Ultimate Partner®

Here's a bold statement: if you're a technology leader, I believe you won't want to miss this 107th Episode of Ultimate Guide to Partnering. My guest is Eric Rosenkranz, Google's Senior Partnership Leader for North America. Eric was an early guest, Episode 20. Google has been on a fast track since that interview. I was delighted to welcome Eric back to discuss one leader's focus, taking partnerships to the next level at Google.

Eric Rosenkranz serves as the Executive Channel and Partner Engineering Leader on Google's North America Senior Leadership Team. As the senior Americas leader on the Global Channels leadership team, he leads a multibillion-dollar operation that has achieved exponential growth multiple times since joining in 2016. Eric also Chairs the North American Partner Governance Council and North America Partner Advisory council at Google.

Google has made significant investments since my last interview with Eric back in 2017. I invited Eric back to learn more about how the partner business has evolved, one leader's focus on taking partnerships to the next level, and why customers and partners choose Google. We also have a great discussion on work, life, and career.

Suppose you want to learn more about how analysts and customers differentiate Google's Cloud offerings, investments Google is making in its partner business, why partners and customers choose Google, and one leader's thoughts on team leadership, career, and mindfulness. In that case, you'll not want to miss this episode.

What you’ll learn in this episode:

* How the market differentiates Google's Cloud offerings.

* Investments Google has made in its partner business.

* How Google's Customer Obsession translates to partnerships.

* Thoughts on Team Leadership and Mindfulness.

I hope you enjoy this episode as much as I enjoyed spending time with my friend Eric Rosenkranz.

Other Recent Episodes Featuring Google That Might Interest You.

* 97 - Focused Growth Investments, Google Premier Partner SADA's Pioneering Alliance Program

* 64 - Twenty Years, Leadership in Big and Meaningful Ways, with Tony Safoian

* 20 - Google Cloud's channel partner value, with Eric Rosenkranz.

Links & Resources

* Engage with Eric on Linked In.

* His Twitter Handle.

* Learn more how OKR’s are applied to Partner Strategy in Workshops offered by Ultimate Partnerships.

* Ultimate Guide to Partnering Linked In – Stay tuned as I’ll share details around our new offering for you.

* Subscribe to Ultimate Guide to Partnering on Apple,  Spotify,  

Suppose you a technology organization interested in learning more about applying OKR's (objectives and key results) in your organization? Or are you a technology partner looking at deploying this technology? I believe you won't want to miss this 106th Episode of Ultimate Guide to Partnering. My guest is Jeremy Epstein, the Chief Marketing Officer for Gtmhub. I was delighted to welcome Jeremy to discuss how OKR's and this leader are focused on advancing the Knowledge Worker Economy.

Jeremy Epstein is the chief marketing officer at Gtmhub, the world's leading SaaS provider enabling the goal-setting methodology's OKR (objectives and key results). Inspired by the proven Objectives and Key Results (OKR) methodology, Gtmhub offers adaptable business orchestration software for mission-driven organizations to provide ongoing strategic clarity across teams, functions, and business units.

Before Gtmhub, Jeremy was the vice president of marketing at Sprinklr, which grew during his four-year tenure from a $20 million valuation and 30 people to a $1.8 billion valuation and 1,400 people. Jeremy also serves as the co-chief investment officer of the Crypto Futura Fund, a thesis-driven hedge fund that identifies undervalued, high potential blockchain-based tokens in the emerging crypto asset class. He has written three books, more than 150 articles, and nearly 1,000 blog posts on the impact of blockchain technologies on society. 

In my work, OKR's are a critical component to successful partnership transformation, so I was excited to welcome Jeremy to further discuss how they are driving mindset, maniacal focus, and an emphasis on results. Jeremy is also amazingly versed in social media and crypto, so we had a terrific and far-ranging conversation.

If you want to learn more about the principles of OKR's, Gtmhub's platform focused on advancing the knowledge worker economy, and one pioneer's thoughts on the future of crypto, you won't want to miss this episode.

