0000WorkSpanYou’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...968cleanfull28: Why A Signed Agreement is the Starting Point (Not the Finish Line) In a Partnership w/ Bob Schwartzhttps://www.spreaker.com/episode/28-why-a-signed-agreement-is-the-starting-point-not-the-finish-line-in-a-partnership-w-bob-schwartz--51913905427cd524239e49679c176575c1c99a68Tue, 16 Oct 2018 15:02:41 +0000WorkSpan“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...846cleanfull27: How to Grow an Ever-Expanding Network of Partners w/ Taylor VanderZandenhttps://www.spreaker.com/episode/27-how-to-grow-an-ever-expanding-network-of-partners-w-taylor-vanderzanden--5191395887132d26c8e94894a593219917bdf0baTue, 09 Oct 2018 09:00:00 +0000WorkSpanWe’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...1007cleanfull26: How You Can Overcome Challenges Together as Professional Partners w/ Laura Marxhttps://www.spreaker.com/episode/26-how-you-can-overcome-challenges-together-as-professional-partners-w-laura-marx--5191393562bd79e90c974c34851ee70c540ab015Thu, 04 Oct 2018 17:04:06 +0000WorkSpanProfessional 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...937cleanfull25: How New Technology is Solving Real Business Problems Today w/ Brenton O'Callaghanhttps://www.spreaker.com/episode/25-how-new-technology-is-solving-real-business-problems-today-w-brenton-o-callaghan--519139306d6ee1f018ff424e8995e625fa38b159Tue, 02 Oct 2018 09:00:00 +0000WorkSpanHow 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...1379cleanfull24: How to Become a Catalyst for Your Strategic Partner w/ Jay Cherrington and Barbara Hallmanshttps://www.spreaker.com/episode/24-how-to-become-a-catalyst-for-your-strategic-partner-w-jay-cherrington-and-barbara-hallmans--5191385553d72cbf3a1a4e8cb155fa9c0b7c9079Thu, 27 Sep 2018 09:00:00 +0000WorkSpanDoes 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,...863cleanfull23: How to Become Part of Your Partner’s Workflow w/ Scott Owenhttps://www.spreaker.com/episode/23-how-to-become-part-of-your-partner-s-workflow-w-scott-owen--51913894d78893b37a734f018786243a82df7584Tue, 25 Sep 2018 09:00:00 +0000WorkSpanHere’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...843cleanfull22: Three Benefits of Going to Market With Joint Solutions w/ Anil Kumar Mishrahttps://www.spreaker.com/episode/22-three-benefits-of-going-to-market-with-joint-solutions-w-anil-kumar-mishra--51913867219d61e79a1f44dfbe13f5a2b57e8afeThu, 20 Sep 2018 09:00:00 +0000WorkSpanTwo 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...1626cleanfull21: How to Create a Partner Centric Culture w/ Kristen Dudahttps://www.spreaker.com/episode/21-how-to-create-a-partner-centric-culture-w-kristen-duda--519139481071ddcfa6084d849dbd90d0ffd94e01Tue, 18 Sep 2018 09:00:00 +0000WorkSpanA 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...1223cleanfull20: Alliances Require Empathy, Strategy, and Patience w/ Andreas Hoehnenhttps://www.spreaker.com/episode/20-alliances-require-empathy-strategy-and-patience-w-andreas-hoehnen--51913942696065a5dfb84486a0604a70b5f18fc0Thu, 13 Sep 2018 09:00:00 +0000WorkSpanAlliances 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?...931cleanfull19: 3 Challenges for Alliance Leaders w/ Dev Bardhanhttps://www.spreaker.com/episode/19-3-challenges-for-alliance-leaders-w-dev-bardhan--5191393160315578cdf54758bbf371b67fa03347Tue, 11 Sep 2018 09:00:00 +0000WorkSpanAlliances 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...448cleanfull18: Why Every Organization in the Technology Space Needs Good Partners w/ Puneet Suppalhttps://www.spreaker.com/episode/18-why-every-organization-in-the-technology-space-needs-good-partners-w-puneet-suppal--5191387862dd00a3684b4fde8ef743affc98073bTue, 04 Sep 2018 09:00:00 +0000WorkSpanPartnerships 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...741cleanfull17: 4 Ways To Ensure You Stay Relevant As An Alliance Partner w/ Tanja Schellerhttps://www.spreaker.com/episode/17-4-ways-to-ensure-you-stay-relevant-as-an-alliance-partner-w-tanja-scheller--519139506fe5ae7ccedf4297982ffa75be124ca5Tue, 28 Aug 2018 09:00:00 +0000WorkSpanAlliance 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...743cleanfull16: How to Use Honesty to Crush It with Partnerships w/ Bastian Schuetzhttps://www.spreaker.com/episode/16-how-to-use-honesty-to-crush-it-with-partnerships-w-bastian-schuetz--51913933f25b3725e92f40c2b39bd19e8a65c39dTue, 21 Aug 2018 09:00:00 +0000WorkSpanA 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...687cleanfull15: How to create alliances between complex organizations w/ Don Joneshttps://www.spreaker.com/episode/15-how-to-create-alliances-between-complex-organizations-w-don-jones--519139141adb9ab047574b6da6a88ac8aba64e33Tue, 14 Aug 2018 09:00:00 +0000WorkSpanDon Jones, Senior Vice President, Alliance and ecosystems at HCL Technologies, talked with Chip Rodgers, VP Marketing and Alliances at WorkSpan on #AllianceAces podcast.1517cleanfull14: How To Align Two Huge Companies w/ Joerose