Ecosystem Aces

In this episode of Ecosystem Aces, Shannon Tuttle, head of GTM Growth and Transformation at Google, shares her journey through the world of partnerships and scaling initiatives. With a career spanning Google, LinkedIn, and Accenture, Shannon discusses the challenges and strategies behind creating impactful, scalable partner activations.

Shannon dives into her role at Google, where she leads North American scaled partnerships, and how she’s enabling partners to understand and align with Google’s value propositions. She shares insights on scaling partner activations, localization, and the importance of automation in managing large-scale programs. Shannon also offers valuable advice to partners on differentiation, the importance of specializations, and how to unlock growth opportunities with Google.

In this Episode:

1. Scaling Google Cloud Partnerships: Shannon discusses strategies for scaling partner activations across diverse regions, emphasizing the importance of localized approaches for North American partners.
2. Building Automated, Scalable Programs: Learn how Shannon utilizes dashboards, reporting tools, and automation to manage and track large-scale partner programs and connect partners with Google sales teams.
3. Partner Differentiation and Growth: Shannon highlights the importance of specialization and proficiency for partners, offering insights on co-selling, funding opportunities, and how partners can gain visibility with Google.

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
• #156 Libby Greco: Get Out There and Break The Glass
• #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?
• #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era
• #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Download The Ultimate Guide to Drive Co-sell Partnerships!
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: [email protected] 

This episode of Ecosystem Aces is sponsored by WorkSpan. 

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline

In this episode of Ecosystem Aces, Matthew Gray, Global VP of Partnerships and Alliances at Tealium, joins Chip Rogers to discuss the evolving role of data integration, strategic partnerships, and the transformative potential of generative AI.

Matt Gray reflects on his career journey, from early programming days to building scalable partnerships at Tealium, where strategic collaboration with partners like AWS has driven significant revenue growth. He shares insights on the importance of data integration in business, the challenges of aligning business teams, and the role of generative AI in boosting productivity and simplifying partner programs.

In this Episode:

• The Role of Data Integration in Business: Matt shares how integration is the backbone of business operations and how his early experiences shaped his understanding of its importance.
• Building Scalable Partnerships at Tealium: Learn about Matt’s strategic approach to growing Tealium’s partner program, with key collaborations like AWS driving 90% of the company’s revenue.
• Generative AI in Partner Programs: Explore how generative AI can enhance partner experiences, boost productivity, and simplify complex business processes.

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
• #156 Libby Greco: Get Out There and Break The Glass
• #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?
• #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era
• #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Download The Ultimate Guide to Drive Co-sell Partnerships!
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: [email protected] 

This episode of Ecosystem Aces is sponsored by WorkSpan. 

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline

In this episode of Ecosystem Aces, Manish Nair, Head of Alliances and Channels for SAS in the India ASEAN region, shares valuable insights into SAS's thriving partnerships, AI innovation, and the critical role of trust in building successful partner ecosystems.

Manish delves into how SAS, a 50-year leader in data and AI, collaborates with global system integrators (GSIs), resellers, and cloud partners to drive digital transformation for industries worldwide.  He also offers invaluable advice on building trust and fostering long-term relationships. Learn how SAS continues to innovate, leveraging partner feedback to refine its offerings and integrate with cloud platforms like AWS and Azure.

Join us as we cover topics like:

• Building a Strong Partner Ecosystem: Manish shares SAS's 3-pillar approach to partnerships.
• SAS’s 50-year journey in data and AI: Hear how customers extract intelligence from data while delivering industry-specific solutions through its platform.
• Partner Enablement and Feedback Loops: Discover how SAS supports partners through specialization programs, business planning, and incorporating partner feedback into product innovation.

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
• #156 Libby Greco: Get Out There and Break The Glass
• #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?
• #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era
• #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Download The Ultimate Guide to Drive Co-sell Partnerships!
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: [email protected] 

This episode of Ecosystem Aces is sponsored by WorkSpan. 

