Shows
The Workspan PodcastA Podcast of Supreme Importance with Employment/Labor Attorney Jon HymanJon Hyman is a nationally recognized employment and labor attorney, author, speaker, blogger, and most importantly, a friend of the Workspan pod. He joins us to discuss the three landmark decisions recently handed down by the Supreme Court on religious accommodations, affirmative action, and LGBTQ rights. He is just the guy to tell us what it means, doesn’t mean, and could mean for employers now and in the near future.
2023-07-2047 minThe Workspan PodcastA LASER Focus on Empathy: Steps Toward a More Compassionate WorkforceWe’ve had guests on the pod who’ve spoken about empathetic leadership and the need for more empathy in the workplace, but none who brings the perspective and rigor to the topic as Katharine Manning. She spent close to 16 years as a senior attorney in the US Department of Justice specializing in victim’s rights and services, and is President of Blackbird DC, which provides training and consultation on empathy at work. Katherine is also the author of The Empathetic Workplace: Five Steps to a Compassionate, Calm, and Confident Response to Trauma on the Job. One of the most f...
2023-05-0138 minThe Workspan PodcastOyez! Oyez! Oyez!: the Podcast is In SessionPatrick Dalin, Of Counsel with Fisher Phillips, represents employers in a full range of employment law matters. Patrick breaks down a recent 6-3 Supreme Court decision (involving rare agreement between liberal and conservative factions of the court) that delineated between exempt and non-exempt employment. We discuss tests to determine salaried and hourly workers, and the broader implications for this ruling, particularly in today’s gig economy.
2023-04-1131 min
The Workspan PodcastA Fab Convo on Pay Equity with a Living LegendWe end the year with a special guest who we cannot believe – literally cannot believe – spoke to us for this podcast. He is by a significant margin the most famous person to have ever graced these microphones. He is the living half of a legendarily successful partnership – bigger than Hewlett Packard, Ben and Jerry’s, Jobs and Wozniak, possibly combined, certainly from a cultural impact standpoint. I hope that you enjoy our conversation as much as we did. Cheers.
2022-12-2109 min
Ecosystem AcesGeorge Drapeau: Partnering in an Open Source WorldEverybody 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 relationship...
2022-11-2932 minEcosystem AcesDavid La Rose: Strengthening Partner Commitment in the Ecosystem EraLast 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 re...
2022-11-1529 minEcosystem AcesLiz Fuller: Amplify Your Marketing with PartnersYou 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 dia...
2022-11-0126 minEcosystem AcesAlec Saunders: Ecosystems in the Age of SustainabilityIs 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 IS...
2022-10-1833 minEcosystem AcesCarola Cazenave: Build the Best Partnership StrategyStop 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 level...
2022-10-0433 minEcosystem AcesAsher Mathew: How Data Can Transform PartnershipsDo 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 goo...
2022-09-2032 minEcosystem AcesMike Stocker: Close 40% More Deals with Partner InfluenceYou 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 feat...
2022-09-0637 minEcosystem AcesLibby Greco: Get Out There and Break GlassSometimes 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 solutionsappEx...
2022-08-1636 minEcosystem AcesRichard Wrbanek: Start at the TopThe 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 discus...
2022-08-0230 minEcosystem AcesSuresh 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...
2022-07-1932 minEcosystem AcesAkhil 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 take...
2022-07-0532 minEcosystem AcesMichael Bruchey: Managing a Global Partner OrganizationThe 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 GSP
2022-06-2135 minEcosystem AcesGlen Straub: Unlimited Partnerships for Success in BusinessPartnerships 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 lea...
2022-06-0739 minThe Workspan PodcastA Guided Tour of Workspan’s Wellbeing Issue with Managing Editor Mark McGrawMark McGraw, managing editor of both Workspan and #evolve, joins us to discuss the Q2 Workspan, which focuses on wellbeing. Features include “Family Time, which addresses parental leave and “Do Not Disturb,” which looks at how some companies are expanding their PTO offerings to help workers refresh and recharge.
2022-05-2722 minEcosystem AcesAllan Adler: The Era of the EcosystemEcosystem 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...
2022-05-2432 minEcosystem AcesHenry Wagner: Partnering w/ the Right Technology Provider: Why One Solution is Rarely EnoughThree 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
2022-05-0336 minEcosystem AcesTony Zirnoon: The Partnership Trust Building Zero-Trust SecurityIn 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 p...
2022-04-1942 minEcosystem AcesAndrew Kim: The Partnership ATM: Always Deposit More than You WithdrawPartnerships 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...
2022-04-0530 minEcosystem AcesLax Gopisetty: Fostering Partnerships in the Digital WorkspaceThe 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 workspaceNurtu...
2022-03-2239 minEcosystem AcesJackie Maldonado: How to Grow Building Partnerships w/ HyperscalersWhen 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 tal...
