Most GTM leaders today are making decisions on partial information.

Not because they lack data.
But because the data underneath their GTM motions — direct, partner, channel — isn’t complete or comparable enough to trust.

Over the past few years, I’ve worked closely with hundreds of GTM and ecosystem teams and seen the same pattern repeat: smart, experienced leaders forced to operate with blind spots they didn’t design and can’t clearly see.

At Zugit, we’re building a way to surface where GTM data is incomplete before insights are acted on — so leaders can make decisions with confidence, not assumptions.

The companies that get this right move faster, invest more precisely, and waste far less effort.

Curious how much of your GTM picture you actually see today?

Naomi Dreifuss

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

🔵 𝗧𝗵𝗲 𝗯𝗲𝘀𝘁 𝗜𝗦𝗩 𝗽𝗮𝗿𝘁𝗻𝗲𝗿𝘀𝗵𝗶𝗽𝘀 𝗮𝗹𝗶𝗴𝗻 𝗮𝘁 𝘁𝗵𝗲 𝗖𝗥𝗢 𝗹𝗲𝘃𝗲𝗹 𝗮𝗻𝗱 𝘀𝘁𝗮𝗿𝘁 𝘄𝗶𝘁𝗵 𝗮 𝗷𝗼𝗶𝗻𝘁 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗽𝗹𝗮𝗻. 🔵

This week, I had a great conversation with Shobana Shankar, Head of ISV Sales for Data Analytics at Google Cloud. 

We talked about how Google Cloud is evolving its partner ecosystem - and what it really takes to build meaningful ISV partnerships today.

One insight from my conversation with Shobana really stood out.

The most successful ISV partnerships with Google Cloud don’t live inside the partnerships team.  They live inside the sales organization.

Shobana described how the strongest ISV relationships happen 𝘄𝗵𝗲𝗻 𝘁𝗵𝗲 𝗖𝗥𝗢 𝗮𝗻𝗱 𝘀𝗮𝗹𝗲𝘀 𝗹𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 𝗮𝗿𝗲 𝗳𝘂𝗹𝗹𝘆 𝗮𝗹𝗶𝗴𝗻𝗲𝗱 𝗮𝗿𝗼𝘂𝗻𝗱 𝘁𝗵𝗲 𝗚𝗼𝗼𝗴𝗹𝗲 𝗽𝗮𝗿𝘁𝗻𝗲𝗿𝘀𝗵𝗶𝗽 - and actively thinking about how to use Google to close more business.

As she put it:

“𝘛𝘩𝘦 𝘊𝘙𝘖 𝘰𝘧 𝘵𝘩𝘦 𝘐𝘚𝘝 𝘴𝘩𝘰𝘶𝘭𝘥 𝘵𝘢𝘱 𝘪𝘯𝘵𝘰 𝘵𝘩𝘦 𝘴𝘱𝘦𝘤𝘪𝘢𝘭𝘪𝘴𝘵 𝘰𝘯 𝘮𝘺 𝘵𝘦𝘢𝘮 𝘢𝘴 𝘴𝘰𝘮𝘦𝘰𝘯𝘦 𝘸𝘩𝘰 𝘸𝘰𝘳𝘬𝘴 𝘧𝘰𝘳 𝘵𝘩𝘦𝘪𝘳 𝘤𝘰𝘮𝘱𝘢𝘯𝘺 𝘸𝘪𝘵𝘩 𝘢 𝘨𝘰𝘰𝘨𝘭𝘦.𝘤𝘰𝘮 𝘥𝘰𝘮𝘢𝘪𝘯.”

In other words, the goal is treating Google Cloud as an extension of the sales team.

That means 𝘄𝗼𝗿𝗸𝗶𝗻𝗴 𝘁𝗼𝗴𝗲𝘁𝗵𝗲𝗿 𝗼𝗻 𝗷𝗼𝗶𝗻𝘁 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗽𝗹𝗮𝗻𝘀, aligning on pipeline, and figuring out how Google can help:
✅ accelerate deals
✅ increase deal size
✅ source new opportunities

It’s a very different mindset from the traditional “partner manager to partner manager” relationship.

And it’s becoming a core expectation in hyperscaler ecosystems.

