Zugit

70% of the revenue in the technology world comes from partnerships. 

Partnerships are complex. 

Zugit enables organizations to increase the revenue they drive from their strategic partnerships by giving them the insights no one else is.

Founder

Supersonas

Supersonic is here to create a balanced presence of women at all decision-making levels and leadership positions.

Member

RevGenius

[Active member and contributor] RevGenius is a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow with each other.

Sisense

Joined the exciting BI leader and 🦄 following the closing of a $100 million investment round, with the company reaching a $1.1 billion valuation.

We specialize in infusing valuable insights directly into the top business applications and services.

Enterprise Account Executive

Graduway

Joined after K1 Investment Management, a leading investment firm focusing on high-growth enterprise software companies, invested $60M in Graduway. 

Closed 15 new deals within my first 6 months.

Account Executive

Intelligo Group

Joined at series A $5.7 raise when there was only 1 other sales person.

Outbound sold to major financial institutions in the US, closed deals with organizations like The Ford Foundation, The William and Flora Hewlett Foundation and others within my first year.

CAV Systems

Joined CAV Systems Ltd to sell a newly developed mini ERP solution. Developed and managed the products marketing & sales channel, from creating new websites to demonstrating the product and closing the deals with large low tech distribution companies.

Sales Development Specialist

Wisy - Internet Marketing

Started my career during college. Joined a boutique digital marketing firm, specializing in hyper growth businesses. Full-time managing interesting clients and growing the book of business. Part-time hustling with the CEO to raise pre seed funding and build the MVP of a bee tech product.

Account Manager

If you’re finding yourself trapped in a Partnership Paradox and...

❌ You’re fed up with investing time, money and resources into partnership and not seeing a high enough ROI.
❌ You’re tired of hearing buzzwords, vague solutions and not seeing results.
❌ You’re lacking the processes to receive constructive partner feedback.
❌ You’re neglecting 80% of untouched partnership potential.

Then Zugit is the platform for you to unleash the power of your partnerships.

No fuss, no fluff - just simple, efficient and data-driven strategies all in one place.

Zugit empowers vendors and partners to maximize sales potential and create impactful synergies through:

➡️ Feedback Tracking:
Providing a simpler way to give, receive and manage feedback to improve productivity and build healthier sales relationships.

➡️Insights & Actions:
Generating real-time, data-driven strategic insights to enhance partner programs, build trust and drive growth.

➡️Success Dashboards:
Creating an easier way to access and understand valuable data to build stronger, healthier partnerships.

Join the first platform in the world that is tackling partnership challenges head-on: www.zugit.com

Let’s have a virtual coffee!

Naomi Dreifuss 🤝

Inside Partnering

Inside Partnering is a Substack video podcast featuring the global leaders driving growth through partnerships, co-sell, and ecosystem strategy.
Hosted by Chip Rodgers, the show features candid conversations with executives from AWS, Microsoft, Google, ZoomInfo, Gong, Cisco, and beyond - diving into what’s working, what’s evolving, and how partner teams are scaling in a rapidly changing market.
🎧 90+ episodes and counting → https://www.InsidePartnering.com
✅ Subscribe here → http://insidepartnering.substack.com

Founder and Host

Partnership Leaders

Partnership Leaders is the premier global community for partnership professionals building partner programs and ecosystem orgs at the top technology and service companies. 

Made up of 1,300+ of the top partnerships, alliance and business development professionals globally - membership in Partnership Leaders is a catalyst for personal and professional success.

Join us! ~ www.partnershipleaders.com

Executive Member

CMO Huddles

Bringing together and empowering highly effective B2B CMOs to share, care, and dare each other to greatness.

Founding and Advisory Board Member

The GTM Circle

WorkSpan

This is a new position for WorkSpan and, as CPO, I focus on building and nurturing partnerships with key companies to grow revenue and deliver value to customers. WorkSpan is uniquely positioned to transform the way B2B partner ecosystems collaborate and I’m thrilled to be leading partnerships that will play a critical role in driving this transformation.

Chief Partner Officer

Promoted after successfully envisioning and creating new Ecosystem Management category and driving pipeline to exceed targets. Maintain category leader position through thought leadership, quality content, and demand generation. Provide strategic direction and guidance to the marketing team, including demand gen, content marketing, product marketing, and community marketing as well as business development representatives (BDRs).

► Created and currently lead the fast-growing category of Ecosystem Management for partner co-selling motions. 
► Initiated and executed Account Based Marketing (ABM) strategy with 6sense to identify high-intent accounts, optimize BDR and sales efforts, and focus digital campaigns on high intent targets and personas.
► Defined and executed successful SEO content marketing strategy through pillar and cluster and backlink tactics more than doubling organic website traffic from 3,000 to 6,000 per month in one year.
► Designed and implemented new interactive Salesforce dashboards to measure performance for marketing, BDR, and sales teams and make data-driven decisions to grow pipeline and improve conversion metrics.
► Deployed innovative Paperflite marketing content management system for sales team and website to share content with customers and track content usage, viewership, and engagement.

Chief Marketing Officer

Propelled startup to become widely recognized by creating a new category of Ecosystem Management. Designed and deployed 10-point strategic plan to create category; cultivated relationships with influential stakeholders and articulated vision to build partnering community support. Developed taxonomy of language to shape and lead the market.

