Join Nancy Ridge Founder of Ridge Innovative and Greg Sarafin for a great conversation rethinking GTM, from product push to platform power!

Greg is the CEO of Sarafin Advisory, a firm that helps C-Suites and Boards navigate the opportunities and threats presented by the exponential growth of technology and AI. Greg is four decades into a career that has included senior leadership roles at Razorfish, BearingPoint, IBM, and EY.

Index

• 00:53 – Greg Sarafin’s Background

• 01:42 – Unpacking the GTM Fallacy: It's Not Just Marketing or Sales

• 04:21 – Selling vs. Enabling: Rethinking the Role of Sales

• 17:47 – Moats Are Shifting—Is GTM Your New Defensible Edge?

• 23:41 – When You're Not the Platform: Evolving Beyond Traditional Channels

• 30:23 – From Founder to Flounder: The GTM Missteps to Skip

• 35:14 – The innovation Greg would most like to see gain adoption

Links –

• Greg Sarafin LinkedIn – https://www.linkedin.com/in/gsarafin/

If you enjoyed this podcast, be sure to subscribe to us on Soundcloud for more episodes and write us a review! Share this episode with anyone interested in unconventional ideas.

Do you have questions, comments, insight on the topics discussed today? Send an email to [email protected] with Subject: “Culture of Innovation E31”!

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Soundcloud: https://soundcloud.com/culture-of-innovation

Join Nancy Ridge Founder of Ridge Innovative and Jessica McDowell for a great conversation on the evolving culture of distributor platforms.

Jessica is responsible for driving the strategic direction of the high growth technology market segments within TD SYNNEX’s North American Advanced Solutions business unit, managing relationships and key deliverables for more than 120 vendor partners. McDowell and her team work to deliver innovative routes to market that address industry trends, enabling partners to leverage TD SYNNEX' exclusive tools and services, and execute a best-in-class level of customer service that has earned numerous awards and accolades. Her team is also responsible for streamlining operational efficiencies and delivering the highest level of customer care from pre-sales to post-sales delivery.

Prior to her current role, McDowell served as Vice President, Business Development within the Advanced Solutions practice from 2019 to 2022. She also held multiple leadership positions within the SYNNEX Corporation prior to its merger with Tech Data in September 2021, including as a Director, Business Development, from 2016-2019.

McDowell has over 15 years of channel experience and has been named a CRN Channel Chief 2023-2025, along with earning a place on CRN’s Women of the Channel list in 2022-25. She graduated from the University of Tennessee and is a Greenville, South Carolina, native.

Index

• 01:33 – Jessica McDowell’s Background

• 04:12 – Advancing from Field Rep to SVP: The Career Advantages Gained

• 06:11 – Culture, Innovation, and AI: Evolving How Customers Buy and Partners Sell

• 12:02 – Simplifying Complexity for a Better Customer Experience

• 14:21 – Leading with Purpose: Embracing Servant Leadership in a Bold Era

• 17:18 – Women in Tech: Advancing Leadership in a Challenging Landscape

• 27:41 – The innovation Jessica would most like to see gain adoption

Links –

• TD SYNNEX - https://www.tdsynnex.com/

• Jessica McDowell LinkedIn – https://www.linkedin.com/in/jessica-mcdowell/

• TD SYNNEX's annual Direction of Technology report - https://content.tdsynnex.com/dot/

If you enjoyed this podcast, be sure to subscribe to us on Soundcloud for more episodes and write us a review! Share this episode with anyone interested in unconventional ideas.

Do you have questions, comments, insight on the topics discussed today? Send an email to [email protected] with Subject: “Culture of Innovation E30”!

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iTunes: https://podcasts.apple.com/us/podcast/culture-of-innovation/id1537650821

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YouTube: https://www.youtube.com/channel/UCjEMawW6iUoDcQDjvtKTBzA

Soundcloud: https://soundcloud.com/culture-of-innovation

Join Nancy Ridge Founder of Ridge Innovative and Simonne Eldridge for a great conversation on alliances beyond go to market.

