Building a Strong Partner Ecosystem: A Conversation with Ashish Kamotra

In this episode of IAMCP Profiles in Partnership, hosts Anthony Carrano and Rudy Rodriguez are joined by Ashish Kamotra, founder and CEO of Titan Workspace. Ashish takes us through his journey from founding a SharePoint consulting company in India to leading the development of Titan Workspace, a SaaS product aimed at improving business collaboration. He shares valuable insights into his evolution as a founder, his focus on building a sustainable product, and the lessons learned in navigating the challenges of transitioning from a service-based to a product-based model.

Throughout this candid conversation, Anthony, Rudy, and Ashish dive into:

• Navigating the SaaS Journey: Ashish discusses his experience transitioning from a services-based company to a product company with Titan Workspace. He highlights the difficulties in achieving product-market fit and stresses the importance of patience and strategic planning. Learn about the steps Ashish took to ensure his product was ready for partners and customers before scaling, and why the first few years are crucial for building a solid foundation.
• The Power of Partnerships: A key theme of this episode is the importance of building and nurturing strong partner relationships. Ashish shares how Titan Workspace’s partner ecosystem has evolved, and why he focused on educating partners rather than expecting immediate sales. He emphasizes how trust and credibility are built over time, and how partners are more likely to jump on a “moving train” rather than help you start one.
• Achieving Product-Market Fit and Building Trust: Ashish thoroughly explains how Titan Workspace achieved product-market fit. He explains how focusing on early customer feedback, refining the product, and making sure it’s scalable before expanding to a broader market is essential. Partners are more likely to trust and invest in a product that shows consistent growth and solves real problems.
• Measuring Success Through Partner ROI: The conversation touches on the importance of evaluating the return on investment (ROI) for partners. Ashish provides valuable advice on why it's crucial to prioritize long-term value creation over immediate financial gains. He stresses that partners should see clear value in the relationship, and how that can result in mutual growth and success over time.
• Practical Advice for Aspiring ISVs: Ashish offers actionable tips for fellow ISVs and SaaS founders. He encourages others to focus on getting the product right, building a repeatable business model, and refining the value proposition. From leveraging initial customer insights to developing a clear, concise pitch, Ashish’s advice is invaluable for any founder navigating the challenging yet rewarding path of scaling a SaaS business.

This episode is packed with key takeaways for any Microsoft partner or SaaS founder looking to refine their approach, whether it’s developing the right product, expanding through strategic partnerships, or scaling with a measured approach. Ashish’s story of perseverance and smart decision-making is sure to inspire founders in the partner ecosystem to take the long view in achieving success.

Listener Links / Resources
Personal LinkedIn: Ashish Kamotra
Company LinkedIn: Titan Workspace
Company URL: Titan Workspace Website

Show Hosts:
Anthony Carrano LinkedIn, Managing Partner at Dunamis Marketing
Rudy Rodriguez LinkedIn, Managing Partner at Dunamis Marketing
Profiles in Partnership, brought to you by Dunamis Marketing

International Association of Microsoft Channel Partners: IAMCP Website