Ecosystem Aces

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Episodes of Ecosystem Aces

Sometimes, 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 lat
After 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 Busines
Once, you could get by with a single product, but that’s no longer the case. We no longer live in a world where we can simply sell products — it’s all about the solution. Which means partners are more important than ever. That insight is one
The business environment is changing rapidly — how can companies not only survive but thrive through this epic shift? An expert in strategic alliances and data-driven marketing, Jack Norris is a Senior Vice President at Alteryx and this episo
How do you take a near non-existent partner program and grow it to driving over 45% of total revenue for the company? Today’s guest Wayne Monk, Senior Vice President, Global Alliances and Channel Sales at ASG, managed to do just that by stay
When it comes to managing alliances, there’s no easy button. Instead, it takes discipline on the execution… And skin in the game for both sides. So says my guest, Nicole Napiltonia, VP of Alliances and OEM Sales at Barracuda, who joins me
We 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 a
If 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
Most 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 supporte
Being 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 Octavi
The pandemic has changed so much about our daily lives, so it should be no surprise that partnerships have been impacted, too. There are many challenges to overcome, but there are also opportunities for alliances. In this episode, I’m joined
As the tools and framework for managing alliances grow more sophisticated, more companies are realizing the power of partnerships — and they expect more from the relationship. It’s a welcome trend for Manoj Bhatia, Director Partner Business D
Many cloud providers have funds available for their partners to drive migrations. And one of the best ways to maximize these funds? Making sure they build relationships with your customers. That’s how Sarita Janjani, Worldwide Strategic Al
The meaning of partnership has changed over the course of this year. Without trust, empathy, and the right perspective about a problem, we aren’t going to be able to cooperate, much less innovate to make a difference in the world. In this episo
Managing a global alliance program presents new sets of challenges.   You need enough structure to keep everything running smoothly while still offering partners enough flexibility to accommodate their unique needs.    To succeed, your operatin
Your ability to build solutions together with partners determines your ability to deliver on customer success.    Because a healthy ecosystem with win-win partnerships drives value to customers, as well as your business.   In this episode, Abha
When you want to test the health of your ecosystem…    You need to look at more than sales.   In this episode, PJ Bishop, Vice President of Partners, Accountants and Alliances: Africa and Middle East at Sage, explains why Sage is reengineering
How do your partners measure up?   Whether you’re measuring every one or just your largest…    The more of the data you can share with your partners, the more successful they will be.    It’s something Meg Brennan learned as Sr Director of Glob
The ecosystem has changed a lot over the past 30 years.    The democratization of technology has allowed for IP creation at scale and demands continuous enablement.   It’s all about bringing the right solutions to the customers and innovating w
Everyone 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 wel
It’s inevitable that most companies will move to the cloud.    But COVID-19, government adoption and other worldwide events have conspired to ensure that transition will come faster than anyone predicted.   And alliance ecosystems are going to
If you want to learn the best ways to do something, you need to turn to the experts.    You need to turn to the people and organizations with the kind of wisdom that can only be gained through years of experience.   So, when it comes to managin
The COVID-19 crisis has changed things for everybody.    The race for innovations to guide us through to safety includes everyone.   Interestingly, security, innovation, and inclusion are also key elements of any successful alliance program.   
We 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 futur
The best alliances rest on a foundation of successful alignment, but building it can be difficult if you spread yourself too thin.   So, freeing up resources by concentrating on fewer, higher-impact partnerships can be a rewarding strategy.   
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