► Defined and deployed B2B marketing stack to optimize marketing process for scale and implement Account Based Marketing (ABM) strategies. Filled top of funnel with high-converting opportunities.
► Maintained consistent and compelling company/product messaging by creating full inventory of assets for all sales stages with rapid iteration as marketing and messaging evolved.

Vice President Marketing

EcosystemAces

Conducted over 300 interviews of leading partner ecosystem professionals in the technology industry. 

Ecosystem Aces is dedicated to helping partnership leaders unleash the full potential of their partner network. Whether you’re just getting started with ecosystem partners, or you’re looking for advanced strategies and tactics, this podcast is for you. 

Each episode features topics like: ecosystem partnering, co-selling strategies, co-selling with hyperscalers, building joint solutions with partners, attracting new partners and growing partner programs, go-to-market strategies, optimizing cross-company business processes, improving communication and collaboration with partners, successful career strategies, and more.

Full library of interviews here: 
https://www.workspan.com/blog?categories=Ecosystem+Aces+Podcast#blog-section

Video Podcast Host: EcosystemAces

Marketing Consultant

Strategic advisor for digital/social marketing, online community building, demand generation, customer and partner events, and influencer marketing in software (SaaS) and services companies. Clients include e-commerce, ad-tech, internet domain/security providers, information/content services, financial analyst firms, and others.

Marketing and Customer Engagement Consultant

Ciena

Brought on board by CMO from MicroStrategy to drive key marketing initiatives, including Events, Social, and Community Marketing, in optical networking and emerging markets to build pipeline and accelerate sales opportunities. 

► Defined event strategy and led event execution team for 95 global and regional tradeshows, 40+ hosted events, mobile semi-truck showcase, and executive briefing center.
► Enhanced participants’ experience by developing event strategic plans to coordinate messaging & content release schedules, registration details, speaker engagements.

Vice President, Marketing

MicroStrategy

Hired by CMO from SAP to drive pipeline growth through business development, inside sales, global events, social media marketing, and search marketing.

► Implemented community marketing program after identifying lack of engagement from community stakeholders; incorporated ABM technology to understand and build customized landing pages for various client accounts.
► Created Eloqua digital outbound and nurture programs to improve inside sales metrics.

Promoted to lead and grow major programs for SAP Marketing by providing strategic direction to team of 20 content experts, evangelists, and community managers, 10-member events team and 50+ dotted-line employees.

► Grew SAP TechEd revenue to $25.5M keeping budget to under $22.0M by improving attendance, reducing costs, and turning events into invaluable, connected platforms that encouraged customer passion for SAP solutions.
► Grew SAP Community Network from 300,000 to over 2M highly engaged members. Grew traffic 5X to over 2.4M unique visitors a month, 195mil page views per year.

Led SAP TechEd and SAP TechTour events including a direct team of 10 as well as a large virtual team located in the US, Germany, Netherlands, Spain, India, China, and Japan. 
Revitalized SAP TechEd events from previously losing $2M to profiting over $3.5M annually. 
  - Built relationships with key leaders in US, EMEA, India, and China to construct a global program
  - Shared best practices, grew attendance and partner revenue, and tightened cost controls

Senior Director, TechEd and Ecosystem Events

Drove partner marketing events programs targeting ISVs, a brand new audience for SAP, including highly successful recruitment events attracting 800+ partners.
► Founding member of a new business initiative that drove $63M incremental revenue partnering with Teradata, Citrix, RIM Blackberry, and Symbol.

Director, Global Partner Marketing and Business Development

► Increased sales pipeline 45% while simultaneously reducing marketing spend 50%. Led a team of 15 creating solutions and partner marketing activities for SAP America.

Director, Solutions and Partner Marketing

I’m a growth-minded executive with a unique blend of marketing and ecosystem leadership experience, most recently serving as Chief Partner Officer at WorkSpan, where I built and scaled strategic partnerships with AWS, Microsoft, and Google. Now, as the Founder and Host of Inside Partner, I’m focused on advancing the partnerships industry - spotlighting partner leaders and insights through executive interviews and thought leadership content.

Over the past 20+ years, I’ve led teams across marketing, ecosystem strategy, and community engagement at category-leading SaaS companies. At WorkSpan, I created the Ecosystem Management category and launched Ecosystem Aces, a video podcast series featuring over 220 executive interviews and 110+ show-floor conversations from major partner events. These experiences cemented my belief in the power of storytelling and relationships to drive strategic growth.

Whether building demand gen engines from scratch, positioning companies for Series A to C growth, or shaping industry conversations through analyst briefings and event presence, I bring energy, strategy, and executive credibility to every engagement. I thrive in fast-paced environments, and I’m passionate about coaching teams, developing ecosystems, and helping B2B SaaS companies grow through partnerships and marketing alignment.

Key Strengths:
🔹 Ecosystem & Partner Strategy
🔹 Pipeline Generation & Driving Revenue
🔹 Category Creation & Messaging
🔹 Video Content & Thought Leadership
🔹 ABM & Demand Gen Engines
🔹 Community Growth & Influencer Marketing

Let’s build something impactful - whether it’s a brand, a category, or an ecosystem.

Chip Rodgers

What an absolute privilege and pleasure to sit down last week with Rick McConnell, CEO of Dynatrace at AWS re:Invent.

This conversation is packed with insights for partner leaders, cloud execs, and anyone navigating the AI transformation happening across every industry.

