Alliance Aces

How can a focus on partner ecosystems be a major driver of a company's growth, and how is this approach different from traditional alliances? Jason Eichenholz, SVP, Global Head - Ecosystems & Partnerships at Wipro, explains how partnerships involve multiple parties working together to solve complex business problems and emphasizes the importance of trust in these partnerships. Jason shares how Wipro measures the impact of partnering and his own thoughts on the future of technology. Join us as we discuss:How Wipro revenue growth has exploded with ecosystem motionsWhy Wipro's approach to the market with partners is uniqueWhat to do to avoid being an “ego” system rather than a full ecosystemWhy it's important to take a 360 degree view with partner relationshipsHere are some additional episodes featuring other ecosystem leaders that might interest you:#121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow#122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda#106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft#97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.Links & ResourcesLearn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business ManagementDownload the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

They're one of the largest ecosystems around: 300+ partners, 500+ integrations, and they're still customer first? You bet they are.Sonal Uban, Director of Marketing, Global Technology Alliances at Fortinet, says the way you keep a machine like that going is you start with the customer pain points, and then work backwards. According to Sonal, that means putting the effort into the longterm strategies for customers and then thinking about the number of ways to integrate their product into the process. Being the trusted advisor means you're co-innovating together and you're co-jointly going to market.Join us as we discuss:How scalability means meeting partners on their journey How onboarding and account mapping works at FortinetWhat does it mean to be an open ecosystem at Fortinet Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow#122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda#106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft#97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partn er ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.Download the Best Practices Guide for Ecosystem Business ManagementDownload the Ultimate Guide for Partner Incentives and Market Development FundsTo contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.comThis episode of Ecosystem Aces is sponsored by WorkSpan.WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

How do you make a meaningful conversation happen with a customer? It's certainly not enough to wait for inbound customers to just happen. You're going to have to go outbound. Manoj Bhatia, Vice President of Channel Sales at Acqueon, says the best way to do that is by getting good data from an impeccable customer experience that can be used to effectively communicate to that customer's needs. Through Acqueon's recognition, trust, and partnership with Cisco and the ISV marketplace, the solutions, and co-selling opportunities will be the right fit for the customer. Join us as we discuss:-How to put together the right solution components-How to stand out and keep the attention of larger companies-What good “data-parsing” looks like for successful outcomes Here are some additional episodes featuring other ecosystem leaders that might interest you:#121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP. Resources -Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.-Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.-Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.-Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.-Download the Best Practices Guide for Ecosystem Business Management -Download the Ultimate Guide for Partner Incentives and Market Development Funds -To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

Everybody is selling something, so what's the best way to stand out? Have you tried giving it away for free?  That's the business model that's been so successful for George Drapeau, Senior Director, Global Partner Solutions & Technology, and his team at Red Hat. George's team builds lasting success and relationships with clients by doing the unthinkable: listening to the community first. They start by asking clients what they're missing, and the end by providing them a world-class service built upon quality partnerships.  Join us as we discuss: Providing value and capabilities through relationships Roadmap sharing in new partnerships Managing all the players sitting at the table.     Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.  Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

Last year, IBM's CEO, Arvind Krishna made a bold commitment to invest over $1 billion in the IBM partner ecosystem. Since that time, the IBM ecosystem team has been rolling out a number of initiatives to make good on that promise. David La Rose, General Manager - IBM Partner Ecosystem, Sales at IBM, shares the inside view as he and his team are transforming partnering at IBM. With nearly 55,000 partners, the company is fully committed to its ecosystem by partnering with more global resellers, system integrators, ISVs, MSPs, and others. IBM has been doubling the number of partner-facing resources this year, with an increase in the technical community service for partners by 35%. And recently, the company has reported 15% growth, with partnerships playing a significant role in that growth. Join us as we discuss: How David's background prepared him for this global partner role Significant commitments IBM is making to the partner ecosystem Opening up IBM internal training and enablement to all ecosystem partners  Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com  This episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

You catch more bees with honey, or so they say.  If your approach to partnerships is going down your list of needs and wants as you head into the meeting, you're doing it all wrong. Your offer to an existing partner, or even a potential one, needs to be rooted in what that organization needs first. And according to today's guest, Liz Fuller (a podcaster herself!), Vice President & General Manager of Global Marketing at Zones, that needs to be rooted in the solution to your partner's solution.  Join us as we discuss: Why a venn diagram of goals will ensure partnership success How to avoid icebergs for your partners Why data and good measurement should be the core of your relationships  And be sure to check out Liz Fuller's People's Choice Podcast Award nominee podcast, Women on Work.  Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.  Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.  Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

