Alliance Aces



Alliance Aces is dedicated to helping business leaders unleash the full potential of their partner network. Whether youre just getting started with alliance partners, or youre looking for advanced strategies and tactics, this podcast is for you. Brought to you by WorkSpan.Each episode features topics like: strategic alliances, go-to-market strategies, c-suite visibility for alliances, scaling alliances, partner joint solutions, co-marketing campaigns, maximizing joint funds, optimizing cross-company business processes, cloud software (SaaS) that enables partner go-to-market, joint business processes, finding untapped funds, improving communication with partners, navigating a career in alliance management, and more.


  • 23: How to Become Part of Your Partner’s Workflow w/ Scott Owen

    25/09/2018 Duration: 14min

    Here’s a surefire way to establish a long lasting partnership: Build your product into the very fabric of an already established and dominant entity. That’s exactly what Scott Owen, the Senior Managing Director of Global Strategic Channels and Alliances at DocuSign, has done with Microsoft. DocuSign is an integral part of Microsoft’s product offering, and as a result DocuSign has established a partnership with one of the most powerful tech brands on the planet. Scott manages the Microsoft partnership from the DocuSign side, and he also owns the resale channel.   Scott’s objective is to leverage this partnership channel to capture new opportunities and customers. Docusign just went public 10 weeks ago, and in their first earnings announcement they disclosed that they grew 35,000 additional corporate customers in the last quarter alone.  There are over 330,000 unique users joining DocuSign every day. A percentage of this success can be attributed to the outstanding partnership and alliance with Microsoft. We re

  • 22: Three Benefits of Going to Market With Joint Solutions w/ Anil Kumar Mishra

    20/09/2018 Duration: 27min

    Two companies going to market together can be a powerful thing. And there are more benefits to joint solutions than might initially meet the eye. Anil Kumar Mishra is the Associate Vice President of Strategic Alliances & Marketing at CSS Corp, and he knows just how important alliances and partnerships are to his business.   CSS helps clients with their digital transformation initiatives and provides IT and support maintenance.  They want to ensure they are providing great customer experiences. CSS has been in the technology and alliances space for many years working with a variety of different vendors. Anil has 14 years of industry experience where he started in the B2B marketing world before shifting his career more towards strategic alliances and partnerships.  He is a firm believer that one plus one equals more than two when companies come together; He believes it becomes 11. That’s just how powerful the synergy can be that is created when partnerships are formed.    We spoke with Anil in this episode

  • 21: How to Create a Partner Centric Culture w/ Kristen Duda

    18/09/2018 Duration: 20min

    A spirit of customer service is at the heart of any partnership role. When partners feel like they’re part of the team, they’re willing to go the extra mile with you. Kristen Duda is the VP of Strategic Alliances at Intelex Technologies and she is striving to build a partner centric culture at her company. Intelex is a SaaS company for environmental health, safety, and quality management. Their goal is to help change businesses for good through improving business performance and compliance. Intelex started in 1992, and currently has over 1,000,000 users. They’ve see rapid growth over the past few years, so Kristen is focused on building out formal partners at a strategic level. Kristen’s role is a complicated one; she must build out partnerships while changing her internal culture to one that values these new alliances. We sat down with Kristen to talk about bringing customer experience applications to partnerships, her strategies for quick wins within her role, and the future of her business.

  • 20: Alliances Require Empathy, Strategy, and Patience w/ Andreas Hoehnen

    13/09/2018 Duration: 15min

    Alliances are chess matches. They are dynamic, multi-faceted, and change rapidly. An SAP-alliance partner like Fujitsu Global understands this. Who better to give advice on alliances than their SAP Sr. Alliance Director for EMEIA, Andreas Hoehnen? Andreas speaks four languages, he’s an avid cyclist, he simply loves challenges. He’s helped develop SAP alliances both from within SAP and from inside SAP partner organizations, such as Wipro, Landis + Gyr, and now, Fujitsu. We spoke with Andreas at the SAPPHIRE NOW conference in Orlando to hear his thoughts on how alliances are built and maintained. His insight was invaluable.