We talked about Dynatrace’s long standing partnership with Amazon Web Services (AWS) - from running the platform on AWS to co selling with their teams and now integrating with Amazon Bedrock to support agent development.

What stood out is hearing a hugely successful CEO like Rick talk eloquently about the value of partnerships. 

Rick has a deep understanding and has made significant investments (both at Dynatrace and previously at Akamai Technologies) to more than double their business by building strong partner ecosystem relationships.
 
𝗠𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝟴𝟬 𝗽𝗲𝗿𝗰𝗲𝗻𝘁 𝗼𝗳 𝗗𝘆𝗻𝗮𝘁𝗿𝗮𝗰𝗲’𝘀 𝗴𝗹𝗼𝗯𝗮𝗹 𝗱𝗲𝗮𝗹𝘀 𝗻𝗼𝘄 𝗶𝗻𝘃𝗼𝗹𝘃𝗲 𝗽𝗮𝗿𝘁𝗻𝗲𝗿𝘀.  

This is a powerful validation of what the partner ecosystem can enable when platforms interoperate across cloud, AI, observability, and enterprise environments.

Rick summed it up perfectly:
 
“𝗜𝘁 𝗶𝘀𝗻’𝘁 𝗷𝘂𝘀𝘁 𝗮𝗯𝗼𝘂𝘁 𝗼𝗯𝘀𝗲𝗿𝘃𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝗮𝗻𝘆𝗺𝗼𝗿𝗲. 𝗜𝘁 𝗶𝘀 𝗮𝗯𝗼𝘂𝘁 𝗮𝗻 𝗲𝗻𝗱 𝘁𝗼 𝗲𝗻𝗱 𝗲𝗰𝗼𝘀𝘆𝘀𝘁𝗲𝗺 𝗼𝗳 𝘀𝗼𝗳𝘁𝘄𝗮𝗿𝗲 𝘁𝗵𝗮𝘁 𝘄𝗼𝗿𝗸𝘀 𝘄𝗲𝗹𝗹 𝘁𝗼𝗴𝗲𝘁𝗵𝗲𝗿.”  

🎥 Short clip here with a link to the full conversation in the first comment.

Huge thanks to Rick and the Dynatrace team - and the AWS community - for an incredible week at re:Invent.

Allison Bishop Megan Barbone Kacey Leckenby Sandra Conn Michele Todd Laura Heisman Danielle Hamel Kristy Connelly Campbell Christy Albright Kristie Cunningham Asher Mathew Matt Yanchyshyn Chris Grusz Carol Potts Allison Johnson

🎙 Inside Partnering | Chief Partner Officer | CMO | Ecosystem Strategy | B2B SaaS Growth & GTM Leader

🚨 AWS Marketplace Announcements 🚨 for the OPENING DAY of AWS re:Invent! 

Hear from the amazing Matt Yanchyshyn, VP of AWS Marketplace & Partner Services.

This conversation is perfectly timed - Today, AWS Marketplace announces a major wave of innovation that reshapes how customers discover, evaluate, purchase, and deploy cloud solutions.

Matt breaks down several of the big launches landing today:

✅ 𝗔𝗴𝗲𝗻𝘁 𝗠𝗼𝗱𝗲 - an AI-powered discovery experience where customers can ask natural language questions, upload requirement documents, generate dynamic comparison tables, and evaluate solutions faster
✅ 𝗠𝘂𝗹𝘁𝗶-𝗽𝗿𝗼𝗱𝘂𝗰𝘁 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻𝘀 - curated combinations of SaaS, services, and third-party tools packaged around real customer use cases
✅ 𝗘𝘅𝗽𝗿𝗲𝘀𝘀 𝗣𝗿𝗶𝘃𝗮𝘁𝗲 𝗢𝗳𝗳𝗲𝗿𝘀 - automated, personalized pricing based on partner-defined criteria
✅ 𝗤𝘂𝗶𝗰𝗸 𝗟𝗮𝘂𝗻𝗰𝗵 𝗣𝗹𝘂𝘀 - dramatically simplified deployment workflows that reduce setup steps from dozens of clicks to just a few
✅ 𝗘𝘅𝗽𝗮𝗻𝗱𝗲𝗱 𝗶𝗻𝘁𝗲𝗴𝗿𝗮𝘁𝗶𝗼𝗻 𝗮𝗰𝗿𝗼𝘀𝘀 𝟭𝟱+ 𝗔𝗪𝗦 𝘀𝗲𝗿𝘃𝗶𝗰𝗲 𝗰𝗼𝗻𝘀𝗼𝗹𝗲𝘀
✅ 𝗖𝗼𝗻𝘁𝗶𝗻𝘂𝗲𝗱 𝗶𝗻𝘁𝗲𝗿𝗻𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗲𝘅𝗽𝗮𝗻𝘀𝗶𝗼𝗻 across India, Japan, and South Korea

Matt put it best: “𝘞𝘦’𝘳𝘦 𝘳𝘦𝘪𝘯𝘷𝘦𝘯𝘵𝘪𝘯𝘨 𝘵𝘩𝘦 𝘮𝘢𝘳𝘬𝘦𝘵𝘱𝘭𝘢𝘤𝘦 𝘱𝘳𝘰𝘤𝘶𝘳𝘦𝘮𝘦𝘯𝘵 𝘦𝘹𝘱𝘦𝘳𝘪𝘦𝘯𝘤𝘦 𝘸𝘪𝘵𝘩 𝘈𝘐.”