Simonne Eldridge brings over 35 years of experience in the planning, design, construction, operation, and governance of civil and environmental projects. Her career has taken her across the United Kingdom, Africa, the Middle East, Asia, Australia, and New Zealand, where she has held senior roles in professional services firms, construction companies, and client organizations.

For the past two decades, Simonne has played a pivotal role at Tonkin + Taylor, serving in a range of governance, executive, and technical positions. Tonkin + Taylor, a firm with a proud 65-year history, was founded after Mr. Tonkin and Mr. Taylor met during the construction of the Auckland Harbour Bridge and decided to go into business together in 1959.

Today, Tonkin + Taylor is a leading provider of environmental and engineering professional services, operating across New Zealand, Australia, the Pacific, and beyond. With two businesses in New Zealand and three in Australia, the company is also a proud member of the Inogen Alliance—a global network of around 70 professional services firms committed to delivering world-class environmental solutions.

Index

• 00:58 – Simonne Eldridge’s Background

• 04:17 – Managing a complex world to deliver successful outcomes

• 08:36 – Tonkin + Taylor projects, roles, and building an alliance

• 15:05 – Differences in alliances & partnerships vs those found in tech or biopharma verticals

• 17:34 – Most important metrics

• 23:28 – Insights in cross over into other sectors

• 28:33 – The innovation Simonne would most like to see gain adoption

Links –

• Tonkin + Taylor. - https://www.tonkintaylor.co.nz

• Simonne Eldridge LinkedIn – https://www.linkedin.com/in/simonne-eldridge-326b164a

If you enjoyed this podcast, be sure to subscribe to us on Soundcloud for more episodes and write us a review! Share this episode with anyone interested in unconventional ideas.

Do you have questions, comments, insight on the topics discussed today? Send an email to [email protected] with Subject: “Culture of Innovation E29”!

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iTunes: https://podcasts.apple.com/us/podcast/culture-of-innovation/id1537650821

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LinkedIn: https://www.linkedin.com/in/nancy-ridge-085988a

YouTube: https://www.youtube.com/channel/UCjEMawW6iUoDcQDjvtKTBzA

Soundcloud: https://soundcloud.com/culture-of-innovation

Join Nancy Ridge Founder of Ridge Innovative and Dina Moskowitz for a fascinating conversation on data that delivers and partners that perform.

Dina Moskowitz is the Founder and CEO of PartnerOptimizer, Inc., the first AI-powered platform purpose-built for data-driven channel partner discovery in B2B tech. Recognized as a Partner Data Futurist, she’s spent her career leading and advising tech companies and partner ecosystem teams.

Under her leadership, PartnerOptimizer is setting the standard for how vendors identify, segment, and grow high-performing partner ecosystems—empowering companies of all sizes with intelligence previously out of reach. She was recently named one of Women in Cloud’s Top 100 Women B2B Tech Founders and has earned accolades including Top Women in the Channel, Cloud Girls Trailblazer, and Top 20 Channel Influencer.

A La Jolla resident and passionate advocate for women in STEM and SaaS, Dina holds a B.S. in Economics from The Wharton School of Business.

Index

• 01:10 – Dina Moskowitz’s Background

• 04:02 – How PIPE works

• 09:45 – Specific ways data and the use of AI can bring results

• 14:06 – Innovations seen in platform selling to leverage network effects

• 16:45 – How data delivers in ecosystem optimization and how it’s working for enterprises

• 25:33 – How the customer at the center of all successful alliances and partnerships serving the customer

• 33:24 – The innovation Dina would most like to see gain adoption

Links –

• PartnerOptimizer, Inc. - https://partneroptimizer.com/

• PartnerOptimizer, Inc. LinkedIn - https://www.linkedin.com/company/partneroptimizersaasmax

• Dina Moskowitz LinkedIn – https://www.linkedin.com/in/dinamoskowitz/

If you enjoyed this podcast, be sure to subscribe to us on Soundcloud for more episodes and write us a review! Share this episode with anyone interested in unconventional ideas.

