Explorez tous les épisodes du podcast Unlearn with Asher & Kelly

In Episode 50, we celebrate a major Unlearn milestone: 50 conversations about what business leaders need to rethink.

Saqib Sheikh joins the show to break down how Workday is building its partner ecosystem across strategic partnerships, ISVs, benefits, payroll, and Workday Marketplace. This is a practical conversation about what happens when partnerships move from “nice to have” to a real growth motion with revenue, operations, product, and customer experience behind it.

We cover:
• Why Workday works with more than 1,500 partners, but focuses deeply on a smaller set of strategic relationships
• How benefits and payroll partners extend Workday’s platform for employees
• Why marketplaces cannot stop at search and listings
• How Workday Marketplace moved from discovery to transactions
• Why customer context matters: industry, geography, company size, and maturity stage
• What it takes to run a marketplace across product, partner ops, finance, sales ops, and marketing
• Why partner teams should own real metrics like sourced revenue, co-sell, and revenue share
• How Workday thinks about co-sell attribution and partner revenue
• Why AI can help customers browse and decide, but payroll, benefits, and finance still need deterministic systems
• Why the best AI strategy is not replacing people, but helping them work differently

50 episodes in, one lesson keeps showing up:
partnerships matter most when they are tied to customer outcomes and business outcomes.

If you want to understand how a company like Workday thinks about marketplace strategy, partner revenue, and AI, this episode is worth listening to all the way through.

In Episode 49, we sit down with Connor Jeffers, Founder of Aptitude 8 and CEO of Hapily, to explore what it takes to build an AI-native company. After scaling one of HubSpot’s leading services partners and launching a venture-backed SaaS business, Connor shares how AI is changing software development, marketing, partnerships, and the way startups compete.

We cover:

* Why AI is making small teams dramatically more productive

* Lessons from building both a services company and a SaaS company

* How HubSpot’s ecosystem created opportunities for founders

* Why product design is becoming more valuable than engineering capacity

* Building software for in-person events and customer engagement

* The future of partnerships in an AI-first world

* Where AI is creating the biggest productivity gains—and where it isn’t

If AI allows companies to operate at two or three times their previous scale, what does that mean for the future of teams, products, and competition?

Whether you’re a founder, operator, partnership leader, or executive navigating AI, this episode offers practical insights into how the next generation of companies will be built.

In Episode 48, we break down a hard truth about AI: the companies that win will not be the ones with the best models. They will be the ones with the best partner strategy.

Alan Chhabra joins the show to unpack the AI stack and why distribution, not product, is becoming the real advantage.

We cover:

• Why AI is a stack game and no company can win alone

• The AWS x Cerebras partnership and what it signals about the future of infrastructure

• Why hiring sales before building a partner ecosystem is a mistake

• The shift from hundreds of partners to a few high leverage relationships

• How AI deals are now sold top down to executives, not bottom up

• Why inference speed is critical to unlocking real AI adoption

• The emergence of neo clouds and the global race for compute capacity

• How partner leaders are becoming more important than ever in this market

Is AI a technology revolution or a distribution war?

The answer is both.

But most companies are still operating like it is just a product problem.

If you want to understand how the AI market is actually being won, this episode is for you.

In Episode 47, we break down a major shift happening in AI right now: it is not just changing products, it is reshaping services companies and forcing entirely new operating models. Brendan Tolleson, CEO of RevPartners, joins the show.

We cover:

• Anthropic launching a marketplace and $100M partner fund and what it signals for AI GTM

• Why frontier AI companies are going partner first instead of product first

• The rise of smaller, AI native services firms driving innovation in the market

• New data showing most AI adoption is still internal, not customer facing

• How services firms are evolving from delivery to product and IP creation

• Why events are becoming one of the highest ROI channels for pipeline generation

• The blurring line between services companies and software companies

• Why CEO turnover is rising as companies navigate this transition

Is AI actually transforming how services companies operate? Or are most still experimenting without clear ROI?

The reality is we are still early.

Most companies are applying AI internally, but the real shift will come when it becomes embedded in how they deliver value to customers.

If you care about AI, services, go to market, or how companies are evolving their operating models, this episode breaks down what is actually changing.

In Episode 46, we break down one of the biggest misconceptions about AI right now: it is not reducing work, it is intensifying it. Shailesh Powdwal, VP at Partnerships at Forsys joins the show.

We cover:

• Research showing AI increases pace, scope, and expectations across teams

• Anthropic’s rapid growth and what it signals about the AI market

• HubSpot and Salesforce reshaping partner programs for an AI first world

• McKinsey’s shift toward agents and the rise of new operating models

• How services firms are evolving from time based to outcome based work

• Why hardware companies like SanDisk are benefiting from AI demand

• CEOs stepping in as Chief AI Officers and what that means for org structure

• Why partnerships must shift from influence to owning AI driven revenue

Is AI actually making companies more efficient? Or is it forcing a complete reset in how work gets done and measured?

The data suggests AI is not a cost reduction story. It is a performance escalation across every function.

If you care about AI, partnerships, services, or how companies are restructuring around this shift, this episode breaks down what is really happening.

In Episode 45, Kelly hosts for the first time and friend of the pod Scott Brinker returns to pressure test the SaaS apocalypse thesis.

