Ultimate Guide to Partnering®

Rob Spee is the founder and CEO of Channel Journeys. With extensive experience as a vendor, reseller, and distributor, Rob has a proven track record of creating visionary partner strategies that drive revenue growth and unlock new market opportunities. As the host of the Channel Journeys podcast, Rob engages with industry leaders to share insights and innovation in the channel landscape, earning him recognition as a sought-after speaker and contributor to various channel events and publications. Beyond his professional achievements, Rob is deeply passionate about advancing careers in the channel and inspiring others through fresh perspectives and innovation. His enthusiasm extends to personal pursuits as well, where he embraces challenges through cycling and bluewater sailing adventures. Rob’s unique blend of expertise and adventurous spirit makes him an engaging guest, ready to share his journey and empower others in the channel ecosystem.

The Ultimate Partner LIVE '24 event showcased the unparalleled collaboration between Microsoft, industry leaders, and award-winning partners, emphasizing the $827 billion opportunity in generative AI. A panel led by Neeti Gupta highlighted rapid AI-driven changes, while Dux Raymond Sy of AvePoint discussed monetizing AI and addressing data governance issues hindering GenAI adoption. Sri Ganapathy from Microsoft’s Azure AI team stressed the importance of strong data cultures and client readiness, outlining consulting opportunities in assessing technological maturity. Successful AI integration, they noted, hinges on secure, high-quality data and tailored solutions using tools like Copilot Studio. Examples like H&R Block and Vodafone demonstrated AI's transformative impact across industries. Key takeaways included fostering leadership support, building strong data cultures, and addressing ethical and regulatory challenges in AI. As AI models grow cheaper and more efficient, pricing strategies and ROI localization become crucial. Microsoft’s efforts in responsible AI, data security, and educating policymakers on tech advancements underscore the need for collaboration to balance innovation with regulation, ensuring a simplified, transformative journey for customers.

The Ultimate Partner LIVE '24 event showcased the unparalleled collaboration between Microsoft, industry leaders, and award-winning partners, emphasizing the $827 billion opportunity in generative AI. A panel led by Neeti Gupta highlighted rapid AI-driven changes, while Dux Raymond Sy of AvePoint discussed monetizing AI and addressing data governance issues hindering GenAI adoption. Sri Ganapathy from Microsoft’s Azure AI team stressed the importance of strong data cultures and client readiness, outlining consulting opportunities in assessing technological maturity. Successful AI integration, they noted, hinges on secure, high-quality data and tailored solutions using tools like Copilot Studio. Examples like H&R Block and Vodafone demonstrated AI's transformative impact across industries. Key takeaways included fostering leadership support, building strong data cultures, and addressing ethical and regulatory challenges in AI. As AI models grow cheaper and more efficient, pricing strategies and ROI localization become crucial. Microsoft’s efforts in responsible AI, data security, and educating policymakers on tech advancements underscore the need for collaboration to balance innovation with regulation, ensuring a simplified, transformative journey for customers.

I am thrilled to bring you my latest conversation with MP Eisen, VP of Partnerships at Glean, from the Google Cloud Marketplace Exchange! Glean is redefining the way enterprises access and utilize internal data, creating an "enterprise work assistant" that operates like an internal search engine, helping users find strategic insights, project updates, and account-specific information. MP shares Glean's journey as a Google Cloud partner, from their first Marketplace listing in 2023 to a rapid trajectory that’s driven millions in consumption. Their approach? A laser focus on aligning Glean’s offerings with Google’s value propositions, from compute to Vertex AI’s Gemini, resulting in a partnership that has rapidly scaled across multiple industry segments. Key takeaways from MP’s insights: Clear Product-Partner Alignment: Ensuring Glean’s product naturally drives value for Google’s sellers and customers, particularly by tapping into incentives like quota retirement through Marketplace transactions. Focused Market Approach: Instead of broad targeting, Glean zeroes in on specific industries, regions, and segments, building success one focused area at a time—a strategy that’s amplifying their presence within Google’s ecosystem. Upstream Conversations: AI is shifting conversations to the C-suite, making executive buy-in critical for enterprise-wide adoption, with CIOs and CEOs seeing the transformational impact of AI in operations. Listen in on The Ultimate Guide to Partnering to learn.