This is a huge moment for ISVs, services partners, and customers alike. Marketplace continues to evolve into a unified platform that eliminates friction, accelerates time-to-value, and opens new revenue opportunities globally.

🎥 Opening clip here -- full episode in comments.

If you’re at re:Invent this week, you’re going to see these capabilities everywhere - and they’re just the start of what’s coming next.

Allison Bishop Chris Grusz Ruba Borno Christopher Sullivan Allison Johnson Jessica Rudy Louise Strandoo Karthik Balakrishnan Mona Chadha Rohan Karmarkar Asher Mathew Jay McBain R "Ray" Wang Robert DeMarzo

🔴 AppDirect is acquiring Tackle.io 🔴  

Big news at AWS re:Invent this week - and I had the chance to sit down with two of the executives behind this big time announcement in partner tech and cloud GTM.

I spoke with John Jahnke, CEO of Tackle and Emanuel Bertolin (“𝗕𝗲𝗿𝘁”), CRO of AppDirect, about what this means for ISVs, cloud GTM teams, and the broader partner ecosystem.

A few highlights from the conversation:

➡️ AppDirect has spent 15 years building a subscription commerce and marketplace platform that now powers 400+ marketplaces worldwide across SaaS, telecom, energy, hardware, and lifecycle management.

➡️ Tackle is a leading platform for ISVs selling through hyperscaler marketplaces including Amazon Web Services (AWS), Microsoft, and Google.

➡️ Together, they give ISVs access to hyperscalers, hundreds of enterprise and telco marketplaces, and AppDirect’s community of 𝟭𝟰,𝟬𝟬𝟬 𝘁𝗲𝗰𝗵𝗻𝗼𝗹𝗼𝗴𝘆 𝗮𝗱𝘃𝗶𝘀𝗼𝗿𝘀.

➡️ Both emphasized that Tackle customers will continue to see deep focus on hyperscaler innovation.

➡️ A unified integration model will open new distribution paths and create meaningful long-tail demand.

John described the news as adding “gas on the fire” to an already huge week and Bert highlighted how a single onboarding experience can unlock distribution across clouds, telcos, and advisors.

This is big news in the partner tech space and in the evolution of cloud marketplaces and ISV go to market motions - especially as product-led growth and AI-driven discovery reshape how buyers find software.

Full Substack breakdown in the first comment with more quotes and context.

Brian Denker Dillon Woods Asher Mathew Chris Samila Jay McBain R "Ray" Wang Alex Smith Tiffani Bova Steve White Rob Moyer Matt Yanchyshyn Chris Grusz Reagan Koryozo Allison Bishop Allison Johnson Catherine Dean Michael Musselman, M.B.A. Carilu Dietrich Katie Landaal Erin Figer

🚀 CrowdStrike’s AWS motion is one of the all time great success stories - over $2B 💰 in AWS Marketplace transactions and a global flywheel that reshaped how ISVs think about cloud GTM.

This week at AWS re:Invent, I sat down with the person who built that engine: Jessica Alexander, Founder and CEO of Skematic.

Jessica led the AWS partnership at Crowdstrike for 9 years - until earlier this year, when she made the leap to found Skematic and help other ISVs replicate that story with an AI-powered AWS accelerator solution.

In our conversation, Jessica shared what those early days were really like - the hard work, the internal alignment, the years of educating sales teams, customers, and even AWS sellers, about how to maximize the value of EDPs and transacting through AWS Marketplace.

One of my favorite moments:
 
“𝙒𝙚 𝙡𝙖𝙪𝙣𝙘𝙝𝙚𝙙 𝙤𝙪𝙧 𝘼𝙒𝙎 𝙡𝙞𝙨𝙩𝙞𝙣𝙜 𝙖𝙣𝙙 𝙩𝙝𝙤𝙪𝙜𝙝𝙩 𝙥𝙚𝙤𝙥𝙡𝙚 𝙬𝙤𝙪𝙡𝙙 𝙨𝙝𝙤𝙬 𝙪𝙥. 𝘼𝙣𝙙 𝙣𝙤𝙗𝙤𝙙𝙮 𝙨𝙝𝙤𝙬𝙚𝙙 𝙪𝙥. 𝙒𝙚 𝙧𝙚𝙖𝙡𝙞𝙯𝙚𝙙 𝙬𝙚 𝙝𝙖𝙙 𝙬𝙤𝙧𝙠 𝙩𝙤 𝙙𝙤.”

We covered so much ground in this conversation:
➡️ Why AWS partnership success depends on product, sales, marketing, AND finance
➡️ How Jessica trained teams to “speak AWS” and navigate buyer personas
➡️ The importance of crafting the right AWS wrapper and better-together messaging
➡️ How nine years of learnings inspired Skematic - an AI powered platform built on Bedrock to help ISVs accelerate their AWS journey

Another powerful insight:

“𝙋𝙖𝙧𝙩𝙣𝙚𝙧𝙨𝙝𝙞𝙥 𝙨𝙪𝙘𝙘𝙚𝙨𝙨 𝙙𝙚𝙥𝙚𝙣𝙙𝙨 𝙣𝙤𝙩 𝙤𝙣𝙡𝙮 𝙤𝙣 𝘼𝙒𝙎 𝙥𝙧𝙤𝙜𝙧𝙖𝙢𝙨 𝙗𝙪𝙩 𝙤𝙣 𝙝𝙤𝙬 𝙬𝙚𝙡𝙡 𝙮𝙤𝙪𝙧 𝙤𝙬𝙣 𝙥𝙧𝙤𝙙𝙪𝙘𝙩, 𝙛𝙞𝙣𝙖𝙣𝙘𝙚, 𝙨𝙖𝙡𝙚𝙨, 𝙖𝙣𝙙 𝙢𝙖𝙧𝙠𝙚𝙩𝙞𝙣𝙜 𝙬𝙤𝙧𝙠 𝙩𝙤𝙜𝙚𝙩𝙝𝙚𝙧 𝙞𝙣𝙩𝙚𝙧𝙣𝙖𝙡𝙡𝙮.”  

