Groundwork

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 partnerTimestamps:03:01 - Why Okta Is Prioritizing Fewer Partners06:28 - The Business Case for Going Deep10:03 - The Risk of Missing the Next Big Partner12:17 - Managing a Massive Integration Ecosystem14:43 - What Makes a “Delightful” Partner Experience17:05 - Developer Relations vs. Partnerships19:06 - How Small Companies Can Get on Okta’s Radar25:10 - Using Data to Identify Emerging Partners27:53 - Ron’s Ideal Internal AI Tool30:49 - Why Customers Are the Best Advocates33:01 - Avoiding the Novelty Trap35:02 - How Empathy Drives Internal Alignment#Partnerships #EcosystemStrategy #TechPartnerships #DeveloperRelations #SaaSGrowth #B2BMarketing #PartnerPrograms #IntegrationStrategy #GoToMarket #ChannelPartners #StrategicAlliancesPartnership 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.

In this episode, Roman Lobas, Head of Partnerships at Fuelfinance, joins Tai Rattigan to explore the dynamics of venture partnerships. Roman breaks down how to build trust with VCs, align incentives, and craft a value proposition that gets remembered. Drawing from his experience at Deel, Roman shares actionable strategies for scaling partnerships and fostering long-term relationships with investors. Our favorite takeaways: - Building trust with venture capitalists - Aligning incentives with VC goals - Simplifying your value proposition for clarity and impact - Leveraging success stories to strengthen relationships - Creating partnerships with non-investor VCs Timestamps: 2:30 Lessons from Katalista Ventures 5:34 How corporate innovation teams connect with startups 9:32 Aligning your product with VC portfolio needs 15:59 Turning investors into advocates 19:12 Simplifying your pitch for VCs 25:41 Building trust and long-term relationships 33:23 Partnering with non-investor VCs 38:34 Insights from Roman’s new role at Fuelfinance Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,850+ members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. #VenturePartnerships #PartnershipStrategy #BuildingTrust #VCInsights #ScalingStartups #StartupEcosystem #CorporateInnovation #PartnershipLeaders #VentureCapital #BusinessGrowth Find us on: LinkedIn: https://www.linkedin.com/company/partnershipleaders/ Apple Podcasts: https://podcasts.apple.com/ph/podcast/groundwork/id1743254291 Spotify: https://creators.spotify.com/pod/show/groundwork-by-pl

In this episode, Andrey Lipattsev, from Google's Chrome Privacy Partnerships team, shares his journey from trust and safety roles to leading product partnerships at Google. He discusses the Privacy Sandbox initiative, which aims to update outdated technologies and enhance user privacy. Here are some of our favorite takeaways: - Overview of the Privacy Sandbox initiative - Importance of ecosystem connectivity and communication - Role of developer relations in partnerships - Strategies for building internal advocacy - Collaboration with developer relations teams Timestamps: 10:02 Chrome Privacy Sandbox 17:20 Partnering with Google 24:01 Open Web and Ecosystem Responsibility 31:25 Empowering Developer Advocates 39:17 Role of Developer Relations Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,850+ members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. #ProductPartnerships #PrivacySandbox #Ecosystem #DeveloperRelations #Google #Innovation #TechLeadership Find us on: LinkedIn: https://www.linkedin.com/company/partnershipleaders/ Apple Podcasts: https://podcasts.apple.com/ph/podcast/groundwork/id1743254291 Spotify: https://creators.spotify.com/pod/show/groundwork-by-pl