What you'll learn in this episode:

* Gtmhub's value proposition, success, growth, and partner mandate.* What are OKR's (objectives, key results), and how they are advancing the future of work?* His experience and expertise in the Crypto world and why he is bullish.* His successful career pivot launched from an experience at Microsoft.

I hope you enjoy this episode as much as I enjoyed spending time with my friend Jeremy Epstein.

Other Episodes On Mindset That Might Interest You.

* 81 - How First Principles Guide and Impact Successful Partnerships - Part One.* 77 - Lead with an Outward Growth Mindset to Make the Greatest Social Impact

Links & Resources

* Engage with Jeremy on Linked In.* His Twitter Handle.* Never Stop Marketing - Jeremy's Blog.* Email Jeremy [email protected]* Gtmhub's Home Page.* How to Partner with Gtmhub - https://gtmhub.com/partners.* Learn more how OKR's are applied to Partner Strategy in Workshops offered by Ultimate Partnerships.* Ultimate Guide to Partnering 

If you’re a technology organization looking to learn how a top ISV is investing to become a partner-led company, you’ll not want to miss this 105th Episode of Ultimate Guide to Partnering. My guest is Jason Beal, the Senior Vice President of Global Channel and Partner Ecosystems at AvePoint. Jason joins to discuss his channel-focused steps for AvePoint to become a Partner-led Company.

A five-time winner of the Microsoft Partner of the Year award, AvePoint offers the only full suite of SaaS solutions to migrate, manage and protect data in Microsoft 365. More than 7 million cloud users, including a quarter of the Fortune 500, rely on their solutions

As AvePoint’s new head of global channels, Beal’s job is to build out the company’s first broad partner program. While AvePoint has some channel relationships, it has historically provided its SharePoint and Office 365 management tools directly to enterprises. Jason is building out Avepoints Channel and Partner to Partner Motion working primarily with Microsoft, but they may also incorporate Google and Salesforce in the future.

In this interview, Jason discusses Avepoints success and growth, why partners are so important to their future success, partnering principles from his successful career in the channel. He also shares insights and an early work experience that shaped the path toward channel leadership.

What you’ll learn in this episode:

* AvePoint's value proposition, success, growth, and partner mandate.* Why this partner model is so important to their future success * Partnership principles from a successful career in the channel* Personal insights and early work experience that shaped a path toward channel leadership.

I hope you enjoy this episode as much as I enjoyed getting to know Jason Beal.

Other Episodes Featuring AvePoint Executives.

* 76 - Optimism for unparalleled opportunity focused on a better world.* 48 - One partner of the year's personal and professional transformation.

Links & Resources

* Engage with Jason on Linked In.* His Twitter Handle* AvePoint's Home Page* Learn more about Partner Strategy Workshops offered by Ultimate Partnerships.* Ultimate Guide to Partnering Linked In – Stay tuned as I’ll share details around our new offering for you.* Subscribe to Ultimate Guide to Partnering on Apple,  Spotify,  Google,  Audible,  SoundCloud, Stitcher, 

If you’re a technology organization looking for best practices from one of the "best of the best" channel programs in technology or a leader looking to take your career up a notch, you'll not want to miss this 104th Episode of Ultimate Guide to Partnering. I’m delighted to welcome a former colleague and an enlightened leader Sanket Akerkar, the Chief Revenue Officer of Acumatica. In this episode, Sanket and I discuss how Acumatica enables partners and customers as its "First Team."

Sanket Akerkar has 20 years of leadership experience in the software industry.  Most recently, he was the SVP of Fleet and Insurance at Nauto where he led their global sales, marketing, and services functions.  Before Nauto, he spent 14 years at Microsoft in multiple senior leadership positions including VP Global Enterprise, Chief Evangelist of the United States, and Managing Director of Microsoft India.  Sanket started his career at McKinsey & Co.

