
Sign up to save your podcasts
Or
Ron Piovesan is back on Groundwork, this time to share why Okta is going deep with fewer partners instead of going wide. In this episode, Ron unpacks the strategic shift from managing a broad ecosystem to focusing on a small number of high-impact partnerships. He shares how his team aligns long-term product roadmaps and go-to-market strategies with just six partners, while still supporting a vibrant integration ecosystem.
Our favorite takeaways:
- Focusing on fewer, high-impact partners enables deeper collaboration and better returns
- Empathy is essential for navigating internal alignment and sustaining long-term partnerships
- Scalable ecosystems require delightful, self-serve partner experiences
- Developer relations and partnerships are converging, and companies need to adapt
- Data-driven signals from sales and product can reveal the next strategic partner
Timestamps:
03:01 - Why Okta Is Prioritizing Fewer Partners
06:28 - The Business Case for Going Deep
10:03 - The Risk of Missing the Next Big Partner
12:17 - Managing a Massive Integration Ecosystem
14:43 - What Makes a “Delightful” Partner Experience
17:05 - Developer Relations vs. Partnerships
19:06 - How Small Companies Can Get on Okta’s Radar
25:10 - Using Data to Identify Emerging Partners
27:53 - Ron’s Ideal Internal AI Tool
30:49 - Why Customers Are the Best Advocates
33:01 - Avoiding the Novelty Trap
35:02 - How Empathy Drives Internal Alignment
#Partnerships #EcosystemStrategy #TechPartnerships #DeveloperRelations #SaaSGrowth #B2BMarketing #PartnerPrograms #IntegrationStrategy #GoToMarket #ChannelPartners #StrategicAlliances
Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 2,000+ members worldwide, facilitating virtual and in-person events, sharing insights, and promoting personal and professional development.
Ron Piovesan is back on Groundwork, this time to share why Okta is going deep with fewer partners instead of going wide. In this episode, Ron unpacks the strategic shift from managing a broad ecosystem to focusing on a small number of high-impact partnerships. He shares how his team aligns long-term product roadmaps and go-to-market strategies with just six partners, while still supporting a vibrant integration ecosystem.
Our favorite takeaways:
- Focusing on fewer, high-impact partners enables deeper collaboration and better returns
- Empathy is essential for navigating internal alignment and sustaining long-term partnerships
- Scalable ecosystems require delightful, self-serve partner experiences
- Developer relations and partnerships are converging, and companies need to adapt
- Data-driven signals from sales and product can reveal the next strategic partner
Timestamps:
03:01 - Why Okta Is Prioritizing Fewer Partners
06:28 - The Business Case for Going Deep
10:03 - The Risk of Missing the Next Big Partner
12:17 - Managing a Massive Integration Ecosystem
14:43 - What Makes a “Delightful” Partner Experience
17:05 - Developer Relations vs. Partnerships
19:06 - How Small Companies Can Get on Okta’s Radar
25:10 - Using Data to Identify Emerging Partners
27:53 - Ron’s Ideal Internal AI Tool
30:49 - Why Customers Are the Best Advocates
33:01 - Avoiding the Novelty Trap
35:02 - How Empathy Drives Internal Alignment
#Partnerships #EcosystemStrategy #TechPartnerships #DeveloperRelations #SaaSGrowth #B2BMarketing #PartnerPrograms #IntegrationStrategy #GoToMarket #ChannelPartners #StrategicAlliances
Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 2,000+ members worldwide, facilitating virtual and in-person events, sharing insights, and promoting personal and professional development.