Between Product and Partnerships

Pandium
  • 5.0 (1)
  • TECHNOLOGY

Building integrations and a SaaS ecosystem requires close collaboration between product, tech partnerships, and other GTM and technical teams. We're talking to product, partnership, and engineering leaders about how to build, support, and scale integrations and SaaS ecosystems that result in happier customers and more revenue. Watch or listen on YouTube and most podcast directories.  Want to access more content on integrations, APIs, and technology partnerships? Check out our blog and resources page here: Blog - https://www.pandium.com/blogResources - https://www.pandium.com/resource-center

  1. DEC 18

    Leading Product Through Different Stages of Growth

    In this episode of Between Product and Partnerships, Cristina Flaschen speaks with Mike Gelber, Chief Product Officer at Impiricus, about his career path and the experiences that shaped his approach to product leadership in healthcare. Mike’s background spans finance, ad tech, and healthcare, and his move into product reflects a steady pull toward roles that combine technical depth with proximity to real users. Throughout the conversation, he shares how those experiences influenced the way he approaches product decisions, partnerships, and growth in a regulated environment. From Finance to Product Thinking Mike began his career at JP Morgan, where he quickly gravitated toward building tools that made work more efficient. Teaching himself to automate tasks introduced him to software development and revealed the leverage technology could provide. That curiosity led him into ad tech, where working closely with customers helped him connect system design with real usage. Over time, product became the natural intersection between building technology and understanding how people actually work. Why Founding a Company Accelerated His Growth Starting a company brought Mike closer to customers and everyday decision-making. Choices carried immediate consequences, which sharpened his sense of focus and sequencing. The experience also exposed him to areas of the business that are often distant from product roles, shaping a broader understanding of how products are built, sold, and sustained over time. Lessons from Building and Exiting Lasso Mike reflects on building Lasso and guiding it through growth before its acquisition by IQVIA. A defining lesson from that journey was the importance of validating demand early. Proving value through direct execution helped guide product direction and informed how he now thinks about product-market fit. That experience reinforced the importance of grounding decisions in real usage rather than assumptions. Joining Impiricus After the acquisition, Mike joined Impiricus as Chief Product Officer. He initially questioned whether SMS could be an effective channel in healthcare. Spending time with the product in real-world settings changed that perspective, particularly as he observed how clinicians interacted with it during day-to-day work. Those experiences helped clarify the product’s role in supporting healthcare providers. Defining Success in Healthcare Product Mike describes success at Impiricus through outcomes and experience. Pharmaceutical partners measure impact through prescribing behavior, while healthcare providers encounter fewer barriers when supporting patients. The most meaningful signals come from moments where the product quietly fits into existing workflows and reduces friction without drawing attention to itself. Timing, Integration, and Relevance The conversation returns often to timing. Mike explains how Impiricus uses data and integrations to engage healthcare providers when support is most relevant. This approach allows the product to fit naturally into clinical workflows, which is critical in environments where attention is limited. Looking Ahead Mike shares what’s next for Impiricus, including the launch of a new product called Ascend and continued momentum following recognition on Deloitte’s Fast 500 list. As the company grows, the focus remains on staying close to healthcare providers and maintaining the product principles that shaped its early success. Cristina closes the episode by reflecting on how Mike’s journey illustrates how product leadership evolves inside regulated industries.

    29 min

  2. DEC 2

    Why Your Data Is Failing You, and the Architecture That Finally Fixes It

    In this episode of Between Product and Partnerships, Cristina Flaschen sits down with Michael Kowalchik, Founder and CEO of Matterbeam, to unpack why so many companies still feel stuck when working with their data. Drawing on years of experience in machine learning and large-scale product architecture, Michael shares what he learned at Pluralsight when he was asked to help overhaul the company’s data systems during a period of rapid growth. Cristina and Michael explore why traditional approaches often fall short once a business reaches a certain level of complexity. Pipelines designed for one purpose end up stretched far beyond their limits, and central repositories rarely reflect the day-to-day realities of how different teams actually operate. Michael explains how a shift toward immutable logs and replayable data streams created a more predictable, trustworthy foundation inside Pluralsight, and how that experience eventually led to the formation of Matterbeam. They also examine the current wave of AI adoption and discuss why many organizations assume AI can cover foundational issues that still need real architectural attention. Michael describes the importance of building systems that make it possible to trace what happened, reproduce it, and understand how data moves through each step. He and Cristina talk about how this clarity becomes even more important as more software depends on automated decision making. If you’ve struggled with disconnected systems, slow access to information, or constant rework caused by shifting definitions, this conversation offers a grounded perspective on how to rebuild your data layer in a way that actually supports the work your teams are trying to do. For more insights on partnerships, ecosystems, and integrations, visit www.pandium.com To learn more about Matterbeam, visit www.matterbeam.com To sign up for Matterbeam's upcoming webinar, visit www.matterbeam.com/webinar

