Description

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 work
• How tailored solutions like training, governance, and compliance can help make the customer more secure
• Why you need security specialists who understand the customer's needs

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.