Unlearn: Redefining the Playbook for Modern Business

On this episode of the Unlearn podcast, hosts Asher Mathew and Kelly Sarabyn sit down with Ritu Khanna, Vice President of Partnerships at Shopify. Under Ritu's leadership, Shopify has unified previously segmented partner functions, generating new synergies that drive the company's continued hypergrowth. With a proven track record in transforming traditional models to thrive amidst digital disruption, Ritu offers valuable insights into connecting ecosystems, embracing disruption, and guiding partners through an era of profound change. Tune in as we explore Ritu's firsthand perspectives on navigating partnership transformations in today's dynamic business landscape. Chapters -  00:00 - Partnerships and product extensibility at Shopify.  06:24 - Partner types and their evolution in software companies.  10:53 - Partnerships and alignment in product development.  16:55 - Transforming Shopify's partner program to accommodate more complex market segments while still supporting SMB partners.  21:34 - Partnering with ISVs and ISPs to offer complementary products and services.  27:52 - Reselling and bundling software products on marketplaces.  33:13 - Leveraging partnerships for growth in the ecosystem.  40:55 - Partnering and leadership in a rapidly changing business landscape. Key Takeaways - Partnerships need to evolve over time to stay aligned with changing products and business needs. Regular communication and flexibility are important. Connecting different partner types (e.g. SMB and enterprise partners) and blurring boundaries can create synergies and new opportunities for growth. Leadership plays a key role in navigating major transformations while keeping partners motivated through recognition, highlighting progress, and embracing change. Co-selling and building complementary value propositions together is generally more effective than direct reselling of other companies' products. Marketplaces are enabling more bundled and efficient partner/ISV relationships through low transaction fees and discoverability compared to traditional channels. Key Quotes - "I think some of the biggest opportunities lie in connecting dots across the different areas that exist in the world of partnerships, whether that's across different partner types or the same partner types serving different segments. The goal is to create a fully functional and operationally efficient engine. While there may not be 100% overlap, there's certainly a Venn diagram of creativity worth exploring that will deliver strong results."  - Ritu Khanna "The efficiency would be if another company's sales rep sells your product instead of your own. That's what most revenue leaders aim for. However, integrating Shopify with another product for resale can be quite complicated, as we discussed."  - Asher Mathew "I think ours is more focused on what I would call mid-market and on-market versus enterprise. But it is interesting listening to what you're saying, because that is a huge transformation. You still have all your SMB customers, right? And you still have all your SMB partners. So, is your program incredibly complex now because it accommodates these different partners for different customers? I assume they're still key to the Shopify portfolio as well." - Kelly Sarabyn

On this episode of the Unlearn Podcast, hosts Asher and Kelly connect with Louise McEvoy, Vice President of US Channel Sales at Trend Micro. Louise shares her insights on building channel programs while balancing a demanding career with her passion for mountain climbing. The discussion covers topics such as obtaining executive buy-in for new models, modernizing competencies for channel leaders, and prioritizing tasks as a busy executive. The speakers explore adapting to changing market conditions, rethinking success metrics, and focusing on revenue growth, program development, and team support amid industry transformations. This conversation provides valuable perspectives on the challenges and opportunities facing partnership executives in today's digital landscape.   Chapters -  00:00 - Balancing demanding career and non-career pursuits with a mountaineer. 06:20 - Transforming a channel through relationships and ecosystems. 10:06 - Unlearning traditional channel models and adopting new strategies for value creation. 15:55 - Transforming business models in the tech industry. 20:34 - Partner strategy, executive buy-in, and market shifts. 26:26 - Leveraging marketplaces for ISVs to resell products without embedding another ISV's product. 31:21 - Marketplaces, bundling, and corporate sponsorship. 38:06 - Modern partnership leadership competencies and evolution of roles. 46:40 - Prioritizing tasks and staying informed in a busy work environment. Key Takeaways -  In transforming business models, obtaining executive buy-in is crucial to mitigate disruptions across departments that may not align with the new direction. The evolution of partnership leadership roles now includes a broader spectrum of competencies, including influence, relationship building, and staying abreast of emerging market trends and tools. Effective strategies were discussed for achieving work-life balance by leveraging employer support, such as flexible time off and a culture of trust in employees. In modernizing channel models, speakers highlighted the effectiveness of combining traditional, transformational, and blue ocean strategies to adapt to evolving market conditions. Insightful techniques were shared for executives to prioritize tasks, focusing on areas such as revenue growth, program development, and team support. Key Quotes- “It's crucial to prioritize collaboration with finance teams and ensure they're well-informed. Finance teams can benefit from a deeper understanding of our business operations. Taking an operational approach and working closely with them to clarify processes is essential for seamless workflow. This clarity helps prevent future support challenges and enhances overall efficiency."  - Asher Mathew "Regarding ISVs, I see the value in integrating with their ecosystems. Take Trend Micro, for instance. We offer a unified platform with various modules and services. For customers using platforms that lack certain security aspects, our integrations with ISVs provide seamless extensions rather than requiring a complete overhaul. This approach avoids the complexity of enabling multiple products and ensures efficient integration that simply works." - Louise McEvoy