In this episode, Sanket shares Acumatica's unique value proposition and platform, how their product is structured, their unique positioning and value, and how they design their partner program. If you listen to the end of the podcast, Sanket and I have a really valuable conversation on his career journey. Sanket shares three great nuggets and best practices from his career. It struck me that his career advice on "First Team" was analogous to how the company thought about both partners and customers, hence the title of this episode.

What you’ll learn in this episode:

* Acumatica's unique value and platform, its industry vertical focus, and key differentiators.* How Acumatica have structured their sales process and partner programs for greatest partner value. * Some of the best leadership advice we've captured in a single episode this season.

I hope you enjoy this episode as much as I enjoyed and was enlighten by Sanket Akerkar.

Other Important Partner Episodes From Former Microsoft Executives.

* 89 - Spotlight on Transformation, RingCentral Capabilities, and Partners - Phil Sorgen.* 42 - Mastering the Partner to Partner Play with Josh Waldo of Nintex.

Links & Resources

* Engage with Sanket on Linked In.* Contact Sanket Akerkar [email protected]* Acumatica Home Page* Acumatica's VAR Partner Program* Partner Strategy Workshops offered by Ultimate Partnerships.* Ultimate Guide to Partnering Linked In – Stay tuned as I’ll share details around our new offering for you.* Subscribe to Ultimate Guide to Partnering on Apple,  Spotify,  Google,  Audible,  SoundCloud,

Suppose you're a technology organization looking to optimize your success with the leading cloud providers. You'll not want to miss this 103rd Episode of Ultimate Guide to Partnering. I'm delighted to welcome a woman I've known for several years and with whom I partner to deliver transformation to several best-in-class partner organizations Erin Figer, the CEO and Founder of Core Consulting. Erin and her organization help partners optimize for success to get more from Core.

Erin's mission is to help you get your best results through a proven framework. I have seen this firsthand, as I got to work with Erin while I was still at Microsoft, and she was assisting a partner in getting it right with the tech giant. As a result, since I founded Ultimate Partnerships, we have teamed up on several client engagements and workshops.

In this episode, Erin will share her unique Total Impact Formula, how she helps partners optimize for success to get more from Core, Core+, the exceptional Co-Sell managed services offering her company built, and her journey as a successful woman entrepreneur. You will also learn more about an exciting offering Erin and I have for you, our listeners.

What you'll learn in this episode:

* Erin's unique Total Impact Formula* Trends and transformations in Co-Selling, including the role of Marketplaces.* Core+, A Managed Services Offering, and Platform built to manage your Co-Sell Operations.* Her reflections and personal journey to a successful woman entrepreneur.* A Special Offer from Erin Figer and me.

I hope you enjoy this episode as much as I enjoyed spending time with Erin Figer

Other Important Episodes Focused on Partner Co Selling Transformation.

* 85 - Optimize for Success 2021 - Find and Embrace the Ecosystem Delighting Your Customer* 90 - Partner Co-Selling - Why Trust, Commitment, and Focus are Critical to Success

Links & Resources

* Engage with Erin Figer on Linked In. * Contact Core.* Erin's Spotify Playlist * Learn more about Core Consulting. * CORE+ A Managed Services Offering and Platform built to manage your Co-Sell Operations. * Partner Strategy Workshops offered by Ultimate Partnerships.* Ultimate Guide to Partnering Linked In - Stay tuned as I'll share details around our new offering for you. * Subscribe to Ultimate Guide to Partnering on Apple,  Spotify,  Google,  Audible,  SoundCloud, Stitcher, Player FM,

For this 102nd Episode of Ultimate Guide to Partnering, I interview a founder that I've had the chance to work with, Raymond Bily, the CEO of BrightArrow Technologies. I met Raymond while I was Channel Chief at Blackbaud and BrightArrow was a Rising Star Partner of the Year. In this episode, Raymond shares his rich and fascinating story and how BrightArrow partners with technology organizations to deliver a complete K12 solution.

