Growth at all costs is over. Boards no longer ask how many people you hired. They ask how efficiently you can grow, and that question is reshaping how revenue leaders scale across Europe, the Middle East, and Africa. What you will learn: ▹ Why treating EMEA as one market inflates customer acquisition cost, and what to do instead ▹ How to trade a share of AE headcount for partner headcount without losing quota on the street ▹ The give to get motion that keeps local partners active long after referral business dries up ▹ How to match global SIs, regional integrators, and boutique consultancies to the right customer segment ▹ A real example where going partner first lifted conversion by up to 50 percent in six months Guest bio: David King Harris is VP Sales EMEA at Optro. He has led European, EMEA, and global teams through both the growth at all costs era and the efficiency mandate that followed, with earlier roles across martech leaders and IBM. He speaks in commercial terms because he carries the revenue number himself. Chapters: Introduction and guest backgroundWhy EMEA is a collection of markets, not oneLocal partners and the last mile of trustMatching partner types to your ideal customerWhere partnerships should sit in the organizationThe efficiency pivot after COVIDThe revenue receipt: partner first resultsRapid fire and close Rebuild your EMEA go to market around efficiency. What you will learn: ▹ Why the partner team's job is not to bring a list of integration requests to product, and what to do instead to validate real end-user value before anyone writes a line of code ▹ How to choose between a large, hard-to-work-with partner and a smaller, easier partner, and why internal relationships and prioritisation willingness often matter more than market reach ▹ What it means in practice when a product manager asks your partner team a hard question, and why the correct answer is sometimes no ▹ How to build the working relationship between engineering, product, and the partner's technical team so integrations move fast without becoming liabilities ▹ The most common mistake product teams make when building toward a partnership, and how to avoid building something customers will never use About the guest: Agata Bugaj is Chief Product Officer at ButterflyMX, a property access technology platform serving multifamily, commercial, and student housing. She brings over fifteen years of experience leading product, UX, and engineering teams across B2B SaaS and enterprise eCommerce. Prior to ButterflyMX, she served as SVP of Product at FullStory, where she scaled the product function from Director through to SVP level. Legal Disclaimer for Ecosystem Alpha: The Podcast 1. No Professional Advice: The content of this podcast is for informational and educational purposes only. It is not intended to be a substitute for professional advice (legal, financial, tax, or otherwise). 2. Views Expressed: The opinions expressed by guests on this program are their own. Ecosystem Alpha does not verify the accuracy of the information provided by guests, and their appearance does not constitute an endorsement of the guest or the entity they represent. 3. Professional Titles: Guest titles and business affiliations are provided as of the date of recording. Ecosystem Alpha makes no representation regarding the current status of a guest’s employment or their authority to bind any mentioned third-party entities. 4. Limitation of Liability: By listening to this podcast, you agree that Ecosystem Alpha and its hosts are not responsible for any decisions made or actions taken based on the information provided in this program.