Do you have questions, comments, insight on the topics discussed today? Send an email to [email protected] with Subject: “Culture of Innovation E28”!

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iTunes: https://podcasts.apple.com/us/podcast/culture-of-innovation/id1537650821

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LinkedIn: https://www.linkedin.com/in/nancy-ridge-085988a

YouTube: https://www.youtube.com/channel/UCjEMawW6iUoDcQDjvtKTBzA

Soundcloud: https://soundcloud.com/culture-of-innovation

Join Nancy Ridge Founder of Ridge Innovative and Pradeep Suchdeo for a fascinating conversation on solving complexity in revenue operations!

Pradeep Suchdeo is the Co-Founder and Chief Product Officer at SETTL, where Pradeep is building the first partner revenue operations platform to track, manage and reconcile partner-based revenue, commissions and incentives; a platform that bridges the gap between partner operations, revenue operations and finance operations.

As An innovator, his approach to strategy and product development is driven by deep domain expertise in revenue operations combined with a pragmatic understanding of business drivers and market dynamics. Previously, Pradeep held leadership roles at Oracle, Zuora and Aria Systems, managing large scale Quote-to-Cash and Lead to Revenue transformations for Fortune 500 organizations driving greater revenue, optimizing operations and improving governance.

With an ROI centric mindset, he brings a hands-on problem-solving perspective, helping businesses setup an operational foundation designed to capture market share, enable operational scale and improve cash flow and margins.

Index

• 01:07 – Pradeep Suchdeo’s Background

• 04:05 – Why and how SETTL was formed

• 09:40 – How a CFO find clarity in all this complexity

• 12:28 – Meaningful attribution data to support strategies

• 19:28 – Opportunity for innovation in existing systems for compliance

• 22:27 – How AI is disrupting pricing models

• 34:26 – The innovation Alyssa would most like to see gain adoption

Links –

• SETTL - https://settl.pro

• SETTL LinkedIn - https://www.linkedin.com/company/settl-io

• Pradeep Suchdeo LinkedIn - https://www.linkedin.com/in/pradeepsuchdeo

If you enjoyed this podcast, be sure to subscribe to us on Soundcloud for more episodes and write us a review! Share this episode with anyone interested in unconventional ideas.

Do you have questions, comments, insight on the topics discussed today? Send an email to [email protected] with Subject: “Culture of Innovation E27”!

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iTunes: https://podcasts.apple.com/us/podcast/culture-of-innovation/id1537650821

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LinkedIn: https://www.linkedin.com/in/nancy-ridge-085988a

YouTube: https://www.youtube.com/channel/UCjEMawW6iUoDcQDjvtKTBzA

Soundcloud: https://soundcloud.com/culture-of-innovation

Release Date:

19 February 2025

Join Nancy Ridge Founder of Ridge Innovative and Alyssa Ozer for a fascinating conversation about partners from a GSI perspective!

Alyssa Ozer is a Global Alliance Driver at PwC, where she leads strategic alliances and fosters cross-functional collaboration to drive business growth. With a strong background in alliance management and business development, Alyssa has held key roles across several organizations. Before joining PwC, she served as Chief of Staff to the CEO of a hypergrowth healthcare startup, held various roles in the global alliance and business development organization at EY and led the expansion of her family's insurance business from Florida into Georgia. Her earlier experience includes roles in project management and business development in IT, hospitality and education organizations.

Alyssa’s expertise in strategic partnerships, team collaboration, and results delivery has made her a trusted leader in driving success within an alliance organization.

Her passion for bringing people together to accomplish a common goal, whether in her professional life or her community, is what drives Alyssa. As a mom to two girls, Alyssa is dedicated to demonstrating that empowering others, especially encouraging women to support each other, is one of the most important things a leader can do.

