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Pankaj Dugar
Experienced enterprise software leader who helped build the Databricks partner ecosystem and drove strategy at AI21 Labs, with deep expertise in partnerships, go-to-market, and technical integrations for cloud and AI platforms.
Best podcasts with Pankaj Dugar
Ranked by the Snipd community
Nov 11, 2025
• 38min
Why 99% of Partnerships Go Nowhere (and How to Build the 1% That Win)
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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.
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