Since the pandemic began, I have written, blogged, and recorded podcasts about how society has been impacted, and how organizations can come out of this time, better than before. One area where most of us have been affected is Education and Learning. I see firsthand through my engagement with partners like BrightArrow, how educators and schools are adjusting from the physical to the virtual, and back to the physical again. Technologies like BrightArrow enable a smooth transition through persistent and pervasive communications.

BrightArrow has been at the center of the digital transformation happening in K12 Education as its solutions are being deployed in many new use cases since the pandemic. I invited Raymond to share his rich and fascinating story, how BrightArrow partners with other technology organizations to deliver a complete solution to customers and why customers and partners choose to work with Bright Arrow.

Things you’ll learn in this episode:

* How BrightArrow revolutionizes the way organizations deliver messages simultaneously to large groups of people. * How BrightChat is used by teachers, coaches, and administrators for secure two-way communications. * BrightArrow symbiotic partnership to deliver notification as part of a broader technology solution.* Raymond's rich and fascinating journey, including being one of the very first employees at Microsoft.

I hope you enjoy this episode as much as I enjoyed spending time with Raymond Bily.

Other Important Episodes Focused on Transformation in Education:

* 99 - Commitment to Microsoft Education Mission with Optimism, Inclusion, and Energy* 93 – Transformation, Challenges, and Opportunities in the US Education Sector with Jamie Harper* 75 – Two K12 Partners, Focused on Leveraging Technology in Bolder Ways

LINKS & RESOURCES

* Transcript of the Interview.* Engage with Raymond Bily Linked In, Engage with BrightArrow.* Reach out to Raymond via Email [email protected]* Learn more about BrightArrow.* Partner Strategy Workshops offered by Ultimate Partnerships.* Subscribe to Ultimate Guide to Partnering on Apple,  Spotify,  Google,  Audible,  SoundCloud,

For this 101st Episode of Ultimate Guide to Partnering, I feature an interview with Carola Cazenave, vice president of Pega’s global partner ecosystem, its Channel Chief. Pegasystems or Pega, has been taking the industry by storm with its low code / no-code approach to technology transformation and is investing in building out its channel. Carola and I discuss how Pega is crushing complexity and focusing on partners for growth.

As Vice President of Pega's Global Partner Ecosystem, Carola Cazenave oversees all aspects of the ecosystem from recruiting and enablement to building, selling, and delivering services with Pega’s global partner network. She is also a member of the go-to-market leadership team and spearheads Pega’s partner-centric transformation growth plans, including the launch of the new Pega Partners program. Carola has more than 20 years of experience in multicultural business environments. She has held executive leadership roles in sales, marketing, routes to market, delivery services, sales center management, and business transformation across diverse software and IT services. 

Carola was just named to the 2021 Power 100 list, a distinguished subset of elite leaders chosen from the annual CRN® Women of the Channel list. She is also named in the 2021 Channel Chiefs by CRN and has been recognized as one of the 50 Most Influential Channel Chiefs. 

Pega takes tech by storm by crushing complexity and focusing on partners for growth. I invited Carole to the podcast to share the mission of Pega, how they are helping organizations transform, and the incredible opportunity for partners to get on board with Pega.

Things you’ll learn in this episode:

* Pega's history and value proposition.* Carola's role, focus, and goals as Channel Chief.* Why customers choose Pega, how the business is evolving, and opportunities for continued growth.* Characteristics that make a great partner for Pega.* Pega's emphasis on partner-led solutions in key industries.* Why do Partners need to get on board with Pega?

I hope you enjoy this episode as much as I enjoyed getting to know Carola and Pega.

If you like this episode, you might like:

* 87 - Embrace Really Important Change Happening in the World of Partners* 85 - Optimize for Success 2021 - Find and Embrace the Ecosystem Delighting Your Customer.* 67 - Spotlight On Getting Technology Partnerships Right!

