Ultimate Guide to Partnering‪®‬ Vince Menzione - Technology Industry Sales and Partner Executive

Janet Schijns joins Ultimate Guide to Partnering®.







I'm excited to welcome my next guest to Ultimate Guide to Partnering. Janet Schijns is a go-to-market and profitable growth expert, board member, ecosystem growth expert, and megacosm guru.







As CEO of JS Group, a transformative market consulting firm, Janet is a visionary of the channel ecosystem; she is in charge of developing GTM plans and numerous 5-star, award-winning channel programs. Her approach is to manage challenges with a razor-sharp problem-solving skill set that delivers. Janet has the "street cred" and experience to close deals in business and operating models, sales channels, partner development, product innovation, digital transformation, robotics and automation, and ecosystem management. In this episode, Janet and I deep dive into why partnerships fail & how to fix them.







Let's dive into the world of channels and ecosystems with Janet as she shares her expertise on the challenges executive-level managers encounter in channel strategy, marketplace predictions, the role of generative AI, market action planning, and fail-first strategy. She also discusses how to address the lack of women in partnerships, protect women from abuse through financial independence, and more.







What You’ll Learn









* The reasons why the C-suite of an organization still struggles with channel strategy. (05.52)







* The Chief Partner Officer's role requires a unique set of skills. (11.00)







* The importance of a CEO becoming a partner leader. (16.32)







* Partnering is not just about the positivity. It's also about the negativity. (24.07)







* The future of the marketplace and the role of Gen AI. (31.37)







* The importance of learning the fail-first strategy in market action planning. (34.07)







* Challenging everything in the fast-changing world. (39.52)







* Financial independence of women and safety from abuse. (43.25)







* The possible solutions for the lack of women in partnerships. (47.10)







*  Advice for the second half of 2024. (50.31)









Quotes







"Your strategy for partnering is not about routes to market. It's about the commercialization of innovation."







"A good partner should be a part of your team."







"You're gonna see a world where it's not always the best solution that wins. It's often the person that dealt with risk best."







LISTEN ON YOUR FAVORITE PODCAST APP







Watch on YouTube







Announcing Ultimate Partner Experience







Ever wonder what you could achieve with the right partners? Dive into the Ultimate Partner Experience Community (UPX) and discover a world of possibilities!







Don't miss out on 50% off for your first year using code EARLYBIRD at checkout.







Exclusive Content







Gain access to cutting-edge content and events crafted by partnership professionals. Stay ahead with strategies, trends, and in-depth interviews with the industry leaders in partnerships.







Access to a Like-Minded Community







Our next event is just around the corner and everyone is welcome. Although the event is open to the public, we want to give a special privilege to our members.

Our First Ultimate Guide to Partnering® Solocast in Years!







This is my first solocast in the new Boca Raton Studio. Come listen as I share a synopsis of the first four months of 2024.







Throughout the episode, I will dive deep into working with the top hyperscalers like Microsoft, the importance of marketplaces and co-selling, rapid changes after the global pandemic, and how we have voted the business, including the highly successful previous Ultimate Partner LIVE event.







You will also get a glimpse of what’s ahead, including in the next live event we plan to host on May 30th, 2024.







What You’ll Learn









* The rapid transformation of things after the COVID-19 pandemic. (02.55)







* The dominance of the marketplaces and predictions for the coming years. (05.56)







* Ultimate Partner LIVE in Dallas, Texas, participating with over 300 leaders. (08.17)







* The journey of the Ultimate Guide to Partnering podcast with amazing leaders so far in 2024. (11.58)







* Conversations with hyper-scale leaders to educate partners on working with tech giants. (18.12)







* Ultimate Partner Experience community and its purposes. (23.50)







* The ultimate partner executive summit will be held on May 30, 2024. (31.00)









LISTEN ON YOUR FAVORITE PODCAST APP







Watch on YouTube







Announcing Ultimate Partner Experience







Ever wonder what you could achieve with the right partners by your side? Dive into the Ultimate Partner Experience Community (UPX) and discover a world brimming with possibilities!







Don't miss out on 50% off for your first year using code EARLYBIRD at checkout.







Exclusive Content







Gain access to cutting-edge content and events crafted by partnership professionals. Stay ahead with strategies, trends, and in-depth interviews with the industry leaders in partnerships.







Access to a Like-Minded Community







Our next event is just around the corner and everyone is welcome. Although the event is open to the public, we want to give a special privilege to our members. Which means the Q&A session is exclusive to members only. It's bound to be an exciting event and we look forward to seeing you all there!







Make Connections That Matter!







Dive right in and send a direct message to any member of UPX community! You are not just joining a group, but unlocking an open and vibrant network of professionals waiting to connect with you. Seize this golden opportunity to expand your horizons, fuel your career growth and discover exhilarating business prospects. The world is your oyster at UPX, let's explore it together!