Index

• 01:06 – Alyssa Ozer’s Background

• 06:47 – Evolving role of alliances and partners

• 10:26 – Joint Value Proposition and ways it has impacted strategic initiatives

• 16:24 – Progress on partner program and ecosystem metrics

• 24:20 – Partner programs in 2025

• 31:50 – Opportunity for progress on women in tech

• 40:04 – The innovation Alyssa would most like to see gain adoption

Links –

• PwC: https://www.pwc.com

• Female Panel @ Guidewire Connections sponsored & moderated by PwC: https://youtu.be/do9XztWTbKk?si=1Cw5GzakdQNz0bdX

• The Grocery Spot: https://thegroceryspot.org/

• Alyssa Ozer’s Grandmother, Annette Willis: https://www.miamiherald.com/news/local/community/miami-dade/community-voices/article293776729.html

• Alyssa Ozer’s LinkedIn: https://www.linkedin.com/in/alyssawillisozer

If you enjoyed this podcast, be sure to subscribe to us on Soundcloud for more episodes and write us a review! Share this episode with anyone interested in unconventional ideas.

Do you have questions, comments, insight on the topics discussed today? Send an email to [email protected] with Subject: “Culture of Innovation E26”!

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iTunes: https://podcasts.apple.com/us/podcast/culture-of-innovation/id1537650821

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Twitter: https://twitter.com/nancy_ridge

LinkedIn: https://www.linkedin.com/in/nancy-ridge-085988a

YouTube: https://www.youtube.com/channel/UCjEMawW6iUoDcQDjvtKTBzA

Soundcloud: https://soundcloud.com/culture-of-innovation

Release Date:

21 January 2025

Join Nancy Ridge Founder of Ridge Innovative and Mary Wells for a fascinating conversation on shaping culture that drives success!

Chief Marketing Officer Mary Wells has 25 years of global marketing leadership experience in the software industry. Prior to Cloudera, she served as CMO of enterprise IT management software provider ASG Technologies from 2017 until its 2021 sale to Rocket Software. Prior to that she held marketing leadership roles at HPE, Axeda, Kalido, BEA Systems, BroadVision, and Sybase. Mary has extensive experience in strategic marketing initiatives as well as sales alignment, operations, and enablement. She holds a bachelor of science degree in marketing and organizational behavior from Boston College and has attended numerous executive leadership programs. Mary also serves on the board of many organizations associated with animal advocacy, elderly advocacy, and mentoring. She is a frequent guest speaker.

Index

• 01:29 – Mary Wells Background

• 03:57 – Finding yourself in the burgeoning software industry

• 15:06 – Lessons in leadership essential for driving collaboration across diverse stakeholder groups

• 22:24 – Mary’s perspective putting value on employee experience and generating revenue

• 25:00 – Attuning to customer needs while leveraging an ecosystem of employees and partners

• 33:52 – The innovation Mary would most like to see gain adoption

Links –

Cloudera: https://cloudera.com

Women Leaders in Technology (WLIT): https://www.cloudera.com/about/women-leaders-in-technology.html

WLIT community on LinkedIn: https://www.linkedin.com/groups/13104138

Mary Wells’ LinkedIn: https://www.linkedin.com/in/maryhwells

If you enjoyed this podcast, be sure to subscribe to us on Soundcloud for more episodes and write us a review! Share this episode with anyone interested in unconventional ideas.

Do you have questions, comments, insight on the topics discussed today? Send an email to [email protected] with Subject: “Culture of Innovation E25”!

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Website: https://ridgeinnovative.com

Twitter: https://twitter.com/nancy_ridge

LinkedIn: https://www.linkedin.com/in/nancy-ridge-085988a

YouTube: https://www.youtube.com/channel/UCjEMawW6iUoDcQDjvtKTBzA

Soundcloud: https://soundcloud.com/culture-of-innovation

Release Date:

17 December 2024

Join Nancy Ridge Founder of Ridge Innovative and Sangeet Paul Choudary for a fascinating conversation on the role of re-bundling in ecosystem innovation.

