Pankaj Dugar

Pankaj Dugar, an accomplished leader in enterprise software who shaped the Databricks partner ecosystem, shares his insights on partnership strategies. He reveals why most partnerships fail right after the press release and the need for clear incentives to engage sellers. Pankaj emphasizes the importance of pre-building technical integrations to minimize friction and enhance customer value. He also discusses the necessity of founder-led sales before achieving product-market fit and the crucial focus on solving less glamorous yet impactful integration challenges.