2022-03-0834 min
The Workspan PodcastSo Far, So Near: Tarin Calmeyer on Virtual WellnessTarin Calmeyer joins us on our maiden #evolve podcast. Tarin is a virtual events specialist and the founder of Remote Team Wellness, a corporate wellness company that facilities comprehensive wellness classes and activities virtually for teams across the world. She discusses what event organizers can do to make their virtual events more engaging and effective, as well as how companies can implement/promote a culture of health.
2022-03-0734 minThe Workspan PodcastThe Maiden Workspan Podcast with WorldatWork's Mark McGrawMark McGraw, Managing Editor of both Workspan and #evolve, joins us to kick off the first Workspan Podcast - what was once Work in Progress will now be divided into this and the #evolve podcast, each aligned with its respective namesake publication. Mark gives us a typically lively tour sneak peak of what's in the next several issues of Workspan: spoiler alert, lots of insightful articles on pay equity and DEI. One day you'll remember exactly where you were when you listened to the maiden Workspan pod...check it out!
2022-02-2822 minEcosystem AcesChris Cochran: Nurturing a Successful Hyperscale PartnershipIn 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 additio...
2022-02-2232 minEcosystem AcesJared Fuller: Lessons Learned from Partnering ProsPartnering 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...
2022-02-1649 minThe Workspan PodcastPutting the Human Back in Human Relations: a Roadmap for CHROs in These Challenging TimesLorna Hagen is Chief People Officer with Guild Education, a pioneer in helping companies transform traditional tuition reimbursement programs from a cost center into a recruitment and retention tool. Lorna has worked in multiple sectors: hospitality, sports, media, retail and fintech…we will be talking about this and an article she recently wrote for Workspan, Trends for 2022: Putting the human element back in human resources.
2022-02-1136 minEcosystem AcesAshley Speight: Why Everything Will Soon Be “As a Service”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 episode...
2022-02-0826 minEcosystem AcesBrian Allison: How Partners Help You Handle Your Biggest ChallengesWhether 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 t...
2022-01-2533 minEcosystem AcesAmy Guarino: How to Choose Right-Fit Partners & Overcome ConflictsThere 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 co...
2022-01-1834 minEcosystem AcesBrinda Robin: From Healthcare to Telecoms, Partners Are Shaping the FutureIf 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 Her...
2022-01-1154 minEcosystem AcesAllan Adler: Ecosystems & Partners: The True Top of the FunnelYou’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...
2022-01-0439 minThe Workspan PodcastNerding Out On Compensation: a Fitting Last Pod for 2021We close out a banner year of podcasts with Justin Hampton, the founder, and president of Compensation Tool (www.compensationtool.com) and a self-proclaimed “compensation nerd” who recently wrote a very interesting WorldatWork article on “Determining Compensation for a Distributed Workforce.” A timely and fascinating conversation, with a look forward to what’s ahead on WIP in 2022. Here’s wishing all of our listeners a happy, healthful, podcast-filled new year!
2021-12-3036 minEcosystem AcesParul Chheda: How to Successfully Partner with HyperscalersEvery 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 hyperscalers
2021-12-2834 minEcosystem AcesKieran Krohn: Why Goal Setting Is So Important in PartneringA 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 pa...
2021-12-2130 minEcosystem AcesSatish Shenoy: Start Up, Scale Up, Scale Out: An Ecosystem Growth GuideThe 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, mea...
2021-12-1428 minEcosystem AcesBen Goodman: Securing the World Safely & Securely Through Partnerships & ScaleHelping 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...
2021-12-0730 minEcosystem AcesAlly Murtlow: How to Handle an Ecosystem in Hyper-GrowthHandling 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 strategica...
2021-11-1629 minEcosystem AcesAndrew Massad: Partnerships: Get All the Right People Rowing in the Right DirectionIn any partnership, both parties need to trust and understand each other — and they both need to have a stake in the outcome. But in an alliance ecosystem, there are often key stakeholders that get neglected, whose buy-in is critical to success. And a partnership will never sail without getting every stakeholder on board. Andrew Massad, Vice President, Alliances & Corporate Development at Leanplum In this episode, we discuss:Why partnerships require every stakeholder’s involvementWhy it’s not what your partners can do for you, but what you can do for themHow to take...
2021-11-0236 minThe Workspan PodcastIt’s Only Total Rewards…But We Like ItMark McGraw, managing editor of both Workspan and #evolve, and WorldatWork’s resident Stones fan (short for fanatic), gives us a sneak preview of Workspan’s Global Advisory issue (out this November) and the challenges facing comp and rewards leaders around the world: companies across Latin America developing female talent, the effect of employee recognition on employee engagement in Asia, initiatives companies in India have put in place since the pandemic that enable women to rejoin the workforce, etc. Plus a bonus chat on the modern scourge of self-proclaimed “influencers.”
2021-10-2623 minEcosystem AcesMark Birgman: If You Can Execute Partnering, You Can Execute AnythingWhen it comes to alliances, it used to be the case that many were waiting on the technology to catch up.Now, we’re waiting for people to catch up to the technology — which means leadership needs to craft partner-centric cultures that align with these advancements.But it’s worth the effort — because a core competency in partnering is a core competency in anything.So says Mark Birgman, Author, Sp eaker & CEO at PARTNERNOMICS , who joins the show today to share the many insights he gained from a long career in partnering that spans heading...