  • 19: 3 Challenges for Alliance Leaders w/ Dev Bardhan

    11/09/2018 Duration: 07min

    Alliances are a complex consortium. There isn’t just one, but two or more companies coming together to create joint solutions for customers. While this can be challenging, we are bringing you a refreshing thought: There are some Alliance Aces who not only thrive in this challenging world, but believe it’s fun. Recently we interviewed Dev Bardhan, who’s the Global Leader in Digital Studio for SAP at IBM. For 16 years he’s been working with SAP and IBM in their go-to-market strategies for various joint solutions, including transformations in automotive, pharmacy clients, and others, some totalling billions of dollars. If anyone knows the challenges of joint solutions and alliances, it’s Dev. He came on our Alliance Aces Podcast to share his thoughts on joint partnerships and innovation -- you don’t want to miss what he has to say.

  • 18: Why Every Organization in the Technology Space Needs Good Partners w/ Puneet Suppal

    04/09/2018 Duration: 12min

    Partnerships are the lifeblood of any technology organization. It’s no exaggeration to say that tech companies without alliances probably won’t make it. Puneet Suppal is the Associate Vice President of Product Strategy at Infosys, and he values the importance of good partnerships as much as any alliance professional. Infosys is a deep believer that AI will augment humanity, freeing up human bandwidth to focus on more strategically important decisions while automating lesser tasks. We spoke with Puneet at the SAPPHIRE NOW Conference to hear more about Infosys, and how their alliances and partnerships have been integral to their success.

  • 17: 4 Ways To Ensure You Stay Relevant As An Alliance Partner w/ Tanja Scheller

    28/08/2018 Duration: 12min

    Alliance Executives can have a lot on their plate. But one thing they absolutely need to focus on is staying relevant with their partners. Tanja Scheller has been an SAP Alliance Executive at IBM for over seven years.  She manages the relationship between IBM and SAP in the Germany/Austria/Switzerland (DACH) region. Tanja focuses on joint sales missions for these two teams, and she also listens to customer feedback so IBM and SAP can work together on joint customer service projects as well. With regular new technology announcements to roll out on top of it all, Tanja has plenty to work on.  We caught up with Tanja at the SAPPHIRE NOW Conference in Orlando to hear about how she has four essential ways she uses this constant stream of new technology to stay relevant with her partners and in the industry as a whole.

  • 16: How to Use Honesty to Crush It with Partnerships w/ Bastian Schuetz

    21/08/2018 Duration: 11min

    A partnership between two companies is only truly great if it is mutually beneficial. In order for this to happen, both sides need to be honest and transparent with each other. Bastian Schuetz is the Strategic Partner Manager for Deutsche Telekom.  He manages all of his company’s activities for SAP, including working in the IoT, Blockchain, and Machine Learning spaces. In bringing together experts on both sides into the same room, Bastian must always prioritize honesty. He doesn’t want to do a deal that doesn’t make sense for both partners. His role is to set up the structure for how both partners will operate, and to execute the shared vision for success with sales and marketing. Bastian also focuses on strengthening relationships with executives and jointly winning deals to boost morale. In this episode of Alliance Aces, we spoke with Bastian at the SAPPHIRE NOW Conference about the most challenging part of his role, the synergies and overlap in responsibilities of partners, and the advice he has for those

  • 15: How to create alliances between complex organizations w/ Don Jones

    14/08/2018 Duration: 25min

    Don Jones, Senior Vice President, Alliance and ecosystems at HCL Technologies, talked with Chip Rodgers, VP Marketing and Alliances at WorkSpan on #AllianceAces podcast.