On this episode of the Unlearn podcast, we discuss leadership with Rachel Skaff, Managing Director of North America Partner Sales at AWS. At AWS, she oversees the channel sales organization for North America, focused on accelerating growth through partners.  Joined by hosts Asher and Kelly, Rachel shares insights from her diverse career path and transforming AWS's partner model. The conversation explores challenges of work-life balance, especially for female executives, and offers advice for navigating careers amidst disruption. Emphasizing lifelong learning and adaptability, this episode provides valuable perspectives for partnership and sales professionals navigating organizational transformation. Chapters -  00:00 - Partnerships and leadership with Amazon Web Services executive 05:31 - Parenting, leadership, and experience 10:52 - Work-life balance, leadership, and prioritizing people over processes 19:06 - Modern partnership leadership and sales strategies 25:12 - Leadership, decision-making, and adapting to change 32:55 - Leadership, reinvention, and presence in a rapidly changing environment 38:01 - Transforming organizations and leading sales initiatives 44:33 - Customer centricity and leadership principles for executives 51:07 - Partner roles and carrying quotas in business Key Takeaways -  Leaders need to continuously reinvent themselves and be open to change as industries evolve rapidly with new technologies. It's important to spend significant time externally with customers and partners to understand their needs and challenges. Balancing work and personal life, especially parenting, is very challenging but important to discuss openly. Carrying quotas or incentives in some form is important for partner roles to focus on generating business value. Surrounding oneself with diverse networks of peers and mentors is crucial for guidance in transforming organizations. Key Quotes -  "If you wake up every day and it's not a - Hell yeah!. Go find something else!” - Rachel Skaff

