Alliance Aces

In this episode of Ecosystem Aces, we’re joined by Ankur Sinha, Head of Partner Solutions & GTM at Domino Data Labs, to explore the intricacies of building a robust partner ecosystem tailored for AI and data science. Ankur shares his expertise in forging strategic partnerships and leveraging them to drive innovation and growth in regulated industries.Join us as we discuss:Developing a Global Partner Ecosystem: Ankur outlines Domino’s approach to building a worldwide network of partners focused on data science and machine learning, with an emphasis on regulated industries like life sciences and banking.Strategic Alliances with Technology Providers: Learn about Domino’s key partnerships with tech giants like Nvidia and AWS, and how these collaborations enhance their platform’s capabilities and value propositions for customers.Collaborative Product Development: Discover how Domino integrates partner feedback into its product development process, enabling quick releases of new features and creating tailored s

In this episode of Ecosystem Aces, we welcome Travis Clinger, Chief Connectivity and Ecosystem Officer at LiveRamp. Travis shares invaluable insights on how LiveRamp is shaping the future of data connectivity and AI integration, enabling personalized customer experiences across global markets, and how he co-innovates with 170+ partners.Join us as we discuss:Driving Data Connectivity and Personalization: Travis emphasizes LiveRamp’s focus on managing and protecting data while enabling personalized customer experiences, showcasing their ability to drive upgrades through integrated solutions.Global Reach and Regional Expertise: LiveRamp combines global products with regional nuances to meet diverse market needs, transforming inventory into addressable media.Building Strong Partnerships and Co-Innovation: Learn about LiveRamp’s collaborative approach to align with partner needs and market trends.AI and Future Innovations:  Learn how LiveRamp leverages AI for segment selection optimization, advanced analytics, and

In this episode of Ecosystem Aces, titled “How Partnerships Deliver Value in the Modern Marketing Tech Stack”, we welcome Justin Davis, Global Strategic Alliances at Tealium. Justin shares his insights on the evolving landscape of strategic alliances and digital transformation and highlights Tealium’s innovative approaches and partnerships.As technology advances, Tealium remains at the forefront, leveraging partnerships to deliver impactful solutions that meet the complex needs of modern businesses.Join us as we discuss:Navigating the Digital Transformation Journey: Justin Davis discusses Tealium's strategic alliance with AWS and their role in marketing automation, emphasizing the importance of collaborative solution-building.Strategic Alignment and Partnership Evolution: Explore the shift from traditional ISV relationships to a multi-party ecosystem involving software providers, cloud platforms like AWS, and other ISVs such as Adobe and Braze.Measuring Success and Overcoming Challenges: Justin highlights the

In this episode of Ecosystem Aces, titled "Driving AI and Partnership Excellence at MongoDB," we celebrate our 200th episode by welcoming Alan Chhabra, EVP of Worldwide Partners at MongoDB. Alan shares invaluable insights into the evolving landscape of AI applications and strategic partnerships. He explains how MongoDB empowers developers, navigates AI complexities, and leverages partnerships to drive innovation and growth.Join us as we discuss:AI Applications and Developer Focus: Alan Chhabra outlines MongoDB's dedication to empowering developers through a new AI program designed to simplify AI complexities for customers.Partnering for AI Success: Discover how MongoDB collaborates with consultancies like Accenture, emphasizing the alignment of partner organizations with sales teams to drive revenue growth.AI Partnerships and Customer Demand: Alan delves into the competitive landscape of AI partnerships, highlighting the importance of experimentation, adoption, and customer-driven solutions.Integrations for S

In this episode of Ecosystem Aces titled "Building Success with AI at Google Cloud”,  Chip Rodgers, Chief Partner Officer at WorkSpan, sits down with Lee Moore, VP at Google Cloud. They discuss the transformative power of AI and Google Cloud’s pivotal role in its adoption across industries, highlighting the strategies and innovations driving success.Join us as we discuss:Learning and Building with AI: Lee Moore highlights Google Cloud’s mission to empower teams and partners with AI technologies, emphasizing rapid upskilling initiatives and the democratization of AI knowledge.Operating with AI at Scale: Google Cloud’s unique integration of hardware, chips, and proprietary models, supports partners in leveraging AI’s potential effectively.Succeeding Through Partnership:  the shift from traditional reselling to co-selling models, empowering partners to co-create solutions and drive joint innovation. Innovating with AI: Lee Moore explores the endless possibilities AI offers across sectors and Google Cloud’s commi