Skematic launched its MVP at re:Invent and is already helping early-stage companies understand readiness, mapping, messaging, and AWS program alignment in a fraction of the time manual workshops take today.

If you want to understand what it takes to build a world-class AWS partnership or scale your cloud GTM, Jessica’s perspective is gold.

Thanks Jessica for taking the time last week to share your insights!

Full interview in first comment.

Matt Yanchyshyn Mona Chadha Jessica Rudy Louise Strandoo Julia Chen Josh Greene Chris Grusz Reagan Koryozo Jeff Grimes Bojidar Krapchev Asher Mathew Jay McBain

I’m thrilled to be recognized among the Top B2B Marketing Influencers by CMO Huddles! 💜🐧

Being a member of this leadership community has been an amazing experience. The conversations, the candor, and everyone's willingness to share what’s 𝘳𝘦𝘢𝘭𝘭𝘺 working (and not working) in B2B marketing have shaped so much of how I think about marketing and stay connected to new ideas and experiments.

Huge kudos to Drew Neisser and the entire CMO Huddles team for building a place where marketing leaders can learn from each other, challenge each other, and grow together.  (Share, Care, and Dare!)

Congrats also to everyone on the list - I am honored to be included such an amazing group of top  marketing leaders like Paige O'Neill Jamie Gier Jakki Glivicky Geiger Heidi Bullock Grant Johnson James (JD) Dillon Caroline Tien-Spalding (she, her, hers) 🔬 S. Marshall Poindexter 💊 Isabelle Papoulias Armen Najarian Chandar Pattabhiram Udi Ledergor Carilu Dietrich Dan Lowden Denise Vu Broady Narine Galstian Julie Kaplan Janet Jaiswal Rashmi Vittal 

See the full list: https://lnkd.in/g_CNYajQ

Of course you’re going to run into tech partner icons at a big tech conference like Microsoft Ignite.  👀👀👀

Jay McBain | Nirav Desai | Joseph Fu

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🔴 What an incredible week at AWS re:Invent last week! 🔴

Huge energy, major announcements, and some fantastic conversations with leaders across AWS, GSIs, ISVs, and global enterprises. I pulled together a full recap at the link below including conversations with:

✅ Matt Yanchyshyn  -  VP, AWS Marketplace & Partner Services, AWS
✅ Mona Chadha  -  Director, AWS
✅ Rick McConnell  -  CEO, Dynatrace 
✅ Rohan Karmarkar -  Managing Director, AWS
✅ Asher Mathew  -  CEO, Partnership Leaders 
✅ Deepak Arora -  VP, Publicis Sapient 
✅ Sanjay Bhakta -  Chief Product & Technology Officer, Condé Nast 
✅ John Jahnke -  CEO, Tackle.io 
✅ Emanuel Bertolin -  CRO, AppDirect 
✅ Jessica Alexander -  CEO, Skematic 
✅ Chandos Quill -  SVP, Channels & Alliances, Epsilon 
✅ Masooma Naqvi -  VP, Digital Services, HP 
✅ Pankaj Kumar -  VP, Kyndryl 

Such a great set of perspectives on cloud, AI, Marketplace, and the future of partner-led growth.

Thanks to all the guests who joined me  -  and to the AWS communications team for helping make these conversations possible.

https://lnkd.in/gq_XH-hE

Amazon Web Services (AWS) Allison Bishop Megan Barbone Jazmin Eusébio (she/her) Kristie Cunningham Vishal Sanghvi Reagan Koryozo #AWSreinvent

It wouldn’t be a Partnership Leaders #AWSreinvent25 event without seeing so many friends!

Big news from Salesforce this morning for partners!  A major new way for startups, ISVs, and enterprises to build, launch, and monetize AI-enabled digital products on the Salesforce trusted enterprise platform. 

I sat down with Brian Landsman - 𝗖𝗘𝗢 𝗼𝗳 𝗔𝗽𝗽𝗘𝘅𝗰𝗵𝗮𝗻𝗴𝗲 𝗮𝗻𝗱 𝗘𝗩𝗣, 𝗚𝗹𝗼𝗯𝗮𝗹 𝗣𝗮𝗿𝘁𝗻𝗲𝗿𝘀𝗵𝗶𝗽𝘀 𝗮𝘁 Salesforce - to unpack the strategy behind the announcement and explore how partnerships are evolving in the agentic era.