Another interesting shift is how Google Cloud thinks about marketplace.

Marketplace is no longer just about processing transactions.

“𝘞𝘦 𝘥𝘰𝘯’𝘵 𝘸𝘢𝘯𝘵 𝘮𝘢𝘳𝘬𝘦𝘵𝘱𝘭𝘢𝘤𝘦 𝘵𝘰 𝘣𝘦 𝘢 𝘵𝘳𝘢𝘯𝘴𝘢𝘤𝘵𝘪𝘰𝘯 𝘷𝘦𝘩𝘪𝘤𝘭𝘦 𝘢𝘯𝘺𝘮𝘰𝘳𝘦. 𝘞𝘦 𝘸𝘢𝘯𝘵 𝘪𝘵 𝘵𝘰 𝘣𝘦 𝘢 𝘴𝘵𝘳𝘢𝘵𝘦𝘨𝘪𝘤 𝘥𝘪𝘧𝘧𝘦𝘳𝘦𝘯𝘵𝘪𝘢𝘵𝘰𝘳.”

That means helping partners accelerate deals, increase deal size, and even source new opportunities.

And that shows up in incentives.

Shobana shared that her team is now 𝗺𝗲𝗮𝘀𝘂𝗿𝗲𝗱 𝗽𝗮𝗿𝘁𝗹𝘆 𝗼𝗻 𝘁𝗵𝗲 𝗼𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝗶𝗲𝘀 𝘁𝗵𝗲𝘆 𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗲 𝗳𝗼𝗿 𝗜𝗦𝗩 𝗽𝗮𝗿𝘁𝗻𝗲𝗿𝘀.

A great conversation about how cloud ecosystems are evolving.

➡️ 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻: 𝗔𝗿𝗲 𝘆𝗼𝘂 𝗮𝗹𝗶𝗴𝗻𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗖𝗥𝗢 𝗮𝗻𝗱 𝘀𝗮𝗹𝗲𝘀 𝘁𝗲𝗮𝗺𝘀 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂𝗿 𝗵𝘆𝗽𝗲𝗿𝘀𝗰𝗮𝗹𝗲𝗿 𝗽𝗮𝗿𝘁𝗻𝗲𝗿𝘀? 𝗢𝗿 𝗶𝘀 𝘁𝗵𝗮𝘁 𝘀𝘁𝗶𝗹𝗹 𝗵𝗮𝗽𝗽𝗲𝗻𝗶𝗻𝗴 𝗺𝗼𝘀𝘁𝗹𝘆 𝗶𝗻𝘀𝗶𝗱𝗲 𝘁𝗵𝗲 𝗽𝗮𝗿𝘁𝗻𝗲𝗿𝘀𝗵𝗶𝗽𝘀 𝘁𝗲𝗮𝗺?

Full episode and article are linked in the first comment.

Chelsea Berlucchi Dai Vu Colleen Kapase Philip Larson Scott Barneson Brian Stavis Samrah Khan Jim Anderson Gina Fratarcangeli Kevin Ichhpurani Ninh Do Marion James Tina Feng Liu Amy Bray

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

Real ecosystem influence happens inside engineering.

Most people think partnerships stop at go-to-market.

They don’t.

In this clip, Rohan Karmarkar explains how partner feedback flows directly into Amazon Web Services (AWS) engineering teams.

Solution Architects working with ISVs and SIs collect real-world input on what capabilities are needed. That feedback doesn’t sit in a document - it gets prioritized, roadmapped, and built.

And in many cases, it goes even further into true co-engineering between AWS service teams and partner engineering organizations.

That’s when partnerships move from alignment to innovation.

Where have you seen partnership drive real product innovation?

Abhisheikh Lahoti Jessica Rudy Allison Johnson

The SaaSpocalypse presumes a vibe coding takeover - but enterprises demand durability.

In this clip, Brian Landsman makes an important distinction: speed is not the same as enterprise readiness.

As Brian puts it, enterprises don’t want disposable software. They want:
✅ 24/7 operations
✅  threat detection
✅ compliance auditing
✅ uptime SLAs
✅ single sign-on
✅ encryption
✅ and scalability supported by a mature ecosystem of SIs and admins.