In this episode titled "Strategic Partnerships for Growth in Data Analytics and GenAI" we delve into the expansive growth and innovative partnerships that define Starburst Data's approach to enterprise data applications and open-source projects. Tony Li from Starburst Data offers a comprehensive look into the company's strategies and successes, particularly in leveraging partnerships to enhance data analytics and AI initiatives.Listeners will gain valuable insights into the multifaceted partnership strategies that drive Starburst Data's growth. Tony discusses the crucial role of cloud, technology, and services partners, and how aligning with partners who share a complementary vision and culture is key to creating a robust ecosystem. This episode also highlights the importance of partner enablement, training, and personalized customer interactions in measuring and achieving partner success. Join us as Tony shares his experiences and strategies for building a successful partnership ecosystem that propels Starbu

In this insightful episode of Ecosystem Aces titled " Building Industry-Specific Solutions at Scale, GSI Partner Leader at Google”, we sit down with Akseli Lappanen, Google's GSI Partner Leader, to delve into the intricacies of building industry-specific solutions, the art of forming sustainable partnerships, and the innovative approach Google takes to meet the needs of diverse markets.Join us as we discuss: Industry-Specific Solutions: Akseli discusses the importance of aligning customer relevance, value, and scalability when building solutions tailored to specific industries. He draws from his experience collaborating with Microsoft engineering teams to drive meaningful partnerships in this regard.The Three Pillars of Effective Solution Building: Akseli breaks down the critical aspects of developing new solutions, emphasizing customer relevance, inherent value, and scalability as key elements for project success.Identifying and Utilizing a Lighthouse Customer: Akseli highlights the significance of discoveri

In this episode of Ecosystem Aces titled “Mastering Partner Unit Economics for Strategic Partnerships”, we delve into the critical role of partner unit economics in driving success within the partnership community. Chris Badger, Senior Director of Strategic Technology Partners at Anaplan, shares invaluable insights into why understanding partner unit economics is pivotal, shedding light on its impact on relationship building and investor value.Throughout the discussion, we explore key themes including the necessity for increased visibility on this subject and its profound influence on building relationships and investor confidence. Chris underscores the essentiality of partnerships in not solely driving revenue but in enhancing customer lifetime value, drawing from personal experiences in aligning engineering and product teams with hyper scalars to optimize partnership value.Join us as we discuss:Alignment of Messaging: Partnerships wield significant influence on sales efficiency, and customer acquisition cos

In this episode titled "Expanding Horizons: How Google Scales New Partner Ecosystems," we sit down with Don Tirsell, the Global Head of Partnerships and Business Development at Google. Don brings a wealth of experience and a unique perspective on building and nurturing partner programs that drive substantial growth. This conversation sheds light on Don’s strategic approach to exploring new partnership territories, laying the foundation for scalable programs, and fostering deep, mutually beneficial relationships.Listeners will get an inside look at how Don identifies potential collaborations, designs partnership frameworks from scratch, and meticulously cultivates these relationships to ensure collective success. It's not just about expanding Google's ecosystem; it's about how Don's leadership and innovative strategies pave the way for creating value across the board, leading to groundbreaking joint solutions that benefit partners and the broader tech community.This episode offers a treasure trove of insights

In this episode of Ecosystem Aces titled "Neil Blecherman: Driving ROI Through Tech Partnerships," we dive deep with Neil Blecherman,Tech Partner Program Director, Nutanix into the intricacies of forming and nurturing technology partnerships. With a rich background that spans across industry giants like Nutanix and Intel, Neil shares his seasoned insights into partner program management, the challenges of validating solutions on the Nutanix platform, and the pivotal role of technical validation and evolving industry requirements.Neil elucidates the importance of collaboration between Nutanix and its over 500 partners for mutual product development and maximizing return on investment. He offers a unique perspective on prioritization strategies within the biopharma and technology sectors and how these approaches drive the adoption of the latest technologies to boost revenue.Furthermore, Neil discusses the critical yet often overlooked aspect of measuring success in technology partnerships, highlighting the gap

