Alliance Aces

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

Ecosystem 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 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 productThe snowball effect an ecosystem can have on everything from marketing to product teamsWhy 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 Th

Three 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 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 customersRecognizing technology patterns w/ acceleration in mindCreating 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,

In 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 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 cybersecurityHow partners make Zero Trust possibleThe 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

Partnerships 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 company’s pioneering partnership program.  Andrew joins the show to discuss:ShipHawk’s innovative and unconventional approach to partnering Why partner success always comes firstHow 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,

The 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 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 workspaceNurturing partnerships for the overall solution & shared economyGlobal system integrators and the consumerThe 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 wi

When 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 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 hyperscalersWorking with AWS and Google Cloud on co-selling opportunitiesProviding value through talent in joint solutionsPartnerships 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

In 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 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 customersHow 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

Partnering 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. 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 momentHow partners can be a proxy for the marketWhy 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 Totte

Not 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 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 channelThe death of the SKU and what it means for youWhat’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

Whether 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 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 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 Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft

There 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 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 partnersHow to find the right strategy for co-sellingWhy 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 Technol

If 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 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 futureThe 3 types of ecosystemThe 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#

You’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 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 landscapeWhy ecosystems are a CEO functionThe 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 All

Every 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 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 customersThe unique demands that come with working with hyperscalersThe 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

A 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 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 ecosystemThe importance of goal setting and investing in partner successUnderstanding your partner’s sales processHow 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

The 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 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 opportunitiesCreative steps for co-selling3 stages for building a partner ecosystem to be proud ofIncentives, 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

Helping 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, 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 horizonManaging and aligning 130 partnersScaling 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 #9

Handling 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 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 ecosystemsWhy everyone in Dialpad’s channel team has to be demo-certifiedHow 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 Mi