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

In this episode of Ecosystem Aces, we’re joined by Ankur Sinha, Head of Partner Solutions & GTM at Domino Data Labs, to explore the intricacies of building a robust partner ecosystem tailored for AI and data science. Ankur shares his expertise in forging strategic partnerships and leveraging them to drive innovation and growth in regulated industries.

Join us as we discuss:

• Developing a Global Partner Ecosystem: Ankur outlines Domino’s approach to building a worldwide network of partners focused on data science and machine learning, with an emphasis on regulated industries like life sciences and banking.
• Strategic Alliances with Technology Providers: Learn about Domino’s key partnerships with tech giants like Nvidia and AWS, and how these collaborations enhance their platform’s capabilities and value propositions for customers.
• Collaborative Product Development: Discover how Domino integrates partner feedback into its product development process, enabling quick releases of new features and creating tailored solutions.
• Orchestrating Multi-Partner Strategies: Ankur discusses the importance of a well-structured ecosystem strategy, highlighting the need for aligned incentives, standardized models, and seamless integration to deliver customer value.

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
• #156 Libby Greco: Get Out There and Break The Glass
• #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?
• #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era
• #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Download The Ultimate Guide to Drive Co-sell Partnerships!
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: [email protected] 

This episode of Ecosystem Aces is sponsored by WorkSpan. 

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

In this episode of Ecosystem Aces, we welcome Travis Clinger, Chief Connectivity and Ecosystem Officer at LiveRamp. Travis shares invaluable insights on how LiveRamp is shaping the future of data connectivity and AI integration, enabling personalized customer experiences across global markets, and how he co-innovates with 170+ partners.

Join us as we discuss:

• Driving Data Connectivity and Personalization: Travis emphasizes LiveRamp’s focus on managing and protecting data while enabling personalized customer experiences, showcasing their ability to drive upgrades through integrated solutions.
• Global Reach and Regional Expertise: LiveRamp combines global products with regional nuances to meet diverse market needs, transforming inventory into addressable media.
• Building Strong Partnerships and Co-Innovation: Learn about LiveRamp’s collaborative approach to align with partner needs and market trends.
• AI and Future Innovations:  Learn how LiveRamp leverages AI for segment selection optimization, advanced analytics, and personalized customer experiences.
• Advice for Partner Professionals: Travis offers strategic advice on collaboration, metric-driven performance evaluation, and demonstrating tangible value through revenue outcomes.

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
• #156 Libby Greco: Get Out There and Break The Glass
• #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?
• #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era
• #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Download The Ultimate Guide to Drive Co-sell Partnerships!
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: [email protected] 

This episode of Ecosystem Aces is sponsored by WorkSpan. 

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

In this episode of Ecosystem Aces, titled “How Partnerships Deliver Value in the Modern Marketing Tech Stack”, we welcome Justin Davis, Global Strategic Alliances at Tealium. Justin shares his insights on the evolving landscape of strategic alliances and digital transformation and highlights Tealium’s innovative approaches and partnerships.

As technology advances, Tealium remains at the forefront, leveraging partnerships to deliver impactful solutions that meet the complex needs of modern businesses.

Join us as we discuss:

• Navigating the Digital Transformation Journey: Justin Davis discusses Tealium's strategic alliance with AWS and their role in marketing automation, emphasizing the importance of collaborative solution-building.
• Strategic Alignment and Partnership Evolution: Explore the shift from traditional ISV relationships to a multi-party ecosystem involving software providers, cloud platforms like AWS, and other ISVs such as Adobe and Braze.
• Measuring Success and Overcoming Challenges: Justin highlights the need for measurable metrics in multi-year transformation strategies and Tealium’s customer-centric approach across diverse industries.
• Collaboration and Co-Innovation: Learn about the pivotal role of collaborative partnerships, with hyperscalers like AWS acting as strategic advisors, and the importance of seamless information exchange between teams.

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
• #156 Libby Greco: Get Out There and Break The Glass
• #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?
• #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era
• #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Download The Ultimate Guide to Drive Co-sell Partnerships!
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: [email protected] 

This episode of Ecosystem Aces is sponsored by WorkSpan. 

