Ecosystem Alpha where Strategy meets GTM Execution

Growth at all costs is over. Boards no longer ask how many people you hired. They ask how efficiently you can grow, and that question is reshaping how revenue leaders scale across Europe, the Middle East, and Africa. What you will learn: ▹ Why treating EMEA as one market inflates customer acquisition cost, and what to do instead ▹ How to trade a share of AE headcount for partner headcount without...

Most B2B SaaS companies treat integrations as a favour the product team does for the partner team. That framing is killing revenue. When product and partnerships operate in silos, the integrations that get built are the wrong ones. The ones that do get built often go unused. And the network moat that should be compounding never forms. Agata Bugaj, Chief Product Officer at ButterflyMX and former SV...

Most e-commerce SaaS companies enter new international markets the same way: hire SDRs, spend on localised ads, and wait. It is an expensive bet that rarely pays. JD Klausner has spent his career proving there is a faster, cheaper, more defensible path — one that runs through the partner ecosystem. What you'll learn: Why the brute-force international expansion playbook is mathematically broken...

Most SaaS vendors assume their software sells itself. Ivan Stegic has spent nearly two decades proving otherwise. As CEO of TEN7, a Drupal agency whose mission is to Make Things That Matter, he has built a business on a different premise: that trust — not technology — is the real currency in any ecosystem. In a world where the % of spend on B2B software and tech services continues to increase, the...

In this episode, Sebastian and Will are joined by Rebecca Potts , a leader in strategic industry partner sales at Google Cloud , to demystify the complex world of hyperscaler partnerships. Rebecca explains why simply being "listed" in a marketplace is no longer enough and provides a roadmap for partners to stand out in a crowded ecosystem. The conversation dives deep into the "hyper...

In this episode of Ecosystem Alpha, hosts Sebastian and Will sit down with Richard Evans, a veteran SaaS leader and current Managing Partner at Hatchd Marketing Group, to deconstruct the "Better Together" Paradox. Richard shares insights from his diverse career as a CRO and Head of Marketing, explaining why the traditional approach to joint value propositions often fails to resonate in t...

In an era where "growth at all costs" is no longer the gold standard, how can sales leaders drive durable, sustainable revenue ? This week on Ecosystem Alpha , hosts Sebastian and Will sit down with veteran sales leader Todd McCormick to discuss the evolution of the "Lone Wolf" CRO into a collaborative, ecosystem-focused strategist. Todd breaks down the "CAC crisis" a...

In this episode of Ecosystem Alpha , hosts Sebastian and Will sit down with Dhwani Dalal , Revenue Operations Leader at Brio. Co, to dissect the "RevOps Blueprint" for the modern software era. As the traditional linear sales funnel gives way to more complex, interconnected buyer journeys, the role of Revenue Operations has transformed from a back-office "fix-it" function into a...

In this episode of Ecosystem Alpha, hosts Sebastian and Will sit down with Darren Kennedy, a seasoned services leader from ServiceTrade, to discuss why the modern Chief Customer Officer (CCO) must act as an ecosystem architect. Darren shares insights from his career at Salesforce and Pardot, explaining the critical shift from "growth at all costs" to a focus on efficiency and customer lifetime val...

In this episode of Ecosystem Alpha , hosts Sebastian and Will sit down with Jon Mead , the founder of PartnerBridge , to discuss why a staggering 80% of partnerships fail and how to move away from the "logo soup" approach. Jon shares his journey from sales engineering to founding a solution that uses data signals and AI to predict partner success. We dive deep into the mechanics of Partner Fit , e...

In this episode of Ecosystem Alpha , hosts Sebastian and Will are joined by Bryan Brown, co-founder of Go-To-Market Partners, to explore the fundamental breakdown of the traditional go-to-market (GTM) engine. Bryan discusses the death of the "Franken-GTM" and explains why CEOs must shift from being passive observers to active owners of GTM strategy to drive alignment across sales, marketing, produ...

Wall Street Values Networks Over Software: Discover how the Validation Multiplier and partnership-led ecosystems drive efficient growth, net negative churn, and superior SaaS valuations. In this episode of the Ecosystem Alpha Podcast, hosts Sebastian and Will sit down with Jamie Kiggen, a past CFO for multiple SaaS businesses and Wall Street investor. They dive deep into the Validation Multiplier...

Traditional lead gen is broken, and buyers are tuning out. In the current market, trust is the most valuable currency you have. Welcome to the very first episode of Ecosystem Alpha, the podcast where ecosystem strategy meets GTM execution. Today, hosts Sebastian and Will sit down with Forrest Donovan, Senior Director of Strategic Alliances at Full Story, to roast the old-school funnel playbook and...