Is driving your company's sustainability plan a challenge or an opportunity? The answer you choose will say a lot about how your company will fare in the coming years as both industry and government make the switch, a switch by the way, that is definitely coming. Alec Saunders, Worldwide Sustainability Partner Strategy Leader at Microsoft, joins the show to discuss the vast amount of opportunity coming to sustainable partner ecosystems, who will benefit the most, and how partnerships can best leverage themselves for the coming changes. Join us as we discuss: What role will ISV and IoT partners have in ecosystems? How can companies solve the data problem around their greenhouse gas protocol? What moving from on-prem to cloud does for your emissions Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.  Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

Stop creating partner-first strategies! What??? It's the reason we do what we do, right? Wrong. Your client is the reason you do what you do. Your partnerships need to originate with the client wants first if you want your program to have measurable success. Then, focus on your partners. It sounds simple enough, but Carola Cazenave, Business Angel, Business Advisor, Board Member, and most recently Vice President Global BP Ecosystem, Pegasystems, says it's not what a lot of companies are doing. Join us as we discuss:  Bringing in partners at all levels of strategy  Being authentic with clients  The metrics we should all be using to measure success Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

Do you ever have that feeling that the data is just… lacking?  It's really not going to be possible to effectively serve all partners if the data just doesn't serve the end goals. Part of that journey is transforming go to market by providing a robust 1st, 2nd, and 3rd party data plan. The best way to do that is ending the one size fits all product, and asking the simple question: how can this product serve your workflow, not ours?  Join us as we discuss: The role of community in go to market What good data looks like CRO rules of engagement     Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

You can't be everywhere all at once. But your partnership network can. A good ecosystem will not only increase your sphere of influence and knowledge, but will be cheaper, increase sales conversions, and extend retention rates. That's why hearing what Mike Stocker, VP, Partnerships, RollWorks at NextRoll, Inc., has to say is important. Join us as we discuss: Delivering customer value with integrated partner solutions Real world examples of partner co-selling driving more revenue How partner influence delivers tangible and measurable results Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

Sometimes you just gotta break some glass. That's just a sign that you're moving fast.  For large, prolific companies, the ability to continually grow is predicated on the ability to continually innovate. If you don't do this, the company will stagnate. That goes for partnerships in the public sphere as well. Libby Greco, Vice President, Alliances at Salesforce, talks about her many years of experience in keeping focused on the bigger picture, even as the times and arena she's played in, have changed.  Join us as we discuss: Co-selling ISV joint solutions appExchange   Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds  To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

The easiest way to know whether a partnership is good is to make sure everybody gets what they want.  Sounds simple enough but the most promising thing any partners can do to be successful is having collaboration early on where stakeholders can be transparent about what works for them and what doesn't. A great side effect of that is building and maintaining relationships for years to come. Richard Wrbanek, Vice President, Strategic Partners & Alliances, Americas at OpenText, is here to discuss his perspective on what's made all the difference to strong partnerships.  Join us as we discuss: Building trust Communication Co-selling - bringing sales teams together    Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds  To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline

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 innovation Investing in tech ISVs, Red Hat, VMware Private networks to verticals, HCL, CSP, Intel, and more Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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: Hyperscalers What it takes to be successful with cloud providers Solution development How to go to market  Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com  This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

The customer doesn't just want to buy something. They want it to work.  Traditional GSP transactions tend to focus too much on revenue, and not enough about integrating partners from all over so that the customer isn't just buying something, but also using it.  In this episode, Michael Bruchey, Global VP Partner Solutions at SAP, shares his insights on making happier customers who are more likely to renew services and expand to other products as well. Join us as we discuss: Partner solutions that work globally and locally   Getting your customers excited about GSP Creating partners at all levels of a transactions Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow   #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.  Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

Partnerships drive solutions.  If you have a goal to be everywhere, your business can get there by developing and nurturing real-world, end-to-end partnerships.  Today's guest, Glen Straub, VP of Business Development at Foursquare, has scaled 550 different partnerships across data, products, sales, distribution, and markets.  Join us as we discuss: What to look for when you need a partner to go to market with How to build an ecosystem of partnership culture in a company The value of partnerships forged and seasoned over time  Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.  Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partn er ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

Ecosystem should be part of your product's DNA…  If you build ecosystem into your product roadmap, your product becomes a snowball rolling down a hill, picking up momentum and benefiting every corner of your organization.   As more companies take note of the exponential, transformative power of ecosystems, today's guest, Allan Adler, Managing Partner at Digital Bridge Partners, contends that we've moved on from the decade of ecosystem to the era of ecosystem.  Join us as we discuss: Why ecosystem needs to be part of the DNA of your product The snowball effect an ecosystem can have on everything from marketing to product teams Why we've moved from the decade, to the era, of the ecosystem  Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds  To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