Sangeet Paul Choudary is the best-selling author of Platform Revolution and Platform Scale and has advised CXOs at more than 40 of the Fortune 500 firms on platform strategy.

Sangeet has been selected as a Young Global Leader by the World Economic Forum and his work on platforms has been selected by Harvard Business Review as one of the top 10 ideas in strategy, alongside Michael Porter, Clayton Christensen and others. He has been featured on four occasions in the HBR Top 10 Must Reads compilations.

Sangeet is appointed to the advisory boards of ING, Standard Bank, GPA Brazil, and others and has formerly served as a member of the WEF's Global Future Council, the co-chair of the MIT Platform Strategy Summit, and a member of the ministerial advisory committee at the Ministry of Housing and Urban Affairs, Govt of India. He has also served as an innovation evangelist for brands like Microsoft, AT&T, SAP, and Oracle. He is a frequent keynote speaker at leading global forums including the G20 Summit, the World50 Summit, and the World Economic Forum.

Index

• 01:15 – Sangeet Paul Choudary Background

• 03:25 – Overview and economics behind unbundling and re-bundling

• 11:47 – How does the move to specialization and partnering expand and enable the opportunity and what part do technologies like AL and ML play?

• 16:53 – Fast Future Blur

• 21:37 – What parts do standards and platforms play in growth and governance of these new models?

• 27:52 – Skills needed to successfully expand beyond traditional pipeline models

• 35:06 – What innovation would you like most like to see gain adoption?

Links –

Platform Thinking Labs: https://platformthinkinglabs.com

Ecosystem Strategy Mapping Report: https://platforms.substack.com/p/ecosystem-strategy-mapping-report

Ecosystem Innovation Playbook: https://platformthinkinglabs.com/ecosystem-innovation-playbook/

Twitter: https://x.com/sanguit

LinkedIn: https://www.linkedin.com/in/sangeetpaul

If you enjoyed this podcast, be sure to subscribe to us on Soundcloud for more episodes and write us a review! Share this episode with anyone interested in unconventional ideas.

Do you have questions, comments, insight on the topics discussed today? Send an email to [email protected] with Subject: “Culture of Innovation E24”!

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LinkedIn: https://www.linkedin.com/in/nancy-ridge-085988a

YouTube: https://www.youtube.com/channel/UCjEMawW6iUoDcQDjvtKTBzA

Soundcloud: https://soundcloud.com/culture-of-innovation

Release Date:

6 November 2024

Join Nancy Ridge Founder of Ridge Innovative and Jessica Groopman for a fascinating conversation on regenerative innovation for ecosystem health!

Jessica Groopman is the founder of The Regenerative Technology Project, a platform to encourage and accelerate the Tech industry’s shift towards supporting societal and ecological health. A technology industry analyst, author, and speaker, she studies the intersection of emerging technologies and regeneration, and advises forward-thinking leaders globally on disruptive “horizon 3” innovations. She has published over 50 reports on a wide range of emerging tech applications and implications across culture, business, economics, and environment. Jessica was also included in Onalytica’s list of the 100 Most Influential Thought Leaders on the Internet of Things and Top Women in AI Ethics, and recently co-authored a book about converging trends called The Fast Future Blur.

Prior, she founded research firm, Kaleido Insights, and was formerly principal analyst at Tractica, Harbor Research, and Altimeter Group, later serving as Digital Strategy & Innovation Director, now Senior Innovation Advisor with impact consultancy, Intentional Futures. Jessica is also a distinguished fellow at RegenIntel, ambassador at Capital Institute, faculty at Fast Future Fundamentals, part of the Nexxworks’ collective of futurists, and serves on CapGemini’s Net Positive Advisory Board. Trained in anthropology, Jessica loves helping leaders think differently about the future.