Tharakanhttps://www.spreaker.com/episode/14-how-to-align-two-huge-companies-w-joerose-tharakan--51913884efe8902e7de94e6f8e94813dbad965f4Tue, 07 Aug 2018 09:00:00 +0000WorkSpanHow 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...615cleanfull13: Building Trust in Partnerships w/ RJ Bibbyhttps://www.spreaker.com/episode/13-building-trust-in-partnerships-w-rj-bibby--51913816fb28026b941f443d9c5cd65fe285ea75Tue, 31 Jul 2018 09:00:00 +0000WorkSpanIt 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...734cleanfull12: 3 Secrets to Building a Global Alliance Program w/ Jennifer Kerrhttps://www.spreaker.com/episode/12-3-secrets-to-building-a-global-alliance-program-w-jennifer-kerr--51913941f75d75a7dccd439597e8225d9caa14a7Tue, 24 Jul 2018 09:00:00 +0000WorkSpanAlliances 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...675cleanfull11: How To Establish Strong Strategic Alliances w/ Chris Sellandhttps://www.spreaker.com/episode/11-how-to-establish-strong-strategic-alliances-w-chris-selland--5191395678a00f698d60492f817d862f308adaa8Tue, 17 Jul 2018 09:00:00 +0000WorkSpanStrong 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,...2055cleanfull10: Creating Global Alliances w/ Bob Breitelhttps://www.spreaker.com/episode/10-creating-global-alliances-w-bob-breitel--5191395445043c157e544b5bac421f7d85205184Tue, 10 Jul 2018 09:00:00 +0000WorkSpanBob 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.797cleanfull9: Creating Alliances in a Platform-Based Ecosystem w/ Drew Quinlanhttps://www.spreaker.com/episode/9-creating-alliances-in-a-platform-based-ecosystem-w-drew-quinlan--51913943c8a18cfb047148f8a249a1314507e03aTue, 03 Jul 2018 09:00:00 +0000WorkSpanIn 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...1622cleanfull8: Thoughts on Alliance Leadership From SAP’s Leonardo Medallion Selection w/ Robert Walmsleyhttps://www.spreaker.com/episode/8-thoughts-on-alliance-leadership-from-sap-s-leonardo-medallion-selection-w-robert-walmsley--51913953ddeacc5257594b71914625beaf5c28ecTue, 26 Jun 2018 09:00:00 +0000WorkSpanHaving 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...885cleanfull7: Creating A Phenomenal Customer Experience Within Alliances w/ Manoj Bhatiahttps://www.spreaker.com/episode/7-creating-a-phenomenal-customer-experience-within-alliances-w-manoj-bhatia--5191384596c3b212a6dd4bde9ef40eb303931ebcTue, 19 Jun 2018 09:00:00 +0000WorkSpanEcosystems 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...2439cleanfull6: Bringing a joint solution to market w/ Phil Sailerhttps://www.spreaker.com/episode/6-bringing-a-joint-solution-to-market-w-phil-sailer--51913852470075c0829640d5b007083ad35f1bffTue, 12 Jun 2018 09:00:00 +0000WorkSpanProducts, 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...1912cleanfull5: The 5 Challenges Every Alliance Professional Must Conquer w/ Roland Wartenberghttps://www.spreaker.com/episode/5-the-5-challenges-every-alliance-professional-must-conquer-w-roland-wartenberg--5191390667975c8b1b55439998ee5bc1a541bc86Tue, 22 May 2018 09:00:00 +0000WorkSpanComplex 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...2170cleanfull4: Best Practices for Alliance Leaders: Tips From a Global SI Director w/ Madhav Ranganathanhttps://www.spreaker.com/episode/4-best-practices-for-alliance-leaders-tips-from-a-global-si-director-w-madhav-ranganathan--5191391220b562b07354b51f732a8976a4911177Tue, 15 May 2018 09:00:00 +0000WorkSpanWouldn’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...1696cleanfull3: An Alliance Pro’s 2-Step Alliance Philosophy w/ Subs Acharyahttps://www.spreaker.com/episode/3-an-alliance-pro-s-2-step-alliance-philosophy-w-subs-acharya--51913955a1efb05a7101b966099df439fe6b822dTue, 24 Apr 2018 18:54:30 +0000WorkSpanCustomers 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...1881cleanfull2: Partnering Executives: Out of the Cheap Seats, Into the C-Suite w/ Allan Adlerhttps://www.spreaker.com/episode/2-partnering-executives-out-of-the-cheap-seats-into-the-c-suite-w-allan-adler--51913946cbc3b209991a509b2a757ba3a29e690cTue, 24 Apr 2018 18:37:27 +0000WorkSpanPartnerships 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...1123cleanfull1: Global Partner Marketing Success w/ Steve Aschehttps://www.spreaker.com/episode/1-global-partner-marketing-success-w-steve-asche--51913959e082eeb058969ece4b208d2f1c2c4279Tue, 24 Apr 2018 18:11:59 +0000WorkSpanIn 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....2106cleanfullWhy You Should Listen to Alliance Aceshttps://www.spreaker.com/episode/why-you-should-listen-to-alliance-aces--51913865Specifically, 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.]]>                                                                                                          c6a451d8a87f8c6ed9a1cb45162dbc9cTue, 24 Apr 2018 17:47:19 +0000WorkSpanAlliance 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...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.]]>                                                                                                          690cleantrailer