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During the COVID-19 pandemic, the world underwent a drastic transformation. One of the areas that had to adapt the most was the physical working environment, which, for most organizations, had to shift entirely to remote work. This transition presented numerous challenges in ensuring that the working environment could effectively fit within the edges of a single screen. In today’s episode, Patrick Piwowarczyk, Head of AV Integrator Channel at HP, shares insights into how his company approached collaborating with partners to develop end-customer solutions. These solutions played a pivotal role in facilitating the transition of the working environment, ensuring productivity, equality, and connection within organizations. We also discuss: The role of educating partners to communicate the value of your solutionsWhy having different go-to-markets ensures the same solutions can be leveraged in multiple waysThe importance of building honest relationships with partners—and how this can improve co-selling strategies. Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!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...

In our tech-driven era, relying on the outdated paradigm of "we can do it ourselves" is no longer sustainable for any company. To truly flourish in today's dynamic landscape, businesses need to embrace ecosystem thinking, mirroring the collaboration found in the natural world where diverse ecosystems cooperate towards common goals. In this episode, Simon Ninan, VP and Head of Strategy and Growth at Hitachi Vantara, explores the significance of an actionable outside-in strategy. This strategy transcends mere ideation, ensuring future-proofing and meaningful partnerships. By adopting this approach, your business can position itself for success, delivering substantial value to both end customers and stakeholders. We also discuss:Simon's efforts in instigating a cultural shift at Hitachi Vantara to integrate partnerships into their core strategy.Hitachi's innovation approach and the importance of active involvement in the startup ecosystem.The value of relationships and the necessity to prioritize an ecosystem-centric mindset over a transactional approach in partnerships.

Establishing and maintaining enduring partnerships is a task that undeniably transcends the capabilities of one individual. Yet, within their responsibility lies the capacity to be an effective leader—guiding the team in unison and ensuring a shared direction. This involves skillfully overseeing the team through consistent delegation, strategic prioritization, and fostering open communication. In this episode, Katie Landaal, SVP, Global Alliances and Ecosystem at ZoomInfo, delves deep into the company’s partner categories —technology, solutions and sales— highlighting the importance of clear messaging and co-selling in driving successful partner relationships, all steered by thoughtful leadership. We also discuss: How ZoomInfo’s partner strategy has evolved over the last 18 monthsThe importance of integrating a partner ecosystem as main pillars in businessesWhy GenAI could play a pivotal role in improving co-selling processes Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!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...

Establishing partnerships is pivotal for business growth. However, the significance of not only cultivating these alliances but also ensuring their appeal to both prospective and existing partners is equally crucial as building the partnerships. In today’s episode, we are joined by Jeff Mattan, VP, Global Partner Programs and Operations at BeyondTrust, who shares insights from his over 17+ years of experience designing long-term, high-impact channel partner programs — and how using a strategic and communicative approach has helped him pave the way for success across several companies. Through his unique perspective, Jeff has been able to incentivize partner programs —through technical enablement, certifications, and workshops— and increase registrations up to 200%. Join us as we discuss: BeyondTrust's shift from a legacy transactional channel to an ecosystem providing value to customers How Partner Operations can play a critical role in driving change internally and with partnersThe importance of cultivating effective communication to internal stakeholdersJeff’s “launch and learn” approach Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.a href="https://community.workspan.com/" target="_blank" rel="noreferrer...

Innovative minds, where new ideas and technologies constantly spark from, are scattered around every corner of the world. However, accessing capital and resources to bring these innovations to life is a bottleneck for a lot of individuals and startups. A potential answer to bridging this gap while generating revenue and value to customers is co-creating with partners. In this episode, we are joined by Vanessa Sorenson, Chief Partner Officer ANZ and Managing Director at Microsoft New Zealand. She shares valuable insights about some of her organization’s partner programs, including the Founders Hub Program, and how they are transforming the innovation landscape in the AI and Cloud spaces by fostering investment and employing marketplace strategies that enable the co-selling and scaling of innovation. We discuss:Microsoft’s pivotal role in the AI and Cloud spaces The significance of aligning goals and compensation plans to drive collaborative innovation with partnersThe rapid advancement of AI technology and its potential impact on industries like education, healthcare, and banking Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, a...

In the ecosystem world, being forward thinking is crucial — if you are building partnerships when you need them, and not when you anticipate the needs of your customers and the trends of the market, you won’t be on the cutting edge. In this episode, we are joined by Dan Hod, VP, Global Cloud Partnerships and Business Development at Amdocs, as he talks through his long-time journey in the tech industry, leveraging a clear long-term vision to build synergistic partnerships that deliver customer value. Dan also shares how Amdocs is shifting from vendor-specific to open source technology and thus enabling him to work closely with hyperscalers like AWS, Azure, and Google to create a mechanism for cloud consumption and transacting via the marketplace. Join us as we discuss:How Dan is building relationships with cloud partners at Amdocs around open source, network, big data, and AI Growing joint business with hyperscalers by approaching smaller telcosAmdocs’ growth plan in the FSI to become a leading telco Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!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...

Competition is an inherent trait of all industries' marketplaces. However, when strong partnerships are built, collaboration allows business leaders to address customers' specific needs more efficiently, whether it is by multi-dimensional engagements or single product-based solutions. In today’s episode, Amit Sinha Roy, VP Global Head of Strategic Alliances at Tata Communications, dives deeper into managing multiple-scale alliances through joint service creation, prioritizing collaboration over competition, and driving business success with differentiated market solutions. Amit also emphasizes the importance of framing the term "strategic alliances" with a programmatic, long-term approach, with investment from both parties of the partnership. Join us as we explore: The importance of evolving from a connected world to a hyper-connected one How strategic alliances help companies navigate the fast-paced technology landscape and stay competitiveHow a synchronized approach across regions and segments ensures effective go-to-market strategies. Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan...