Come Join Us















I'm thrilled to welcome you to this journey. Let's navigate, thrive, and redefine success in the tech partnership landscape together. Come Sign Up







LISTEN ON YOUR FAVORITE PODCAST APP







Now on YouTube







Transcription – by Otter.ai – Expect Many Typos







Summary Keywords

Josh Greene Joins Ultimate Guide to Partnering®







We are excited to launch our first AWS episode in years. Join us as we delve into marketplace development and partnership success at AWS with our special guest, Josh Greene.







Josh is responsible for Marketplace Success at AWS and brings over 20 years of experience in startups, channel partners, and ISVs to this role. In this episode, Josh brings valuable insights into driving revenue generation, strategic partnerships, and global expansion, decoding AWS Marketplace Success, and how partners achieved billions last year.







Josh shares his expertise as the Sr. Manager of Global Seller Innovation/MP Development at AWS. Discover how AWS and partners leverage cloud commitments for partner success, the strategies behind AWS Marketplace growth, and the pivotal role of partner engineering in streamlining the sales process. 







Tune in to learn the importance of collaboration, innovation, and customer obsession in achieving success with AWS Marketplace. Don't miss out on actionable insights to scale your business and drive innovation with AWS.







What You’ll Learn









* Marketplace development and partnership success at AWS. (0:02)







* Leveraging cloud commitments for partner success. (4:06)







* Leveraging AWS Marketplace for partner success. (9:09)







* AWS marketplace growth, leadership principles, and customer obsession. (14:05)







* Partnering with AWS and reaching a billion-dollar milestone. (18:18)







* The importance of partner engineering in streamlining the sales process. (23:41)







* AWS success factors, including urgency, coalition building, and vision creation. (28:22)









LISTEN ON YOUR FAVORITE PODCAST APP







Watch on YouTube







Announcing Ultimate Partner Experience







Ever wonder what you could achieve with the right partners by your side? Dive into the Ultimate Partner Experience Community (UPX) and discover a world brimming with possibilities!







Don't miss out on 50% off for your first year using code EARLYBIRD at checkout.







Exclusive Content







Gain access to cutting-edge content and events crafted by partnership professionals. Stay ahead with strategies, trends, and in-depth interviews with the industry leaders in partnerships.







Access to a Like-Minded Community







Our next event is just around the corner and everyone is welcome. Although the event is open to the public, we want to give a special privilege to our members. Which means the Q&A session is exclusive to members only. It's bound to be an exciting event and we look forward to seeing you all there!







Make Connections That Matter!







Dive right in and send a direct message to any member of UPX community! You are not just joining a group, but unlocking an open and vibrant network of professionals waiting to connect with you. Seize this golden opportunity to expand your horizons, fuel your career growth and discover exhilarating business prospects. The world is your oyster at UPX, let's explore it together!







Come Join Us







I'm thrilled to welcome you to this journey. Let's navigate, thrive, and redefine success in the tech partnership landscape together.

Dexter Hardy Joins Ultimate Guide to Partnering®







Dexter Hardy, President and Chief Technology Officer of Integral, a company that brings over two decades of IT expertise to helping companies massively shift to Microsoft Azure. Last year alone, Ntegral's over 300 Marketplace offerings drove over 100 million hours of Microsoft Azure consumption. In this Ultimate Guide to Partnering episode, he shares his journey from SI to ISV success, unlocking his cloud marketplace growth strategies.







From cloud migration to fostering partnerships in the tech industry, Dexter delves into key topics, including productization, brand building, and community focus for startups, with a focus on leadership, innovation, and adapting to technological shifts.







In this Ultimate Guide to Partnering episode, Dexter shares invaluable insights on mastering marketplaces, nurturing personal growth, and orchestrating successful partnerships. This episode is packed with actionable strategies for business growth and navigating the ever-evolving tech landscape. Don't miss it.







What You’ll Learn









* Partnering and marketplace success with Microsoft ISV. (0:02)







* Cloud migration, marketplace solutions, and customer needs. (4:58)







* Business growth and partnerships in the tech industry. (9:32)







* Productization, brand building, and community focus for a tech startup. (13:53)







* Leadership, community building, and tech innovation. (20:21)







* Personal growth, leadership, and company success. (28:31)







* Mastering the marketplace, nurturing family, and successful partnerships. (34:22)







* Partner experience and event planning. (41:54)









LISTEN ON YOUR FAVORITE PODCAST APP







Watch on YouTube







Announcing Ultimate Partner Experience







Ever wonder what you could achieve with the right partners by your side? Dive into the Ultimate Partner Experience Community (UPX) and discover a world brimming with possibilities!







Don't miss out on 50% off for your first year using code EARLYBIRD at checkout.







Exclusive Content







Gain access to cutting-edge content and events crafted by partnership professionals. Stay ahead with strategies, trends, and in-depth interviews with the industry leaders in partnerships.







Access to a Like-Minded Community







Our next event is just around the corner and everyone is welcome. Although the event is open to the public, we want to give a special privilege to our members. Which means the Q&A session is exclusive to members only. It's bound to be an exciting event and we look forward to seeing you all there!







Make Connections That Matter!







