Unlearn: Redefining the Playbook for Modern Business

In this episode of the Unlearn Podcast, Asher Mathew and Kelly Sarabyn sit down with Sergio Farache, Chief Strategy and Technology Officer at TD Synnex. Sergio shares insights on how TD Synnex is breaking away from the traditional linear model, creating a dynamic ecosystem that supports diverse partner types, from SMBs to global enterprises.Chapters02:28 - Sergio’s Background and Role at TD Synnex04:11 - Evolving from Linear Models to Ecosystems08:27 - The Omnichannel Approach16:27 - Supporting SMBs with Tailored Programs23:47 - Empowering Partners and Managing Data33:37 - Distribution Models and Partner Retention44:16 - Go-to-Market Trends and Future FocusKey Takeaways1. Ecosystem Integration: TD Synnex serves as the “ecosystem of ecosystems,” integrating major cloud platforms like AWS, Microsoft, and Google into a unified experience.2. Omnichannel Strategy: Whether partners prefer a digital portal, API integration, or direct support, TD Synnex meets them where they are.3. Focus on SMBs: Programs like Evolve help smaller partners scale their offerings without needing a large internal team.4. Data-Driven Decisions: TD Synnex leverages its extensive data to help partners target the right customers and build effective go-to-market strategies.5. Future of Distribution: Embracing digital engagement while maintaining human touchpoints remains crucial for building long-term relationships.Key Quotes“We are the ecosystem of ecosystems. Our role is to normalize interactions across platforms, allowing partners to access major cloud providers from one place.” - Sergio Farache“If you build an amazing global SMB company, you’ll get any money you want from VCs.” - Asher Mathew“The essence of why platforms exist is to add value by connecting partners and customers across the chain.” - Kelly SarabynFinal ThoughtsSergio Farache highlights how TD Synnex is redefining distribution by fostering an interconnected ecosystem, focusing on SMB enablement, and leveraging data to deliver value. As the market evolves, TD Synnex’s approach to blending human interaction with digital efficiency will likely set the standard for the future of technology distribution.

Join hosts Asher Mathew and Kelly Sarabyn as they engage with Gilad Zubery, Chief Revenue Officer at DealHub. This episode unpacks Gilad's journey from EVP of Partnerships at ContentSquare to his current role, highlighting the strategic importance of partnerships in driving business growth. Discover insights into the challenges of revenue operations and the evolving landscape of partner-driven strategies.Chapters- 06:00 - Gilad's Career Journey and Transition to CRO- 12:00 - Attribution Challenges and Solutions in Partnerships- 18:00 - The Role of Partnerships in Company Growth Strategy- 24:00 - Community Building and Its Impact on Business- 30:00 - Challenges in Partner-Driven Growth for New Platforms- 36:00 - Reporting Structures for Partnership Teams- 42:00 - Metrics and Board Reporting for PartnershipsKey Takeaways1. Transitioning to CRO: Gilad's move to Deal Hub was driven by the company's belief in partner channels as a growth engine, underscoring the value of partnership expertise in executive roles.2. Attribution in Partnerships: Implementing a robust attribution system is crucial for understanding the impact of partnerships on lead generation and revenue.3. Outsourcing Challenges: Competing with established players like Salesforce requires innovative strategies, especially when offering fewer services.4. Reporting Structures: The optimal reporting line for partnerships varies by company strategy and culture, emphasizing the need for alignment with overall business goals.5. Early Metrics Implementation: Introducing partnership metrics early can significantly influence strategic decisions and highlight the importance of partner relationships.Key Quotes"Everything you do about partnerships, do it early on after you grow. It's close to impossible to really change. It's very difficult." - Gilad Zubery"Understanding the go-to-market motion of a company is crucial for determining where partnerships should report." - Asher Mathew"This is the beauty of having a partner friendly CRO is you can get data like that, even understanding who the partners are on the other, the competitive side." - Kelly SarabynFinal ThoughtsGilad's transition to CRO highlights the growing importance of partnerships in modern business strategies. His approach to eliminating attribution issues and fostering community engagement offers valuable lessons for leaders aiming to integrate partnerships into their growth models. As companies navigate competitive landscapes, the insights shared in this episode underscore the need for adaptability and strategic alignment in achieving sustainable success.