In this episode of Ecosystem Aces titled "The Art of Enablement: AWS’s Approach to Partner Growth," we're joined by Udita Bhattacharya, AWS Global Partner Enablement Lead, who leads AWS's global partner enablement teams. Udita shares insights into AWS's dynamic enablement mechanisms, including personalized events designed to boost partners' business acumen and market performance. We delve into the importance of creating easily accessible, engaging content that educates and excites AWS partners about marketing to end-users, and how AWS is scaling its enablement efforts to cater to its extensive network of partners through targeted support and segmentation.Udita highlights the challenges and strategies involved in educating distributors and VARs on new solutions, emphasizing the role of the AWS Marketplace and innovative programs like the Customer Engagement Incentive (CEI) program. Additionally, we touch on the evolution of partner enablement from marketing towards a more sales-oriented approach, focusing on t

In "Innovation Through Collaboration: Qualtrics, GSIs, and the Power of AI," we delve into Qualtrics's pivotal role in transforming the tech and GSI landscape. Our guest, Alina Everett, Vice President of GSI Alliances - EY + Deloitte at Qualtrics, shares her journey at Qualtrics, focusing on the success of joint co-sell initiatives, experience management, and leveraging AI for deep sentiment analysis. She highlights how collaborations with GSIs are modernizing customer experiences and expanding to improve employee satisfaction.Alina discusses the power of partnership in innovation, emphasizing the strategic use of AI in interpreting emotions from surveys to connect deeply with users and accelerate insights. The conversation also covers the essence of co-innovation with GSIs and ISVs, the impact of building solutions based on market demand, and the importance of a sales narrative that underscores the mutual benefits of partnerships.Listeners will get insights into how Qualtrics is steering industry-specific so

During the COVID-19 pandemic, the world underwent a drastic transformation. One of the areas that had to adapt the most was the physical working environment, which, for most organizations, had to shift entirely to remote work. This transition presented numerous challenges in ensuring that the working environment could effectively fit within the edges of a single screen. In today’s episode, Patrick Piwowarczyk, Head of AV Integrator Channel at HP, shares insights into how his company approached collaborating with partners to develop end-customer solutions. These solutions played a pivotal role in facilitating the transition of the working environment, ensuring productivity, equality, and connection within organizations. We also discuss: The role of educating partners to communicate the value of your solutionsWhy having different go-to-markets ensures the same solutions can be leveraged in multiple waysThe importance of building honest relationships with partners—and how this can improve co-selling strategies.

In our tech-driven era, relying on the outdated paradigm of "we can do it ourselves" is no longer sustainable for any company. To truly flourish in today's dynamic landscape, businesses need to embrace ecosystem thinking, mirroring the collaboration found in the natural world where diverse ecosystems cooperate towards common goals.In this episode, Simon Ninan, VP and Head of Strategy and Growth at Hitachi Vantara, explores the significance of an actionable outside-in strategy. This strategy transcends mere ideation, ensuring future-proofing and meaningful partnerships. By adopting this approach, your business can position itself for success, delivering substantial value to both end customers and stakeholders.We also discuss:Simon's efforts in instigating a cultural shift at Hitachi Vantara to integrate partnerships into their core strategy.Hitachi's innovation approach and the importance of active involvement in the startup ecosystem.The value of relationships and the necessity to prioritize an ecosystem-cent

Establishing and maintaining enduring partnerships is a task that undeniably transcends the capabilities of one individual. Yet, within their responsibility lies the capacity to be an effective leader—guiding the team in unison and ensuring a shared direction. This involves skillfully overseeing the team through consistent delegation, strategic prioritization, and fostering open communication.In this episode, Katie Landaal, SVP, Global Alliances and Ecosystem at ZoomInfo, delves deep into the company’s partner categories —technology, solutions and sales— highlighting the importance of clear messaging and co-selling in driving successful partner relationships, all steered by thoughtful leadership.We also discuss: How ZoomInfo’s partner strategy has evolved over the last 18 monthsThe importance of integrating a partner ecosystem as main pillars in businessesWhy GenAI could play a pivotal role in improving co-selling processesHere are some additional episodes featuring other ecosystem leaders that might interes

