Ecosystem Aces

Ecosystem Aces

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Ecosystem Aces episodes

  • 14: How To Align Two Huge Companies w/ Joerose Tharakan
    How do you combine a business of 130,000 people with another of 230,000 people? The complexity of this task is enormous. Joerose Tharakan is in Strategic Partnership Business Development at Microsoft, and she represents Microsoft’s largest partnerships. Joerose and her team cover both GSIs and high value advisories.   Microsoft has a large ecosystem of alliances (around 100,000), but she’s focused on 14 GSIs in particular. She has seen Microsoft and Cognizant (one of the GSIs she manages) come together as two enormous organizations.  We caught up with Joerose at the SAPPHIRE NOW conference to talk about the complexity of aligning two companies and what best practices she’s learned along the way.
    11 min
  • 13: Building Trust in Partnerships w/ RJ Bibby
    It takes a long time to build, but trust between partners can be lost in an instant. It’s an emotional process. RJ Bibby is the SAP Global Alliance Executive at NetApp, and he likes to say he creates partnerships with purpose.  RJ knows the value of trust in partnerships, and it has led to the success he sees today. We caught up with RJ at the SAPPHIRE NOW Conference in Orlando to learn more about connecting with strategic partners and what his team is up to at NetApp.
    13 min
  • 12: 3 Secrets to Building a Global Alliance Program w/ Jennifer Kerr
    Alliances can wield powerful results. But what do you do when you have dozens or even thousands of potential alliances? How do you find those partners that are truly committed? How do you develop those partners into results-driven alliances that benefit the entire ecosystem? We asked these questions to Jennifer Kerr, VP of Global Channels & Alliances at OpenText for over a decade. Two to 3 of those years she spent developing the company’s “2.0” GPP plan. How well has her 2.0 program performed? Well, just look at her title now. We caught up with Jennifer at the SAPPHIRE NOW event in Orlando to ask her how she did it. She gave us her insightful tips on building a quality network that drives win-win results for the whole ecosystem. Her secrets are powerful.
    12 min
  • 11: How To Establish Strong Strategic Alliances w/ Chris Selland
    Strong partnerships don’t magically form overnight. “It takes work to effectively manage a partnership.” So says Chris Selland,the Vice President of Strategic Alliances & Corporate Development at Unifi. Chris has been in his role for about 18 months, and he oversees three specific types of alliances: Technology partners, Professional Service partners, and OEM (Original Equipment Manufacturer) partners.   Chris has learned to pay the most attention to partnerships that are driving the most business.  He has found the traditional 80/20 rule to be more like 95/5 for Unifi right now in terms of the percentage of business coming from a small amount of partners. He’s also learned the importance of figuring out what makes a great partner from the get-go.  The companies that ask the right questions in meetings early on are going to be the best long-term strategic partners.Chris joins us for this episode of Alliance Aces to discuss his role at Unifi, OEM Partnership challenges, lessons he’s learned along the way, and career advice for those looking to get started.
    35 min
  • 11: How To Establish Strong Strategic Alliances w/ Chris Selland

    Strong partnerships don’t magically form overnight.

    “It takes work to effectively manage a partnership.”

    So says Chris Selland,the Vice President of Strategic Alliances & Corporate Development at Unifi.

    Chris has been in his role for about 18 months, and he oversees three specific types of alliances: Technology partners, Professional Service partners, and OEM (Original Equipment Manufacturer) partners.  

    Chris has learned to pay the most attention to partnerships that are driving the most business.  He has found the traditional 80/20 rule to be more like 95/5 for Unifi right now in terms of the percentage of business coming from a small amount of partners.

    He’s also learned the importance of figuring out what makes a great partner from the get-go.  The companies that ask the right questions in meetings early on are going to be the best long-term strategic partners.Chris joins us for this episode of Alliance Aces to discuss his role at Unifi, OEM Partnership challenges, lessons he’s learned along the way, and career advice for those looking to get started.

    35 min
  • 9: Creating Alliances in a Platform-Based Ecosystem w/ Drew Quinlan
    In the modern business environment, end users across the spectrum need rapid business solutions tailored to their industry. Expertise, functionality, maintenance and often times customization, are all necessary components of these solutions. Creating such a wide variety of dynamic applications is nearly impossible for any one company. Alliances, then, become vital. Take a technically sound platform, add an alliance network of industry-specific domain-level experts. Then, within that ecosystem, you can drive dynamic solutions that can be developed rapidly, productized and maintained for the end-user. How do we know? We asked Drew Quinlan, VP of Strategic Alliances for IoT at PTC. Drew leads the strategy and execution team responsible for expanding the functionality and capabilities of PTC’s ThingWorx IoT platform. He joined us on our most recent Alliance Aces Podcast to share how he develops alliances within PTC’s network and constantly expands the functionality of their IoT platform.
    28 min
  • 9: Creating Alliances in a Platform-Based Ecosystem w/ Drew Quinlan

    In the modern business environment, end users across the spectrum need rapid business solutions tailored to their industry. Expertise, functionality, maintenance and often times customization, are all necessary components of these solutions. Creating such a wide variety of dynamic applications is nearly impossible for any one company.

    Alliances, then, become vital. Take a technically sound platform, add an alliance network of industry-specific domain-level experts. Then, within that ecosystem, you can drive dynamic solutions that can be developed rapidly, productized and maintained for the end-user.

    How do we know? We asked Drew Quinlan, VP of Strategic Alliances for IoT at PTC. Drew leads the strategy and execution team responsible for expanding the functionality and capabilities of PTC’s ThingWorx IoT platform. He joined us on our most recent Alliance Aces Podcast to share how he develops alliances within PTC’s network and constantly expands the functionality of their IoT platform.

    27 min
  • 8: Thoughts on Alliance Leadership From SAP’s Leonardo Medallion Selection w/ Robert Walmsley
    Having multiple alliance partners within an ecosystem supplies additional resources, intellectual property, access to technology, more ideas. Alliances can also create additional challenges -- no longer are you working with one set of developers, one sales team -- everything is multiplied. We spoke with Bluefin Solutions’ Global SAP Alliance Director, Robert Walmsley, at the SAP Global Partner Summit, to learn some of his best practices in alliance leadership. His team works closely with SAP to create powerful Bluefin solutions built on SAP technology. Robert joined us at the summit on Facebook Live to share his best practices on Alliances.
    15 min

About Ecosystem Aces

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Ecosystem Aces is dedicated to helping partnership leaders unleash the full potential of their partner network. Whether you’re just getting started with ecosystem partners, or you’re looking for…