152 episodes

Ecosystem Aces is dedicated to helping business leaders unleash the full potential of their partner network. Whether you’re just getting started with alliance partners, or you’re looking for advanced strategies and tactics, this podcast is for you. Brought to you by WorkSpan.Each episode features topics like: strategic alliances, go-to-market strategies, c-suite visibility for alliances, scaling alliances, partner joint solutions, co-marketing campaigns, maximizing joint funds, optimizing cross-company business processes, cloud software (SaaS) that enables partner go-to-market, joint business processes, finding untapped funds, improving communication with partners, navigating a career in alliance management, and more.

Ecosystem Aces WorkSpan

    • Business
    • 4.9 • 19 Ratings

Ecosystem Aces is dedicated to helping business leaders unleash the full potential of their partner network. Whether you’re just getting started with alliance partners, or you’re looking for advanced strategies and tactics, this podcast is for you. Brought to you by WorkSpan.Each episode features topics like: strategic alliances, go-to-market strategies, c-suite visibility for alliances, scaling alliances, partner joint solutions, co-marketing campaigns, maximizing joint funds, optimizing cross-company business processes, cloud software (SaaS) that enables partner go-to-market, joint business processes, finding untapped funds, improving communication with partners, navigating a career in alliance management, and more.

    What’s Happening With GSPs?

    What’s Happening With GSPs?

    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. 

    • 35 min
    Unlimited Partnerships for Success in Business

    Unlimited Partnerships for Success in Business

    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. 

    • 39 min
    The Era of the Ecosystem

    The Era of the Ecosystem

    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.

    • 32 min
    Partnering w/ the Right Technology Provider: Why One Solution is Rarely Enough

    Partnering w/ the Right Technology Provider: Why One Solution is Rarely Enough

    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. 

    • 36 min
    The Partnership Trust Building Zero-Trust Security

    The Partnership Trust Building Zero-Trust Security

    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. 

    • 42 min
    146. The Partnership ATM: Always Deposit More than You Withdraw

    146. The Partnership ATM: Always Deposit More than You Withdraw

    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.

    • 30 min

Customer Reviews

4.9 out of 5
19 Ratings

19 Ratings

bopetr ,

Great podcast!

Lots of solid insight from Chip and the folks he brings onto the show (full disclosure I got to join for episode #127 :)

Leslie of Finland ,

Wide range of new ideas

Ecosystem Aces occupies a central point in the Venn diagram of industry - where many companies come together to work, but where few pay much attention to how best to manage these types of collaborations, which increasingly rely on creative new business models or approaches. The hands-on experience outlined by the interviewees is highly instructive.

PaigeMarieR ,

Great podcast — much needed!

WorkSpan fills a gap in the market for alliances and ecosystems. AllianceAces helps open that conversation for change, growth, and success. Every AllianceAces podcast is engaging and I always learn something new — keep up the great work!

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