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

In this episode of Ecosystem Aces, titled "Driving AI and Partnership Excellence at MongoDB," we celebrate our 200th episode by welcoming Alan Chhabra, EVP of Worldwide Partners at MongoDB. Alan shares invaluable insights into the evolving landscape of AI applications and strategic partnerships. He explains how MongoDB empowers developers, navigates AI complexities, and leverages partnerships to drive innovation and growth.

Join us as we discuss:

• AI Applications and Developer Focus: Alan Chhabra outlines MongoDB's dedication to empowering developers through a new AI program designed to simplify AI complexities for customers.
• Partnering for AI Success: Discover how MongoDB collaborates with consultancies like Accenture, emphasizing the alignment of partner organizations with sales teams to drive revenue growth.
• AI Partnerships and Customer Demand: Alan delves into the competitive landscape of AI partnerships, highlighting the importance of experimentation, adoption, and customer-driven solutions.
• Integrations for Scalability: Learn about MongoDB's approach to integrating with marketplaces and frameworks like Spring and Hibernate. Alan also discusses key collaborations with hyper scalers such as AWS and IBM Cloud.

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
• #156 Libby Greco: Get Out There and Break The Glass
• #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?
• #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era
• #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Download The Ultimate Guide to Drive Co-sell Partnerships!
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: [email protected] 

This episode of Ecosystem Aces is sponsored by WorkSpan. 

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

In this episode of Ecosystem Aces titled "Building Success with AI at Google Cloud”,  Chip Rodgers, Chief Partner Officer at WorkSpan, sits down with Lee Moore, VP at Google Cloud. They discuss the transformative power of AI and Google Cloud’s pivotal role in its adoption across industries, highlighting the strategies and innovations driving success.

Join us as we discuss:

• Learning and Building with AI: Lee Moore highlights Google Cloud’s mission to empower teams and partners with AI technologies, emphasizing rapid upskilling initiatives and the democratization of AI knowledge.

• Operating with AI at Scale: Google Cloud’s unique integration of hardware, chips, and proprietary models, supports partners in leveraging AI’s potential effectively.

• Succeeding Through Partnership:  the shift from traditional reselling to co-selling models, empowering partners to co-create solutions and drive joint innovation.

•  Innovating with AI: Lee Moore explores the endless possibilities AI offers across sectors and Google Cloud’s commitment to fostering the AI startup ecosystem through collaborative programs.

Stay tuned for more episodes exploring the forefront of technology and partnerships.


Here are some additional episodes featuring other ecosystem leaders that might interest you:

• #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
• #156 Libby Greco: Get Out There and Break The Glass
• #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?
• #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era
• #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Download The Ultimate Guide to Drive Co-sell Partnerships!
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: [email protected] 

This episode of Ecosystem Aces is sponsored by WorkSpan. 
WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline. 

In this episode titled "Strategic Partnerships for Growth in Data Analytics and GenAI" we delve into the expansive growth and innovative partnerships that define Starburst Data's approach to enterprise data applications and open-source projects. Tony Li from Starburst Data offers a comprehensive look into the company's strategies and successes, particularly in leveraging partnerships to enhance data analytics and AI initiatives.

Listeners will gain valuable insights into the multifaceted partnership strategies that drive Starburst Data's growth. Tony discusses the crucial role of cloud, technology, and services partners, and how aligning with partners who share a complementary vision and culture is key to creating a robust ecosystem. 

This episode also highlights the importance of partner enablement, training, and personalized customer interactions in measuring and achieving partner success. Join us as Tony shares his experiences and strategies for building a successful partnership ecosystem that propels Starburst Data to new heights.