In this episode of the Unlearn podcast, hosts Asher Mathew and Kelly Sarabyn sit down with Mekaela Davis, Chief Partner Officer at Trintech.  With experience at both Big 4 consulting firms and enterprise software companies, Mekaela shares her unconventional journey to becoming a CPO. She discusses the diverse skills required and the importance of executive-level accountability. Mekaela also offers insights into building a partner-first culture, optimizing ISV partnerships, and translating qualitative partnership impacts into compelling narratives. Mekaela is also recognized within the VISTA Equity portfolio as a trailblazer in the CPO role, responsible for scaling partnerships across her organization. Chapters -  00:00 - Partnerships and alliances in scaling companies 04:40 - Career paths, including engineering, surgery, and partner operations 08:39 - Path to Chief Partnership Officer role 13:54 - Partnerships and integrations between tech companies 20:15 - Partner management challenges and solutions 26:52 - Partnerships, strategy, and becoming a Chief Partner Officer 31:00 - Partnerships, alliances, and 360-degree relationships in professional services 34:58 - Career progression and leadership role evolution 39:52 - Changes in role from SVP to CPO, including new responsibilities and expectations 44:37 - Leadership roles in partner programs, challenges faced by SVPs, and benefits of becoming a Chief Partner Officer 48:37 - Importance of CEO buy-in for partnership success 52:33 - Partner management and culture with a CEO and their team Key Takeaways -  Having a dedicated Chief Partner Officer (CPO) role is crucial for leading partnerships at an executive level and ensuring proper focus, allocation of resources, and accountability. To be effective in the role of CPO, one needs diverse experiences encompassing roles in accounting, marketing, business development, and other areas. It's essential to cultivate a partner-friendly culture within the organization, starting from the ground up with a strong commitment from the CEO and consistent reinforcement. In addition to quantitative metrics, it's important to convey qualitative narratives about partnerships to boards and stakeholders, highlighting their significance beyond just key performance indicators (KPIs). Optimizing partnerships between technology companies holds strategic importance in enhancing customer experiences and overall outcomes. Key Quotes- “Companies that get funded, say, here's a use case, and go sell it to one department, meaning one person. Then they go find other departments or other people in the same company and sell the same use case. So that's one way to build your business. The other way to build your business is you find a persona, and then you do everything for that person and make them look like a hero.” - Asher Mathew "Building a truly partner-first culture requires constant reinforcement from the top down. As CPO, I work closely with our CEO to ensure partners are part of every communication, from company-wide emails to press interviews. It's about repetition so that partner-focus becomes second nature for our entire organization." - Mekaela Davis "As someone who has worked at both startups and larger enterprises, I've seen it work both ways depending on the situation. At a young startup, focusing intensely on a niche persona is often the best strategy to quickly gain traction. But for a more established company, expanding into new use cases once the core product is established can also drive significant growth. It really comes down to understanding your unique market and customers at each stage of the business." - Kelly Sarabyn

On this episode of the Unlearn Podcast, hosts Kelly and Asher are joined by Bob Rosin, a seasoned professional with a diverse career spanning the B2B industry, startups, and leadership roles at companies like Sony, LinkedIn, and Stripe. Rosin shares insights into strategic partnerships, emphasizing the importance of understanding partners' goals and creating mutual value. He highlights LinkedIn's mission-driven approach and discusses the evolving Chief Business Officer role in driving holistic business development. The conversation covers various partnership types for startups and career paths in partnerships, offering key takeaways on strategic pursuit, interdepartmental collaboration, and the evolving role of partnership leaders in driving growth. Chapters: 00:00 - Partnerships and business development in various industries. 07:46 - Business development and partnerships. 11:43 - Partnerships for product development and distribution 18:57 - Partnership strategies for startups, including marketing, distribution, and enablement. 24:33 - Importance of business development and partner management in organizations. 29:00 - Partnerships, product understanding, and user experience at LinkedIn. 33:41 - LinkedIn's API program and data protection. 38:36 - Data collection, scraping, and partnerships in the tech industry. 41:59 - Career paths in partnerships and business development. 47:30 - Business development roles and reporting structures in tech companies. 52:54 - Chief Business Officer roles and responsibilities. 57:16 - Partnerships and business growth strategies for Chief Business Officers and partnership leaders. Key Takeaways: 1. Partnerships should be pursued strategically based on what is best for the business, not just for the sake of doing deals. 2. Understanding the technical and business goals of potential partners is key to developing mutually beneficial relationships. 3. Close collaboration between partnerships/business development and product/engineering teams leads to innovative solutions that create value for customers. 4. Networking and relationships are critical for startups to connect with larger organizations and make opportunities happen. 5. As partnerships evolve, leaders need to focus on growing the business holistically through multiple levers like buy/build/partner, not just distribution. Key Quotes: "Your goal, whether your partnerships, or your chief business officer is to develop the business." - Bob Rosin "Partnerships are a means to an end of building the business. It's not about doing partnerships, right. Partnerships is a means to an end. And, but the goal is to how do you create new businesses? Have you built a business? How do you have impact on your end users, that makes it a better product, right, that delivers better experiences for your customers." - Bob Rosin "The closer that you can be to product and to the technology and to the actual user experience, then the better results you're going to have because ultimately the kind of the, the ground truth, like where it happens is the end user, whether it's a business user or a consumer and the experience that they're having." - Bob Rosin

Join Kelly and Asher as they chat with Greg about his career journey at IBM and EY, emphasizing the shift towards abundance mindset in businesses. Topics include cloud technology impact, prioritizing outcomes over individual partnerships, quantifying strategic value, and optimizing partner functions. Explore data monetization, partner ecosystems, and cost optimization strategies in tech companies.

