Rob Spee rejoins Ultimate Guide to Partnering®

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We are back in the studio, thrilled to welcome a friend and fellow podcaster I’ve known in the partnership, channels, and ecosystem space over the years.

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 Channel Journeys podcast host, 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.

Rob and I do a deep dive into his predictions. We review what we got right and missed in 2024 and a set of NEW forecasts for 2025.

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Key Takeaways from the Interview with Rob Spee

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1. The Future of Partner Ecosystems: Challenges and Opportunities

• Ecosystem Strategy Complexity: Building and leading partner ecosystems is becoming more difficult due to economic pressures, organizational misalignment, and the need for greater investments.


• Courageous Leadership: Companies that embrace an ecosystem strategy, invest in partners, and commit to long-term growth will emerge stronger. Timid companies that revert to traditional transactional models may lose out.

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2. Importance of Hyperscalers and Marketplaces

• Dominance of Hyperscalers: Microsoft, AWS, and Google Cloud are making significant AI and infrastructure investments. Companies must strategically decide on which hyperscaler’s “rails” to operate.


• Marketplace Opportunities: There’s over $400 billion in durable cloud budgets available. Leveraging hyperscaler marketplaces with multi-partner offers presents untapped potential for growth.

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3. Embracing Co-Opetition

• Collaboration with Competitors: Successful companies accept that partnering in hyperscaler ecosystems may mean competing in certain areas while collaborating in others.


• Investment is Required: True marketplace success requires investments in co-selling, marketing, and product adjustments to align with hyperscaler platforms.

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4. Evolving Metrics for Partner Success

• Shift in Metrics: Traditional metrics like partner revenue are evolving. Companies should measure success through:
  
  
  
  • Customer Lifetime Value (CLTV)
  
  
  • Customer Acquisition Cost (CAC)
  
  
  • Churn Reduction and Renewal Rates
  
  
  • Deal Velocity and At-Bats
  
  
  
  


• Business Strategy Alignment: Ecosystem strategy must align with overall business strategy and be supported at the C-suite and board levels.

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5. The Role of AI in Partner Ecosystems

• AI Integration: AI can enhance partner strategies through automation, data insights, and opportunity discovery.


• AI-Driven Collaboration: Companies need to build AI capabilities for partners, aligning tools like Microsoft CoPilot to drive ecosystem success.

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6. Shifts in Customer Success Models

• Partner-Driven Customer Success: Companies should enable partners to lead customer success efforts. This requires:
  
  
  
  • Retraining professional services teams.
  
  
  • Investing in partner enablement and support.
  
  
  
  


• MSP and Services Evolution: Transitioning to consumption-based models and supporting Managed Service Providers (MSPs) opens new revenue streams.

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7. Navigating Market Uncertainty

• Economic Headwinds: Despite challenges, downturns offer opportunities for bold strategies and ecosystem investments.


• Swallowing the Fish: Companies need to absorb short-term costs to enable long-term growth through ecosystem transformation.

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8. Key Lessons from Sailing and Business

• Preparation and Trust: Success in sailing, like partnering, requires preparation, continual learning, teamwork, and trust.


• Embrace Change and Adventure: Navigating uncertain waters mirrors the journey of managing dynamic partner ecosystems

Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow’s digital world. Tune in now for an inspiring conversation that could redefine your business strategy! https://theultimatepartner.com/experi…