Alliance Aces

I recently had the opportunity to sit down with Andrew Mackenzie, Global SI and Channel Program Leader at Pivotal.   He came on the Ecosystem Aces show to talk about Pivotal, their partners, and how they’re dedicated to “partnering differently.”   What we discuss:   A consumption-first go-to-market strategy A 3-week training program partners want to explore How Pivotal’s unique go-to-market strategy paid off How do you measure success within alliances Small boutique partners vs larger SI partners Rigid joint selling  Joint strategy adoption Potential disadvantage of a larger integrator Rapid adoption Flexible joint selling