LINKS & RESOURCES

* Engage with Carola Cazenave Linked In, and Twitter* Learn more about Partnerships at Pega. * Learn more about Partner Strategy Workshops offered by Ultimate Partnerships.* Subscribe to Ultimate Guide to Partnering on Apple,  Spotify,  Google,  Audible,  

This marks the Centennial Episode of Ultimate Guide to Partnering with a unique podcast, celebrating 100 episodes with a spotlight on amazing friends and guests. I am beyond grateful for their generosity, their grace, and their willingness to help shape the dialogues on both what makes partnerships successful as well as how we can make a positive impact on our world.

As I approached this 100th episode, I couldn’t help but reflect on how we got here and why.  It all started in the fall of 2016 when I left the tech giant and opened my heart to new possibilities and let forces – and wonderful friends like you – help shape what was next.

There was the friend who turned me onto the podcast medium, which I became an immediate fan of.

There was another friend that suggested that I do my own podcast on partnering. And it made me realize that there was a huge gap that I might be able to fill with my experience and expertise.

You see, I knew from my nine years as General Manager of Partner Strategy at Microsoft, that partners often struggled to successfully navigate their work with the tech giants. There were a small handful of technology organizations that had the decoder ring and had gotten it right. But most were falling short. So I started the podcast to help the many thousands of partners in the Microsoft ecosystem better optimize for success and deliver during this time of intense technological transformation. From the beginning, I was incredibly blessed to have so many incredible friends and industry leaders as guests on the podcast.

At times, there were doubts. Has this really been worth it? Spending dozens of hours each week to perfect the process and reach the audience who would most benefit from it? And just when I needed it, a third friend coached me about consistency. So I plodded along for 60 episodes, and learned so much along the way. And it wasn’t just about the principles of successful partnering; it was also the personal and professional journey – the grit, determination and resolve to overcome and to do and to be more.

But after 60 episodes, I strayed from my path and put the podcast on the shelf to pursue what I thought would be the dream gig leading the alliance at a billion-dollar Microsoft partner. And in some ways, it was because it gave me new insight from a completely different perspective. When I relaunched the podcast in June of 2020 , I was convinced more than ever that partnerships could accelerate growth and be a catalyst for survival during this time. I now had experience from both sides: at Microsoft as a channel chief, and also as a partner to a tech giant. Not only did I know intuitively what was required to make partnerships successful for both parties, I had also seen firsthand why they often failed, and how culture, mindset, commitment and maniacal focus were pivotal to both success and failure.

When I brought the podcast back last summer at the height of the pandemic, the country was in agony. And so I relaunched with a personal conviction – one that I've held in my heart and soul for some time – that we in the tech sector could and SHOULD be a force for good. That to manifest the change we wish to see in the world requires that we as leaders address deep-rooted issues in our society.

What you have seen in the 40 episodes I’ve recorded over the last ten or so months is that the podcast is much, much more. Yes, this is the Ultimate Guide to Partnering where business leaders come to share the strategies, business principles and leadership required for successful partnerships. But more than just a podcast on partnering, it has become a forum for leaders to tell their stories about overcoming adversity, driving change in business and making a difference in our society a...

Joining the 99th Episode of Ultimate Guide to Partnering is Anthony Salcito, Microsoft's Vice President for Worldwide Education. In his role leading the worldwide execution of Microsoft’s vision for education, Anthony Salcito works to help empower educators and inspire students to achieve more. He aims to transform the way we learn with the support of the best technology to help build critical skills for the modern, global workplace. What comes across loud and clear in this interview is Anthony's Commitment to Microsoft Education Mission with Optimism, Inclusion, and Energy.

I was so excited to welcome Anthony, as we worked closely together during my time at Microsoft. Anthony is one of the most passionate, purpose-driven, and education-focused individuals. I can't think of a leader who better embodies and lives the mission of the business. And Microsoft's Education Mission so closely aligns with Microsoft's mission to empower every person and every organization on the planet to achieve more.