2021-10-1932 minEcosystem AcesLisa Conway: How Telos Launched a Whole New Business with Help from PartnershipsThere 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 solut...
2021-10-0537 minEcosystem AcesVince Menzione: How to Build Trust into Your Strategic PartnershipsEvery 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 bu...
2021-09-2833 minEcosystem AcesBogdan Petrescu: How Partners Make Scaling SimpleSometimes, 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 strate...
2021-09-1630 minEcosystem AcesGreg Fox: Building a Best-of-Breed of Partner ProgramAfter 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 Ec...
2021-08-2639 minThe Workspan PodcastThe Business Benefits of Being YouMark McGraw, Managing Editor of WorldatWork's Workspan, gives us a sneak preview of its tech-focused Q3 content. Then professor and management consultant Scott Behson discusses his new book, The Whole-Person Workplace, which is about supporting employees as “whole people,” offering actionable advice on how to do this, and why it’s the key to sustainable business success. We also ask whether working from home, where the line between work/life is increasingly fine, presents the opposite problem: unavoidably involving more of your whole person than is good for you and/or business.
2021-08-0350 min
The Workspan PodcastGuest Hosts: a Conversation with Humana’s WellTrend PodcastersCourtney Schroeder and Jake Lewellen, Humana’s Wellbeing Practice Leads and hosts of Welltrend, a workplace well-being podcast, on reinforcing/evaluating workplace culture, the challenges of implementing wellness programs for hybrid workforces, a glimpse into the future of wellness…and tips on maintaining a wellness regimen for sedentary podcasters.
2021-06-1548 minThe Workspan PodcastSeismic Shift Work: managing an increasingly extended workforceMartin Hartshorne, the CEO of the software company When I Work, on shift-based work and keeping extended workforces in sync. We’re also joined by Mark McGraw, the Managing Editor of Workspan and #evolve, to discuss stories in the pipeline and the Rolling Stones.
2021-06-0155 minEcosystem AcesLara Caimi: Where Customer & Partner Experience IntersectWe 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 f...
2021-05-1130 minEcosystem AcesErik Heinrich: Managing Partners Means Knowing Every Part of the BusinessIf 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...
2021-04-1327 minEcosystem AcesSusan Flake and Colin Goodwin: Partnerships at the Edge: How Zebra’s Helping Frontline WorkersMost 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 mi...
2021-03-3032 minEcosystem AcesRay Octaviano: How to Build an Ecosystem Enabling Digital TransformationBeing 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 e...
2021-03-2328 minThe Workspan PodcastLeadership at the Molecular LevelDr. Carol Vallone Mitchell is, without question, the most versatile guest we’ve had on this podcast. She’s a former molecular biologist, cofounder of the leadership development consulting firm Talent Strategy Partners, and author of the new business book, Collaboration Code: How Men Lead Culture Change and Nurture Tomorrow’s Leaders.
2021-03-0939 minEcosystem AcesLeslie Shannon: Sometimes, the Threat Comes from Outside Your IndustryEveryone knows to keep an eye on their competitors... But how many of us are on the lookout for threats outside our industry? Our guest today is Leslie Shannon, Head of Ecosystem and Trend Scouting at Nokia, a company that knows all too well what happens when you ignore these threats. And now Leslie is heading up the team making sure it can never happen again. In today’s episode, Leslie covers: - Why you need to look outside your industry for threats and opportunities - How 5G is set to change the w...
2020-06-3023 minEcosystem AcesVinodh Raghunathan: The Current Crisis May Shape the Future of AlliancesWe call it social distancing, but that’s a misnomer. It should be physical distancing. In reality, we’re using every digital tool available to make sure the social world keeps going strong. And these same tools are poised to shape the future of alliance ecosystems. Though he’s recently moved into a new role, my guest today, Vinodh Raghunathan, PhD, spent over 3 years as Director of Global Strategic Partners Operations at Intel, where he successfully oversaw a sprawling alliance program with a rich diversity of partners. He came on the podcast today to explain how...
2020-05-0524 minEcosystem Aces95: How to Maintain a Thriving Ecosystem in the Face of Change w/ Holly WhalenAs in life, the only constant in managing ecosystems is change. A company’s needs change as it grows and matures. Market patterns shift and evolve. A successful ecosystem is one that adapts in the face of rapid change. And while adaptation can mean different things to different organizations, it’s something every ecosystem will reckon with at some point. Holly Whalen is director of the Global Strategic Partner Program at UIPath, which has experienced a period of tremendous growth in the past few years. Holly joined us on the #EcosystemAces Podcast and shared insights learned from her experience managing an allian...
2020-02-1824 minEcosystem Aces94: The Simple Recipe for a Successful Alliance Program w/ Shubhra SinhaManaging ecosystems and alliances comes with a lot of moving parts and a diverse set of talents and skills is required to make it work. This is especially true when building the program from the ground up. We invited Shubhra Sinha, principal at The Value Exponent, onto the #EcosystemsAces podcast, and she shared her expertise in building alliance programs from the ground up. What we talked about: - Why you need a strategic start. - Why belief in the program is vital. - Why long-term thinking is needed. - How you measure success. To contact the host, Chip Rodgers, with topic ide...