In this episode, hosts Asher Mathew and Kelly Sarabyn engage with Serrah Linares, Senior Vice President of Growth Innovation at Optum, in a compelling discussion on the future of healthcare partnerships. This episode unpacks how technology, APIs, and strategic alliances are reshaping healthcare delivery and innovation.Chapters5:02 - Healthcare tech: EMRs, APIs, and data exchange10:57 - Industry evolution: Adoption of technology in healthcare17:50 - Partnerships and interoperability in healthcare24:41 - AI and verticalized solutions in healthcare30:36 - Organizational structure and partnerships at UnitedHealthcare36:57 - Stakeholder alignment and making the business case42:25 - Challenges of partnering in the healthcare industryKey Takeaways1. Optum's Technological Edge: Optum builds and commercializes technology to fill gaps in healthcare, enhancing member engagement and service delivery.2. Interoperability and Innovation: The healthcare sector is gradually embracing digital transformation, driven by federal policies and the need for collaboration.3. API Marketplace as a Catalyst: Optum's API marketplace supports startups, fostering innovation in telehealth and virtual care.4. Data Protection vs. Sharing: Balancing data protection with the need for information sharing is crucial for improving healthcare outcomes.5. Strategic Stakeholder Engagement: Effective partnership initiatives require a compelling business case and alignment with company goals.

Elena Leonova, Chief Product Officer at Spryker, joins Unlearn to discuss how product leaders should rethink their approach to partnerships. She explains why transparency in product roadmaps is critical, how developer ecosystems drive platform success, and why product managers need to integrate partners into their strategy. This episode is packed with insights on structuring partnerships for scale, and positioning partnerships at the executive level.Chapters:01:33 - The Role of Partnerships in Platform Products04:26 - Structuring Partner Success & Developer Enablement07:29 - Transparency in Product Roadmaps for Partners12:58 - The Journey from Product to Platform18:48 - How to Sell Partnerships to Product Leaders22:05 - Why Product Managers Should Care About Partners32:25 - The Role of Ecosystem Risk in Product Decisions41:05 - CEO-Level Conversations About Partnerships48:42 - Staying Aligned with Partners Over Time50:08 - AI’s Impact on Product-Partner StrategiesKey TakeawaysProduct leaders need to shift their mindset—Partnerships aren’t just a go-to-market strategy; they’re a core part of a scalable product strategy.Transparency is key—Sharing product roadmaps with partners fosters trust and helps them build complementary solutions.Developer experience matters—A strong developer ecosystem increases platform adoption and partner engagement.Partnership decisions need a framework—Having a clear “build, buy, or partner” philosophy helps streamline product decisions.Ecosystem risk is real—Companies must account for partner stability and evolving technology trends when integrating third-party solutions.Key Quotes"Product leaders often don’t realize that partnerships can extend product capabilities without adding internal complexity." - Elena Leonova"If a product roadmap doesn’t make space for partners, it’s missing a massive opportunity for scale." - Asher Mathew"Product managers care about adoption—partners can help increase product stickiness and usage." - Kelly SarabynFinal ThoughtsPartnerships are a growth strategy that requires alignment between product, business, and developers. Whether you’re a product manager, a partner leader, or an executive, this episode is a masterclass in structuring partnerships for long-term success.#ProductLeadership #Partnerships #TechEcosystem #SaaS #PlatformStrategy

Join hosts Asher Mathew and Kelly Sarabyn as they engage with Alan Chhabra, a seasoned executive with a rich history at MongoDB, now leading partnerships at Cerebras. This episode unpacks Alan's journey from engineering to executive roles, offering insights into building robust partner organizations and strategies for collaborating with hyperscalers. Chapters - - 01:24 - Alan's Background and Journey into Partnerships - 05:54 - Building a Successful Partner Organization at MongoDB - 10:09 - Challenges and Wins in Partnership Development - 24:38 - Strategies for Working with Hyperscalers - 31:32 - Building the Right Team and Infrastructure for Partnerships - 41:23 - The Importance of Enablement and Partner Marketing - 47:37 - Alan's Reflections on His Time at MongoDB - 52:34 - Alan's Transition to Cerebras and the AI Chip Market - 56:49 - Advice for CEOs on Structuring Partner and Sales Organizations Key Takeaways 1. Building Partnerships: Alan emphasizes aligning with the CEO, CRO, and CFO on a North Star goal to enhance sales productivity through partnerships. 2. Hyperscaler Strategies: Transforming relationships with cloud giants involves multi-cloud capabilities, leveraging marketplaces, and executive alignment. 3. Transition to Cerebras: Alan's move to Cerebras highlights the competitive AI chip market and the importance of scaling partnerships with hyperscalers and OEMs. 4. CEO Advice: Splitting the CRO role into separate heads for sales and partnerships is crucial in today's tech landscape. Key Quotes - "Being an immigrant in America, it's not always easy if you're first generation. So there is some challenges." - Alan Chhabra - "Losses can be turned into wins, but you got to be strategic about it, and you need a partner org to go do it." - Alan Chhabra - "How do you see the role of partnerships evolving in the next five years?" - Asher Mathew - "What are the key elements that make a partnership truly successful?" - Kelly Sarabyn

