Those who have heard me talk about building partnerships know about my thesis on the three pillars of partnership success. The premise is that no alliance can ever flourish if we cannot master the following three areas: 1. Operational excellence 2. Tech & Sales enablement 3. Go-to-Market alignment If one pillar

Driving desired outcomes from your channel ecosystem is challenging for any partner leader. Strategic alignment and joint business planning will not provide the momentum needed for your partners to generate pipeline, lead pre-sales engagements, own project delivery/implementation, provide technical support, or drive product adoption. Partner incentives play a crucial

Just like Geoffrey Moore's product adoption curve and Everett Rogers' Diffusion Of Innovation theory illustrations, There is a similar pattern that describes the journey organizations go through when building their channel ecosystem. I hear from many newly formed partnership organizations in the SaaS space about their immediate desire to build

I asked Mauricio Rojas Hacker, Head of Strategic Alliances at Google Cloud, about his thoughts on understanding partnerships.

Stop looking for a unicorn partner that can do it all. Start building a team that can work together to create value.