2020-02-1119 minEcosystem Aces93: The 3 Biggest Challenges MSPs Face in Cloud Migration w/ Joseph LandesIt’s a big world out there for the Microsoft Solution Provider (or MSP.) There are dozens, if not hundreds of different solutions for every problem a customer might be facing, but one thing is for certain. The cloud is here, and it’s not going anywhere. Joseph Landes is the Chief Revenue Officer at Nerdio, and was a guest on the Ecosystem Aces podcast recently. He came on the show specifically to talk about: - What he and his team are up to at Nerdio - How they help onboard MSPs to Microsoft Azure - The 3 biggest challenges that are most commo...
2020-02-0419 minEcosystem Aces92: Leading a Global Partner Ecosystem w/ Micheal McColloughIn a global world, with a global staff, and a global product, it can be tough to keep yourself grounded in what matters to EACH partner, can’t it? You can’t operate in a one-size-fits-all mentality when you’re operating a partner ecosystem across multiple countries, cultures, time-zones, and even continents. This can be particularly challenging when you’re a cloud company. Because you don’t actually have a “product” in the traditional sense of the word. So how do you operate in the partner ecosystem as a “cloud-only” company? We sat down recently with Micheal McCollough, who is the Global Vice Presiden...
2020-01-2818 minEcosystem Aces91: Growth: It’s Everyone’s Problem w/ Cecilia FlombaumEvery company wants to grow. It doesn’t matter if you’re a mom and pop store, or a multi-billion dollar international organization. At some point, every company wants to grow and get bigger. To serve more people. To bring in more revenue, hire more staff, and make a bigger impact on the world. But for companies that have a large partner ecosystem, growth can present some unique challenges. A special set of headaches that, if you’re not careful, can drastically slow you down. On this episode of the Ecosystem Aces podcast, we sat down with Cecilia Flombaum, who is the Wo...
2020-01-2122 minEcosystem Aces90: 3 Challenges for Connecting Partners w/ Hannibal ScipioHow many partners are in your ecosystem? Dozens? Hundreds? Maybe thousands? If you’re Microsoft, the answer to this simple question is in the hundreds of thousands. Upwards of 300,000 to be more precise. As you can imagine, managing 300,000+ partnerships is no small task. There are a lot of things that have to go right. A lot of pieces that have to run perfectly in order to allow for an ecosystem of this magnitude to function. That’s where Hannibal Scipio and his team come in. Hannibal manages business strategy for the global Partner to Partner team. He was a guest on the...
2020-01-0723 minEcosystem Aces85: 3 Ways Microsoft Is Thinking Creatively to Drive Partner Engagement w/ Jeff FritzMicrosoft has built a lot of great alliances, but they’re not stopping there. They’re constantly coming up with innovative ways to increase their engagement with them, their partners, and all products within the Microsoft ecosystem. On this episode of the Ecosystem Aces podcast, Jeff Fritz, Senior Program Manager on the Microsoft .NET team, joined us to tell us all about it. What we talked about: Meeting customers where they are Microsoft started hosting morning talk shows on Twitch ‘Code parties’ How Microsoft used a scavenger hunt to promote their partners
2019-11-1220 minEcosystem Aces81: 3 Techniques to Improve Making Alliance Connections w/ Carrie WhiteIt’s not a one-stop shop anymore. If you’re not leveraging your whole ecosystem, you’re not fulfilling your potential. On this episode of Alliance Aces, I interview Carrie White, Director of Enterprise Partner Sales at Xactly Corporation, about leveraging alliances. What we talked about: The Power of Three (her three-pronged approach to working with vendors) Being industry agnostic and industry specific at the same time Xactly Exchanges Her three techniques for strategic organization, including being a bulldozer Focusing on what’s in it for alliances This Alliances Aces podcast features Carrie White of Xactly. To hear this episode and many...
2019-10-0123 minEcosystem Aces80: Leveraging The Massive Microsoft Alliance Ecosystem w/ Angela Jajko and Rachel BecklerMarketing is built on alliances — internally with every single part of the company and externally, both upstream and downstream. The great thing about marketing is being in charge of what happens at the very beginning of that funnel and that engagement, but at the same time being a partner with every single subset of the business. On this podcast episode (recorded live at Microsoft Inspire in Las Vegas), I interview Angela Jajko, Microsoft Partner Alliance Lead, and Rachel Beckler, Director of Marketing — both at Taos, a Microsoft MSP partner. What we talked about: How their marketing roles at Taos fit within...