Establishing partnerships is pivotal for business growth. However, the significance of not only cultivating these alliances but also ensuring their appeal to both prospective and existing partners is equally crucial as building the partnerships.In today’s episode, we are joined by Jeff Mattan, VP, Global Partner Programs and Operations at BeyondTrust, who shares insights from his over 17+ years of experience designing long-term, high-impact channel partner programs — and how using a strategic and communicative approach has helped him pave the way for success across several companies. Through his unique perspective, Jeff has been able to incentivize partner programs —through technical enablement, certifications, and workshops— and increase registrations up to 200%. Join us as we discuss: BeyondTrust's shift from a legacy transactional channel to an ecosystem providing value to customers How Partner Operations can play a critical role in driving change internally and with partnersThe importance of cultivating e

Innovative minds, where new ideas and technologies constantly spark from, are scattered around every corner of the world. However, accessing capital and resources to bring these innovations to life is a bottleneck for a lot of individuals and startups. A potential answer to bridging this gap while generating revenue and value to customers is co-creating with partners.In this episode, we are joined by Vanessa Sorenson, Chief Partner Officer ANZ and Managing Director at Microsoft New Zealand. She shares valuable insights about some of her organization’s partner programs, including the Founders Hub Program, and how they are transforming the innovation landscape in the AI and Cloud spaces by fostering investment and employing marketplace strategies that enable the co-selling and scaling of innovation. We discuss:Microsoft’s pivotal role in the AI and Cloud spaces The significance of aligning goals and compensation plans to drive collaborative innovation with partnersThe rapid advancement of AI technology and its

In the ecosystem world, being forward thinking is crucial — if you are building partnerships when you need them, and not when you anticipate the needs of your customers and the trends of the market, you won’t be on the cutting edge. In this episode, we are joined by Dan Hod, VP, Global Cloud Partnerships and Business Development at Amdocs, as he talks through his long-time journey in the tech industry, leveraging a clear long-term vision to build synergistic partnerships that deliver customer value. Dan also shares how Amdocs is shifting from vendor-specific to open source technology and thus enabling him to work closely with hyperscalers like AWS, Azure, and Google to create a mechanism for cloud consumption and transacting via the marketplace. Join us as we discuss:How Dan is building relationships with cloud partners at Amdocs around open source, network, big data, and AI Growing joint business with hyperscalers by approaching smaller telcosAmdocs’ growth plan in the FSI to become a leading telcoHere are s

Competition is an inherent trait of all industries' marketplaces. However, when strong partnerships are built, collaboration allows business leaders to address customers' specific needs more efficiently, whether it is by multi-dimensional engagements or single product-based solutions.In today’s episode, Amit Sinha Roy, VP Global Head of Strategic Alliances at Tata Communications, dives deeper into managing multiple-scale alliances through joint service creation, prioritizing collaboration over competition, and driving business success with differentiated market solutions. Amit also emphasizes the importance of framing the term "strategic alliances" with a programmatic, long-term approach, with investment from both parties of the partnership. Join us as we explore: The importance of evolving from a connected world to a hyper-connected one How strategic alliances help companies navigate the fast-paced technology landscape and stay competitiveHow a synchronized approach across regions and segments ensures effect

The idea of succeeding alone in today's global market landscape is becoming obsolete. Addressing intricate challenges demands a profound shift in approach—one rooted in strategic collaboration. By investing in robust partnerships and recognizing the unique capabilities each party brings, the tech industry can address highly complex problems, delivering value to customers faster than ever. These collaborations not only foster innovation but also drive sales, propelling businesses toward unprecedented growth.In this episode, Nick Otto, Head of Global Strategic Partnerships at IBM, delves into the synergy of hybrid cloud and AI. He explores how this fusion has led to the creation of multiscale models, generating actionable insights in collaboration with industry leaders and $1B+ partners. Nick also shares the investments IBM is making in its ecosystem, highlighting the importance of strategic partnerships for success.Join us as we discuss:How generative AI is shaping the business landscape for the foreseeable fu