In this Unlearn episode, Asher Mathew and Kelly Sarabyn sit down with Jason Graefe, a seasoned Microsoft executive. With over two decades at Microsoft, Jason shares his journey from a field seller to leading Microsoft's engagement with software development companies. This episode explores leadership lessons, the transformative impact of generative AI, and Microsoft's strategic approach to partnering with software companies. Chapters: - 01:02 - Jason Graefe's Career Journey at Microsoft - 04:36 - Leadership Lessons - 22:10 - Microsoft's Engagement with Software Companies - 25:19 - The Impact of Generative AI on Software Development - 44:50 - Working with Satya Nadella - 48:09 - Improving Microsoft's Partner Engagement Key Takeaways: 1. Leadership Philosophy: Drawing from Jack Nicklaus, Jason emphasizes focusing on solutions rather than problems, a mindset crucial for effective leadership. 2. AI's Role in Development: Generative AI is rapidly changing the software landscape, and companies must strategically integrate it to enhance their core strengths. 3. Strategic Partnerships: Clear communication and tailored approaches are vital for successful partnerships, as emphasized by Jason's experiences at Microsoft. 4. Satya Nadella's Leadership: Jason admires Nadella's ability to balance high-level strategy with technical detail, a skill that defines effective leadership. Key Quotes: - "Our job is to really help software development companies build their businesses and build them on our platform." - Jason Graefe - "It's fascinating to see how leadership philosophies can transform not just a team, but an entire organization." - Asher Mathew - "Understanding the nuances of partnership engagement is crucial for long-term success." - Kelly Sarabyn

In this episode of the Unlearn podcast, Asher Mathew and Kelly Sarabyn chat with Anwar Haneef, Head of Ecosystem at Canva, about the company's innovative approach to empowering developers. Anwar explores Canva's ecosystem, showcasing tools like the Apps SDK and Connect API, which enable seamless integrations across platforms. He shares insights on Canva’s expansive reach, partnerships with industry giants like Meta and Salesforce, and how the $50 million Developer Innovation Fund supports sustainable ecosystem growth. Tune in for a look at how Canva is shaping the future of design, collaboration, and developer success. Chapters -  00:00 - Introduction 03:19 - Canva's Developer Ecosystem and Infrastructure 06:39 - Examples of Canva's Developer Integrations 12:56 - Diversity of Canva's Ecosystem and User Community 19:48 - Monetization Strategy for Canva's Developer Ecosystem 31:25 - Canva's Innovation Fund and Long-Term Sustainability 33:00 - Go-to-Market Strategies with Partners 39:14 - Team Structure and Organizational Design 54:12 - Final Thoughts and Future Plans Final Thoughts and Future Plans Anwar shared that Canva is focused on enhancing functionality and support for developers, including introducing new integrations and tools. He also mentioned a selective approach to onboarding new partners for the premium app program, prioritizing quality and user value.  Key Takeaways -  Developing a sustainable monetization model for a developer ecosystem is crucial, beyond just relying on fixed funding sources. Encouraging a freemium approach and revenue sharing can create a self-sustaining economy. Aligning deeper go-to-market relationships between partnerships, product, and sales teams can be challenging, but is important to provide a cohesive experience for customers and partners. Organizing teams around "super groups" or pods that have cross-functional autonomy can foster faster innovation and better integration between different disciplines like product, engineering, and partnerships. Empowering teams to focus on "doing the work" rather than rigid hierarchies and titles can promote a more collaborative and nimble culture Designing the business model and user experience upfront, before extensive development, can lead to better outcomes than a "build first, design later" approach. Key Quotes -  "Before we start anything, we usually spend a lot of time designing it first. This creates a much better experience because it ensures everything is well-articulated and users are properly guided. When you focus on design upfront, you can build faster, as many of the issues that arise from building first and designing later are avoided." - Asher Mathew "We want Canva to be wherever there is an intention for design. Whether it's creating a QBR, designing a t-shirt, or planning team swag, we aim to be available anytime, anywhere, for any user with design needs." - Anwar Haneef"Many platforms say, 'We've made ourselves extensible—come build on us,' but Canva has gone beyond that. Not only has it made itself extensible, but it has also made it incredibly easy to embed Canva into other products. This allows users to access Canva seamlessly within those products, maintaining a consistent experience." - Kelly Sarabyn

