Ecosystem Aces

WorkSpan
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Ecosystem Aces is dedicated to helping partnership leaders unleash the full potential of their partner network. Whether you’re just getting started with ecosystem partners, or you’re looking for advanced strategies and tactics, this podcast is for you.Each episode features topics like: ecosystem partnering, co-selling strategies, co-selling with hyperscalers, building joint solutions with partners, attracting new partners and growing partner programs, go-to-market strategies, optimizing cross-company business processes, improving communication and collaboration with partners, successful career strategies, and more.

  1. FEB 2

    Shrutika Purohit: Innovating with SAP, AWS, and Partners for Customer Value and Growth

    The cloud migration race is intensifying, and differentiation is essential in a market filled with competition. How can SAP partners stay ahead while driving customer value through collaboration and innovation? In this episode, Shrutika Purohit, Head of the SAP Partner Ecosystem for AWS India, shares her expertise in leveraging the power of alliances to transform how businesses adopt and innovate with SAP solutions on the cloud. Shrutika outlines useful strategies as the partner landscape changes, from harnessing the “power of three” collaboration model to building joint solutions that go beyond SAP Rise. Key Learnings:How the “power of three” model (SAP, AWS, and partners) enables seamless customer journeys.The role of joint solution development in addressing white spaces and driving differentiation.Why partner enablement programs and certifications are crucial for success in the SAP ecosystem.Insights into the rise of co-innovation and its impact on partner growth and customer outcomes.How AWS empowers partners to scale, specialize, and innovate within the cloud ecosystem.Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.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

    34 min

  2. JAN 28

    Jim Anderson: The Strategic Imperatives of Partner Ecosystems in 2025

    Failing to innovate within your partnerships could leave your business behind. As AI accelerates the pace of change, how do leaders ensure they stay relevant while unlocking unprecedented customer value? In this episode, Jim Anderson, Vice President of North America Partner Ecosystem and Channels at Google, shares insights into the principles driving Google’s partner strategies. With 25+ years in tech and a front-row seat to AI’s transformative power, Jim discusses how agility, specialization, and customer relevance transform the cloud ecosystem industry. Key Learnings: Why win-win partnerships are critical to AI-driven customer value.The importance of specialization to tackle increasing complexities in the cloud ecosystem.How Google is leveraging its Marketplace as a game-changing distribution channel.The role of agility and co-innovation in navigating rapid shifts in the tech landscape.Why the future of AI is inherently tied to an ecosystem-based approach for businesse Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.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

    32 min

  3. JAN 14

    Carla Franklin Richards: Inside AWS’ Successful ISV Accelerate Program

    The backbone of a successful cloud ecosystem lies in seamless collaboration, yet not all partnerships achieve their full potential. What distinguishes the thriving alliances from the rest? In this episode, Carla Franklin Richards, a seasoned executive and former AWS leader, offers her expert perspective on building effective co-selling strategies tailored for the cloud ecosystem industry. Drawing on her leadership experience with AWS’ ISV Accelerate Program, Carla provides actionable insights into achieving strategic alignment, mitigating escalations, and driving sustainable growth in dynamic and competitive environments. We also discuss: How a structured interlock process ensures seamless collaboration and accountability.The critical role of QBRs and operational documents in preventing misalignments.Strategies for ISVs to navigate complex cloud partnerships and maximize co-selling potential.Best practices for aligning tri-party partnerships (Cloud Providers, SIs, and ISVs).Why deliberate planning and clear roles are non-negotiable in successful partnerships. Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.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

    30 min

  4. 2024-12-24

    Hitu Chawla: Splunk’s Approach to Transforming Partner Engagement and Success

    The partnership ecosystem is no place for complacency. Companies face the pressing question of how can channel transformations achieve real, meaningful value, instead of being lost in execution challenges? In this episode, Hitu Chawla, Global VP of Partner Go-To-Market Strategy at Splunk, reveals the strategies behind their remarkable growth and alignment efforts. Drawing from decades of experience, including her leadership at Microsoft, Hitu discusses how to create cohesive co-selling programs, enhance partner enablement, and leverage technical integrations for greater market acceleration. She explains how Splunk combines partner feedback with a unified sales playbook to design programs that ensure partner capacity is optimized, financial incentives are compelling, and joint offerings deliver unmatched value to end customers. Listeners will gain insights into: Designing co-selling strategies that reduce friction and enhance partner alignment.The role of renewal incentives in building customer and partner stickiness.Managing the technical and operational complexities of multi-tenant SaaS ecosystems.Building scalable joint offerings that leverage diverse partner types for competitive advantage.How over-communicating changes strengthens ecosystem trust and execution. Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.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.

