Alliance Aces

There are lots of different ways to inject new life into a company.One of the best is implementing a partner program.The right partners can make a 50-year-old company feel like a startup.At least, that’s what happened for today’s guest, Lisa Conway, VP of Sales Operations and Strategic alliances at Telos, where her partner program and a recent IPO has reinvigorated the company after a half-century in business.In this episode, we discuss:How and why Telos have integrated with AWS and AzureWhy package solutions are in-demandHow Telos are using partners to find new product use casesHere 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 Eco

Every business is transforming. Every company is becoming a tech company. 75% of CEOs say their businesses will be unrecognizable in 5 years.In this landscape, you can’t do it all yourself. You know you can’t survive without partnerships.But without trust, you don’t have a partnership — you have a transaction.This is one of the key insights today’s guest, Vince Menzione, Founder at Ultimate Partnerships, stresses to all of the clients who go to him for his partnering expertise. He joins the show to explain why trust is ultimately the foundation for any business thriving in this new world.In this episode, we discuss:The growing recognition of the necessity of partnershipsWhy the rise of marketplaces is a boon for alliancesMicrosoft’s approach to partneringWhy trust is the most important component of any successful partnershipHere 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 Par

Sometimes, the best strategic alliances come from inherent partners — those who are already a key part of your business strategy.But just because these partners are the easiest to identify doesn’t mean you have to stop there.Just ask my latest guest, Bogdan Petrescu, Director of Strategic Alliances at Nylas, a company with a business model that ensures plenty of organic partnerships. Bogdan isn’t content to stop there, though — he draws upon many diverse partners to drive pipeline, scalability and, ultimately, revenue.In this episode, we discuss:The role of strategic alliances at Nylas How partners can drive scalability Why pipeline revenue are the main measurement Brandon concentrates onHere 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 #10

After building successful partner programs at Cisco, Citrix, and Huawei, today Greg is creating Reliant’s ecosystem strategy to co-build, co-innovate, and co-sell optimal edge computing solutions.In this episode, Greg Fox, Director of Business Development & Strategic Alliances at Reliant, joins Ecosystem Aces and discusses how he builds a best-of-breed partner program.Greg shares:How Reliant creates their ecosystem strategyHow Reliant finds the right partnersHis advice and best practices for partner leadersHere 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 E

Once, you could get by with a single product, but that’s no longer the case. We no longer live in a world where we can simply sell products — it’s all about the solution. Which means partners are more important than ever.That insight is one of the keys to Ash Vijayakanthan’s success as Vice President at Trifacta, where he’s leading strategic partnerships with big names like Google, Infosys, Accenture, and Deloitte.In this episode, we discuss:-How living in a world of solutions impacts partner ecosystems-How Ash is improving the ecosystem through simplification-The metrics Trifacta focus on to measure successTo 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.comTwitter: @chiprodgersLinkedIn: linkedin.com/in/chiprodgers

The business environment is changing rapidly — how can companies not only survive but thrive through this epic shift?An expert in strategic alliances and data-driven marketing, Jack Norris is a Senior Vice President at Alteryx and this episode’s fascinating guest. Norris strongly advocates embracing a digital transformation and building lucrative partnerships through data science. In this episode, Norris introduces these illuminating concepts:- How Alteryx leverages its platform to help partners develop IP- How Alteryx works with partners to deliver an optimal and holistic experience for digital transformations- How Alteryx benefits from having partners that are also customersTo 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

How do you take a near non-existent partner program and grow it to driving over 45% of total revenue for the company? Today’s guest Wayne Monk, Senior Vice President, Global Alliances and Channel Sales at ASG, managed to do just that by staying focused on adding value to the business and the partner capabilities that differentiate them.In this episode, we discuss:- How to make your partner program a value-add to your business- Why partner differentiation is the key to growing your ecosystem- How to identify the innovation that can transform your ecosystemTo 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