  • 14: How To Align Two Huge Companies w/ Joerose Tharakan

    07/08/2018 Duration: 10min

    How do you combine a business of 130,000 people with another of 230,000 people? The complexity of this task is enormous. Joerose Tharakan is in Strategic Partnership Business Development at Microsoft, and she represents Microsoft’s largest partnerships. Joerose and her team cover both GSIs and high value advisories.   Microsoft has a large ecosystem of alliances (around 100,000), but she’s focused on 14 GSIs in particular. She has seen Microsoft and Cognizant (one of the GSIs she manages) come together as two enormous organizations.  We caught up with Joerose at the SAPPHIRE NOW conference to talk about the complexity of aligning two companies and what best practices she’s learned along the way.

  • 13: Building Trust in Partnerships w/ RJ Bibby

    31/07/2018 Duration: 12min

    It takes a long time to build, but trust between partners can be lost in an instant. It’s an emotional process. RJ Bibby is the SAP Global Alliance Executive at NetApp, and he likes to say he creates partnerships with purpose.  RJ knows the value of trust in partnerships, and it has led to the success he sees today. We caught up with RJ at the SAPPHIRE NOW Conference in Orlando to learn more about connecting with strategic partners and what his team is up to at NetApp.

  • 12: 3 Secrets to Building a Global Alliance Program w/ Jennifer Kerr

    24/07/2018 Duration: 11min

    Alliances can wield powerful results. But what do you do when you have dozens or even thousands of potential alliances? How do you find those partners that are truly committed? How do you develop those partners into results-driven alliances that benefit the entire ecosystem? We asked these questions to Jennifer Kerr, VP of Global Channels & Alliances at OpenText for over a decade. Two to 3 of those years she spent developing the company’s “2.0” GPP plan. How well has her 2.0 program performed? Well, just look at her title now. We caught up with Jennifer at the SAPPHIRE NOW event in Orlando to ask her how she did it. She gave us her insightful tips on building a quality network that drives win-win results for the whole ecosystem. Her secrets are powerful.

  • 11: How To Establish Strong Strategic Alliances w/ Chris Selland

    17/07/2018 Duration: 34min

    Strong partnerships don’t magically form overnight. “It takes work to effectively manage a partnership.” So says Chris Selland,the Vice President of Strategic Alliances & Corporate Development at Unifi. Chris has been in his role for about 18 months, and he oversees three specific types of alliances: Technology partners, Professional Service partners, and OEM (Original Equipment Manufacturer) partners.   Chris has learned to pay the most attention to partnerships that are driving the most business.  He has found the traditional 80/20 rule to be more like 95/5 for Unifi right now in terms of the percentage of business coming from a small amount of partners. He’s also learned the importance of figuring out what makes a great partner from the get-go.  The companies that ask the right questions in meetings early on are going to be the best long-term strategic partners.Chris joins us for this episode of Alliance Aces to discuss his role at Unifi, OEM Partnership challenges, lessons he’s learned along the way,

  • 10: Creating Global Alliances w/ Bob Breitel

    10/07/2018 Duration: 13min

    Bob Breitel, Director of the Global SAP Alliance for IBM, met with Chip Rodgers, VP of Marketing of WorkSpan, at SAPPHIRE NOW to talk about creating global alliances.

  • 9: Creating Alliances in a Platform-Based Ecosystem w/ Drew Quinlan

    03/07/2018 Duration: 27min

    In the modern business environment, end users across the spectrum need rapid business solutions tailored to their industry. Expertise, functionality, maintenance and often times customization, are all necessary components of these solutions. Creating such a wide variety of dynamic applications is nearly impossible for any one company. Alliances, then, become vital. Take a technically sound platform, add an alliance network of industry-specific domain-level experts. Then, within that ecosystem, you can drive dynamic solutions that can be developed rapidly, productized and maintained for the end-user. How do we know? We asked Drew Quinlan, VP of Strategic Alliances for IoT at PTC. Drew leads the strategy and execution team responsible for expanding the functionality and capabilities of PTC’s ThingWorx IoT platform. He joined us on our most recent Alliance Aces Podcast to share how he develops alliances within PTC’s network and constantly expands the functionality of their IoT platform.