Three different customers will each innovate in their own way. Within those three scenarios — Each will innovate with varying amounts of technology from SAP, Google, or a third party.  Because of this, refusing to partner could limit the customers opportunities, and therefore, your own profit.  Today's guest is Henry Wagner, SVP, Google Practice at Lemongrass, who joins the show to explain the link between SAP and other technologies. Join us as we discuss: Linking SAP & Google together to bring transformation to customers Recognizing technology patterns w/ acceleration in mind Creating industry-based joint solutions  Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft   #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.  Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

In a world where a $200 billion cybersecurity economy is dwarfed by a $6 trillion dollar hacker economy, Zero Trust is a vitally important framework for staying safe online. But it takes a lot of trust to build Zero Trust — because it's partnerships leading the charge in the cybersecurity industry. Today's guest is Tony Zirnoon, Head of Strategic Alliances at Appgate, who joins the show to discuss how he's building trust with partners to deliver Zero Trust cybersecurity for customers.  Join us as we discuss: Why Zero Trust matters for cybersecurity How partners make Zero Trust possible The key ingredients for a successful GTM strategy with partners Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

Partnerships 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 first How 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 Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com    This episode of Ecosystem Aces is sponsored by WorkSpan .   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

The 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 workspace Nurturing partnerships for the overall solution & shared economy Global system integrators and the consumer The ways go-to-market has changed  Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing . Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds  To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

When 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 hyperscalers Working with AWS and Google Cloud on co-selling opportunities Providing value through talent in joint solutions Partnerships in an established company versus a fast-growth startup    Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

In 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 customers How Chris approaches partnering with hyperscalers  The importance of customer-centricity Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast , Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

Partnering 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 moment How partners can be a proxy for the market Why trust is the main ingredient in any partnership   Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing  Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog  Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds  To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

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 channel The death of the SKU and what it means for you What's next for Channelize   Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing . Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds  To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

Whether 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 the key to partner success Here are some additional episodes featuring other ecosystem leaders that might interest you: - #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow - #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda - #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft - #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP. Links & Resources - Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. - Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. - Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. - Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. - Download the Best Practices Guide for Ecosystem Business Management - Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan.

There 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 partners How to find the right strategy for co-selling Why conflict and synergy are synonyms  Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.  Subscribe to the Ecosystem Aces Podcast on Apple, Spotify, and Google. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com    This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in joint pipeline.

If 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 future The 3 types of ecosystem The real-world applications for their platform in health, communications and manufacturing Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP. Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

You'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 have fundamentally altered the go-to-market landscape Why ecosystems are a CEO function The evolution of the funnel and the rise of EQLs  Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.  Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

Every 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 customers The unique demands that come with working with hyperscalers The smart way to approach automation Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.  Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.  Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

A 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 ecosystem The importance of goal setting and investing in partner success Understanding your partner's sales process How Hubspot approaches co-selling  Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.   Links & Resources  Read Kieran's LinkedIn post on partnership.  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.  Subscribe to the Ecosystem Aces Podcast on Apple, Spotify, and Google. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.  Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.    WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in joint pipeline.

The 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 opportunities Creative steps for co-selling 3 stages for building a partner ecosystem to be proud of Incentives, measurement, and higher ROI  Here are some additional episodes featuring other ecosystem leaders that might interest you:  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda   Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management. Download the Ultimate Guide for Partner Incentives and Market Development Funds. To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

Helping 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 horizon Managing and aligning 130 partners Scaling with intention Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.  Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, St itcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.  Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.   WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

Handling 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 ecosystems Why everyone in Dialpad's channel team has to be demo-certified How hiring strategically has fueled Dialpad's tremendous growth  Here are some additional episodes featuring other ecosystem leaders that might interest you:  #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP  Links & Resources  Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.  Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com   This episode of Ecosystem Aces is sponsored by WorkSpan.    WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

In 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 Presid ent, Alliances & Corporate Development at Leanplum   In this episode, we discuss: Why partnerships require every stakeholder's involvement Why it's not what your partners can do for you, but what you can do for them How to take a data-driven approach to choose partners Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow  #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda  #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft  #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP  Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing . Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.  Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.  Download the Best Practices Guide for Ecosystem Business Management  Download the Ultimate Guide for Partner Incentives and Market Development Funds   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan.  WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

When 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 Sprint's program to his current role helping others with a sound methodology for creating their own. In this episode, we discuss: The challenges, complexities, and, ultimately, rewards in the partner space The need for top-down vision to shape a partner-oriented culture The plans you need in place before ever signing a partnership deal Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP. Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, St itcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

There 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 Azure Why package solutions are in-demand How Telos are using partners to find new product use cases Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP. Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com. This episode of Ecosystem Aces is sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

Every 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 business thriving in this new world. In this episode, we discuss: The growing recognition of the necessity of partnerships Why the rise of marketplaces is a boon for alliances Microsoft's approach to partnering Why trust is the most important component of any successful partnership Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, St itcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in joint pipeline.