Brian explains how partners can tap into technologies like 𝗔𝗴𝗲𝗻𝘁𝗳𝗼𝗿𝗰𝗲 𝟯𝟲𝟬, 𝗗𝗮𝘁𝗮 𝟯𝟲𝟬, 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴, 𝗧𝗮𝗯𝗹𝗲𝗮𝘂, 𝗮𝗻𝗱 𝗜𝗻𝗱𝘂𝘀𝘁𝗿𝗶𝗲𝘀 to turn their domain expertise and IP into real, revenue-generating products. 

Instead of building infrastructure from scratch, partners can build directly on Salesforce’s enterprise-grade foundation.

We talk about:
✅ How AppExchange partners are already creating agentic skills for Agentforce
✅ Why co-sell is shifting toward post-sale adoption
✅ The massive opportunity for consulting partners with deep industry expertise
✅ How partners can help Salesforce field teams drive usage-based success
✅ What a future of agents collaborating across platforms could look like

Brian captured it perfectly:

“𝗖𝗼𝗺𝗲 𝗯𝘂𝗶𝗹𝗱 𝘆𝗼𝘂𝗿 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗼𝗻 𝗦𝗮𝗹𝗲𝘀𝗳𝗼𝗿𝗰𝗲.”

This one is packed with insight for ISVs, SIs, alliances leaders, and anyone thinking about how to build intelligent products on a trusted enterprise platform.

Congrats to Brian and team!  And thanks Brian for taking time to dive deep on the news!

Full episode https://lnkd.in/giXpAGmV

Jujhar Singh Lenore Lang Steve Hamrick Vala Afshar Bruce Richardson Purvi Desai Muddu Sudhakar Trish Phillips Alyson Weinstein Christopher Mercer Sophie Baine Maddie McGrath Kelman Alexandria Ackerman Kristofer Konietzko Eddie McGraw Asher Mathew Jay McBain R "Ray" Wang Tiffani Bova Partnership Leaders Rob Moyer Scott Sherman

What an incredible week at AWS re:Invent!

With 88,000 attending in Vegas, the energy has been off the charts - and the announcements from AWS and AWS Marketplace are going to shape partner strategies for months to come.

I recorded 11 conversations with AWS Execs, partner leaders, and senior business leaders across from the ecosystem, each offering a different lens on where cloud, AI, and marketplace innovation are headed. 

So much insight packed into a few days. 

Huge thanks to Allison Bishop, Matt Yanchyshyn and the entire AWS PR team for making this possible and helping coordinate a fantastic lineup of guests.

Here’s quick recap as I’m heading out for the week.

Watch for more interviews coming up soon!  Subscribe to get them as they’re published. 

Safe travels everyone and see you soon!

#AWSreinvent #AWSreinvent25

What an incredible first day at AWS re:Invent! I had the chance to sit down with Mona Chadha, Director of Worldwide Infrastructure ISV Partners at Amazon Web Services (AWS) - a person who has been shaping the AWS ISV ecosystem for more than a decade.
 
This was Mona’s 13th re:Invent, and you can feel her experience in every insight she shares. 

We covered how AI has reached a new level of maturity this year, with Bedrock, Agent Core, AI competencies, and Marketplace innovation all coming together to help partners move from pilots to production.
 
One of my favorite parts of our conversation was when she talked about what the best co-sell partners are doing right now:
 
✅ They integrate early with AWS AI services
✅ They build messaging that aligns with the AWS field
✅ They bring their sales, marketing, product and partner teams together
✅ They share information openly so the co-sell motion stays aligned
✅ And, as Mona said, many of the strongest partners are also strong AWS customers themselves

We also dug into one of the big Marketplace announcements: multi-product solutions. This unlocks new ways to package solutions, attach services and create real revenue opportunities for ISVs, SIs and channel partners. 

Also Express Private Offers gives partners a powerful way to deliver prescriptive solutions directly to buyers at the right price based on pre-defined criteria. 

Mona summed it up perfectly: AI only delivers impact when it reaches production and drives measurable ROI.  

I will drop a link to the full Substack article and video in the first comment.

Matt Yanchyshyn Allison Bishop Megan Barbone Jazmin Eusébio (she/her) Chris Grusz Christopher Sullivan Julia Chen

Wheels up from SFO on my way to Las Vegas for AWS re:Invent - always one of the most energizing weeks of the year.

Packed schedule ahead with meetings, live conversations, and a full slate of Inside Partnering interviews from the show floor. Can’t wait to share the insights coming out of this week.

And kicking things off… my brand-new interview with Matt Yanchyshyn drops this morning at 8:30am. Big announcements, big implications. Stay tuned.

See you in Vegas. 🚀✨

Allison Bishop Jazmin Eusébio (she/her) Megan Barbone

Rohan Karmarkar explains how AWS Solution Architects are a direct feeder of requirements from partners and customers to AWS Product and Engineering teams. 

#AWSreinvent Allison Bishop Megan Barbone Jazmin Eusébio (she/her) 

Full episode:
https://lnkd.in/gV_QdDSB

60,000 attendees at #AWSreinvent and you just happen to bump into a powerhouse group of partner leaders? Not gonna happen, but it did! 

Great seeing Chris Samila Cody Sunkel Kenny Browne James Hodgkinson Erin Stanwood Bates Jason Atkins

🔴 Had a fantastic conversation at re:Invent with Rohan Karmarkar, Managing Director of Partner Solutions Architecture at Amazon Web Services (AWS) . 

Rohan and his team of solution architects sit at the technical center connecting customers, AWS partners, AWS field teams, and AWS product engineering. 🎯

What an amazing role - and Rohan brings the insights!