On this episode of the Unlearn Podcast, we dive into the world of partnerships with Nicole Dezen, the Chief Partner Officer at Microsoft. In this insightful conversation, hosts Asher and Kelly sit down with Nicole to explore her extensive career in partnerships, the intricate partner organization structure at Microsoft, and her invaluable perspectives on crucial topics shaping the future of the partner ecosystem. Listen in, as Nicole and the hosts engage in a thought-provoking debate on various aspects of partnership management. This conversation provides a unique glimpse into one of the largest and most mature partner ecosystems, offering listeners actionable insights drawn from Nicole's wealth of industry experience. Chapters -  00:00 - Introduction 01:15 - Partner business at Microsoft 06:35 - Partner organization design and dotted line reporting. 12:01 - Partner ecosystems and multi-partner deals 17:47 - Partner ecosystem, data, and community engagement. 23:48 - Partner ecosystems and growth strategies in tech industry 31:02 - Partner collaboration and differentiation strategies. 36:23 - Partner leadership roles and priorities in business 42:34 - Partner management and future of role 46:59 - Partner management incentives and motivation. Key Takeaways Partnerships are critical for companies to achieve scale, reach, differentiation, and customer success in today's technology industry. It's important for partner leaders to tell the partner story internally to gain alignment and understanding of the unique role partners play.  Measuring and monitoring partner performance is key to ensuring alignment with company strategy and priorities. Partner managers should have a sales mindset and focus on developing partners to deliver differentiated solutions for customers. Building trust and community among partners is important, as is constantly evolving partnerships to address changing market needs. Key Quotes: "Collaboration requires understanding each other's corporate objectives and meeting in the middle, while also respecting each company's autonomy." - Asher Mathew "I think it's so important for all of us to be the voice of our partners for our companies. And we have a really important role to play, regardless of the company's maturity on the partner business or their stance on the partner business, like helping colleagues and leaders understand what a partner or partners could do for the achievement of growth, achievement of the company strategy, delivery of the company's mission." - Nicole Dezen

On this podcast episode of the Unlearn Podcast, we are joined by Hong Choing from Oracle, who has over 25 years of experience leading global partnerships. Listen in, as he shares how strategic collaborations currently supercharge innovation, accelerate time to market, and help companies leapfrog competitors. He dives into the critical success factors and challenges in managing partnerships at massive global scale. This is a can't-miss discussion for any leader who wants their company and partnerships to succeed in today's disruptive environment. So listen in to gain proven strategies for optimizing relationships and unlocking exponential growth through strategic cooperation straight from a seasoned industry veteran.

On this episode of the Unlearn podcast, Listen in to Asher and Kelly talk to Christopher Engman, a veteran in the mega deals space.  He discusses the differences between selling to large enterprises versus small businesses and how marketing plays a bigger role in mega deals due to the complexity of decisions.  He emphasizes the unique approach needed for mega deals, highlighting the impact of complex decision-making in matrix organizations. Christopher explores the evolving landscape of mega deals in the digital era, underlining the role of marketing in building brand trust. The conversation underscores the significance of understanding client data, departments, and decision-making processes, with Christopher advocating for targeting investors and stakeholders to expedite opportunities.

On this episode of the Unlearn podcast, listen in to Peter Caputa, where he delves into his role at Databox, an analytics platform with a unique Benchmark feature. Discover how Databox helps companies harness data for decision-making, and their partner program for accessible data-driven insights. The conversation also explores community building, product launch challenges, and Caputa's journey from engineer to CEO. Learn about his expertise in sales, partnership strategies, and the dynamic business landscape he operates in.