In Part Two, Avanish and Allan discuss: 

• Understanding taxation, reciprocal, and mutuality models (3:30) 
• The role of NRR and ARR (7:27)
• The “stickiness” justification when monetizing tech partnerships (9:30) 
• Understanding universal success models (12:00) 
• Hyperscalers (14:01) 
• Why your go-to-market or the go-to-eco motion has to be multi-threaded(20:50) 
• Why Allan likes to look at the journey of go-to-eco very similarly to the journey of making a product(24:30)
•  Understanding that is incumbent on partner leaders to recognize that partner operations is not a “nice to have.”(30:29)

Guest: Allan Adler, Managing Partner, Digital Bridge Partners

Allan Adler is a world-class advisor, consultant, and change agent.  As Managing Partner at Digital Bridge Partners, he helps individuals, managers, and executives understand and leverage partnership best practices in business and society.  He is the creator of the GoToEcosystem Framework and has worked with a wide range of organizations to unlock their full ecosystem potential.  Allan is Chair of the Ecosystem Counsel at PartnerHacker and an Executive Member of Partnership Leaders.  Previously, Allan founded and ran MSI Consulting Group; a 100-person sales and marketing strategy firm focused on the tech industry and worked as a consultant with The Boston Consulting Group.  He received his MBA from Harvard Graduate School of Business, where he was honored as a Baker Scholar. Allan is a CPA and serves on several for-profit and not-for-profit boards.

Host: Avanish Sahai

Avanish Sahai is a Tidemark Fellow and has served as a Board Member of Hubspot since April 2018 and of Birdie.ai since April 2022. Previously, Avanish served as the vice president, ISV and Apps partner ecosystem of Google from 2019 until 2021. From 2016 to 2019, he served as the global vice president, ISV and Technology alliances at ServiceNow.  From 2014 to 2015, he was the senior vice president and chief product officer at Demandbase.  Prior to Demandbase, Avanish built and led the Appexchange platform ecosystem team at Salesforce, and was an executive at Oracle and McKinsey & Company, as well as various early-to-mid stage startups in Silicon Valley.

About Tidemark

Tidemark is a venture capital firm, foundation, and community built to serve category-leading technology companies as they scale.  Tidemark was founded in 2021 by David Yuan, who has been investing, advising, and building technology companies for over 20 years.  Learn more at www.tidemarkcap.com.

Links

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• Follow our host, Avanish Sahai
• Learn more about Tidemark