    30 min

  3. NOV 19

    The System Behind Successful SaaS Product Launches

    In this episode of Between Product and Partnerships, Cristina Flaschen speaks with Therese Stowell, VP of Product Launch at Anaplan, about what it takes to design scalable, repeatable product launch systems inside fast-moving SaaS organizations. Therese shares her nonlinear career journey, from Microsoft engineer, to artist, to product leader, and how that diverse background shaped her systems-driven, people-centric approach to orchestrating product launches across a complex enterprise. A Systems Approach to Product Launch Earlier in her career, Therese was asked to fix a recurring challenge familiar to many SaaS companies - products that didn’t generate meaningful revenue, features stuck in beta, and launches that left go-to-market teams scrambling. Working with a technical program manager, she developed an Alpha - Beta - GA framework that introduced clear milestones, stronger decision-making, and alignment across product, marketing, sales, enablement, support, and services. That experience led her to Anaplan, where the sheer volume of innovation required a dedicated function to “tune the revenue engine.” As Therese describes it, product launch isn’t just about getting a feature out the door, it’s about coordinating every part of the organization so the product lands with clarity and customer value. Cross-Functional Alignment and the Real Work of Launching Therese outlines two parallel tracks that determine whether a launch succeeds: Go-to-market readiness. Translating product insights into pitch decks, messaging, and enablementTechnical readiness. Ensuring presales, professional services, and support teams understand how the product works under the hoodBecause these streams mature at different times, communication and cross-functional orchestration become essential. Therese also shares how introducing a new “production release” milestone (separate from GA) helped set better customer expectations and create a more reliable internal rhythm. A Framework for Better Launches Therese breaks down her repeatable approach to designing and improving launch processes: Discovery. Understand engineering’s release lifecycle and gather cross-functional requirementsDesign. Translate a long list of tasks into a coherent, sequenced plan with defined decision pointsBuild & Iterate. Start small, gather feedback, and refine continuously instead of waiting for a perfect processScaling Launch at Anaplan Anaplan’s rapid innovation pace required Therese to expand the product launch function, adopt proper project management tooling, and build reporting that helped each department manage its workload. With 30+ concurrent launches, her team introduced efficiency practices, such as agenda-based meeting participation, to reduce thrash and ensure alignment without unnecessary meetings. Looking Ahead Therese’s advice? While process and tooling matter, at least half of a successful launch comes down to people. Transparent communication, early involvement, collaboration, and guiding teams through behavioral change are what allow launch processes to take root and scale across an organization. For more insights on partnerships, ecosystems, and integrations, visit www.pandium.com To learn more about Anaplan and their product innovation, visit www.anaplan.com

    32 min

  4. NOV 5

    Why the Best Product Leaders Think Beyond Delivery

    In this episode of Between Product and Partnerships, Cristina Flaschen talks with Francesca Smedberg, VP of Product at Rillion. Together they explore how product management has changed over the past two decades, what it takes to move from shipping features to achieving outcomes, and how curiosity and collaboration can transform a team. A Career Built on Curiosity and Experience Francesca began her career in market research and spent years helping companies test products and pricing strategies. When she joined a startup in 2009, she started as an analyst and quickly became deeply involved in how products were built. She worked alongside engineers to digitize traditional market research processes, replacing surveys and reports with virtual environments and interactive tools. She was often building tools to solve her own problems, creating workflows that would save time and improve insight for customers. Without realizing it, she was already doing product management. Over time she led analytics, digital production, and eventually the tech and product teams. That broad mix of data, customer, and technical work shaped her leadership style and gave her a deep understanding of how products come together from the inside out. Seeing Product Management Mature Francesca and Cristina discuss how product management has become more defined as a discipline. Early in her career, most of the focus was on delivery. Teams worried about whether they could build something, not necessarily whether they should. Today the focus is different. Good product management connects discovery, delivery, and business context. It asks questions before committing resources and pushes teams to understand problems before defining solutions.  Turning a Feature Factory into an Outcome-Driven Team When Francesca joined Rillion, the company had a long history and a complex platform shaped by mergers and acquisitions. Teams were busy, but their work often felt reactive. She saw an opportunity to help them move from feature volume to measurable impact. Her approach was practical. She encouraged clear priorities and learning through action. Instead of asking what to build next, her teams began by asking why. They defined goals tied to company strategy and measured their success by what changed, not by what shipped. Building Cross Functional Teams Francesca describes how she and her engineering leaders restructured the organization to support this new mindset. They built smaller, cross functional teams with clear missions and room to make decisions.  This structure encouraged focus and accountability. It reduced the friction of silos and helped people think less about whose job something was and more about what needed to be solved. Mixing people with deep institutional knowledge and those new to the company also brought balance.  Lessons for Aspiring Product Managers Francesca offers advice for people who want to move into product. She suggests learning from established voices in the product community, studying examples from real companies, and finding mentors who can share their own experiences. She encourages people to start within their current organization if possible. Moving internally allows them to learn the product deeply while building trust across teams.   For more insights on partnerships, integrations, and SaaS ecosystems, visit pandium.com To learn more about Rillion, go to rillion.com