2019-09-2413 minEcosystem Aces79: Collaboration between Strategic Alliances & Sales leads to Success w/ Sanjeev Mittal and Rajat SinhaAlliances are key to our success. Most people think of partners as external, but the partnership between strategic alliances and sales is essential. My two guests on this episode about internal and external partnerships are Sanjeev Mittal, General Manager and Business Head of Data Analytics and AI, and Rajat Sinha, Senior Director of Strategic Alliances and Partnerships for Data Analytics and AI — both at Wipro Lmtd. What we talked about: How to make client-focused alliances by putting the client as your focus Alliance and partnering activities Integrating partner planning into annual planning How to build collaboration between strategic alliance and sa...
2019-09-1729 minEcosystem Aces78: 5 Keys Driving Ensono's Successful Alliance With Microsoft w/ Bailey CahillLast month at Microsoft Inspire we had the chance to chat with Bailey Cahill. She leads Global Cloud Alliances at Ensono, “the largest Microsoft partner you’ve probably never heard of.” She came on this episode of the Alliance Aces podcast to talk about what it’s like to work with Microsoft and to share her tips for successfully managing that alliance. Here’s what we talked about: Staying organized Being flexible Using your partner development team Sharing info with your internal teams And staying passionate about your partners Resources we talked about: Ensono Bailey’s LinkedIn
2019-09-1014 minEcosystem Aces77: How Empathy Builds Personal Connections & Drives Engagement w/ Jay VigelandSome companies are trying to figure out who can help them. When what they should be doing is trying to figure out how they can help others. I was excited to talk to Jay Vigeland, the Global Microsoft Alliance Lead for Sprinklr, live at Microsoft Inspire in Las Vegas, where we got to discuss empathy. What we talked about: Learning about others takes empathy Being human-to-human means showing up Personal connection is built on consideration McDonald’s All Day Breakfast and Sprinklr This post is based on an Alliance Aces podcast with Jay Vigeland.
2019-09-0316 minEcosystem Aces74: How Alliances Are Helping to Drive Success for Citrix w/ Steve BlacklockCitrix isn’t your grandpa's Citrix anymore. They’ve made a lot of transitions over the past several years and have made a major pivot toward employee engagement. What they’re delivering today is all partner based solutions. Obviously, that means alliances are key to enabling the success of these pivots and strategic efforts. On this episode of the Alliance Aces podcast, we had the chance to talk with Steve Blacklock, Vice President, Global Strategic Alliances at Citrix. He talked us through issues like, how alliances are helping to drive success for Citrix today, what metrics Steve and his team are focu...
2019-08-1320 minEcosystem Aces72: Understanding Strategic Alliances with Michael ThomasIn this episode of the Alliance Aces podcast we look at the exciting career of an industry icon, Mike Thomas. Mike is the GM of Ecosystem Practice at ActiveWorld, a company that has transformed the ecosystem and alliance processes for tech companies. On this exciting episode we hear from an industry veteran who has worked with companies such as IBM, MIcrosoft, Cisco, and many other tech giants. As he’s helped titans of tech create fulfilling partnerships, he’s also created a fulfilling vision with his company that will continue to create lasting change in the industry for years to come.
2019-07-3012 minEcosystem Aces70: 3 Ways IoT Companies Should Optimize Their Alliance Ecosystem with Bill JohnsonThe IoT world expands exponentially almost daily. Companies are rapidly innovating and combining their technologies together to deliver on increasing customer expectations. So, how can IoT companies optimize their entire ecosystem to deliver joint solutions? We asked Bill Johnson this very question at IoT World 2019 on our #AllianceAces podcast. Bill is the Marketing Director at Teledyne LeCroy, and we asked him about how their partnering with amazing companies (like BMW!) to deliver powerful IoT solutions.
2019-07-1612 minEcosystem Aces69: Keys to Finding Successful Alliance Opportunities with Gary BernierAlliance opportunities abound. Finding them can be tricky. On this episode of the #AllianceAces podcast, Gary Bernier joined us to share several ways to find and succeed with alliance opportunities. In this episode, we discuss: Where to find alliance opportunities The necessary ingredients for alliance success How to use coopetition to your advantage
2019-07-0911 minEcosystem Aces68: From 40 to 200 Alliances, Maximizing your Alliance Network with Andrew LezonIf you’re fortunate enough to be with a company that values alliances, the next task is to expand your ecosystem. It can be challenging to find the right partners, onboard them, and ensure the quality of the product and support is maintained across the delivery chain. Andrew Lezon met that challenge (and succeeded). He’s the Senior Director of Channel Sales & Partner Programs at LivePerson. He came on our #AllianceAces podcast to share how he scaled his ecosystem from 40 to 200 partners.
2019-07-0212 minEcosystem Aces67: 5 Reasons You Want WorkSpan on Your Team w/ Gaurav SainiWhy should you trust WorkSpan with your partnerships and alliances? That’s a great question. We don’t have 1 reason for you. We have 5. For this episode of the #AllianceAces podcast, Chip and Guarav did a special Facebook Live interview from SAPPHIRE in Orlando, Florida. They talked about transparency, the success of the entire ecosystem, how value differs from company to company, driving results, and sharing a single view of metrics. Gaurav Saini is VP of Network Success at WorkSpan. Chip Rogers is VP of Marketing and Alliances at WorkSpan, and host of the #AllianceAces podcast.