On this episode of the Unlearn podcast, hosts Asher Mathew and Kelly Sarabyn connect with Eron Sunando, Asana's Head of Channels & Alliances. Fresh from Asana's Partner Summit, Eron brings a unique perspective on how partnerships can simplify the increasingly complex world of business technology. Drawing from his globe-trotting career that spans from UBS to Salesforce, Eron unpacks the challenges facing today's businesses – from overwhelmed SMB owners to sales teams juggling multiple tools. He shares an insider's look at Asana's fresh approach to partnerships, including their new partner program and the game-changing AI Studio. Join us for a practical conversation about reducing tech complexity, building meaningful partnerships, and finding the sweet spot between AI automation and the human touch in partner management. Chapters -  00:00 - Introduction and Eron’s career journey 04:20 - Complexity of modern tech stacks 10:00 - Reducing Complexities for SMBs 16:00 - Asana's Partner Summit and Program Relaunch 22:00 - Partnerships with MasterCard and Other Ecosystem Players 28:00 - Balancing Competency-Based and Outcome-Based Partner Programs 34:00 - Asana's Use of AI and the Launch of AI Studio 40:00 - Managing Partner Relationships with Asana's Internal Tools 45:00 - AI and Partner Management 50:00 - Asana's AI Studio and the Shift Towards Customizable AI Workflows 52:00 - Evolving Partner Program Structure Key Takeaways -  Complexity of Modern Tech Stacks: Customers, especially SMBs, are overwhelmed by the growing number of applications and tools they need to manage, highlighting the need for partners to simplify and integrate these solutions. Asana's Flexible Partner Program: Asana is launching a new partner program with distinct paths for different partner types (solution, services, tech, referral), allowing for a more tailored approach to partner engagement. Leveraging AI for Partner Management: While AI can automate certain partner management tasks, the human touch remains crucial for building strategic relationships and providing customized support. Asana's AI Studio offers a flexible, customizable platform for partners to create AI-driven workflows. Centralized Partner Relationship Management: Asana uses its own collaborative work management platform to facilitate communication, task tracking, and coordination with its partner ecosystem, providing a unified system for managing partner activities. Balancing Competency-Based and Outcome-Based Models: Asana opted for a competency-based partner program structure, citing the complexity of implementing an outcome-based model that would require sophisticated backend systems and processes. Key Quotes -  "I was excited to talk with you because, traditionally, a partnership leader’s worst nightmare is working with a CRO. Few people have experienced both roles firsthand, but you’ve done exactly that." - Asher Mathew "What's top of mind for me is that, as you know, AI is everywhere. But what I often hear from our customers is that their tech stack has become very complex." - Eron Sunando