When it comes to managing alliances, there’s no easy button. Instead, it takes discipline on the execution… And skin in the game for both sides.So says my guest, Nicole Napiltonia, VP of Alliances and OEM Sales at Barracuda, who joins me in today’s episode to discuss how Barracuda are managing partners across the Big Three cloud providers: AWS, Google and Microsoft Azure.We discuss:- How Barracuda is leveraging their early entry into the cloud- The increasing complexity of managing partners- Barracuda’s emphasis on Cosell To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:- Email: chip@workspan.com- Twitter: @chiprodgers- LinkedIn: linkedin.com/in/chiprodgers

We often talk about putting the customer at the center of everything we do — it’s an ironclad rule if you want success. And it’s just as important to your alliance ecosystem.Just ask Lara Caimi who, as Chief Customer and Partner Officer at ServiceNow, is thriving in a career at the intersection of customer and partner experiences.In today’s episode, we discuss:- How customer, employee and partner experiences interact- The importance of co-selling and co-delivering- Why diversity and inclusion matter for your alliance ecosystemTo 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/chiprodgersListening on a desktop & can’t see the links? Just search for Ecosystem Aces in your favorite podcast player.

If you want to successfully manage strategic partnerships, you need to become an expert in every role needed to bring a joint solution to market that your partners can actually sell.In this episode, I sit down with Erik Heinrich to learn how he brings his wealth of experience across different roles in his career to his current position as Director Business Development, RUCKUS Networks at CommScope, where he manages strategic partnerships with Facebook, Intel, and other global partners. What we talked about:- Why solving your customers’ problems is the key to any alliance- Why managing partnerships requires you to wear many hats- Partnering means bringing joint solutions to market that will sellTo 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/chiprodgersListening on a desktop & can’t see the links? Just search for Ecosystem Aces in your favorite po

Most people trust that the food they buy from stores and restaurants will be safe. Yet, foodborne illnesses occur more often than you might think.Advancements in technology can drastically reduce contamination risks.But only when supported by a robust ecosystem. In this episode, I’m joined by two guests who are building that ecosystem: Susan Flake, Director of RFID Business Development, and Colin Goodwin, ISV Business Development Manager at Zebra Technologies, a company working to support frontline workers across multiple industries. We discuss:- Zebra’s mission and how they tackle food safety challenges- Why partners are necessary to solve these issues- How Zebra has built out its partner To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:- Email: chip@workspan.com- Twitter: @chiprodgers- LinkedIn: linkedin.com/in/chiprodgersListening on a desktop & can’t see the links? Just search for Ecosystem Aces in your favorite podcas

Being at the forefront of new technologies and driving digital transformation often requires an ecosystem to fill in the gaps in your capabilities in order to give your customers the very best solutions for their needs. That’s how Ray Octaviano, Vice President and Head of Business Development for North American Mobile Operators at IDEMIA, is tackling the company’s push to seamlessly digitally transform the SIM cards and identification in your pocket right now. What we talked about:The digital transformation underway with SIM cards and identificationHow IDEMIA is building an ecosystem based on customer success and partner capabilitiesWhy rapidly advancing technology requires agility and nimblenessTo 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.comTwitter: @chiprodgersLinkedIn: linkedin.com/in/chiprodgersListening on a desktop & can’t see the links? Just search for Ecosystem Aces in your favorite podcas

The pandemic has changed so much about our daily lives, so it should be no surprise that partnerships have been impacted, too. There are many challenges to overcome, but there are also opportunities for alliances.In this episode, I’m joined by Glenton Davis, Global Senior Business Development & Strategy Manager, Business Applications at Microsoft, to learn more about what those opportunities are.We discuss:- The opportunities and challenges for partnerships presented by COVID- Why “bottom up” thinking is increasingly important- Why scenarios are as important as understanding your verticalTo 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

