Ecosystem Aces

Workspan

Ecosystem Aces is dedicated to helping partnership leaders unleash the full potential of their partner network. Whether you’re just getting started with ecosystem partners, or you’re looking for advanced strategies and tactics, this podcast is for you.Each episode features topics like: ecosystem partnering, co-selling strategies, co-selling with hyperscalers, building joint solutions with partners, attracting new partners and growing partner programs, go-to-market strategies, optimizing cross-company business processes, improving communication and collaboration with partners, successful career strategies, and more. read less

Keith Peckman: Ecosystem Partnership in the Financial Industry
6d ago
Keith Peckman: Ecosystem Partnership in the Financial Industry
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 needsHere 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 Vice President at the Global Partner Organization over at SAP.Links & ResourcesLearn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business ManagementDownload the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
10-01-2023
Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
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 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 Vice President at the Global Partner Organization over at SAP.Links & ResourcesLearn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business ManagementDownload the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Sonal Uban: Leading Cybersecurity with Open Ecosystem
03-01-2023
Sonal Uban: Leading Cybersecurity with Open Ecosystem
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 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 Vice President at the Global Partner Organization over at SAP.Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partn er ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business ManagementDownload the Ultimate Guide for Partner Incentives and Market Development FundsTo contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.comThis episode of Ecosystem Aces is sponsored by WorkSpan.WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Manoj Bhatia: Partnerships in the Conversational Engagement Era
13-12-2022
Manoj Bhatia: Partnerships in the Conversational Engagement Era
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 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 Vice President at the Global Partner Organization over at SAP. Resources -Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.-Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.-Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.-Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.-Download the Best Practices Guide for Ecosystem Business Management -Download the Ultimate Guide for Partner Incentives and Market Development Funds -To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
George Drapeau: Partnering in an Open Source World
29-11-2022
George Drapeau: Partnering in an Open Source World
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 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 Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development FundsTo contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com  This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
David La Rose: Strengthening Partner Commitment in the Ecosystem Era
15-11-2022
David La Rose: Strengthening Partner Commitment in the Ecosystem Era
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 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 Vice President at the Global Partner Organization over at SAPLearn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business ManagementDownload the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan.WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Liz Fuller: Amplify Your Marketing with Partners
01-11-2022
Liz Fuller: Amplify Your Marketing with Partners
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 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 Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds  To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com  This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Alec Saunders: Ecosystems in the Age of Sustainability
18-10-2022
Alec Saunders: Ecosystems in the Age of Sustainability
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 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 Vice President at the Global Partner Organization over at SAP. Links & ResourcesLearn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Carola Cazenave: Build the Best Partnership Strategy
04-10-2022
Carola Cazenave: Build the Best Partnership Strategy
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 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 Vice President at the Global Partner Organization over at SAP. Links & ResourcesLearn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds  To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.comThis episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Asher Mathew: How Data Can Transform Partnerships
20-09-2022
Asher Mathew: How Data Can Transform Partnerships
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 Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development FundsTo contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com  This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Mike Stocker: Close 40% More Deals with Partner Influence
06-09-2022
Mike Stocker: Close 40% More Deals with Partner Influence
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 Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP. Links & ResourcesLearn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds  To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.comThis episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Libby Greco: Get Out There and Break Glass
16-08-2022
Libby Greco: Get Out There and Break Glass
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 Microsoft #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com  This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Richard Wrbanek: Start at the Top
02-08-2022
Richard Wrbanek: Start at the Top
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 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 Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com  This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline
Suresh Kumar Tulluri: Is Your Roadmap Futureproof?
19-07-2022
Suresh Kumar Tulluri: Is Your Roadmap Futureproof?
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 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 Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com  This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Akhil Kapoor: Does Your Ecosystem Make You Indispensable?
05-07-2022
Akhil Kapoor: Does Your Ecosystem Make You Indispensable?
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 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 Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds  To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com  This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Michael Bruchey: Managing a Global Partner Organization
21-06-2022
Michael Bruchey: Managing a Global Partner Organization
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 Technology Officer, US Partner Ecosystem at Microsoft #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP. Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Glen Straub: Unlimited Partnerships for Success in Business
07-06-2022
Glen Straub: Unlimited Partnerships for Success in Business
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 Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partn er ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development FundsTo contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com  This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Allan Adler: The Era of the Ecosystem
24-05-2022
Allan Adler: The Era of the Ecosystem
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 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 Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com  This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Henry Wagner: Partnering w/ the Right Technology Provider: Why One Solution is Rarely Enough
03-05-2022
Henry Wagner: Partnering w/ the Right Technology Provider: Why One Solution is Rarely Enough
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, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development FundsTo contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com  This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.
Tony Zirnoon: The Partnership Trust Building Zero-Trust Security
19-04-2022
Tony Zirnoon: The Partnership Trust Building Zero-Trust Security
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 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 Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds  To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.