    36 min

  5. OCT 22

    When AI Meets Security: Managing Risk in Connected Systems

    In this episode of Between Product and Partnerships, Cristina Flaschen, CEO of Pandium, speaks with Nate Lee, Founder of Cloudsec.ai, about the evolving challenges of security in SaaS ecosystems, AI, and integrations. Their conversation explores lessons from real-world incidents, risk management in fast-moving environments, and the emerging landscape of AI agents. Nate’s Background and Security Perspective With over a decade of experience as a Chief Information Security Officer, Nate has helped scale-ups build security programs focused on AI-native startups and cloud environments. His approach is grounded in pragmatism, meaning prevention is important, but effective detection, response, and transparency are what define resilience when incidents occur. Lessons from Real-World Incidents Reflecting on recent industry breaches such as the SalesLoft incident, Nate illustrates how small misconfigurations across systems like GitHub or AWS can trigger cascading risks. Even organizations with robust security teams remain vulnerable. He emphasizes the importance of continuous monitoring, anomaly detection, and disciplined response planning as part of a company’s operating DNA. Mitigation, Communication, and Runbooks For smaller teams, Nate and Cristina highlight the value of preparation and clarity when managing incidents. Segregating responsibilities allows engineers to focus on resolving issues while communications are handled transparently and calmly by others. Tabletop exercises (simulations of potential breaches) help teams respond confidently when real situations arise. Above all, Nate underscores the need for transparent communication with customers and stakeholders. Clear, factual updates that explain what happened, its impact, and next steps build far more trust than spin or silence. Having ready-made messaging frameworks also helps reduce the stress of decision-making during high-pressure moments. AI Agents and Emerging Risks The conversation then turns to the rapidly expanding role of AI agents in modern workflows. Nate explains that while these systems deliver tremendous efficiency gains, they also introduce new and unpredictable risks. Unlike traditional deterministic workflows, AI agents can act in unexpected ways, sometimes interpreting instructions beyond what developers intend. Threats such as prompt injection and the rise of unmonitored AI tools (or “shadow IT”) add layers of complexity. As adoption accelerates, maintaining visibility and control becomes critical. Despite these challenges, Nate remains optimistic about AI’s potential. He advocates for mindful adoption (understanding the risks, their likelihood, and the potential business impact) while ensuring that innovation and productivity continue to advance responsibly. Building Trust and Future-Proofing Security For Nate, trust is the foundation of security. Whether developing integrations, deploying AI tools, or managing internal systems, organizations must design processes that foster transparency, encourage safe experimentation, and promote continuous learning. Building a culture of accountability and openness not only reduces risk but also strengthens long-term relationships with customers and partners. Looking Ahead Nate is currently launching Trustmind, a platform that automates security due diligence and streamlines third-party risk management for organizations working with multiple vendors and integrations. For more insights on partnerships, ecosystems and integrations, visit www.pandium.com To learn more about Cloudsec., go to https://cloudsec.ai/