As the tools and framework for managing alliances grow more sophisticated, more companies are realizing the power of partnerships — and they expect more from the relationship. It’s a welcome trend for Manoj Bhatia, Director Partner Business Development at Verizon, where he is seeing increased willingness to form alliances — along with larger and stronger ecosystems. He joined me on today’s show to discuss:- Why organizations expect more from their alliances (and larger ecosystems)- Why “coopetition” is growing in acceptance- The value of agility and CoSellTo 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

Many cloud providers have funds available for their partners to drive migrations.And one of the best ways to maximize these funds? Making sure they build relationships with your customers. That’s how Sarita Janjani, Worldwide Strategic Alliances Portfolio at Brillio, is making the most of the funds she’s received through her AWS relationship. In this episode, Sarita joins me to discuss:- The work she’s doing with partners at Brillio- Why she’s so focused on competencies- Why cost, ROI, and applicability are the 3 most important elements in any strategy or go-to-market solutioningTo 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

The meaning of partnership has changed over the course of this year. Without trust, empathy, and the right perspective about a problem, we aren’t going to be able to cooperate, much less innovate to make a difference in the world.In this episode, I interview Parul Patel, Managing Director, Customer Love at Slalom, about partnership trends and wins this year.Parul talked with me about:Working with partners to build innovative solutions for customersThe new meaning of business transformationHow a multi-way partnership is helping women access fertility treatment around the USHow the disruption of COVID has changed the way we think about partneringTo 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.comTwitter: @chiprodgersLinkedIn: linkedin.com/in/chiprodgers

Managing a global alliance program presents new sets of challenges.   You need enough structure to keep everything running smoothly while still offering partners enough flexibility to accommodate their unique needs.    To succeed, your operating model needs to be “globally defined, regionally aligned.”    In fact, that’s the mantra at ServiceNow, where our latest guest, Dan Gallivan, is Vice President, ISV and Technology Alliances — Global Alliances & Channel Ecosystem.   In this episode, we discuss:   - The 2 foundational components of every successful partner program   - How to overcome regional and cultural barriers when partnering internationally   - Why success in building joint solutions requires stepping out of the enterprise-customer paradigm   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:   - Email: chip@workspan.com   - Twitter: @chiprodgers   - LinkedIn: linkedin.com/in/chiprodgers

Your ability to build solutions together with partners determines your ability to deliver on customer success.    Because a healthy ecosystem with win-win partnerships drives value to customers, as well as your business.   In this episode, Abhay Kumar, Senior Vice President, Global Business Development and Ecosystem at SAP, explains SAP’s approach to a holistic ecosystem.    Abhay also explains:   - How partners use the SAP cloud platform to build solutions.    - How partner ecosystems offer competitive advantages to customers.   - How to build scalability and resilience into software.   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:   - Email: chip@workspan.com   - Twitter: @chiprodgers   - LinkedIn: linkedin.com/in/chiprodgers

When you want to test the health of your ecosystem…    You need to look at more than sales.   In this episode, PJ Bishop, Vice President of Partners, Accountants and Alliances: Africa and Middle East at Sage, explains why Sage is reengineering the entire way they measure ecosystem success.   PJ explains:   - How to reengineer a partner program to prioritize more than sales   - How Sage is sourcing skills from local universities   - The benefits of operating a global business in Africa  To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:     Email: chip@workspan.com  Twitter: @chiprodgers  LinkedIn: linkedin.com/in/chiprodgers 

How do your partners measure up?   Whether you’re measuring every one or just your largest…    The more of the data you can share with your partners, the more successful they will be.    It’s something Meg Brennan learned as Sr Director of Global Channel Operations at Riverbed Technology, where the dashboards she shared drove successful behavior for partners.    In this episode, we discuss:   - How data drives behavior   - How to keep track of what’s happening partners, their leaders and their managers   - How to streamline the approval process for partners   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:   - Email: chip@workspan.com   - Twitter: @chiprodgers   - LinkedIn: linkedin.com/in/chiprodgers