I am excited to introduce my conversation with Ash Vijay, SVP of Cloud Sales and BD Partnerships at Redis, live from Google Cloud’s Marketplace Exchange! Redis, a favorite among developers, plays a crucial role in the data ecosystem, powering applications with high-performance caching and database solutions integral to GenAI. In this episode, Ash shares how Redis is leveraging Google Cloud Marketplace to meet customer demand for faster procurement and scaling, especially in light of large cloud commitments. Redis’s marketplace strategy not only retains customers but also expands deal sizes and accelerates closing times. Ash discusses Redis’s comprehensive partner program, enabling ISVs, OEMs, and SIs to build on the Redis platform, offering them both growth opportunities and collaborative engagement with Redis’s ecosystem. Ash’s advice to partners? Invest in the marketplace and empower your sales teams to maximize its potential—a strategy that’s driving Redis’s top-down engagements and delivering significant business value. Tune into The Ultimate Guide to Partnering to learn how Redis is redefining co-selling and scaling with Google Cloud!

I’m thrilled to share my interview with Dustin Nelson, Sales Director at CDW, recorded live at Google Cloud’s Marketplace Exchange! Dustin dives into how CDW has embraced the marketplace model to meet customers' evolving needs in today’s SaaS-driven world, where cloud marketplaces are transforming how organizations buy, manage, and scale solutions. Dustin shares CDW’s journey of building a dedicated team to support Google Cloud Marketplace transactions, which has led to impressive growth: over $400 million in marketplace business and 500 transactions this year alone. With customers now at the center, Dustin emphasizes that open collaboration between Google, ISVs, and partners like CDW is crucial for delivering enhanced value and transaction flexibility. For organizations planning their 2025 marketplace strategy, Dustin advises embracing collaboration and focusing on customer-centric approaches to stay ahead in this fast-evolving ecosystem. Tune into this Ultimate Guide to Partnering episode to hear how CDW is sparking the marketplace ecosystem!

I am excited to bring you insights from my conversation with Jarrod Buckley, VP of Channels and Alliances at Datadog, live from Google Cloud's Marketplace Exchange! Datadog, a leader in cloud application monitoring and security, is transforming how customers manage their cloud environments through a single, unified platform. In this episode, Jarrod shares how Datadog leverages Google Cloud Marketplace to simplify customer procurement and drive larger, faster deals. He highlights Datadog's recent innovations, including empowering channel partners to sell Datadog through Google Cloud Marketplace and the ecosystem approach that places customer needs at the center of co-selling strategies. As marketplace adoption grows, Datadog is scaling across geographies, with systems and human teams aligning to ensure seamless co-selling at scale. For anyone looking to optimize their marketplace strategy, Jarrod offers valuable advice for planning and aligning incentives as we head into 2025. Catch this episode of The Ultimate Guide to Partnering for insights into how Datadog leads the charge in marketplace-driven cloud success!

I’m thrilled to introduce my conversation with Ken Olofsen, CMO of Labelbox, recorded live at the Google Cloud Marketplace Exchange! Labelbox, a longtime Google partner, has revolutionized data labeling for generative AI, providing a “data factory” that powers the most advanced AI models. Ken shares how Labelbox collaborates with Google to support model builders and enterprise teams, including an exciting integration with Vertex AI that allows users to leverage Labelbox’s human evaluation services to fine-tune their models effortlessly. In this episode, Ken discusses Labelbox’s use of Google Cloud Marketplace as a rapid transaction platform, enabling seamless, scalable partnerships. From simplifying contracts with private and public offers to offering a one-click evaluation solution on Vertex AI, Labelbox is setting the bar high for innovation in data annotation. Tune in to this episode of The Ultimate Guide to Partnering to learn how Labelbox is shaping the future of generative AI through strategic partnerships!

I am excited to bring you an insightful conversation with Russell Efird, Head of North American Partnerships at Quantum Metric, recorded live from Google Cloud’s Marketplace Exchange! Russell dives into how Quantum Metric, a digital analytics experience platform, leverages the power of Google Cloud technologies like BigQuery and Gen AI to create seamless, high-performing digital journeys that resonate with C-level leaders and drive real business outcomes. Russell shares invaluable insights into the evolving enterprise buying landscape and the importance of aligning SaaS solutions to meet the needs of key decision-makers, from Chief Digital Officers to Heads of E-commerce. He highlights Quantum Metric’s strategy of building “value networks” by collaborating with Google and other ISVs, enhancing the customer experience and accelerating business impact through innovative partnerships. Packed with practical strategies for growth, marketplace success, and ecosystem collaboration, this episode of The Ultimate Guide to Partnering is a must-watch for anyone invested in partnerships or digital analytics. Tune in for Russell’s expert advice on building a future-focused partner strategy and driving growth through meaningful, multi-partner collaborations!

