Alliance Aces

It’s difficult to overstate the importance of a holistic ecosystem of partners in the IoT industry. That might be particularly true in highly constrained environments where devices are dedicated to a specific task as intelligence changes in a growing ecosystem.Kaushal Vora, Sr. Director, Head of Business Acceleration & Ecosystem at Renesas Electronics, joins Chip to talk about what it takes to go from go-to-market strategy to the business development organization that helps salespeople sell. Kaushal comes from a team whose journey started three years ago with 20 partners and now has over 200 partners. He’s here to help other partnerships that focus on customer and partner care and provide useful lessons for those looking to build a thriving ecosystem.Join us as we discuss:The role of commercial-grade software in building systems in highly constrained environmentsHow Renesas’s ecosystem of partners supports the growth of the IoT industryWhy it’s important to have a holistic approach to building partnership

Check out this session from the day the now famous report, “The State of Partner Ops and Programs 2022” was launched! Kelly Sarabyn, Platform Ecosystem Advocate at HubSpot and Asher Mathew, VP, GTM - Data & Sales Intelligence Cloud at Demandbase, join to discuss the results of this blockbuster report. The two, along with Jay McBain, Chief Analyst with Canalys and Scott Brinker, VP Platform Ecosystems with HubSpot, conducted a survey getting responses from 664 participants to give you the best outlook on partner ops today.Some of their findings might surprise and encourage you. For example, the biggest correlation for companies driving 26% or more of their revenue from partnerships was having a partner ops team of at least 5 or more. Kelly and Asher also dive into how listeners are best suited to use the report.And go ahead and take a shot, because (no surprise to Chip!) the most common theme to be found was trust. But you’ll have to listen in for the rest as the four have delivered some fascinating takeaw

Ready to learn the tricks and tips of partnering with ISVs, OEMs, and even other tech companies to create innovative solutions and services?Adnan Khaleel, Sr Director, Technology & Business Strategy at Intel Corporation, is here to give his take from his experiences at Dell and Intel on ISVs and OEMs to create services and solutions in various industries. We’ll also talk about a clear roadmap for cloud providers, new markets and technologies such as AI and quantum computing, and balancing the needs of multiple partners. And lastly, what does the process of investing in that new technology look like?Join us as we discuss:Why a larger company would want to work with a smaller partner and how it can help make the case for a partnership internallyWhat are some of the new markets and technologies that companies in the technology industry are investing inWhen 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 ecosys

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

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

They’re one of the largest ecosystems around: 300+ partners, 500+ integrations, and they’re still customer first? You bet they are.Sonal Uban, Director of Marketing, Global Technology Alliances at Fortinet, says the way you keep a machine like that going is you start with the customer pain points, and then work backwards. According to Sonal, that means putting the effort into the longterm strategies for customers and then thinking about the number of ways to integrate their product into the process. Being the trusted advisor means you’re co-innovating together and you’re co-jointly going to market.Join us as we discuss:How scalability means meeting partners on their journey How onboarding and account mapping works at FortinetWhat 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 B

How do you make a meaningful conversation happen with a customer? It’s certainly not enough to wait for inbound customers to just happen. You’re going to have to go outbound. Manoj Bhatia, Vice President of Channel Sales at Acqueon, says the best way to do that is by getting good data from an impeccable customer experience that can be used to effectively communicate to that customer’s needs. Through Acqueon’s recognition, trust, and partnership with Cisco and the ISV marketplace, the solutions, and co-selling opportunities will be the right fit for the customer. Join us as we discuss:-How to put together the right solution components-How to stand out and keep the attention of larger companies-What good “data-parsing” looks like for successful outcomes Here are some additional episodes featuring other ecosystem leaders that might interest you:#121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow #122 There’s No Easy Button For Partnering with N

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

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

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

Is driving your company’s sustainability plan a challenge or an opportunity?The answer you choose will say a lot about how your company will fare in the coming years as both industry and government make the switch, a switch by the way, that is definitely coming. Alec Saunders, Worldwide Sustainability Partner Strategy Leader at Microsoft, joins the show to discuss the vast amount of opportunity coming to sustainable partner ecosystems, who will benefit the most, and how partnerships can best leverage themselves for the coming changes.Join us as we discuss:What role will ISV and IoT partners have in ecosystems?How can companies solve the data problem around their greenhouse gas protocol?What moving from on-prem to cloud does for your emissionsHere 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 Napi

Stop creating partner-first strategies!What??? It’s the reason we do what we do, right?Wrong. Your client is the reason you do what you do. Your partnerships need to originate with the client wants first if you want your program to have measurable success. Then, focus on your partners. It sounds simple enough, but Carola Cazenave, Business Angel, Business Advisor, Board Member, and most recently Vice President Global BP Ecosystem, Pegasystems, says it’s not what a lot of companies are doing.Join us as we discuss: Bringing in partners at all levels of strategy Being authentic with clients The metrics we should all be using to measure successHere 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 Microsof

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

You can’t be everywhere all at once. But your partnership network can.A good ecosystem will not only increase your sphere of influence and knowledge, but will be cheaper, increase sales conversions, and extend retention rates. That’s why hearing what Mike Stocker, VP, Partnerships, RollWorks at NextRoll, Inc., has to say is important.Join us as we discuss:Delivering customer value with integrated partner solutionsReal world examples of partner co-selling driving more revenueHow partner influence delivers tangible and measurable resultsHere 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 Bea

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

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

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

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

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

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