The idea of succeeding alone in today's global market landscape is becoming obsolete. Addressing intricate challenges demands a profound shift in approach—one rooted in strategic collaboration. By investing in robust partnerships and recognizing the unique capabilities each party brings, the tech industry can address highly complex problems, delivering value to customers faster than ever. These collaborations not only foster innovation but also drive sales, propelling businesses toward unprecedented growth. In this episode, Nick Otto, Head of Global Strategic Partnerships at IBM, delves into the synergy of hybrid cloud and AI. He explores how this fusion has led to the creation of multiscale models, generating actionable insights in collaboration with industry leaders and $1B+ partners. Nick also shares the investments IBM is making in its ecosystem, highlighting the importance of strategic partnerships for success. Join us as we discuss:How generative AI is shaping the business landscape for the foreseeable futureThe importance of understanding business value and goals associated with AI adoptionLeveraging a combination of public and company-based information to derive targeted solutions for businesses. Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.a...

Today more than ever, digital transformation is necessary to optimize process and system efficiency to keep up with fast moving changes in the market. Achieving this with partner ecosystems is the best solution to advance quickly and deliver value to customers. Today’s guest, Madhuri Chawla, Vice President, Global Head of SAP Strategic Partnership & Ecosystem at Kyndryl, a company that spun off from IBM with 90,000 employees and a roster of 4,000 customers, shares insights on how she’s been leading the digital transformation co-creating and co-innovating through partner ecosystems. Madhuri delves into Kyndryl’s strategic partnership with SAP, the development of their cutting-edge product, the Digital Blueprint, and their journey towards becoming a services powerhouse. Join us as we discuss: The relevance of building cyber-resilient futures in a digitalized era where security breaches pose threats to businessesDriving industry-shaking change with strategic partnerships by focusing on co-innovationThe importance of understanding client’s needs before providing technology-based solutions Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other...

When marketing is done right, it’s an integrated approach that builds value and demand, captures that demand in-market and delivers on a brand promise with an excellent experience. According to Allison Munro, Chief Marketing and Ecosystem Officer at Vena, ecosystems aren’t much different. Over the past few years, Allison has played a significant role in the unique evolution of Vena’s ecosystem strategy. Rather than treating ecosystems as a sales execution in business, Allison’s team transformed partnership from a business function to an integrated go-to-market component. For most, this ambitious shift marks the beginning of an exciting journey into unknown territory—fortunately, there is an unexpected professional with the expertise in motion strategy ready to lead the way: CMOs, market leaders and marketing experts. The goal of this transformation is clean-cut and simple: create a seamless, frictionless experience from awareness through purchase and beyond for shared customers. But the path to go-to-market integration can be a bit more hazy, requiring partners to work together transparently to develop platform strategy alongside one another. Allison shares exactly how Vena is doing just that, and in turn, driving transformation in ecosystem partnerships globally. Join us as we discuss:Shifting from sales-led to integrated partnerships and the immense value this transformation offers for customers and partnersIntegrating value into the customer journey, driving execution and managing change Building trust and credibility internally and with customersMarketing as the fabric of an organization Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on a href="https://podcasts.apple.com/us/podcast/ecosystem-aces/id1376113326" target="_blank"...

Over the past decade, a digital transformation has sparked an organizational evolution causing companies to shift to virtual enterprises. While the shift to virtual quickly escalated with no sector immune to the changes, there has been one source of sustainable, successful growth: ecosystems. Open platforms and ecosystems offer new avenues for growth, efficiency and innovation. Moreover, companies focus on fewer, deeper ecosystem combinations to build their growth agenda. In this episode, we talk with Meredith Stowell, Vice President, Ecosystem at IBM. According to Meredith, successful ecosystems are broad, but they also rely on the depth of the various relationships within the ecosystem. When deep connections are fostered, both parties can meet all growth opportunities and capabilities. Further, these ecosystems leverage the flexibility of open technologies like hybrid cloud to accelerate more quickly and efficiently than before within specific industry contexts. Join us as we discuss:What virtualization has done for ecosystems and vice versaHow to maximize potential by balancing local and global partnerships, then leveraging your partners, their partners, your customers and their partnersThe secret to success: a go-to-market and routes-to-market coordination from a co-sell perspective Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, a href="https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5zb3VuZGVyLmZtLzk0MTMvcnNzLnhtbA" target="_blank"...

No company can build everything all the time. What they can build is a high-value multi-partnering ecosystem that will provide invaluable solutions to end customers while benefiting each partner in the ecosystem. In a world where tech is developing at lightning speed and innovations like 5G spark industry-erupting shifts in systems and priorities. Carlos Aragon, now the Senior Director of Product Marketing, Applications at Vonage has years of hands-on experience across multi-partner ecosystems and offers a wealth of proven knowledge regarding the challenges and opportunities of these ecosystems. He shares his playbook for building (and maintaining) a high-functioning multi-partner ecosystem that chooses collaboration over competition, values continuous innovation and communication, and solves problems for each and every stakeholder. Join us as we discuss:How 5G networks are changing the game in telecommunications, and what that means for partnerships, collaboration and communicationManaging high-value, multiple-partner ecosystems to deliver solutions in a constantly evolving marketBuilding an exhaustive ecosystem without overlap for a seamless, unified experience Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.a href="https://community.workspan.com/" target="_blank"...