Dive right in and send a direct message to any member of UPX community! You are not just joining a group, but unlocking an open and vibrant network of professionals waiting to connect with you. Seize this golden opportunity to expand your horizons, fuel your career growth and discover exhilarating business prospects. The world is your oyster at UPX, let's explore it together!







Come Join Us







I'm thrilled to welcome you to this journey. Let's navigate, thrive, and redefine success in the tech partnership landscape together.

Chelsea Berlucchi Joins Ultimate Guide to Partnering®







Effective co-selling, its where the rubber meets the road on the path to successful partnering. In this episode of Ultimate Guide to Partnering, we delve into the intricate world of co-selling strategies alongside Chelsea Berlucchi, Head of Google Subregional Co-Sell, North America, a trailblazing leader spearheading revenue acceleration and partner expansion throughout North America.







In this episode, you will embark on a journey as Chelsea drives priceless insights into harmonizing company growth initiatives with customer objectives, ensuring flawless integration and delivery. You will gain unparalleled expertise from Chelsea Berlucchi as she imparts actionable tips and recounts real-world experiences aimed at optimizing co-selling opportunities.







Don't miss out on this chance to enhance your partner collaborations working with Google Cloud and maintain a competitive edge in the ever-evolving tech landscape.







What You’ll Learn









* Co-selling strategies and its importance in the partner ecosystem. (0:02)







* Career journey and partnerships in the tech industry. (9:08)







* Career progression and technology sales experience. (13:36)







* Partner ecosystem growth and collaboration. (16:51)







* Building an effective co-selling strategy with Google Cloud. (24:54)







* Partnerships, marketplaces, and personalized sales approaches. (29:33)







* Co-selling strategies with a Google Cloud partner. (37:33)







* Google Cloud Next conference, partner strategy, and dinner party invitations. (42:04)









LISTEN ON YOUR FAVORITE PODCAST APP







Watch on YouTube







Announcing Ultimate Partner Experience







Ever wonder what you could achieve with the right partners by your side? Dive into the Ultimate Partner Experience Community (UPX) and discover a world brimming with possibilities!







Don't miss out on 50% off for your first year using code EARLYBIRD at checkout.







Exclusive Content







Gain access to cutting-edge content and events crafted by partnership professionals. Stay ahead with strategies, trends, and in-depth interviews with the industry leaders in partnerships.







Access to a Like-Minded Community







Our next event is just around the corner and everyone is welcome. Although the event is open to the public, we want to give a special privilege to our members. Which means the Q&A session is exclusive to members only. It's bound to be an exciting event and we look forward to seeing you all there!







Make Connections That Matter!







Dive right in and send a direct message to any member of UPX community! You are not just joining a group, but unlocking an open and vibrant network of professionals waiting to connect with you. Seize this golden opportunity to expand your horizons, fuel your career growth and discover exhilarating business prospects. The world is your oyster at UPX, let's explore it together!







Come Join Us







I'm thrilled to welcome you to this journey. Let's navigate, thrive, and redefine success in the tech partnership landscape together. Come Sign Up

Greg Sarafin Joins Ultimate Guide to Partnering®







In this episode, Greg Sarafin, Global Managing Partner—Alliance Ecosystem at EY, joins us to explore the pivotal role of the Chief Partner Officers, his career progression, and the dynamics of successful partnership and organizational leadership.







Discover how Greg oversees EY's Alliance Partner Ecosystem, driving substantial growth and impact. He has contributed 40% to EY's growth over the past six years, creating billions in revenue. With insights from his extensive experience, including leadership roles at IBM and BearingPoint, Greg shares invaluable perspectives on strategic partnerships, technology implementation, and leadership skills essential for C-suite roles.







Learn firsthand about the intersection of technology, business, and partnerships as Greg discusses the tech industry's influence on GDP growth, AI value creation, and business process reengineering. Gain actionable insights into partner operations, cost management, and the profound impact of partnering functions on organizational success.







Tune in to uncover the secrets of effective partnering, leadership, and capital allocation in today's rapidly evolving business landscape. Don't miss this enlightening conversation with Greg Sarafin, a seasoned leader with a wealth of experience driving impactful partnerships and organizational growth.







What You’ll Learn 









* Ecosystems and the role of the chief partner officer with EY's Greg Serafin. 0:02







* Career progression and leadership in the consulting industry. 1:49







* Organizational structure and leadership in a global consulting firm. 6:55







* Partner ecosystems and orchestration for client value. 12:49







* Tech industry's impact on GDP growth and AI value creation. 18:10







* Business process reengineering and technology implementation. 21:57







* Strategic partnerships in the tech industry. 26:11







* Partnering function's value in organizations. 32:26







* Partnering and capital allocation in business. 41:06







* Leadership skills for C-suite roles. 47:51







* Partner operations and cost management. 54:08









LISTEN ON YOUR FAVORITE PODCAST APP







Watch on YouTube







Announcing Ultimate Partner Experience







I am thrilled to welcome you into a world that delivers unparalleled insights, best practices, and essential information to unlock your poten...