Between Product and Partnerships

In this episode, we’re joined by integration experts Venkat Iyer (Talkdesk), Shon Urbas (Pandium), and Trevor Schueren (Workable) for a deep dive into the strategies behind successfully scaling SaaS integration efforts. Moderated by Pandium CEO Cristina Flaschen, this conversation highlights real-world experiences and offers insights on building scalable, reliable integration infrastructures that...

Justuno is a website marketing automation platform that's tried a lot of different strategies for speeding up the development of integrations their customers need. From building integrations in-house to outsourcing to different varieties of embedded integration platforms, Justuno has tried a variety of integration strategies. Their CTO and Director of Partnerships share the pros and cons of e...

In this podcast interview we sat down with Marco De Paulis, Director, Ecommerce Partnerships at Ryder. Marco stresses the importance of being prescriptive and detailed in integration proposals. By engaging with customers early on, gathering feedback, and incorporating their ideas, the partnership team ensures a more successful integration development. He also shared the long-term impact on custome...

We interviewed Lindsey Traub, the Sr. Director and Head of Partner Programs and Operations @ Simpro Software.  Hear her take on:   Making the pitch for resources: How to effectively advocate for the resources your team needs, using data-driven insights and strategic communication. Advocating for partner operations: Why the role of Partner Operations is pivotal from the start to build scalable, rob...

On this episode of our podcast Between Product and Partnerships we interviewed Swetha Kolli, Head of Integrations Engineering and Technical Services at Bolt. In this interview she shared:  Frequently neglected parts of the integration and technology partnerships building process. Her perspective on the partner technology landscape and pain points that remain unaddressed. What to include in an inte...

We interviewed Gary Ballabio, the VP of Technology Partnerships at Cloudinary. In this interview he shared:  *A framework for choosing strategic partnerships optimized for joint value. *Where he believes tech partnerships bring the most business value. *Advice for managing expectations around ROI. -- To access more content on integrations, APIs, and technology partnerships, check out our blog and...

Richard O'Connell is the Head of Partner Growth at Atlassian, and has been working on product partnerships at Atlassian for a little over a decade. In this interview Richard shares:  How he suggests partner managers and leaders objectively assess new partnerships to get ahead of potential problems.  What to keep in mind when partnering with competitors and how to structure those partnerships....

In this episode of Between Product and Partnerships, we spoke with Katherine Tooley, a Technology Partnerships Manager at LogicGate, a modern risk management platform. An an engineer turned technology partner manager, she now serves as a liaison between sales, CX, and product teams to collaboratively identify integration solutions that provide value to their market base. In his interview Katherine...

In this episode we spoke with Caitlin Teed, an integration partner manager at Ryder Ecommerce by Whiplash , a 3rd party logistics provider for enterprise and fast growing Ecommerce brands.  In this episodes Caitlin shares:  Skills from her time in customer success that helped set her up for success in as a tech partner manager  Skills that new partnership managers should focus on developing early...

Sonal Uban is the Director of Marketing for Technology Alliances at Fortinet, a global leader for cybersecurity services. In this interview she shares: How smaller companies can get the attention of larger partners Underutilized methods for co-marketing  How she’s scaled co-marketing & attribution tracking  What to do before taking joint-solutions to market A framework for assessing the compat...

Rachel Collie is the Director of Technology Partnerships and App Marketplace at Unanet . When Rachel initially joined Unanet, she realized that there were a lot of barriers to entry for tech partners, specifically when it came to building, accessing, and deploying integrations. In this interview Rachel shares:  Barriers to entry that negatively impact technology partners engagement.  Advice for wo...

Kalen Kimm is currently launching the partnerships program as the Strategic Partnerships Director at Jebbit ,  the leading software to capture zero-party data. Kalen has worked in SaaS partnerships and sales for the past 10 years, and shares his thoughts on:  Why sales teams should be leveraging second-party/partner data  Best practices and pitfalls for enabling sales teams to leverage partner dat...

Rish (Rishabh) Bhandari is the Founder and CEO of  Content Beta ,  a content studio for B2B SaaS companies.  In this episode Rish shares:  Why B2B SaaS companies should be investing in video marketing in particular.  How SaaS companies can ensure that their content and video marketing not only educates potential customers, but translates into more conversions, sales, and higher product adoption. T...

Ian Cugniere is the Program Manager for the App Marketplace at Aircall , a cloud-based call center and phone system that integrates seamlessly with popular productivity and helpdesk tools. In this interview, Ian talks about his transition into technology partnerships and shares:    Features of app marketplaces that are attractive to customers and partners.  How app marketplaces and other processes...

Steve Rodda is the CEO of Stoplight, a global API design and documentation platform that helps SaaS companies design, test, mock, & document APIs.  For several years he has held various leadership roles in engineering and product management, leading large organizations like SolarWinds and Cherwell.  Along with discussing trends in how companies are designing and documenting their APIs, in this...

Krishanth Thangarajah is the Senior Director &  Head of EMEA and LATAM Partnerships at Yellow.ai working with Channel and Tech Partners. Before Yellow.ai, he spent 3 years at Freshworks where his team vetted use cases and added 600 integrations in his first year there. Eventually becoming the Head of Partnerships, he worked with this team to decide what partners to prioritize and how they coul...

Chris Lavoie leads Gorgias' technology partner program as their Technology Partnerships Lead. About 2 years ago he was their only Technology Partnerships Manager. Since then, Gorgias' technology partner program has grown to a team of 6, become a million-dollar ARR channel, and launched an app marketplace with 75+ integrations. In this interview, he shares advice for growing a partnership...

Priya Sukumar, the Director of Product Management at RingCentral, defines a user-centric approach to building integrations, and shares processes she has used to implement this approach in her day-to-day.  She also provides tactical advice for collecting user data and keeping up to date with integration changes. Want to access more content on integrations, APIs, and technology partnerships? Check o...

Arpit Choudhury, the Founder of astorik, first started working in the data space at Integromat where he grew their community of automation enthusiasts and contributed to building their data infrastructure and partner ecosystem.  The experienced data leader and educator talks about the biggest challenges to offering and managing product integrations, how to assess the internal data landscape of b2b...

Sid Maestre, The Director of Developer Relations and Advocacy at Lob, talks about customer vs partner DX, trends in developer relations and API standards, and creating a developer community.  If you're interested in networking with others working on building integrated product partnerships, we invite you to apply to be a member of the SaaS Ecosystem Alliance at SaaSEcosystemAlliance.com Inter...

We Interviewed Francois Grenier, the Head of Technology Partnerships at Sendoso and former Head of Platform Partnerships at Typeform about the importance of product thinking for technology partnerships, building Integrations for customer retention vs acquisition, advice for gathering information on ICP tech stack and customer feedback, and more.  If you're interested in networking with others...