That’s not something you recreate overnight.

Salesforce's new announcement gives builders access to that foundation - decades of platform investment, now exposed through tools like Salesforce Vibes and Agentforce.

For ISVs and founders, the question isn’t just “How fast can I build?”

It’s “What am I building on?”

If you had access to 20 years of platform investment, how would it change what you build?

Andrew Kisslo Christopher Mercer Lenore Lang Shakeeb 'Shak' Malik Shane Galligan Steve Hamrick Vala Afshar Muddu Sudhakar Gary Larter Bruce Richardson

📌 Many times, the hardest part of partnerships is not strategy - 𝗶𝘁’𝘀 𝗰𝗵𝗮𝗻𝗴𝗶𝗻𝗴 𝘀𝗲𝗹𝗹𝗲𝗿 𝗺𝗶𝗻𝗱𝘀𝗲𝘁. 💡

Cloud partnerships are not just about logos or listings in Marketplace.

They are about 𝘂𝗻𝗹𝗼𝗰𝗸𝗶𝗻𝗴 𝗻𝗲𝘄 𝗽𝗮𝘁𝗵𝘄𝗮𝘆𝘀 𝗶𝗻𝘀𝗶𝗱𝗲 𝗮𝗻 𝗮𝗰𝗰𝗼𝘂𝗻𝘁.

In this clip from my conversation with Chandos Quill at Amazon Web Services (AWS) re:Invent, she talks about what it really means to work differently with a partner like AWS.

Epsilon’s sellers have long standing relationships with Marketing and Line of Business leaders. AWS sellers often have strong ties into IT and procurement. When those motions connect, deals can move faster - especially through Marketplace.

But that connection does not happen automatically.

𝗜𝘁 𝗿𝗲𝗾𝘂𝗶𝗿𝗲𝘀 𝗮 𝗺𝗶𝗻𝗱𝘀𝗲𝘁 𝘀𝗵𝗶𝗳𝘁. It requires enablement. It requires real customer win stories 🚀 that show sellers how co selling actually helps them close.

The opportunity is clear - when you combine Marketing influence with IT alignment, you create leverage that neither side has alone.

➡️ How are you helping your sellers embrace a new go to market motion with partners?

Execution > analysis.

Most AI tools tell you what happened.
Very few actually help you execute.

WingRep is inviting 25 serious B2B reps to shape what an AI sales teammate should actually look like - before, during, and after the call.

Not analysis.
Execution.

If you’re a B2B seller working complex deals inside Salesforce or HubSpot, and you record your calls, this could materially change your workflow.

Applications close Friday.

Comment 𝗙𝗢𝗨𝗡𝗗𝗜𝗡𝗚 to apply.

Founder & CEO @ WingRep | The AI Teammate That Shows Up on Every Sales Call

𝗪𝗵𝗮𝘁 𝗶𝘀 𝗮 𝗪𝗶𝗻𝗴𝗥𝗲𝗽 𝗙𝗼𝘂𝗻𝗱𝗶𝗻𝗴 𝗥𝗲𝗽?

It’s not:
• A beta
• A free trial
• Another sales tool

It’s 25 serious B2B reps getting early access to the first AI sales teammate.

Not a dashboard.
Not summaries.
Not call scoring.

A teammate that:
• Preps you before the call
• Reinforces what matters during
• Executes follow-ups after
• Updates your CRM automatically
• Learns how 𝘺𝘰𝘶 sell

Most AI analyzes.

Very little executes.

We’re building the execution layer for revenue teams — and inviting 25 reps to shape it with us.

If you:
✔ Sell complex B2B deals
✔ Record your calls
✔ Use Salesforce or HubSpot
✔ Want less admin and better execution

𝗔𝗽𝗽𝗹𝘆 𝗵𝗲𝗿𝗲 → https://lnkd.in/gAUsEPjd

Applications close Friday.
Founding Reps onboard next week.

Comment 𝗙𝗢𝗨𝗡𝗗𝗜𝗡𝗚 and I’ll DM you the link.

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The Battle

Naomi Dreifuss

Chip Rodgers

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taplio

The Battle

Naomi Dreifuss

Chip Rodgers

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Chip Rodgers's LinkedIn Performance

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