In this episode, Jen Waltz, Founding VP of Global Alternate Channel Sales at Kron Technologies, shares her extensive experience in business development, focusing on digital transformation, strategic partnerships, and cybersecurity. Here are some key highlights of our conversation: - The evolution and importance of OEM partnerships in SaaS and software. - AI's impact on OEM manufacturing and predictive analytics. - Strategies for managing channel conflict and partner ecosystems. - The significant role of cybersecurity in partner-driven revenue generation. - Importance of clear joint value propositions in partnerships. - Tips for effective partner engagement and lead generation. Timestamps: 2:05 OEM Partnerships 7:05 AI and OEMs 11:45 Managing Channel Conflict 18:03 Partner Ecosystem Management 25:17 Channel Leaders and Lead Generation 27:58 Cybersecurity Market 34:19 Cybersecurity Partnerships Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,850+ members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. #businessdevelopment #cybersecurity #oem #partnerships #ai #saas #software #channelsales #digitaltransformation #partnerships Find us on: LinkedIn: https://www.linkedin.com/company/partnershipleaders/ Apple Podcasts: https://podcasts.apple.com/ph/podcast/groundwork/id1743254291 Spotify: https://creators.spotify.com/pod/show/groundwork-by-pl

In this episode, Daisy shares her unconventional journey from a background in child development to becoming a leader in cloud partnerships. She offers insights into balancing internal and external partnership efforts and the strategic role of SI partners in cloud ecosystems. Here are some key highlights of our conversation: - The role of transferable skills in career transitions. - Complexities and strategies in managing cloud partnerships. - Importance of participating in cloud provider programs. - Best practices for maintaining marketplace listings. - Balancing internal collaboration with external partnership efforts. - Strategic involvement of SI partners in cloud ecosystems. Timestamps: 2:49 Building Partnerships in the Tech Ecosystem 10:01 Belief in the Product as a Key to Success 11:39 Daisy's Award-Winning Leadership 13:17 The Complexity of Cloud Partnerships 15:28 Measuring Success in Cloud Marketplaces 16:54 Crowdstrike's Billion-Dollar Achievement 18:29 Optimizing Cloud Marketplace Listings 21:13 Collaborative Product Marketing in Cloud Marketplaces 31:49 Navigating Product Team Buy-In for Cloud Partnerships 36:52 Importance of Discovery in Sales 40:47 Balancing Internal and External Work in Partnerships Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,850+ members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. #Partnerships #CloudEcosystems #CareerTransition #TechLeadership #MarketplaceStrategy #SalesEnablement #CloudPartnerships #SIPartners #TechInnovation #ProfessionalGrowth Find us on: LinkedIn: https://www.linkedin.com/company/partnershipleaders Apple Podcasts: https://podcasts.apple.com/ph/podcast/groundwork/id1743254291 Spotify: https://podcasters.spotify.com/pod/show/groundwork-by-pl

In this episode, Rachel Fefer shares her extensive experience in partnerships and channel sales. She shares insights from her journey in notable companies like Bloomreach and Magento, the transition to partner-led services, the importance of executive buy-in, and the unique dynamics of the Israeli tech ecosystem. Key takeaways include: - Strategies for ensuring partner quality and client satisfaction. - Navigating acquisitions and the impact on company culture and operations. - The role of partnerships in driving operational efficiency and growth in competitive markets. Timestamps 6:56 Business Strategy at Bloomreach 11:30 Partner Services Compensation Change 13:52 Challenges with Partner Contracting 17:27 Importance of Internal Services for Partner Training 19:33 Partner Management at Bloomreach 25:28 Investment in Partner Success 27:07 Business Partnerships in Tech Companies 36:48 Operational Efficiency Wave 38:34 Navigating Acquisitions 40:38 Transitioning from Small to Large Organizations Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,850+ members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. Find us on: LinkedIn: https://www.linkedin.com/company/partnership-leaders Apple Podcasts: https://link.partnershipleaders.com/gw-applepodcasts Spotify: https://link.partnershipleaders.com/gw-spotify #partnerships #channelsales #ecommerce #bloomreach #magento #crossbeam