With a belief that educators will forever be the heroes of the classroom, Anthony also authors Daily Edventures (http://dailyedventures.com/), which highlights the inspiring stories of educators, students, education thought leaders and school leaders from around the world. He has also helped author a book on Education Transformation which serves as a reference guide for schools looking to drive innovation to enhance student outcomes. 

I invited Anthony to the podcast as I wanted our partner listeners to learn more about Microsoft's Commitment to the Mission of Education and the opportunity for partners to get on board to drive this transformation. I also wanted Anthony to share his amazing career journey to help others learn. Things you’ll learn in this episode:

* Microsoft's broad vision in education impacting 25% of the world's population.

* How education and education organizations have rapidly transformed during this time.

* The critical role of partners and how they can best optimize for success working with and through Microsoft.

* Anthony's career journey at Microsoft led to this commitment to education.

I hope you enjoy this discussion as much as I enjoyed my time with Anthony Salcito.

Other Important Episodes Focused on Education:

* 93 – Transformation, Challenges, and Opportunities in the US Education Sector with Jamie Harper

* 75 – Two K12 Partners, Focused on Leveraging Technology in Bolder Ways

* 38 – Unlock the Future, One Life at a Time, with Margo Day

LINKS & RESOURCES

* Engage with Anthony Salcito on Linked In, and Twitter @AnthonySalcito

* Reach Anthony Salcito: [email protected]

* Daily Edventures http://dailyedventures.com/

* Learn more about Partner Strategy Workshops offered by Ultimate Partnerships.

* Subscribe to Ultimate Guide to Partnering on Apple,  

For the 98th episode of Ultimate Guide to Partnering, I was delighted to sit down with a friend and fellow partner leader, Per Werngren. Per is a successful technology entrepreneur, based in Stockholm Sweeden. As an active voice in the Microsoft Ecosystem, I describe Per as the "father of partner to partner selling." In this episode, Per and I discuss the importance of technology organizations' focus to free their superpowers and why partner to unlocks the client's dreams.

A serial entrepreneur in IT for 25+ years, Per has built and led companies and organizations in Sweden, UK, and the USA and specializes in P2P, the Microsoft ecosystem, and in building modern cloud businesses with a focus on recurring revenue. As a long-time member of the Microsoft Infrastructure Partner Advisory Council as well as the Microsoft WPC/Inspire Partner Experience Board, Per took the IAMCP as WW President (5 terms) from 4 to 44 countries and revenue recognized by IDC to $10BN annually. He created the P2P Maturity Model framework, validated in whitepapers by IDC and used by Microsoft partners worldwide. Currently leading Awakish, a Redmond, WA-based cloud monitoring startup.

I invited Per to the podcast as I wanted listeners to learn more about successful partnering and P2P. In this episode, you'll learn more about Per's work and why P2P can be an accelerant to success and growth.

Things you'll learn in this episode:

* How Per grew the IAMCP - International Association of Microsoft Channel Partners from 4 chapters to 44 as a 5-time WW President.* What is P2P - Partner-to-Partner, and why it can be a key accelerant for growth?* What is the P2P Maturity Model and how partners can evolve their business along the P2P maturity model to optimize for success?* What Per is doing for his own mindfulness and how partners can optimize for success.

I hope you enjoy this interview as much as I enjoyed my time with Per Werngren.

Other important episodes discussed in this interview:

* 85 - Optimize for Success 2021 - Find and Embrace the Ecosystem Delighting Your Customer* 79 - Passionate Leadership, Focus, and Commitment to Make the Invisible, Visible with Gavriella Schuster.* 82 - How First Principles Guide and Impact Successful Partnerships with Dr. Michael Gervais

LINKS & RESOURCES

* Follow Per Werngren on Linked In, Twitter, and Facebook.* About IAMCP. * Learn more about Partner to Partner Workshops offered by Ultimate Partnerships.* Subscribe to Ultimate Guide to Partnering on Apple,  Spotify,  Google,  Audible,  SoundCloud, Stitcher, Player FM,