Groundwork

Ron Piovesan is back on Groundwork, this time to share why Okta is going deep with fewer partners instead of going wide. In this episode, Ron unpacks the strategic shift from managing a broad ecosystem to focusing on a small number of high-impact partnerships. He shares how his team aligns long-term product roadmaps and go-to-market strategies with just six partners, while still supporting a vibra...

In this episode, Roman Lobas, Head of Partnerships at Fuelfinance, joins Tai Rattigan to explore the dynamics of venture partnerships. Roman breaks down how to build trust with VCs, align incentives, and craft a value proposition that gets remembered. Drawing from his experience at Deel, Roman shares actionable strategies for scaling partnerships and fostering long-term relationships with investor...

In this episode, Andrey Lipattsev, from Google's Chrome Privacy Partnerships team, shares his journey from trust and safety roles to leading product partnerships at Google. He discusses the Privacy Sandbox initiative, which aims to update outdated technologies and enhance user privacy. Here are some of our favorite takeaways: - Overview of the Privacy Sandbox initiative - Importance of ecosystem c...

In this episode, Jen Waltz, Founding VP of Global Alternate Channel Sales at Kron Technologies, shares her extensive experience in business development, focusing on digital transformation, strategic partnerships, and cybersecurity. Here are some key highlights of our conversation: - The evolution and importance of OEM partnerships in SaaS and software. - AI's impact on OEM manufacturing and predic...

In this episode, Daisy shares her unconventional journey from a background in child development to becoming a leader in cloud partnerships. She offers insights into balancing internal and external partnership efforts and the strategic role of SI partners in cloud ecosystems. Here are some key highlights of our conversation: - The role of transferable skills in career transitions. - Complexities an...

In this episode, Rachel Fefer shares her extensive experience in partnerships and channel sales. She shares insights from her journey in notable companies like Bloomreach and Magento, the transition to partner-led services, the importance of executive buy-in, and the unique dynamics of the Israeli tech ecosystem. Key takeaways include: - Strategies for ensuring partner quality and client satisfact...

In this episode, Jennifer Rhima, Director of Partnerships at Apollo.io, discusses her journey in building successful partnerships across the globe. From her early days as a congressional intern to leading partnerships in the Middle East and North Africa, Jennifer shares insights on adapting to diverse business cultures, proving the value of partnerships, and scaling teams from scratch. She and Tai...

In this episode, Kyle shares his career journey in partnerships from an intern at ExactTarget to his current role. We covered the importance of structured partnerships, the transition from ExactTarget to Salesforce, and the strategic role of partnerships at Movable Ink. (movableink.com) Kyle explains how his team supports sales regions, measures success through partner involvement in revenue, and...

In this episode, Tai Rattigan chats with Eleanor Thompson about her journey in partnerships, from starting at Blue Prism to founding Branchworks. They discuss the concept of a funded head, the importance of internal enablement, and strategies for aligning sales and marketing teams. Eleanor also shares practical tips on navigating attribution challenges and building strong partner relationships. Th...

In this episode, Alexander Shyshko takes us through his career journey, starting in direct sales and his transition to partnerships. Now the CRO at Outbound Funnel, Alex shares his insights on how his passion for building relationships has shaped his career and current role. He and Tai cover the following: - Differences between working in tech companies and running an agency. - The importance of c...

Tai Rattigan chats with Jim Misuraca, a channel sales and partnerships veteran, particularly in the martech, data, and ad tech spaces. Jim shares his journey from product management to the front lines of sales and partnerships and the insights he gained. In this conversation, Jim and Tai explore: - The complexities of forming strategic partnerships and the need for alignment with company culture a...

In this episode, we chat with Rachel Collie, Director, Technology Partnerships and App Marketplace at Unanet, as she discusses her journey as a Partnership Leader in an army of one team. We'll take a look at the challenges she faces in her role and insights on aligning partnership goals and your company's strategic objectives. She and Tai cover the following: - The importance of alignment,...