    39 min

  6. OCT 10

    Powering Ecosystems with Partnerships Services and AI

    In this episode, Cristina Flaschen speaks with Chris Samila, Co-Founder of Partnership Leaders, about what makes ecosystems thrive, how services and partnerships intersect, and how AI is reshaping the partner landscape. Chris’s Journey to Partnership Leaders Chris has spent most of his career in partnerships, moving from the clean tech space into SaaS with roles at Optimizely, FullStory and Crossbeam where he built partner programs from the ground up. About four years ago he co-founded Partnership Leaders, a global community dedicated to advancing the partnerships profession. Today he leads events that bring together thousands of partnership professionals worldwide. What Sets Ecosystem Leaders Apart Chris emphasizes that the difference between companies that activate their ecosystems well and those that don’t starts with executive support. Too often partnerships are siloed as a “channel” function. Modern ecosystem-driven organizations weave partnerships into product strategy, customer success and services delivery. Success is less about company size and more about clarity. Knowing which partners to prioritize, when to engage them and how to align that with company goals is critical. Services as a Growth Lever Historically SaaS companies avoided services, preferring a pure self-serve model. Many leading AI companies are now leaning heavily on services partners to drive adoption. Blending internal services with boutique partners creates a flywheel effect. Partners make money around the product which fuels ecosystem growth. The key is setting guardrails so services enable the ecosystem rather than compete with it. Compensation and Career Pathways Chris identifies trends in pay and career growth that reflect the increasing recognition of partnerships as a strategic function. He highlights partner operations as a growing specialization and the rise of Chief Partnerships Officers in mid-market and enterprise companies, signaling a broader shift toward embedding partnerships into core business strategy. Chris also advises job seekers to explore opportunities at high-growth AI companies that have yet to build partner programs, as these can offer significant career impact and growth potential. Outsourcing Partnerships and AI A surprising trend is the rise of outsourced partnership teams used by large companies to scale quickly. While relationship depth is always key, some firms have embedded outsourced managers for years blending seamlessly with internal teams. AI is reshaping this space. As AI reduces admin work, partner managers will spend more time on relationships and strategy. AI Trends in Partnerships Partnership Leaders recently completed a six-month research project on AI in partnerships developing a maturity model that shows how AI can support individuals, partner programs and company-wide motions. LLMs help partner managers with account planning.  Looking Ahead Chris and Cristina discuss upcoming Catalyst events in cities worldwide, highlighting the value of both digital and in-person experiences for networking. The conversation underscores the growing importance of building strong connections and leveraging events to strengthen partner ecosystems and professional growth. For more insights on partnerships, ecosystems and integrations, visit www.pandium.com  To learn more about Partnership Leaders and their global community, go to www.partnershipleaders.com

    39 min

  7. SEP 24

    AI, Compliance, and the Future of Healthcare with Arvita Tripati

    In this episode of Between Product and Partnerships, Cristina Flaschen sits down with Arvita Tripati, a seasoned healthcare product leader and advisor. They explore her unique journey from customer service in medical devices to leading product management in high-stakes, regulated environments. A Career Built on Curiosity and Empathy Arvita began career working with cosmetic and reconstructive lip implants. Over time, she explored quality, regulatory, privacy, and security roles, gradually noticing a common thread – a product mindset could improve compliance and user experience. By staying curious and saying “yes” to opportunities, she transitioned into formal product management, bringing an empathetic, human-centered perspective to highly regulated work. She emphasizes that empathy extends beyond patients. Every role, from HR to IT, has internal and external “customers.” Recognizing that and asking why decisions are made can open doors in unexpected ways. AI in Healthcare Early projects relied on rules-based statistical models, like algorithms guiding radiofrequency ablation. Today, AI has become more adaptive, processing complex data in real time. She stresses that adoption is as much about trust and storytelling as it is about accuracy. Clinicians, patients, and regulators all need different levels of detail. For patients, a clear explanation of outcomes is key. Clinicians want actionable insights they can rely on. Regulators, like the FDA, demand evidence and reproducibility. Building confidence in AI requires tailoring communication to each audience and focusing on transparency. Navigating Regulation and Market Risk The discussion highlights the tension between speed and compliance. Some companies launch products without FDA approval to move quickly, but this can backfire, creating reputational risk and undermining trust. Arvita argues that embedding validation, equity, and discovery into every stage of product development ensures both safety and long-term success. She recalls the FDA’s collaborative approach during the COVID crisis, which allowed her team to bring products to market faster than usual while still meeting rigorous standards. Regulatory bodies, she notes, often want innovators to succeed, they just need assurance that claims are safe and evidence-based. Lessons from Clip Health During COVID Joining Clip Health in May 2020, Arvita helped pivot from STI diagnostics to COVID testing. The team faced a critical choice, optimize for speed-to-result or clinician workflow. Speed won out, enabling rapid deployment, but revealed the importance of balancing urgency with discovery. This experience reinforced two key lessons, 1) speed does not equal success, and 2) embedding continuous discovery into product DNA is essential. Arvita notes that even under extreme pressure, pausing to understand workflow and user needs can determine whether a product thrives. Advice for Aspiring Product Managers Arvita offers guidance for those entering product roles, particularly in regulated or technical industries: Maintain a beginner’s mindset and stay curious.Lead with empathy for both internal and external users.Consider equity, inclusivity, and the broader business impact of product decisions.Balance speed with thoughtful discovery. Sometimes slowing down enables you to go further, faster.Cristina adds that effective PMs know when to zoom out and reassess the problem at hand. Good product decisions are defensible, ethical, and grounded in real-world impact. For more insights on partnerships, integrations, and building SaaS ecosystems, visit www.pandium.com

