Embrace the Business to Ecosystem Evolution (B2E)

Experience across the entire ecosystem spectrum

Partnership ecosystems continue to evolve as a key strategic route to market for companies to harness the benefits of modern customer buying behaviours. However, there is an increasing scarcity-based mindset to sales methodologies across verticals, and many hope that the idea of partnering with a platform or resellers will provide a firehose of easy customer acquisition without understanding the true levers to unlock growth at scale.

Partnership ecosystems are a natural evolution to traditional hardware logistics-based channel partner models. Companies should no longer try to go it alone, work 1-1 with others or just focus on spending precious marketing dollars for 'reach' under the old model.

That’s not how their customers evaluate their buying decisions. They work with multiple stakeholders to create an enhanced and interconnected technology stack, and so they look for not just a product or service offering, but vendors who are offering superior value to their customers by working with who they know, and how interconnected they are with their own ecosystem.

This is a crucial strategic go-to-market strategy for all companies as economic conditions tighten, customer buying considerations evolve with deeper strategic decision-making required for joint success value-based outcomes.

Let’s get creative, take a journey through the science and art of partnership building to establish scale with modern technology ecosystems.

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My Ecosystem Experience

I have partnered with the likes of Microsoft and AWS and their partner ecosystem during their own transitions to SaaS partnership programs, along with born in the cloud vendors such as Dropbox and Procore Technologies.
I have worked both for and with an array of both global and niche technology distributors such as Renaissance, Ingram Micro, and Dicker Data.
I have been involved with hundreds of technology providers across the evolution from Value Added Resellers, into Solution Integrators, Managed Service Providers and the global providers across APAC, MENA and LATAM.
My time inside SaaS distribution, Vendor Technology Integration programs and Australia's National Broadband Network channel and community programs has led me to be involved and consult a wide landscape of start-up ISV's on their own growth journeys to scale with Alliance and Channel partner initiatives.