Rohan’s team works directly with ISVs, SIs, and GSIs to help them design, build, and scale solutions on AWS. 

And this year, one theme comes through loud and clear - AI is completely reshaping modernization.

Partners are no longer choosing between modernization and migration. 

As Rohan shared, AI is speeding up testing, code refactoring, and transformation, making modernization more predictable and cost effective. 

🚀 AI becomes a massive driver for migration - and modernization at the same time. 🚀

He also shared insights on powerful capabilities like AWS Transform, Kiro, and Agent Core - plus new extensibility features that allow partners to bring their own domain expertise into modernization workflows.

We also explored how AWS connects partner-built offerings with the field, why co-engineering between AWS and partners is increasing, and the exciting new autonomous agents launching across security, DevOps, and more.

This conversation is a must-watch for partner leaders who want to understand where AWS is heading and how to build their next generation of offerings.

🎥 Full Substack article in the first comment

#AWSreinvent25 Amazon Web Services (AWS) Allison Bishop Megan Barbone Matt Yanchyshyn Mona Chadha Chris Grusz

Couldn't make it to AWS re:Invent?  Join me for a quick walk through the showfloor - the energy is incredible.
 
From the AWS migration and modernization zone - to the Marketplace and APN area - to long rows of partner solutions from companies like Boomi, Zscaler, Cloudera, Workato, SentinelOne, Datadog, Wiz, Rubrik, Atlassian, PagerDuty, Cohesity, Red Hat, MongoDB, PwC, Salesforce, GitLab, IBM, Commvault and many more. 

re:Invent is a pretty amazing industry ecosystem event.  

It’s impossible to capture everything in one pass, but I hope this gives you a feel for the scale, the activity, and the conversations happening everywhere.
 
Great energy, great partners, and great to see so many familiar faces.

And thanks to Peeyush Tibrewal for being a sport to join in a cameo! 😉

More videos coming soon.

Amazon Web Services (AWS) Allison Bishop Jessica Rudy Matt Yanchyshyn Julia Chen Megan Barbone Chris Grusz Asher Mathew Chris Samila Jay McBain Josh Greene

What happens when an SI starts thinking like a product company?  

Learn more from my conversation with Deepak Arora, Global CTO for AWS Solutions and Head of Engineering across the MENA region at Publicis Sapient.

We also go deep into how solution co-building with AWS works.

Deepak’s team is responsible for creating horizontal and vertical AI platforms, shaping product strategy with on-the-ground customer experience, taking solutions through #Marketplace vetting, and then all the way through delivering solutions for customers.

We dive into the full partnership lifecycle:

✅ 𝗖𝗼-𝗯𝘂𝗶𝗹𝗱 - Joint solution design with AWS product and solution architecture teams
 
✅ 𝗖𝗼-𝗺𝗮𝗿𝗸𝗲𝘁 - Content, thought leadership, webinars, Marketplace listings
 
✅ 𝗖𝗼-𝘀𝗲𝗹𝗹 - Industry aligned motions with AWS field teams
 
✅ 𝗖𝗼-𝗱𝗲𝗹𝗶𝘃𝗲𝗿 - Engineering teams building and running these solutions in production - and feeding that real-world experience back into co-build solutions

What really stood out is how Publicis Sapient is becoming a 𝗽𝗲𝗼𝗽𝗹𝗲 𝗽𝗹𝘂𝘀 𝗽𝗿𝗼𝗱𝘂𝗰𝘁 company. Platforms like 𝗦𝗹𝗶𝗻𝗴𝘀𝗵𝗼𝘁 (AI SDLC modernization) and 𝗕𝗼𝘁𝗵𝗶 (agentic AI) are now being productized and taken to customers as turnkey offerings.

Deepak also shared how Marketplace is evolving. Instead of services bundles, the next phase is 𝗽𝗹𝘂𝗴-𝗮𝗻𝗱-𝗽𝗹𝗮𝘆 𝗽𝗿𝗼𝗱𝘂𝗰𝘁 𝗮𝗰𝘁𝗶𝘃𝗮𝘁𝗶𝗼𝗻 where customers can buy, provision, and launch solutions instantly - and AWS field teams can retire quota through transactable listings.

So much to learn from this one.  

Thank you Deepak for taking the time to share your insights!
 
I’ll drop a link to the full interview and Substack article in the first comment.

🎥 Video clip attached.

Allison Bishop Megan Barbone Brian Bohan Matt Yanchyshyn Sharonyka Kumar

Guess who dropped into our live shot at Microsoft Ignite tonight?! 

Thanks for stopping by and sharing your insights Jay!

Fun session with Asher and Trevor Burnett!

"The AI revolution won’t be won alone - it’s a team sport." That line from Marc Monday stuck with me.

ServiceNow is in the middle of one of the most important transformations happening in enterprise technology - the shift to an AI-powered, ecosystem enabled, orchestrated workflow world. 

And Marc is the person helping lead that change across the Americas partner ecosystem as GVP of Partnerships & Channels.

I sat down with Marc onsite at the ServiceNow HQ in Santa Clara to talk about what’s really happening inside this “agentic” moment - and why partners are absolutely central to unlocking customer value.