    32 min

  8. SEP 17

    Why Partnerships Are the Future of SaaS Growth

    In this episode of Between Product and Partnerships, Pandium CEO Cristina Flaschen speaks with Beth Beese, Director of Partnerships at Loopio, about her unique journey into partnerships, building an ecosystem from the ground up, and why cross-functional relationships are the secret weapon for success. From Fax Lines to Tech Partnerships Beth’s path to tech partnerships was anything but traditional. She started her career in sales, including door-to-door telecom services, before a chance meeting with Shawn Doyle of ReleaseTEAM opened the door to tech sales and partnerships. What began as a cold pitch turned into an informal interview and eventually a career-defining opportunity. That early experience taught Beth the power of relationships and the importance of saying “yes” to unexpected opportunities. Discovering the Power of Partnerships At Release Team, Beth realized that partnerships weren’t just about closing deals, they were about bridging gaps between enterprise software vendors and customer success. By aligning IBM technology with consulting and training services, she saw firsthand how partnerships fuel customer outcomes. For her, sales provided the adrenaline, but partnerships became the “jet fuel” that scaled impact. Scaling Partnerships at Loopio When Loopio raised its Series B in 2021, Beth became the company’s first partnership hire. Her mandate? Build out the alliances function from scratch. Today, Loopio’s ecosystem spans professional services partners, technology integrations, and reseller relationships. By focusing on integrations with core systems like CRMs and working closely with services providers, Beth’s team ensures Loopio’s RFP automation platform connects seamlessly into broader sales workflows. Prioritizing a Small but Mighty Team With limited resources, prioritization is critical. Beth’s strategy is to stay tightly aligned with company-level goals, currently expanding top-of-funnel growth. That means leaning into joint go-to-market efforts with partners, while also deepening integration work to meet enterprise customer demands. One standout win, a joint business relationship with PwC, which now includes Loopio as an approved enabling technology. Partnerships, Product, and CX Beth emphasizes that partnerships thrive when connected with both product and customer success. Alignment with product ensures integrations enhance (not compete with) the roadmap. Collaboration with CX provides unfiltered insight into customer needs, helping identify when partner solutions can fill gaps. For Beth, partnerships act as the “speakerphone” for both customer and partner voices within the organization. Advice for First-Time Partnership Leaders For those stepping into their first partnerships role, Beth’s advice is clear: 1) Connect cross-functionally early. Talk to product, sales, and CX leaders to understand how partnerships can accelerate their goals. 2) Align with executive sponsors. Know who pushed for the alliances function and what they expect. 3) Set achievable milestones. Don’t take on “Google + Microsoft + AWS” all at once, focus on wins that prove value quickly. 4) Build relationships. As Cristina adds, investing in coffee chats (virtual or otherwise) can create the goodwill you’ll need when partnerships depend on other teams’ support. People Buy from People They Like Beth closes by reminding listeners that partnerships, like sales, are rooted in human connection. In a remote-first world, building trust and rapport matters more than ever. A strong ecosystem isn’t just about logos, it’s about relationships that make technology adoption easier for customers. For more conversations on partnerships, integrations, and SaaS ecosystems, visit our site

    34 min
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Building integrations and a SaaS ecosystem requires close collaboration between product, tech partnerships, and other GTM and technical teams. We're talking to product, partnership, and engineering leaders about how to build, support, and scale integrations and SaaS ecosystems that result in happier customers and more revenue. Watch or listen on YouTube and most podcast directories.  Want to access more content on integrations, APIs, and technology partnerships? Check out our blog and resources page here: Blog - https://www.pandium.com/blogResources - https://www.pandium.com/resource-center

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