2019-06-2512 minEcosystem Aces66: Building a Partner Program: What Should You Focus On First? w/ Matt AlvarezAny business wants to have good solid partnerships. Nobody gets successful all on their own, and establishing a good partner program is crucial to the success of any company, particularly in the software and technology field. But how do you go about building a partner program? How do you bring the right people along, provide the right levels of support, and structure your program in a way that’s beneficial for everyone involved? Matt Alvarez, Manager of Partner Alliances at SalesLoft, was recently a guest on the Alliance Aces podcast, and had some great ideas and examples that he and hi...
2019-06-1825 minEcosystem Aces64: The Power of a Joint Value Prop in Strategic Alliances w/ Aslam JamalGlobal alliance management invites complexity. Multiple sales teams, cross-cultural concerns, value propositions, differing visions …. The list of challenges alliance managers and ecosystem manager can face is nearly endless. But there is a solution: Create a joint value proposition. On this episode of the #Alliance Aces podcast, we interviewed Aslam Jamal, Sr. Director for Strategic Alliances in the EMEA at ForgeRock. Aslam showed us 5 ways a joint value proposition increases the power of an alliance to deliver true joint solutions for end-users.
2019-06-0426 minEcosystem Aces63: Long Term Vs. Opportunistic Alliance Management w/ Ard-Pieter de ManThe modern era demands rapid development. But to create a timely solution that meets demands, companies need a network of long-standing partnerships they can rely on. So ... should an alliance manager invest in long-term relationships, or seize revenue opportunities and develop partnerships as needed? It’s a real question, and it deserves a thorough answer. We brought in Ard-Pieter de Man, Professor and Researcher at Vrije University in Amsterdam, on the #AllianceAces podcast — hosted by Chip Rodgers, VP Marketing and Alliances at WorkSpan. Here’s what Ard told us about the tradeoffs in long-term alliance management and opportunistic alliance management:
2019-05-2812 minEcosystem Aces59: 15 Minutes With Marc Geall, SVP of Tech Ecosystems at SAPYour success isn’t only predicated on your ability to sell or commercialize your offerings. Your success is dependent on the success of your alliance, especially in any industry with tech at its core (read: every industry). We caught up with Marc Geall at SAP InnovationX in London. He's SVP of Global Platform & Technology Ecosystems at SAP. He came on the Alliance Aces podcast and told us this: There’s no success without partner success. You can catch the entire video interview here, or listen in for one stellar podcast.
2019-04-3013 minEcosystem Aces58: No Technology Exclusively for Alliances? Think Again w/ Matt Gale & Jason BoggsEvery alliance professional has had some form of this happen: Your boss asks for influenced revenue within a specific alliance or joint solution. The truth is: You don’t have an answer. The information is simply unavailable, because it’s buried in outdated spreadsheets, and hidden across you and your alliance’s businesses. Sound familiar? It’s not just you — every alliance professional has faced that situation. Matt Gale and Jason Boggs came on the Alliance Aces Podcast to share this and 2 other issues every alliance professional faces … and how they solved them. Matt Gale is the Director for Go to Market...
2019-04-2317 minEcosystem Aces57: 4 Keys to Unlocking a Rapid Joint Solution Validation & Deployment w/ Joan MoralesValidating and deploying a joint solution can often start to drag far past intended deadlines. The usual technical, marketing, and bureaucratic issues any deployment faces increase exponentially within alliances. But that doesn't have to be the case, says Joan Morales, Director of Partner & Technology Alliances at Nutanix. Consistently, his team has managed to validate joint solutions in a matter of weeks. How? He has an incredible methodology. On our Alliance Aces Podcast, Joan gave us his 4 keys to establishing a rapid joint-solution deployment model within every alliance.
2019-04-1620 minEcosystem Aces56: The Skills Every Alliance Manager MUST Have w/ Norma WatenpaughAlliance management can be a somewhat lonely field. On one hand, you’re surrounded: You’re managing personnel from not only your own team, but you’re also working with team members from the other companies within the ecosystem. On the other hand, very few people understand your role — as an alliance manager, you’re in a high-level, critical thinking, strategic position between entities. It’s as if you were running your own mini-business between all the alliances. Chances are, you love the challenge, but it can be awkward at times. Norma Watenpaugh understands. She is the Founding Principal at PhoenixCG, w...
2019-04-0923 minEcosystem Aces55: 3 Questions You Must Ask Yourself Before Starting any New Alliance w/ Stuart KalmanSometimes it’s good to sit down with a true pro, and ask the tough questions. On this episode of the Alliance Aces podcast, we sat down with Stuart Kalman, the Director of Global Alliances for Hitachi Vantara at Veritas. He has a long list of alliance experience credentials, including HP, as the director of their Microsoft enterprise alliances, and at Thomson Reuters as VP of Strategic Alliances. On this episode, he gave 3 questions every alliance professional must ask themselves before going to market with a joint product or solution.