On this episode of the Unlearn podcast, hosts Asher Mathew and Kelly Sarabyn welcome Rich Gardner, a partnership maven with a knack for turning industry insights into actionable strategies. Fresh from events like Catalyst and Dreamforce, Rich shares his take on peer-to-peer learning and aligning partnerships with the big picture. Drawing from his time at Klaviyo, Rich dives into the nitty-gritty of being a true partnership operator. Join us for a candid conversation about where partnerships are headed and how to keep everyone – from your team to your partners – rowing in the same direction. It's a down-to-earth look at the future of business collaboration, sprinkled with Rich's real-world wisdom. Chapters -  00:00 - Introduction 03:14 - Reflections on Catalyst and Peer-to-Peer Learning 09:47 - CEO Involvement and Partnership Strategy 14:02 - Challenges in Measuring Partnership Impact 20:23 - Operator Mindset 29:01 - The Future of Partnerships and Marketplaces 39:38 - Challenges in Collaboration with Product Teams 47:41 - The Evolution of Partnerships and Future Opportunities 50:55 - Closing Remarks Key Takeaways -  Partnerships leaders need to better communicate the value of partnerships to CEOs by understanding the CEO's priorities and speaking their language in terms of business metrics and growth. Measuring and attributing partnership impact is a complex challenge that requires rigor and instrumentation, which partnership leaders need to focus on. Product teams can be resistant to co-building or allowing third-party integrations, so partnership leaders need to frame partnerships as a way to help product teams achieve their goals faster. Partnership leaders need to adopt an operator mindset, understanding the entire business and being able to translate partnerships' value across different functions. The rise of platforms, marketplaces, and the democratization of integration/development due to AI presents both challenges and opportunities for partnership leaders to navigate. Key Quotes -  “Now is the perfect time to claim a seat at the table, given the shifts in the market. The key for leaders is to focus on being effective operators” - Asher Mathew "To succeed as a partnerships leader, regardless of your title, you must understand your product, customer success, sales, and what matters to finance. You need to grasp it all—essentially acting as a mini-CEO." - Rich Gardner "It's complex to map out these dynamics. Crossbeam has attempted to visualize the cloud, but when you consider hyperscalers and their marketplaces, they're now incorporating business software, not just IT and dev tools. This creates layers of ecosystems within ecosystems. Even hyperscalers are part of others' ecosystems, so no one is just a platform anymore—everyone is both a participant and a platform." - Kelly Sarabyn

On this episode of the Unlearn Podcast, hosts Asher Mathew & Kelly Sarabyn engage in a compelling discussion on the impacts of social media. They are joined by author Tobias Rose-Stockwell, known for his book "Outrage Machine,"  Tobias, a seasoned researcher in technology's societal impacts, shares insights gathered over a decade of study. His expertise sheds light on how platforms like Slack can disrupt workplace dynamics and productivity.  The episode delves into the complexities of social media's influence, exploring themes of workplace disruption, productivity challenges, and strategies for enhancing online trust and fact-checking. Listeners gain valuable insights into navigating the evolving landscape of social media and its broader implications. Chapters -  00:00 - Social media's impact on workplace productivity and interpersonal relationships.  7:56 - How digital communication changes social dynamics in the workplace.  12:38 - How social media impacts moral emotions and mental health.  16:32 - Social media companies' ethical issues and how they prioritize engagement over morality.  21:03 - LinkedIn's algorithm and its impact on content visibility and toxicity. 27:51 - LinkedIn algorithm and content optimization.  31:50 - Creating and managing online communities, with a focus on engagement and outcomes.  35:30 - Content moderation challenges in social media platforms.  39:19 - Improving social media fact-checking through community-driven, AI-augmented platforms.  43:35 - Building trust in social media with a focus on verification engines and trust and safety teams.  Key Takeaways -  Social media platforms like Slack can negatively impact workplace productivity and creativity due to constant distractions and performance-based interactions Writing text removes non-verbal cues and context, making online communication more open to misinterpretation compared to in-person interactions  Prioritizing engagement alone can incentivize the spread of misinformation over truthful information on social media Community-driven fact-checking and citations from reputable sources can help combat viral misinformation spread on social media platforms The concept of building a "market for trust" by prioritizing validated information over viral hits in the long run could create more value for social media platforms Key Quotes - "I feel like LinkedIn is really changing. When I first started using it, it was a straightforward network where people had small circles. Now it seems like there are ccircles within circles. Different content is shown to different people, even in different countries. There was this creative explosion initially, but now every week I hear people frustrated because their reach and impressions are down. It feels like we've fallen into the situation you're describing."  - Asher Mathew "There's some really interesting research and history regarding LinkedIn's efforts to make its feed less toxic. Back in the day, most social media platforms didn't even have a news feed. When LinkedIn started, it was more about who you were connected to rather than having a feed. They implemented a feed early on, but then they actually turned it off due to spikes in garbage content, spam, and other issues typical of user-generated content networks. After a hiatus, they restarted the feed, around 2017 if I remember correctly, in a read-only format. They also selected specific influencers who could post to the feed, aiming for global reach with a small number of chosen influencers in the early days." - Tobias Rose-Stockwell "I do think Wikipedia is a great example. People perceive it as very neutral, right? I've never heard anyone say, 'Wikipedia has a liberal bias' or something like that. It just comes across as neutral. I think it's hopeful that this neutrality can be embedded into social networks."  - Kelly Sarabyn