  • 8: Thoughts on Alliance Leadership From SAP’s Leonardo Medallion Selection w/ Robert Walmsley

    26/06/2018 Duration: 14min

    Having multiple alliance partners within an ecosystem supplies additional resources, intellectual property, access to technology, more ideas. Alliances can also create additional challenges -- no longer are you working with one set of developers, one sales team -- everything is multiplied. We spoke with Bluefin Solutions’ Global SAP Alliance Director, Robert Walmsley, at the SAP Global Partner Summit, to learn some of his best practices in alliance leadership. His team works closely with SAP to create powerful Bluefin solutions built on SAP technology. Robert joined us at the summit on Facebook Live to share his best practices on Alliances.

  • 7: Creating A Phenomenal Customer Experience Within Alliances w/ Manoj Bhatia

    19/06/2018 Duration: 40min

    Ecosystems should deliver dynamic solutions that enhance customer experience. Joint solutions should make problem-solving easier, not harder, for customers. It all starts, and ends, with customers in mind. This is the philosophy of Manoj Bhatia, the Worldwide Sales and Business Development Manager for Partner Sales at Cisco. With degrees in electrical Electrical Engineering, as well as an MBA from UNC at Chapel Hill, Manoj is equipped with a unique perspective in alliance management. Manoj is also the Research Triangle Park-chapter president of ASAP, from which he’s been awarded the prestigious CSAP certification in recognition both from ASAP and his peers for his excellence and expertise in alliance management. He accompanied us on on our Alliance Aces Podcast to address the customer experience and other issues within alliances and ecosystems.

  • 6: Bringing a joint solution to market w/ Phil Sailer

    12/06/2018 Duration: 31min

    Products, solutions, and go-to-market strategies have endless possibilities within alliances and ecosystems. As an alliance professional, how do you determine the appropriate solutions to develop and then take those solutions to market? Those are real questions needing expert answers. So we asked a pro. Phil Sailer, a leading enterprise alliance strategist, joined us on our recent Alliance Aces podcast . As Director of Software Defined and Cloud Group at Hewlett Packard Enterprise, Phil leads strategic alliances, tech solutions, and go-to-market enablement.

  • 5: The 5 Challenges Every Alliance Professional Must Conquer w/ Roland Wartenberg

    22/05/2018 Duration: 36min

    Complex alliance partnerships can seem insurmountable sometimes. Hundreds of products, thousands of customers, and dozens of team members from two companies coming together to provide customer solutions. How does an alliance professional juggle and succeed with such a large forest of issues? Roland Wartenberg joined us on our podcast to discuss success in alliance partnerships. Roland’s resume includes his current position as Sr. Director of Strategic Alliances at NetApp, dealing with global strategic alliances in enterprise solutions, Big Data, and IOT. Previously, Roland worked for Citrix as the Director of Strategic Alliances for a number of years, and he also spent over a dozen years at SAP in various capacities in both the US and in Germany. Roland shared five challenges Alliance Pros face in their field. You don’t want to miss how he overcomes them.

  • 4: Best Practices for Alliance Leaders: Tips From a Global SI Director w/ Madhav Ranganathan

    15/05/2018 Duration: 28min

    Wouldn’t it be amazing if a true alliance leader just handed you their manual for success? Thankfully, someone did. Madhav Ranganathan, Director of GSI at Hitachi Vantara is a strategic alliance professional, who did just that. With 20 years of experience from managing alliances and business development for Intel, VMware, OpTier, and others,  Madhav delivered groundbreaking advice on our podcast for alliance professionals. He shared his best practices for alliance professionals, including how to align your day, how to disrupt your role, and execution strategies for driving revenue.

page 5 from 5