2019-04-0220 minEcosystem Aces54: Herding Cats - How To Overcome The Challenges Of Alliances To Bring a Great Experience To Your Customers w/ RJ BibbyBack at FKOM in Las Vegas we had the chance to talk with RJ Bibby, Global SAP - System Integrator Digital Transformation Officer with NetApp. In this role, RJ must create fluidity among hyperscalers, SI partners, SAP, and Net App, with consideration of the customer experience. On our latest episode of the Alliance Aces podcast, RJ talked with us about the challenges he faces as an alliance professional, and the steps he’s taking to overcome them. Here’s what he had to say.
2019-03-2613 minEcosystem Aces53: The Future Belongs to Alliance Makers w/ Amit TiwariIf you want to unleash the full potential of your partner network, building alliances is the name of the game. There are few people who know more about alliance building than Amit Tiwari, Vice President of Strategic Alliances & Systems Engineering at Affirmed Networks. Affirmed Networks is the leader in virtualized mobile networks, which brings together mobile operators, service providers app makers and more. Today alliances are driving technological like never before. "I've spent my entire career in service provider connectivity and mobility roles," says Tiwari. "This is a once in a lifetime kind of a transition, where you have virtualization...
2019-03-1933 minEcosystem Aces51: 5 Ways to Turn Relationships Into Revenue w/ Rana KahlImagine you're sitting down with a potential alliance in Tokyo. This is a time when someone like Rana Kahl shines. Rana is multilingual and multicultural. She's lived abroad in Europe and in the Middle East. Just to give you a glimpse of what her life has been like, Rana went to five different high schools and lived in seven different countries. These experiences give Rana a very unique perspective that she leverages when building alliances. Currently the Director of Global Alliances at Appirio, Rana came on the Alliance Aces podcast to talk about turning relationships into revenue. She shared some...
2019-03-0525 minEcosystem Aces49: 3 Principles of a Healthy Ecosystem: Key Strategic Alliances, Micro-Partnerships, & Nonprofits w/ Chris PeacockThe importance of alliances cannot be overemphasized in today’s fast-moving technology space. The good news is, if you are open to forming new partnerships, they can be found in almost any avenue of your business. This week we explore 3 fundamentals of a healthy ecosystem: Key Strategic Alliances, Micro-Partnerships, & nonprofits. Someone who’s an expert in all 3 is hard to find. But we found him. His name is Chris Peacock, and he joined us on Facebook Live for an interview with the Alliance Aces podcast. Chris is the CMO of Traction on Demand, Canada’s largest dedicated Salesforce implementation partner. Curren...
2019-02-1940 minEcosystem Aces48: What to Do With an Unexpected Alliance w/ Joel MaloffEvery business has expectations…expectations for their clients, their revenues, and their alliances. But things rarely go as planned. Joel Maloff is Senior VP of Strategic Alliances and Chief Compliance Officer at Phone.com. He came on the Alliance Aces podcast to share about how expectations shifted for him: Some of his most valuable alliances came from the least expected verticals. He shared how he’s navigated the world of what he calls “bluebirds and blackbirds,” and turned the unexpected into incredible growth opportunities.
2019-02-1214 minEcosystem Aces46: Finding the Win-Win in Strategic Alliances w/ Dustin AvolIf you grow up in Southern California, the chances are high you spent a lot of time at the beach. That’s definitely true for Dustin Avol, our most recent podcast guest. Dustin Avol is a professional beach volleyball player turned alliance expert. During the first part of his career, Dustin invested in pro volleyball. After playing professionally, he turned to broadcasting and commentating. He then moved into sales, and finally landed in business development. Currently, he’s the Director of Strategic Alliances at Smartsheet, a cloud-based work execution platform. He came on the show to give us an inside look...
2019-01-2925 minEcosystem Aces45: ‘The First Romanian Unicorn’: Meet UiPath — The Robotics Partner Google Called for Help w/ Chris MorganDespite the automation of today’s tech-heavy workforce, many mundane, repeated processes are still performed by humans. Robotics process automation may just be the solution to reducing tedious tasks. Meet UiPath: an RPA company that began in Romania. They’re changing the game in the enterprise world. We brought in Chris Morgan, Global VP of Partners & Alliances at UiPath for the Alliance Aces Podcast to share lessons on what he’s learned about alliances. Over the last 3 months, UiPath has experienced explosive growth, hiring 15 people a day for the last 3 months, finalizing a Series-c funding, and has now partnered with every...
2019-01-2222 minEcosystem Aces41: Treading the Thin Lines of Global Partnerships w/ Paul McCordAs a fast-growing customer data infrastructure company, Segment has relied on partnerships throughout its evolution as a company. Paul McCord, Segment's senior manager of EMEA partner alliances, talks with Chip Rodgers on the Alliance Ace podcast about customer data infrastructure and treading the line between partnership and your own company's needs.
2018-12-2530 minEcosystem Aces38. How Can You Be Viewed As a Strategic Partner Rather Than Just Another Service? w/ Arnaldo AmaroAre you just another service to your alliance partner? Or do you provide real, tangible, strategic value in ways they can’t reproduce themselves? Arnaldo Amaro is the LATAM-SPLA Territory Manager at Dynatrace where he is working to push companies towards managing their user experience on their platforms in better and more efficient ways. Many times companies experience functionality and user experience issues on their platforms that they can no longer manage because modern environments have become so complex. This is where Arnaldo and his team can come in and make a big difference. Arnaldo joined us for this edition of The A...