    33 min

  5. 2024-12-10

    Josh Triechel: Creating a Partner-First Culture to Grow Confluent’s Hyperscaler Co-Sell Revenue

    What if you could connect your entire cloud ecosystem—AWS, Azure, GCP—all in real time? Once a future vision, this architecture is the new standard for data-driven businesses at Confluent.  In this episode, we talk with Josh Treichel, Head of Cloud Partnerships at Confluent, about how their strategic alliances with major cloud providers are redefining data integration and migration. Josh shares his journey from engineering to cloud partnerships and dives into how Confluent leverages multi-cloud and generative AI to empower customers in an increasingly connected cloud landscape. We also discuss:The importance of building a company culture where cloud partnerships aren’t add-ons but fundamental to the company’s growth.Confluent strategies to scale partnership efforts through regional events, hackathons, and co-marketing campaigns.Why alignment across sales, engineering, and marketing is crucial to realizing the full value of cloud partnerships.The importance of value exchange and ensuring mutual benefit to sustain and grow cloud partnerships. Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.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.

    32 min

  6. 2024-11-26

    Ayuma Sangale: How Partnerships Are Shaping the Cloud’s Future

    Amazon Web Services (AWS) has maintained its competitive edge for a long time. What are the strategies behind their long-term success?  In this episode, Ayuma Sangale, Cloud Sales Strategist at AWS reveals how the organization has stood out by co-building solutions with its Independent Software Vendors (ISVs) and strategic partners, quickly adapting to the continuously evolving cloud landscape. Ayuma shares how AWS structures these alliances to amplify innovation and meet diverse customer needs, emphasizing the importance of customer-focused strategy and partner success.  We also discuss:  AWS’s “work backwards from the customer” philosophy to meet real-world demandsThe importance of building a strong support network within and beyond AWSHow AWS co-evolves with its partners, allowing them to lead in areas like AI and cloud migration. Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.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

    31 min

  7. 2024-11-12

    Shannon Tuttle: Driving Success for Google Cloud Partners with Scalable Programs

    In this episode of Ecosystem Aces, Shannon Tuttle, head of GTM Growth and Transformation at Google, shares her journey through the world of partnerships and scaling initiatives. With a career spanning Google, LinkedIn, and Accenture, Shannon discusses the challenges and strategies behind creating impactful, scalable partner activations. Shannon dives into her role at Google, where she leads North American scaled partnerships, and how she’s enabling partners to understand and align with Google’s value propositions. She shares insights on scaling partner activations, localization, and the importance of automation in managing large-scale programs. Shannon also offers valuable advice to partners on differentiation, the importance of specializations, and how to unlock growth opportunities with Google. In this Episode: Scaling Google Cloud Partnerships: Shannon discusses strategies for scaling partner activations across diverse regions, emphasizing the importance of localized approaches for North American partners.Building Automated, Scalable Programs: Learn how Shannon utilizes dashboards, reporting tools, and automation to manage and track large-scale partner programs and connect partners with Google sales teams.Partner Differentiation and Growth: Shannon highlights the importance of specialization and proficiency for partners, offering insights on co-selling, funding opportunities, and how partners can gain visibility with Google. Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.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

    33 min

  8. 2024-10-29

    Matt Gray: Generative AI’s Role in Transforming Partner Programs at Tealium

    In this episode of Ecosystem Aces, Matthew Gray, Global VP of Partnerships and Alliances at Tealium, joins Chip Rogers to discuss the evolving role of data integration, strategic partnerships, and the transformative potential of generative AI. Matt Gray reflects on his career journey, from early programming days to building scalable partnerships at Tealium, where strategic collaboration with partners like AWS has driven significant revenue growth. He shares insights on the importance of data integration in business, the challenges of aligning business teams, and the role of generative AI in boosting productivity and simplifying partner programs. In this Episode: The Role of Data Integration in Business: Matt shares how integration is the backbone of business operations and how his early experiences shaped his understanding of its importance.Building Scalable Partnerships at Tealium: Learn about Matt’s strategic approach to growing Tealium’s partner program, with key collaborations like AWS driving 90% of the company’s revenue.Generative AI in Partner Programs: Explore how generative AI can enhance partner experiences, boost productivity, and simplify complex business processes. Here are some additional episodes featuring other ecosystem leaders that might interest you: #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem#156 Libby Greco: Get Out There and Break The Glass#154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?#152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era#151 Mike Stocker: Close 40% More Deals with Partner Influence Links & Resources Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.Download The Ultimate Guide to Drive Co-sell Partnerships!Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.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

    39 min
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About

Ecosystem Aces is dedicated to helping partnership leaders unleash the full potential of their partner network. Whether you’re just getting started with ecosystem partners, or you’re looking for advanced strategies and tactics, this podcast is for you.Each episode features topics like: ecosystem partnering, co-selling strategies, co-selling with hyperscalers, building joint solutions with partners, attracting new partners and growing partner programs, go-to-market strategies, optimizing cross-company business processes, improving communication and collaboration with partners, successful career strategies, and more.

Information

  • Creator
    WorkSpan
  • Years Active
    2018 - 2025
  • Episodes
    215
  • Rating
    Clean
  • Copyright
    © Copyright Sweet Fish
  • Show Website
    Ecosystem Aces