In this episode, Jennifer Rhima, Director of Partnerships at Apollo.io, discusses her journey in building successful partnerships across the globe. From her early days as a congressional intern to leading partnerships in the Middle East and North Africa, Jennifer shares insights on adapting to diverse business cultures, proving the value of partnerships, and scaling teams from scratch. She and Tai cover the following: - Sales experience as the foundation to become a good partnerships manager - Leveraging in-person connections to build effective partnerships in international markets. - The importance of collaboration between partnerships and revenue operation teams to enhance strategic impact. - How to scale programs effectively across industries like tourism boards and financial institutions 4:59 Living and Working in the Middle East 8:03 Partnerships in Dubai 16:21 Sizing Partnership Opportunities in the MENA Region 18:24 Building Partnerships from Scratch 23:48 Structuring Team Roles 25:06 Scaling Team Capacity 26:30 Apollo's Sales Engagement Tool 29:36 Partner Programs at Apollo 32:22 Affiliate Personas for Apollo 37:01 Startup Ecosystem Program Discounts 40:02 Technology Partnerships and Integrations 47:32 Partner Ops Support 50:35 Agency Partnerships 52:46 Unique Challenges of Partnering with Agencies Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,850+ members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. Find us on: LinkedIn: https://www.linkedin.com/company/partnership-leaders Apple Podcasts: https://link.partnershipleaders.com/gw-applepodcasts Spotify: https://link.partnershipleaders.com/gw-spotify #partnerships #businessgrowth #startups #sales #apollo

In this episode, Kyle shares his career journey in partnerships from an intern at ExactTarget to his current role. We covered the importance of structured partnerships, the transition from ExactTarget to Salesforce, and the strategic role of partnerships at Movable Ink. (movableink.com) Kyle explains how his team supports sales regions, measures success through partner involvement in revenue, and the significance of building long-term relationships. Here are our favorite takeaways: - Strategies for securing resources and aligning partnership goals with company objectives. - The role of storytelling and data in demonstrating the value of partnerships. - The benefits of having a dedicated strategic partner management function. Timestamps 05:06: Structured Partnerships at ExactTarget 07:20: Advanced Partnership Strategies at ExactTarget 09:43: Measuring Partnership Value and Incrementality 11:29: Transition to Salesforce and Cultural Integration 14:43: Integrating ExactTarget Partners into the Salesforce Ecosystem 17:32: Current Role and Team Structure at Movable Ink 20:03: Measuring Success and Attach Rate at Movable Ink 22:07: Balancing Partner Influence and Internal Perception 24:53: Compensation Structure for Partner Teams 27:28: Strategic Partner Management and Goal Setting 30:48: Transition from Director to VP at Movable Ink 34:15: Articulating Business Case for Additional Resources 37:38: Longevity in Partnerships Role and Career Growth 40:10: Navigating Internal Relationships and Friction 43:13: Strategic Partnerships and Executive-Level Conversations Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,000 members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. Find us on: LinkedIn: https://www.linkedin.com/company/partnership-leaders Apple Podcasts: https://link.partnershipleaders.com/gw-applepodcasts Spotify: https://link.partnershipleaders.com/gw-spotify #partnerships #marketingtech #movableink

In this episode, Tai Rattigan chats with Eleanor Thompson about her journey in partnerships, from starting at Blue Prism to founding Branchworks. They discuss the concept of a funded head, the importance of internal enablement, and strategies for aligning sales and marketing teams. Eleanor also shares practical tips on navigating attribution challenges and building strong partner relationships. This episode is packed with actionable insights for anyone looking to enhance their partnership strategies and drive business growth. 03:26 - The Concept of a Funded Head 05:06 - Role and Experience with Resellers 06:37 - How Reseller Businesses Operate 07:59 - Relationship Management in Sales 09:10 - Channel Conflict and Direct Sales 10:31 - Standing Out in a Reseller Environment 12:55 - Internal Enablement and Alignment 15:28 - Successful Internal Enablement Examples 17:45 - Responsibility for Internal Enablement 19:23 - Time Split Between Partner Activities and Internal Enablement 21:59 - Celebrating Wins and Continuous Enablement 23:18 - Attribution Challenges with Sales and Marketing 26:15 - Engaging Executive Leadership for Alignment 29:42 - Encouraging AE's to Work with Partners 31:41 - Marketing and Attribution Conflicts 34:03 - Solutions for Attribution Issues 37:24 - Educating Partners on Deal Logging 39:40 - Engaging CEO's and Founders Early 42:30 - Supporting Partnership Leaders with Resources 45:24 - Advocating for Resources and Training 48:38 - Building a Budget and Hiring Plan Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,700 members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. #Partnerships #BusinessGrowth #Leadership #Branchworks #Ecosystem