2018-12-0421 minEcosystem Aces37. The Importance of Communication and Transparency Between Partners w/ Akash SatapathyHow many challenges at your job over the past week have been due to a lack of transparent communication? Akash Satapathy is an Alliance Manager at Tech Mahindra where he manages relationships with Micro Focus and HP. It is essential that Akash communicates clearly and transparently with everyone on his own team as well as the partners he manages as well. This has allowed him to deepen connections internally at Tech Mahindra and externally at Micro Focus and HP. In this episode of the Alliance Aces Podcast, we check in with Akash about communication and transparency, the similarities between being an...
2018-11-2715 minEcosystem Aces19: 3 Challenges for Alliance Leaders w/ Dev BardhanAlliances are a complex consortium. There isn’t just one, but two or more companies coming together to create joint solutions for customers. While this can be challenging, we are bringing you a refreshing thought: There are some Alliance Aces who not only thrive in this challenging world, but believe it’s fun. Recently we interviewed Dev Bardhan, who’s the Global Leader in Digital Studio for SAP at IBM. For 16 years he’s been working with SAP and IBM in their go-to-market strategies for various joint solutions, including transformations in automotive, pharmacy clients, and others, some totalling billions of dollars...
2018-09-1107 minEcosystem Aces15: How to create alliances between complex organizations w/ Don JonesDon Jones, Senior Vice President, Alliance and ecosystems at HCL Technologies, talked with Chip Rodgers, VP Marketing and Alliances at WorkSpan on #AllianceAces podcast.
2018-08-1425 minEcosystem Aces9: Creating Alliances in a Platform-Based Ecosystem w/ Drew QuinlanIn the modern business environment, end users across the spectrum need rapid business solutions tailored to their industry. Expertise, functionality, maintenance and often times customization, are all necessary components of these solutions. Creating such a wide variety of dynamic applications is nearly impossible for any one company. Alliances, then, become vital. Take a technically sound platform, add an alliance network of industry-specific domain-level experts. Then, within that ecosystem, you can drive dynamic solutions that can be developed rapidly, productized and maintained for the end-user. How do we know? We asked Drew Quinlan, VP of Strategic Alliances for IoT at PTC...
2018-07-0327 minEcosystem Aces7: Creating A Phenomenal Customer Experience Within Alliances w/ Manoj BhatiaEcosystems should deliver dynamic solutions that enhance customer experience. Joint solutions should make problem-solving easier, not harder, for customers. It all starts, and ends, with customers in mind. This is the philosophy of Manoj Bhatia, the Worldwide Sales and Business Development Manager for Partner Sales at Cisco. With degrees in electrical Electrical Engineering, as well as an MBA from UNC at Chapel Hill, Manoj is equipped with a unique perspective in alliance management. Manoj is also the Research Triangle Park-chapter president of ASAP, from which he’s been awarded the prestigious CSAP certification in recognition both from ASAP and his pe...
2018-06-1940 minEcosystem Aces6: Bringing a joint solution to market w/ Phil SailerProducts, solutions, and go-to-market strategies have endless possibilities within alliances and ecosystems. As an alliance professional, how do you determine the appropriate solutions to develop and then take those solutions to market? Those are real questions needing expert answers. So we asked a pro. Phil Sailer, a leading enterprise alliance strategist, joined us on our recent Alliance Aces podcast . As Director of Software Defined and Cloud Group at Hewlett Packard Enterprise, Phil leads strategic alliances, tech solutions, and go-to-market enablement.
2018-06-1231 minEcosystem Aces5: The 5 Challenges Every Alliance Professional Must Conquer w/ Roland WartenbergComplex alliance partnerships can seem insurmountable sometimes. Hundreds of products, thousands of customers, and dozens of team members from two companies coming together to provide customer solutions. How does an alliance professional juggle and succeed with such a large forest of issues? Roland Wartenberg joined us on our podcast to discuss success in alliance partnerships. Roland’s resume includes his current position as Sr. Director of Strategic Alliances at NetApp, dealing with global strategic alliances in enterprise solutions, Big Data, and IOT. Previously, Roland worked for Citrix as the Director of Strategic Alliances for a number of years, and he al...
2018-05-2236 minEcosystem AcesWhy You Should Listen to Alliance AcesAlliance Aces is a podcast about how to win. Specifically, it’s about how to win at building partnerships and ecosystems. In our new show, you’ll hear from professionals in the industry who are doing just that—building successful strategic alliances that are driving revenue and taking customer solutions to the market. Maybe you’re a professional breaking ground on a joint solution with your company and an enterprise partner. Perhaps you’re building a joint marketing campaign around a co-created product. Maybe you are developing an ecosystem in which strategic alliances can thrive. Or, perhaps you’re an ent...
2018-04-2411 min