In this episode, we chat with Hugh Durkin, Founder of appmarketplace.com. He shares his journey of building app marketplaces, from his time with top companies Facebook, HubSpot, and Intercom to founding his own venture in the same space. In this conversation, he and Tai cover: - Enabling business growth and scaling a platform business through partnerships. - How to understand customer needs and pr...

In this episode, Clinton Senkow, Managing Director at Senkow Ventures, shares his experience in advising partnerships for companies in tech and other sectors. He and Tai covers: - The importance of partnerships for businesses of all types and sizes. - Why you need personal branding, thought leadership, and a profile to establish credibility in the space. - Creating win-win partnerships where both...

In this episode, Gil Rogoff, Head of Global Strategic Partnerships and Alliances, discusses the challenges and dynamics of working with media and digital agencies. He and Tai Rattigan will discuss: - Increasing surface area by attending events, joining communities, and pursuing personal passions. - How connecting more people creates value and meaningful opportunities. - Navigating common challenge...

In this episode, Greg Portnoy, Co-Founder & CEO of EULER, joins Tai to discuss the importance of partnerships, the challenges Partnership Leaders face, and how EULER aims to address these issues. In this conversation, Greg discusses: - The need for establishing a structured data-collection process to make informed decisions and drive measurable impact. - Venture Capital's impact on partner...

In this episode, Cory Snyder, Head of Partnerships at Teamwork.com, discusses his journey and experience building and managing successful company partnership programs. He and Tai delve into strategies and tactics for creating effective partnerships, the importance of understanding and meeting partner needs, and the role of data in driving partnership strategies. Cory discusses: - The importance of...

Ron Piovesan, Senior Director of Partnerships at Okta, discusses his journey in the tech industry and the importance of partnerships in building a successful ecosystem. He shares insights from his experience at companies like Firefox and highlights the role of partnerships in driving innovation and market growth. Ron discusses the following: - His experience as the first partnership person at Fire...

In this episode, Forrest Underwood, Founder & CEO of Everwood Industries, gives us a glimpse of what a successful partnership looks like in the defense tech industry. Forrest covers: - The challenges and opportunities in the defense market for startups. - The role of partnerships in the defense industry. - Best practices and strategies to succeed in defense tech partnerships. Partnership Leade...

In this episode, we'll take a look at insights from Jake Makler, Partner, AI Practice Lead at IBM, and his experience running the partnerships team at Quantum Metric as its former VP, Global Partnerships & Corporate Strategy. Jake covers the following: - The strategic approach of partnerships as potential avenues to mergers and acquisitions. - Practical aspects of corporate strategy and de...

In this episode, we join Joe Lamoureux, Vice President, Strategic Alliances and NAM Google Alliance Lead at Merkle, as he talks about his experience managing strategic partnerships and working with large agencies. Joe will cover: - The overlap between corporate development and partnerships. - His experience of partnering with Google. - The future of partnerships in the tech industry with the rise...

In this episode, we dive into Michal Kowalik's journey at Yext as VP of Alliances. Michal shares insights on driving partnerships and alliances, focusing on key performance metrics, understanding local cultures, and aligning partnerships with business objectives. Michal covers: - Driving value through partnerships - Data's impact on shaping partnership strategies - Culture and regional dif...

In this episode, Juhi Saha, CEO at Partner1, joins Tai to dive deep into the Microsoft partner ecosystem and how you can stand out in this crowded marketplace. Juhi will cover: - Microsoft's cultural shift towards partnerships - The Microsoft partner ecosystem and the benefits of forging a partnership with them - The process to become a Microsoft partner Partnership Leaders is a premier indust...

In this episode, Brian Peters, Head of Platform Partnerships at Shopify, shows us the role of partnerships in the growth and success of companies in the eCommerce space and the importance of work-life balance to succeed in partnership roles. Brian will share: - Insights on engaging with partners and navigating technology platforms and ecosystems - The structure and priorities of the partnerships t...

In this episode, we dive deep with Joe Rice, VP of Partnerships at Screencloud and former Head of Growth & Partnerships at Twitter’s Developer Platform, and his journey in building Twitter's developer ecosystem. Joe covers: - His perspective on Twitter's API and its influence on developers - The significance of internal communication in partnerships, as it cuts across the entire busine...