In this episode, Alexander Shyshko takes us through his career journey, starting in direct sales and his transition to partnerships. Now the CRO at Outbound Funnel, Alex shares his insights on how his passion for building relationships has shaped his career and current role. He and Tai cover the following: - Differences between working in tech companies and running an agency. - The importance of capacity planning in agencies. - Strategies for managing capacity, including efficient hiring and talent deployment. - The role of standardization in process optimization and client satisfaction. Timestamps: 00:43: Alex's Journey into Partnerships 02:45: Transition to Agency Work 03:24: Differences Between Tech Companies and Agencies 04:27: Treating Agency Partners as Extensions 05:28: Importance of Capacity Planning 06:48: Challenges of Scaling in an Agency 07:54: Capacity Planning Process 08:59: Empathizing with Capacity Constraints 10:01: Standardizing Processes in Agencies 11:01: Seamless Handoffs Between Partners and Agencies 12:03: Customizing Projects for Specific Clients 13:35: Ensuring Project Success with Proper Planning 15:43: Balancing Referrals and Capacity 17:14: Financial Incentives for Agencies 18:46: Strategic Use of Agency Partners 20:18: Enhancing Customer Success with Agencies 22:43: High-Impact Referrals from Agencies 25:21: Standardizing Statements of Work (SOW) 27:23: Customizing SOWs for Unique Client Needs 29:26: Transparency and Documentation in Agency Work 31:18: Importance of Continuous Collaboration 33:05: Educating Partners and Teams 35:07: Accountability and Timeline Management 37:10: Sharing Control in the Sales Process Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,000 members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. #partnerships #saaspartnerships #ecosystems

Tai Rattigan chats with Jim Misuraca, a channel sales and partnerships veteran, particularly in the martech, data, and ad tech spaces. Jim shares his journey from product management to the front lines of sales and partnerships and the insights he gained. In this conversation, Jim and Tai explore: - The complexities of forming strategic partnerships and the need for alignment with company culture and executive support. - A framework that breaks down partnerships into recruitment, sales, enablement, marketing, and technical integrations. - Understanding the broader ecosystem and identifying potential acquisition targets through partnerships - Setting clear metrics, maintaining open communication, and aligning with overall business strategy. Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,000 members worldwide, facilitates virtual events, shares insights, and promotes personal and professional development. #corporatedevelopment #partnerships #rainfocus

In this episode, we chat with Rachel Collie, Director, Technology Partnerships and App Marketplace at Unanet, as she discusses her journey as a Partnership Leader in an army of one team. We'll take a look at the challenges she faces in her role and insights on aligning partnership goals and your company's strategic objectives. She and Tai cover the following: - The importance of alignment, relationship-building, and clear communication in building successful partnerships. - Leveraging technology to enhance efficiency in partnership management. - The value of mentoring for career progression in partnership roles. - Being selective with partnerships and maximizing value for all parties involved. Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,000 members worldwide, facilitates virtual events, shares insights, and promotes personal and professional development. #partnerships #techpartnerships #partnershipsuccess

In this episode, we chat with Hugh Durkin, Founder of appmarketplace.com. He shares his journey of building app marketplaces, from his time with top companies Facebook, HubSpot, and Intercom to founding his own venture in the same space. In this conversation, he and Tai cover: - Enabling business growth and scaling a platform business through partnerships. - How to understand customer needs and properly align partnerships. - Getting executive buy-in for your partnership and platform strategy. - The role of marketplace listings in boosting customer acquisition and revenue growth. Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,000 members worldwide, facilitates virtual events, shares insights, and promotes personal and professional development. #partnerships #appmarketplace #platforms

In this episode, Clinton Senkow, Managing Director at Senkow Ventures, shares his experience in advising partnerships for companies in tech and other sectors. He and Tai covers: - The importance of partnerships for businesses of all types and sizes. - Why you need personal branding, thought leadership, and a profile to establish credibility in the space. - Creating win-win partnerships where both parties understand the value they're getting. - How simplified partnerships can be more successful. - The existence of partnerships within companies with no formal partner program. Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,000 members worldwide, facilitates virtual events, shares insights, and promotes personal and professional development. #partnerships #advising #senkowventures