Learn more about Jessica on her LinkedIn, connect on Twitter or at these upcoming events, and find all past research at jessgroopman.com. Learn more about her latest projects at regentech.co and The Future Blur.

Links –

Website: www.jessgroopman.com

Website: regentech.co

Twitter: @jessgroopman

LinkedIn: https://www.linkedin.com/in/jessicagroopman/

If you enjoyed this podcast, be sure to subscribe to us on Soundcloud for more episodes and write us a review! Share this episode with anyone interested in unconventional ideas.

Do you have questions, comments, insight on the topics discussed today? Send an email to [email protected] with Subject: “Culture of Innovation E23”!

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iTunes: https://podcasts.apple.com/us/podcast/culture-of-innovation/id1537650821

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LinkedIn: https://www.linkedin.com/in/nancy-ridge-085988a

YouTube: https://www.youtube.com/channel/UCjEMawW6iUoDcQDjvtKTBzA

Soundcloud: https://soundcloud.com/culture-of-innovation

Release Date:

7 October 2024

Join Nancy Ridge Founder of Ridge Innovative and Claire Smith, LEGACY Scholarship Recipient of Aspire2STEAM, for a fascinating conversation on “Things of Tomorrow” and the next generation of women in tech!

Claire Smith, is a post-graduate student at the University of Maryland Global Campus, majoring in Learning Design and Technology, who envisions a digital future that is more diversified, inclusive, and accessible.

The aspiring innovator was breaking boundaries as far back as 2015, when Claire participated in Girls Who Code DC. There, she learned six different programming languages: C++, CSS, HTML, Java, JavaScript, and Python. Her prowess awarded her recognition on that year’s TenXList, which celebrates women commencing their technology careers. That same year, Claire joined Digital Harbor Foundation (DHF), an organization seeking to expand technological literacy. She thereafter developed her first educational tool, “NatureCoders,” instructional insect toys made to teach children C++ through an interactive story that takes them beyond their desks and into nature. The project ended up winning the Baltimore Hackathon.

A huge problem plaguing STEM is a lack of mentorship. Claire’s contributions to STEM conferred her the National Center for Women & Information Technology (NCWIT) award and several grants, which she used to mentor her own students. Via her own co-op, she taught coding to homeschoolers, a demographic disadvantaged in technological education. Additionally, via NCWIT’s AspireIT program, Claire led two classes for young girls: one for 3D printing and one for wearable electronics.

Currently, Claire specializes in front-end development, digital fabrication, user experiences and interfaces, and web design. She holds a Bachelor’s in General Studies with a minor in Web and Digital Design, and has also been a John Hopkins Mellon Scholar and a Changemakers Fellowship award recipient. She also knows American Sign Language.

Index:

01:22 – Introduction of Claire Smith and her Background

05:26 – Computer Science and related fields underrepresentation among women

12:22 – Claire’s motivation and vision for the future

15:48 – Experience while younger

31:25 – Mentorship

35:50 – Use of grants and confidence

Helpful Links –

Aspire2STEAM - https://aspire2steam.org

If you enjoyed this podcast, be sure to subscribe to us on Soundcloud for more episodes and write us a review! Share this episode with anyone interested in unconventional ideas.

Do you have questions, comments, insight on the topics discussed today? Send an email to [email protected] with Subject: “Culture of Innovation E22”!

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iTunes: https://podcasts.apple.com/us/podcast/culture-of-innovation/id1537650821

Amazon Music: https://music.amazon.com/podcasts/ce61f5ea-6e14-4056-bcf4-bdb2717eb9ca/culture-of-innovation Website: https://ridgeinnovative.com

Twitter: https://twitter.com/nancy_ridge

LinkedIn: https://www.linkedin.com/in/nancy-ridge-085988a

YouTube: https://www.youtube.com/channel/UCjEMawW6iUoDcQDjvtKTBzA

Soundcloud: https://soundcloud.com/culture-of-innovation

Release Date:

19 September 2024