Marc shared some powerful insights:
 
🟢 “𝘗𝘢𝘳𝘵𝘯𝘦𝘳𝘴 𝘣𝘳𝘪𝘯𝘨 𝘢 𝘥𝘦𝘦𝘱 𝘭𝘦𝘷𝘦𝘭 𝘰𝘧 𝘴𝘱𝘦𝘤𝘪𝘢𝘭𝘪𝘻𝘢𝘵𝘪𝘰𝘯 𝘪𝘯 𝘤𝘶𝘴𝘵𝘰𝘮𝘦𝘳 𝘶𝘯𝘥𝘦𝘳𝘴𝘵𝘢𝘯𝘥𝘪𝘯𝘨.”
🟢 Workflow orchestration is becoming the new control tower across data, apps, and agents
🟢 Partners now often combine multiple motions - consulting, IP, managed services, and tech build
🟢 The biggest AI wins start by removing the “administrivia” that slows users down
🟢 Opportunities are accelerating in IT, security, CRM, and cross-application interoperability
 
We also went deep on co-sell motions, why ServiceNow’s five partner routes to market create flexibility, and how AI value is increasingly about connecting the estate customers already have - not replacing it.

If you’re in the partner ecosystem, this is a must-watch conversation about where AI is taking enterprise workflows and why partners remain the backbone of transformation.

Marc, thank you for taking the time to share your partnership experience and insights!
 
Full interview in first comment.

Marc Rolfe - 罗飞 Sonal Patel Michael Park Hasan Kidwai Meaghan Moore Soo Tang Yuk Sharath Chandra Basant Ramachandran Courtney McShane Brian Solis Marcelo Giampietro Carl Shanahan Bill Welch Ravi Asrani Roisin Monaghan Ira Simon Monica Desai Amit Nehru Clara Loon Xavier Le Baron Aslam Jamal Arpit Singh Deven Ravel Caroline Parkinson Carla Goldsberry

Seven leaders, seven angles, one theme  -  partner ecosystems are changing fast, and these conversations explore how. 🚀

Big lineup coming to Inside Partnering. Seven leaders from across cloud, data, telecom, retail, and enterprise software will be joining to share how they’re shaping the next wave of ecosystem growth.
 
Brian Landsman – 𝗖𝗘𝗢, 𝗔𝗽𝗽𝗘𝘅𝗰𝗵𝗮𝗻𝗴𝗲 & 𝗘𝗩𝗣 𝗚𝗹𝗼𝗯𝗮𝗹 𝗣𝗮𝗿𝘁𝗻𝗲𝗿𝘀𝗵𝗶𝗽𝘀, Salesforce 
Brian brings a view into one of the largest and most successful partner ecosystems in SaaS. We’ll dig into marketplace evolution in the agentic AI world, ISV models, and the next chapter for Salesforce partnerships.
 
Matt Yanchyshyn – 𝗩𝗣, 𝗔𝗪𝗦 𝗠𝗮𝗿𝗸𝗲𝘁𝗽𝗹𝗮𝗰𝗲 & 𝗣𝗮𝗿𝘁𝗻𝗲𝗿 𝗦𝗲𝗿𝘃𝗶𝗰𝗲𝘀, Amazon Web Services (AWS) 
Matt will share some exciting AWS Marketplace news on the opening day of re:Invent (wow!), ways AWS is supporting partner globalization efforts, and what’s next for partners working with AWS. 

Chandos Quill – 𝗦𝗩𝗣, 𝗖𝗵𝗮𝗻𝗻𝗲𝗹𝘀 & 𝗔𝗹𝗹𝗶𝗮𝗻𝗰𝗲𝘀, Epsilon 
Chandos will walk through how Epsilon’s ecosystem drives value on 3 dimensions as an ISV, SI, and data provider.

Kelley Lear – 𝗖𝗩𝗣 & 𝗚𝗠, 𝗚𝗹𝗼𝗯𝗮𝗹 𝗔𝗹𝗹𝗶𝗮𝗻𝗰𝗲𝘀, Blue Yonder 
Kelley will share how BlueYonder builds scalable partnerships across retail, supply chain, and logistics. A great conversation for anyone building outcome-focused partnerships.

Rohini Kasturi – 𝗖𝗘𝗢, HG Insights 
Rohini sits at the center of data-driven partner strategy. We’ll talk about how intelligence is transforming targeting, partner selection, and co-sell precision.
 
Marc Monday  -  𝗚𝗩𝗣 𝗔𝗺𝗲𝗿𝗶𝗰𝗮𝘀 𝗣𝗮𝗿𝘁𝗻𝗲𝗿 𝗮𝗻𝗱 𝗖𝗵𝗮𝗻𝗻𝗲𝗹𝘀, ServiceNow 
Marc brings a sharp view into how ServiceNow is scaling its partner ecosystem as the platform expands deeper into AI and workflow automation. 
  
Charlie Pagliazzo – 𝗩𝗣 𝗖𝗵𝗮𝗻𝗻𝗲𝗹𝘀, Granite Telecommunications 
Charlie brings a telecom and enterprise-infrastructure perspective on channels, partner performance, and customer outcomes.
 
Lots of range, lots of insight. These conversations are going to be fun!

👇 Full writeup in first comment. 

Allison Bishop | Sophie Baine | Jennie A. | David Gray | Steven Thorne | Rachel Kaseroff | Caroline Parkinson | Carla Goldsberry | Michael Sims | Drew Neisser | Asher Mathew  | Partnership Leaders

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