
An Ecosystem Community Leader Joins Ultimate Guide to Partnering



Kelly Sarabyn is the Platform Ecosystem Advocate for Hubspot and a strong GTM voice in the Partnership Community. Communities are becoming an increasingly important aspect of GTM strategy.  You will learn why Hubspot created and is investing in this unique role focused on partner impact under Scott Brinker, an iconic ecosystem leader, how she applies her superpower to generate successful outcomes, the importance of Marketplace to Partner GTM strategies, and why this Partnership Ecosystem movement is so essential to the future of B2B.  Kelly is a Partnership Leader uniquely growing Hubspot's Ecosystem Community.  



I hope you enjoy this episode as much as I enjoyed welcoming Kelly Sarabyn



In Kelly's words



Kelly Sarabyn is the Platform Ecosystem at HubSpot, where she is focused on growing the ecosystem through partner engagement. Previously, she led marketing at Pandium, an embedded integration marketplace, and was a partner at Woden, a branding agency.  Kelly Sarabyn. Kelly has been a strong and substantive voice in the Partner and Ecosystem Movement. 



What You’ll Learn in this Episode



* Kelly's role, mission, and superpower (1:51)* The importance of Marketplaces to B2B (9:18)* How partnerships have changed in the last two and a half years (14:09)* "Partnership" is not an appendage, its an asset (18:54)* The biggest struggle - Product vs. GTM concerns (23:15)* Advice for other Partnership Leaders (34:51)



Unapologetic Plug for Ultimate Partnerships  



Let's face it, we all have seen partnerships that look good on paper but never live up to their expected results. There are many reasons why partnerships fail, and at Ultimate Partnerships, we help you get it right by applying a proven set of best practices and frameworks. If you want to learn more, follow the link in the show notes, or visit our website.



Kelly's Links



Pandium Website 



Kelly's  Ebook Download



Partner Ecosystem Leader Episodes



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163 – A Partnership Leader Uniquely Growing Hubspot’s Ecosystem Community

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Elliotte Dunlap's Top Rated Ultimate Partner LIVE Session is now on Ultimate Guide to Partnering. 



In November 2023, over 300 Microsoft partners, leaders, experts from Microsoft, and ambassadors assembled for an incredible two days in Dallas, Texas. Today, we bring you back to another astonishing session led by Elliotte Dunlap, a Microsoft Partnership Leader. In this recorded session, Elliotte demystifies and decodes Microsoft's Sales Engagement Methodology (MCEM) for this partner audience to help them best align for effective co-selling with Microsoft. Listen today to Crack the Code on Microsoft's MCEM to Unlock Co-Selling Success.



The Microsoft Customer Experience Model (MCEM) is a framework designed by Microsoft to help organizations optimize their customer engagement and experience strategies. MCEM provides a structured approach to understanding, managing, and improving the customer journey through various stages, from awareness and consideration to purchase and post-purchase interactions.



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Announcing Ultimate Partner Executive Summit







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221 – Crack the Code on Microsoft’s MCEM to Unlock Co-Selling Success


Kevin Peesker's Ultimate Partner LIVE Session now on Ultimate Guide to Partnering®



Today, we have a very exclusive interview. In November of 2023, over 300 Microsoft partners, leaders, experts, from Microsoft, and ambassadors all assembled in Dallas, Texas, for an incredible two days. Today, we bring you back to this incredible session with Kevin Peesker, President of Worldwide SMC & Digital at Microsoft, where he takes us on a journey through technology and the advent of AI. We also deep dive into why this SMC business of over $60 billion within Microsoft is your rich "acre of diamonds" as a partner to grow your business in the coming years!



What You’ll Learn



Vince Menzione and Kevin Peesker discussed Microsoft's strategy for growth and partnership, emphasizing the importance of understanding the customer's purpose and aligning with them to empower them through technology. Peesker highlighted Microsoft's $60 billion business globally and its interconnected strategy with partners. At the same time, Menzione invited Peesker to ask questions and opened the floor for Q&A.; Peesker also discussed the potential of AI to drive positive change in society while acknowledging the need for careful consideration and responsible implementation. Finally, speakers discussed the rapid advancements in Artificial Intelligence (AI) and its potential to revolutionize various industries, focusing on leveraging AI to augment human capabilities and drive innovation within organizations.



Key Points



Microsoft's $60B business strategy and AI impact with partners.




* Kevin Peesker: Partners are the leading edge of Microsoft's growth.



* Kevin Peesker, Microsoft representative, shares insights on $60B global business.



* Peesker discusses strategy, interconnectedness with audience's organizations.




AI innovation and its impact on society.




* Kevin Peesker: Industry has evolved tremendously, now at a unique point in time.



* Peesker asks for commitment to make change and serve the world.



* Kevin Peesker and others discuss the power of technology to amplify human ingenuity.




Microsoft's strategy for engaging with customers, partners, and the global economy.




* Kevin Peesker outlines Microsoft's strategy for building a global, digitally scaled organization.



* Microsoft prioritizes deep alignment with large corporate customers, leveraging partnerships for SMB engagement.



* Kevin Peesker: Resetting tech strategy in response to demographic challenges.




AI adoption across industries and functions, with a focus on government and public sector.




* AI is transforming industries by delivering outcomes and eureka moments.



* Kevin Peesker highlights the adoption of AI in various industries, including government, financial services, and agribusiness.



* Early adopters in financial services are leveraging the cloud for engagement, while a large bank in Kevin's home country is shifting its technology budget to Azure.




AI applications in various industries, including healthcare and car buying.




* Kevin Peesker highlights AI's potential in healthcare, finance, and other industries.



* Kevin Peesker discusses the potential of AI in various industries, including healthcare and car buying.



* Open AI service helps car company Carmex disrupt the industry by providing honest a...

220 – Unveiling Microsoft’s Strategic Vision for Growth and AI Partnerships


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."



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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.

219 – Why Partnerships Fail and How to Fix Them!


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 



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Transcription – by Otter.ai – Expect Many Typos



Summary Keywords

218  – Let Us Be Your Guide to Ultimate Partner Success!


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.

163 – A Partnership Leader Uniquely Growing Hubspot’s Ecosystem Community

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