Thrilled to bring you an exclusive conversation with Lisa Citron, VP of Global Partner Ecosystem at F5, live from the Google Cloud Marketplace event! In this episode, Lisa dives into how F5—a leader in app delivery and security for nearly three decades—has evolved to harness the power of cloud marketplaces and hyperscaler partnerships. With deep insights into the shifts toward C-suite and board-level conversations, Lisa shares how F5 is tackling critical security concerns, especially around AI and API protection. Her perspectives on adapting to new buying behaviors and scaling securely with cloud partners like Google Cloud are essential for anyone navigating the digital transformation landscape. Tune in to learn from Lisa’s journey and hear how F5 is leading in the cloud era on The Ultimate Guide to Partnering!

Just wrapped up an insightful interview with Matt Egan, Senior Strategic Alliance Leader at Optimizely, at the Google Cloud Marketplace event! In our conversation, Matt shared his journey driving Optimizely’s co-selling partnership with Google Cloud. From co-marketing to co-innovation, he emphasized how these strategic pillars have expanded opportunities for Optimizely to help organizations optimize digital experiences on a robust Google-powered platform. For anyone navigating the intricacies of partnerships or aiming to enhance their go-to-market strategy, Matt’s takeaways are pure gold—especially his advice on building executive commitment and focusing on the revenue impact of co-selling. Don’t miss this episode on The Ultimate Guide to Partnering!

Today, we're joined by Channel Legend, Janet Schijns Co Founder and CEO of JS Group. Join us as we dive deep into the evolving landscape of partnerships and leadership in the tech industry. In this episode, we explore a wide array of topics, from the potential pitfalls in e-commerce management to the changing roles of CEOs and CIOs in the age of cloud tech. Janet Schijns is a dedicated and strategic leader known for her protective and defensive approach in supporting business partners. She keenly understands the delicate balance between shielding partners from disruptive market noise and ensuring management remains receptive to critical feedback. Her leadership focus aims to prevent any slowdowns in partner sales momentum, while also fostering transparent communication channels within the organization. We'll unpack the complexities of modern partner ecosystems and the rise of new marketplace dynamics, emphasizing the critical importance of Chief Partner Officers (CPOs) and why they could be the most sought-after CEOs of the future. Janet and Vince will also highlight how companies like Vodafone and Infosys are making substantial commitments to tech giants like Microsoft, and discuss the nervousness surrounding traditional distribution channels amidst these shifts. Moreover, you'll hear insightful predictions about the future of marketplaces, how generative AI is reshaping repetitive business tasks, and why an inclusive partner strategy is paramount. We'll also delve into the economic uncertainties we face, the booming investment in cloud infrastructure, and the critical role of alliance managers in navigating these new terrains.Whether you're a tech enthusiast, a business leader, or someone interested in the future of partnerships, this episode is packed with valuable insights. So, tune in as we explore how to stay ahead in a constantly evolving business landscape and why the next big CEO might just come from the CPO ranks.

even Pivnik, Entrepreneur, Joins Ultimate Guide to Partnering® Steven Pivnik is a highly accomplished serial entrepreneur and CEO of a leading Microsoft partner, renowned for his ability to apply a growth mindset and agility in leadership. With a sharp focus on innovation and results, Steven has led his company to success, demonstrating what it means to embrace challenges and drive meaningful progress. His expertise in guiding businesses to achieve their greatest potential has made him a sought-after leader and visionary in the tech industry. In his new book, “Built to Finish”, Steven chronicles his entrepreneurial journey, offering valuable insights into the strategies and mindset that helped him scale new heights. His story is one of perseverance, leadership, and a commitment to continuous improvement, providing readers with practical lessons on how to navigate the complexities of modern business. Through his experience, Steven Pivnik continues to inspire leaders to think big and act with purpose.

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