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 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 strategic alliances at Nylas How partners can drive scalability Why pipeline revenue are the main measurement Brandon concentrates on Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP. Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing. Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, St itcher, Google Podcast. Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering. Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog. Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in joint pipeline.

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 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 strategy How Reliant finds the right partners His advice and best practices for partner leaders Here are some additional episodes featuring other ecosystem leaders that might interest you: #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow #122 There's No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog Download the Best Practices Guide for Ecosystem Business Management Download the Ultimate Guide for Partner Incentives and Market Development Funds To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: chip@workspan.com This episode of Ecosystem Aces sponsored by WorkSpan. WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in joint pipeline.

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 of the keys to Ash Vijayakanthan's success as Vice President at Trifacta, where he's leading strategic partnerships with big names like Google, Infosys, Accenture, and Deloitte. In this episode, we discuss: -How living in a world of solutions impacts partner ecosystems -How Ash is improving the ecosystem through simplification -The metrics Trifacta focus on to measure success To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by: Email: chip@workspan.com Twitter: @chiprodgers LinkedIn: linkedin.com/in/chiprodgers

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 episode's fascinating guest. Norris strongly advocates embracing a digital transformation and building lucrative partnerships through data science. In this episode, Norris introduces these illuminating concepts: - How Alteryx leverages its platform to help partners develop IP - How Alteryx works with partners to deliver an optimal and holistic experience for digital transformations - How Alteryx benefits from having partners that are also customers To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by: - Email: chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers

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 staying focused on adding value to the business and the partner capabilities that differentiate them. In this episode, we discuss: - How to make your partner program a value-add to your business - Why partner differentiation is the key to growing your ecosystem - How to identify the innovation that can transform your ecosystem To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by: - Email: chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers

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 in today’s episode to discuss how Barracuda are managing partners across the Big Three cloud providers: AWS, Google and Microsoft Azure. We discuss: - How Barracuda is leveraging their early entry into the cloud - The increasing complexity of managing partners - Barracuda’s emphasis on Cosell To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by: - Email: chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers

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 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 for your alliance ecosystem To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by: - Email: chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers Listening on a desktop & can’t see the links? Just search for Ecosystem Aces in your favorite podcast player.

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 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 any alliance - Why managing partnerships requires you to wear many hats - Partnering means bringing joint solutions to market that will sell To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by: - Email: chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers Listening on a desktop & can’t see the links? Just search for Ecosystem Aces in your favorite podcast player.

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 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 mission and how they tackle food safety challenges - Why partners are necessary to solve these issues - How Zebra has built out its partner To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by: - Email: chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers Listening on a desktop & can’t see the links? Just search for Ecosystem Aces in your favorite podcast player.

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 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 identification How IDEMIA is building an ecosystem based on customer success and partner capabilities Why rapidly advancing technology requires agility and nimbleness To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by: Email: chip@workspan.com Twitter: @chiprodgers LinkedIn: linkedin.com/in/chiprodgers Listening on a desktop & can’t see the links? Just search for Ecosystem Aces in your favorite podcast player.

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 by Glenton Davis, Global Senior Business Development & Strategy Manager, Business Applications at Microsoft, to learn more about what those opportunities are. We discuss: - The opportunities and challenges for partnerships presented by COVID - Why “bottom up” thinking is increasingly important - Why scenarios are as important as understanding your vertical To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by: - Email: chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers

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 Development at Verizon, where he is seeing increased willingness to form alliances — along with larger and stronger ecosystems. He joined me on today’s show to discuss: - Why organizations expect more from their alliances (and larger ecosystems) - Why “coopetition” is growing in acceptance - The value of agility and CoSell To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by: - Email: chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers

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 Alliances Portfolio at Brillio, is making the most of the funds she’s received through her AWS relationship. In this episode, Sarita joins me to discuss: - The work she’s doing with partners at Brillio - Why she’s so focused on competencies - Why cost, ROI, and applicability are the 3 most important elements in any strategy or go-to-market solutioning To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by: - Email: chip@workspan.com - Twitter: @chiprodgers - LinkedIn: linkedin.com/in/chiprodgers