Ecosystem Aces WorkSpan

In this episode of Ecosystem Aces titled "Neil Blecherman: Driving ROI Through Tech Partnerships," we dive deep with Neil Blecherman,Tech Partner Program Director, Nutanix into the intricacies of forming and nurturing technology partnerships. With a rich background that spans across industry giants like Nutanix and Intel, Neil shares his seasoned insights into partner program management, the challenges of validating solutions on the Nutanix platform, and the pivotal role of technical validation and evolving industry requirements.

Neil elucidates the importance of collaboration between Nutanix and its over 500 partners for mutual product development and maximizing return on investment. He offers a unique perspective on prioritization strategies within the biopharma and technology sectors and how these approaches drive the adoption of the latest technologies to boost revenue.

Furthermore, Neil discusses the critical yet often overlooked aspect of measuring success in technology partnerships, highlighting the gap in proper measurement and tracking that can lead to missed opportunities. He stresses the value of engaging with technology partners to inform product management teams, thereby enhancing prioritization and product development efforts.

This episode is packed with actionable insights for anyone looking to leverage technology partnerships for growth, emphasizing the importance of performance, scalability, and developing tailored customer solutions through close collaboration with channel partners. Join us as Neil Black shares invaluable advice on building trust, respect, and resiliency in business alliances, drawing from his vast experience in the tech industry.

We also discuss: 
The significance of actively engaging with technology partners, offering insights on gathering valuable information for prioritization and product development.The insight of  investment strategies. It's not just about spending; it's about investing wisely in companies that align in marketing, collaboration, sales, and roadmap.
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 a href="https://www.workspan.com/what-is-workspan/" target="_blank" rel="noreferrer...

In this episode of Ecosystem Aces titled "The Art of Enablement: AWS’s Approach to Partner Growth," we're joined by Udita Bhattacharya, AWS Global Partner Enablement Lead, who leads AWS's global partner enablement teams. Udita shares insights into AWS's dynamic enablement mechanisms, including personalized events designed to boost partners' business acumen and market performance.
 
We delve into the importance of creating easily accessible, engaging content that educates and excites AWS partners about marketing to end-users, and how AWS is scaling its enablement efforts to cater to its extensive network of partners through targeted support and segmentation.

Udita highlights the challenges and strategies involved in educating distributors and VARs on new solutions, emphasizing the role of the AWS Marketplace and innovative programs like the Customer Engagement Incentive (CEI) program. 

Additionally, we touch on the evolution of partner enablement from marketing towards a more sales-oriented approach, focusing on the value of personalized consultations and the use of AWS Marketplace Academy for developing go-to-market strategies. This episode is a must-listen for AWS partners and businesses aiming to leverage AWS's ecosystem for growth and success.

We also delve into:
The role of incentives in driving partner success. The importance of providing partners with personalized enablement assets and incentives. How partners can effectively transact, understand customer engagement incentives, and stay updated in this dynamic marketplace environment.

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...

In "Innovation Through Collaboration: Qualtrics, GSIs, and the Power of AI," we delve into Qualtrics's pivotal role in transforming the tech and GSI landscape. Our guest, Alina Everett, Vice President of GSI Alliances - EY + Deloitte at Qualtrics, shares her journey at Qualtrics, focusing on the success of joint co-sell initiatives, experience management, and leveraging AI for deep sentiment analysis. She highlights how collaborations with GSIs are modernizing customer experiences and expanding to improve employee satisfaction.

Alina discusses the power of partnership in innovation, emphasizing the strategic use of AI in interpreting emotions from surveys to connect deeply with users and accelerate insights. The conversation also covers the essence of co-innovation with GSIs and ISVs, the impact of building solutions based on market demand, and the importance of a sales narrative that underscores the mutual benefits of partnerships.

Listeners will get insights into how Qualtrics is steering industry-specific solutions and marketplaces through strategic alliances, emphasizing technology's role in customizing user experiences and advocating for partners. This episode is a concise exploration of the synergy between technology, partnerships, and innovation in enhancing customer and employee experiences.

We also delve into:
How technology augments GSI's sales and customer service capabilities.The pivotal role of sentiment analysis and AI in capturing nuanced emotional perspectives for businesses.Strategies for crafting tailored pricing and offers to cater to GSI needs.
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, a...

During the COVID-19 pandemic, the world underwent a drastic transformation. One of the areas that had to adapt the most was the physical working environment, which, for most organizations, had to shift entirely to remote work. This transition presented numerous challenges in ensuring that the working environment could effectively fit within the edges of a single screen.

In today’s episode, Patrick Piwowarczyk, Head of AV Integrator Channel at HP, shares insights into how his company approached collaborating with partners to develop end-customer solutions. These solutions played a pivotal role in facilitating the transition of the working environment, ensuring productivity, equality, and connection within organizations.

We also discuss: The role of educating partners to communicate the value of your solutionsWhy having different go-to-markets ensures the same solutions can be leveraged in multiple waysThe importance of building honest relationships with partners—and how this can improve co-selling strategies.
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...

In our tech-driven era, relying on the outdated paradigm of "we can do it ourselves" is no longer sustainable for any company. To truly flourish in today's dynamic landscape, businesses need to embrace ecosystem thinking, mirroring the collaboration found in the natural world where diverse ecosystems cooperate towards common goals.

In this episode, Simon Ninan, VP and Head of Strategy and Growth at Hitachi Vantara, explores the significance of an actionable outside-in strategy. This strategy transcends mere ideation, ensuring future-proofing and meaningful partnerships. By adopting this approach, your business can position itself for success, delivering substantial value to both end customers and stakeholders.

We also discuss:Simon's efforts in instigating a cultural shift at Hitachi Vantara to integrate partnerships into their core strategy.Hitachi's innovation approach and the importance of active involvement in the startup ecosystem.The value of relationships and the necessity to prioritize an ecosystem-centric mindset over a transactional approach in partnerships.

Establishing and maintaining enduring partnerships is a task that undeniably transcends the capabilities of one individual. Yet, within their responsibility lies the capacity to be an effective leader—guiding the team in unison and ensuring a shared direction. This involves skillfully overseeing the team through consistent delegation, strategic prioritization, and fostering open communication.

In this episode, Katie Landaal, SVP, Global Alliances and Ecosystem at ZoomInfo, delves deep into the company’s partner categories —technology, solutions and sales— highlighting the importance of clear messaging and co-selling in driving successful partner relationships, all steered by thoughtful leadership.

We also discuss: How ZoomInfo’s partner strategy has evolved over the last 18 monthsThe importance of integrating a partner ecosystem as main pillars in businessesWhy GenAI could play a pivotal role in improving co-selling 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...