In this episode, Gil Rogoff, Head of Global Strategic Partnerships and Alliances, discusses the challenges and dynamics of working with media and digital agencies. He and Tai Rattigan will discuss: - Increasing surface area by attending events, joining communities, and pursuing personal passions. - How connecting more people creates value and meaningful opportunities. - Navigating common challenges in media and digital agency partnerships like budget constraints and shifting priorities. - Investing in lifelong learning and personal development for growth and building meaningful connections. Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,000 members worldwide, facilitates virtual events, shares insights, and promotes personal and professional development. #partnerships #partnerprograms #euler ______ LinkedIn: / partnership-leaders Website: https://www.partnershipleaders.com

In this episode, Greg Portnoy, Co-Founder & CEO of EULER, joins Tai to discuss the importance of partnerships, the challenges Partnership Leaders face, and how EULER aims to address these issues. In this conversation, Greg discusses: - The need for establishing a structured data-collection process to make informed decisions and drive measurable impact. - Venture Capital's impact on partnerships and the need for a shift towards profitability and efficiency - Building clear expectations and mutual success plans with partners to ensure alignment and meaningful results. - How Euler enables partner teams to create real efficiency, leverage, and measurable impact. Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,000 members worldwide, facilitates virtual events, shares insights, and promotes personal and professional development. #partnerships #partnerprograms #euler ______ LinkedIn: / partnership-leaders Website: https://www.partnershipleaders.com

In this episode, Cory Snyder, Head of Partnerships at Teamwork.com, discusses his journey and experience building and managing successful company partnership programs. He and Tai delve into strategies and tactics for creating effective partnerships, the importance of understanding and meeting partner needs, and the role of data in driving partnership strategies. Cory discusses: - The importance of understanding partner needs and being prescriptive in helping them meet their goals. - The role of data in driving partnership strategies and the need for a transparent methodology and execution plan. - How to build partnership programs by leveraging existing integrations and middleware. - The importance of clear and straightforward communication, especially when dealing with executives unfamiliar with partnership terminologies. Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,000 members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. #partnerships #ecosystems #alliances #teamwork

Ron Piovesan, Senior Director of Partnerships at Okta, discusses his journey in the tech industry and the importance of partnerships in building a successful ecosystem. He shares insights from his experience at companies like Firefox and highlights the role of partnerships in driving innovation and market growth. Ron discusses the following: - His experience as the first partnership person at Firefox. - The importance of understanding your offering's use case and aligning them with company strategies. - The challenges and opportunities of working for a partnership-focused company. - The importance of communication and collaboration between partnership and corporate development teams. Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,000 members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. #partnerships #ecosystems #alliances

In this episode, Forrest Underwood, Founder & CEO of Everwood Industries, gives us a glimpse of what a successful partnership looks like in the defense tech industry. Forrest covers: - The challenges and opportunities in the defense market for startups. - The role of partnerships in the defense industry. - Best practices and strategies to succeed in defense tech partnerships. Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,000 members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. #partnerships #defensepartnerships #ecosystems

In this episode, we'll take a look at insights from Jake Makler, Partner, AI Practice Lead at IBM, and his experience running the partnerships team at Quantum Metric as its former VP, Global Partnerships & Corporate Strategy. Jake covers the following: - The strategic approach of partnerships as potential avenues to mergers and acquisitions. - Practical aspects of corporate strategy and development within partnerships. - The evolving landscape of tech partnerships, particularly around generative AI and cloud services. Partnership Leaders is a premier industry association for partnership, channel, and business development professionals. As a leading community, it connects over 1,000 members worldwide, facilitating virtual events, sharing insights, and promoting personal and professional development. #partnerships #saaspartnerships #ecosystems ______ LinkedIn:⁠⁠ / partnership-leaders ⁠ Website: https://www.partnershipleaders.com