We also delve into:

• Innovative growth strategies and enterprise data applications,
• The significance of identifying partners with a shared vision, cultural alignment, and complementary offerings to build a complete product experience.
• The importance of partner enablement, training, and joint solutions for mutual success, and how these factors facilitate co-selling and productivity.
• Measuring partner success through NPS surveys and productivity metrics, emphasizing personalized customer interactions and satisfaction.https://www.linkedin.com/in/tonyshili/

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
• #156 Libby Greco: Get Out There and Break The Glass
• #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?
• #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era
• #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Download The Ultimate Guide to Drive Co-sell Partnerships!
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, and Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: [email protected] 

This episode of Ecosystem Aces is sponsored by WorkSpan. 

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.

In this insightful episode of Ecosystem Aces titled " Building Industry-Specific Solutions at Scale, GSI Partner Leader at Google”, we sit down with Akseli Lappanen, Google's GSI Partner Leader, to delve into the intricacies of building industry-specific solutions, the art of forming sustainable partnerships, and the innovative approach Google takes to meet the needs of diverse markets.

Join us as we discuss: 

• Industry-Specific Solutions: Akseli discusses the importance of aligning customer relevance, value, and scalability when building solutions tailored to specific industries. He draws from his experience collaborating with Microsoft engineering teams to drive meaningful partnerships in this regard.
• The Three Pillars of Effective Solution Building: Akseli breaks down the critical aspects of developing new solutions, emphasizing customer relevance, inherent value, and scalability as key elements for project success.
• Identifying and Utilizing a Lighthouse Customer: Akseli highlights the significance of discovering a 'lighthouse customer' to validate the value of a solution and drive subsequent market services and scaling efforts.
• The Role of Demos and Marketing: Akseli emphasizes the essential role of initial marketing and demo phases in sparking interest with the first customer and laying the groundwork for broader adoption.
• Technical and Product Truths: Akseli stresses the necessity of establishing a reference architecture that addresses security concerns and regulatory environments to ensure solutions are easy to sell and buy.
• Unconventional Partnerships and Idea Generation: Akseli discusses the value of unconventional partnerships, emphasizing the importance of ISVs with unique intellectual property and service partners who bring crucial relationships to the table.
• Selling and Co-selling Dynamics: Akseli explains the vital concept of 'co-selling' and the close collaboration between Google and its partners, facilitated by hyperscaler marketplaces, to streamline customer purchases.
• The Importance of Executive Alignment and Industry Knowledge: Akseli underscores the crucial role of senior leaders' alignment and deep industry knowledge for the success of any solution development.
• Staying Curious and Selective: Akseli concludes with personal advice for maintaining curiosity about market movements and customer demands, emphasizing the importance of discernment and strategic alignment in project selection.

This episode provides valuable insights into the complexities of solution development within a large tech company and the importance of partnerships, industry expertise, and strategic innovation in achieving successful outcomes. Whether you’re a part of the tech industry or just interested in the dynamics of partnership and solution building, Akseli’s experiences and advice offer invaluable lessons in navigating these waters.

Stay tuned for more episodes that explore the cutting edge of technology and partnerships, and don't forget to subscribe to our podcast for more conversations with industry leaders like Akseli Lappanen.

Here are some additional episodes featuring other ecosystem leaders that might interest you:

• #164 Jason Eichenholz: How Wipro Accelerated Revenue Growth with Their Ecosystem
• #156 Libby Greco: Get Out There and Break The Glass
• #154 Suresh Kumar Tulluri: Is Your Roadmap Future Proof?
• #152 David La Rose: Strengthening Partner Commitments In The Ecosystem Era
• #151 Mike Stocker: Close 40% More Deals with Partner Influence

Links & Resources

• Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
• Download The Ultimate Guide to Drive Co-sell Partnerships!
• Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
• Join the WorkSpan Community to engage with other partner ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
• Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
• To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about modern partnering, he can be reached on Twitter, LinkedIn, or send Chip an email at: [email protected] 

This episode of Ecosystem Aces is sponsored by WorkSpan. 

WorkSpan is the #1 ecosystem business management platform. We give CROs a digital platform to turbocharge indirect revenue with their partner teams at higher win rates and lower costs. We connect your partners on a live network with cross-company business applications to build, market, and sell together. We power the top 10 business ecosystems in the technology and communications industry today, managing over $50 billion in the joint pipeline.