We cover:

• Anthropic’s new agent capabilities, including legal automation

• The $1T software selloff and Nvidia’s pushback on the collapse narrative

• Microsoft positioning against OpenAI and the rise of AI co opetition

• Anthropic vs OpenAI’s Super Bowl ad battle and Sam Altman’s response

• OpenAI hiring forward deployed engineers and what it signals about product companies moving into services

• KPMG and McKinsey data showing most enterprises are still experimenting with agents

Are agents replacing applications? Or are software companies embedding AI faster than the market expects?

The data suggests we are not seeing the death of SaaS, but a reshuffling of power across models, infrastructure, applications, and services.

If you care about AI, SaaS, hyperscalers, or ecosystem strategy, this episode breaks down what’s signal vs noise.

In this episode, Asher and Kelly zoom out to a bigger question: what happens when AI turns nations, platforms, and enterprises into ecosystem companies?

Starting with the idea that “America is becoming a platform company,” they explore why the biggest AI winners will be the ones with the largest ecosystems, not just the best models.

From Lumen’s transformation from telecom provider to connective AI infrastructure, to the mounting pressure on system integrators to redesign their business models, to Anthropic hiring a revenue owning SI leader at $250K plus OTE, the signals are clear. Adoption beats shipping, and execution beats hype.

They also unpack new data from the 2026 State of Partnership Leaders report, including the hard truth about budget authority, and connect it to Salesforce’s latest State of Sales, where partner selling is now nearly universal.

If platforms win through ecosystems, someone has to own outcomes. This episode explores who that is and why this moment may redefine the Chief Partner Officer role.

In this episode, Asher and Kelly kick off a new Unlearn format and talk through what’s really changing across the tech ecosystem. Kathleen Curry from Workday joins the pod.

They dig into OpenAI recruiting a CPO-level partnerships role, Shopify’s partnership shakeup, and the latest partner program moves from Google, Microsoft and ServiceNow.

The conversation also looks at what the BCG AI Radar tells us about CEOs taking ownership of AI, and why partnerships now have to focus on adoption, expansion, and real customer value.

Most people still think about partnerships as a sales channel. Stripe’s Erika Wool doesn’t. She leads product and strategic partnerships and defines her job as helping Stripe build businesses that wouldn’t exist without partners.

In this episode, Erika walks through how she moved from consulting and Edelman into Google and Stripe, how product partnerships evolved as Stripe scaled from “easiest way to accept card payments online” to a multi-product platform, and how she explains the value of these bets to executives and the board.

Chapters

00:00 – Coming back from break and introducing Erika

00:38 – Erika’s path: think tank, consulting, Edelman, Google, Stripe

09:30 – What product partnerships mean at Stripe today

15:25 – How to articulate the value of product partnerships to executives

21:25 – Keeping integrations alive: SLAs, joint roadmaps, and care after launch

31:30 – How Stripe structures its partnerships org (pillars, partner engineering, strat/ops)

37:05 – Reporting lines, product ownership, and prototyping with partners

43:20 – Building bridges with sales, channel, and customer-facing teams

48:40 – Why Erika chose partnerships and what keeps her in the role

52:00 – Looking beyond tech: Costco, airlines, Walmart, and how AI changes everything

Key Takeaways

1. Product partnerships should build businesses, not just integrations: Erika frames her team’s role as helping Stripe build businesses that literally wouldn’t exist without partners, especially in regulated fintech where Stripe is not the bank, card network, or payment method.

2. Value stories need both market insight and user data: To justify a product partnership, you can’t just say “we need this partner.” You have to tie what’s happening in the market, what your users are asking for or missing, and what the commercial model looks like over time – even when the forecast isn’t perfect.

3. Launch is the starting line, not the finish line: Stripe bakes in SLAs, QBRs, and joint business plans with partners, but the real work is ongoing: updating products as both platforms evolve, entering new markets, and deciding which new partner features are worth integrating.

4. Org structure should follow products and partner types: Stripe organizes partnerships by product pillar and partner type (financial partners, payment methods, Terminal, etc.), backed by partner engineering and a dedicated strategy/ops function inside the partnerships org. Regional complexity comes later.

5. Great partnership leaders build bridges to CEOs, CFOs, and GTM teams: Erika’s world requires direct engagement with product and company leadership. At the same time, sales, channel, and CS are key sources of market signal and distribution for what product partnerships create.

Key Quotes

“You know, there is one motion. It's called B2B, right? Like in your world, you're actually a B2C company first. And then you have all this like B2B stuff on the backside of it. At least that's kind of how I think about it.” - Asher Mathew

“I feel like it's something that a lot of partner leaders struggle with because it's not necessarily as straightforward as channel partnerships, where you're very much focused on the transactional layer. It gets much more complex.” - Kelly Sarabyn

“You do, you are responsible for how that partner impacts the business that Stripe builds on top of it. And so you've got to know those numbers as well and be able to think about how that will change over time.” - Erika Wool

Final Thoughts

Product partnerships sit in a messy middle: part product, part strategy, part relationship management, and part internal politics. Erika shows how Stripe built an org where partner engineering, strategy/ops, and product partnerships can prototype, negotiate, and scale with some of the most important companies in the world while still serving Stripe’s users first.

In this episode, Asher and Kelly sit down with Richard Ezekiel to unpack his book COELEVATE, a practical framework built from decades in the trenches in Silicon Valley and as part of the venture capital ecosystem. Richard breaks down how to build a “virtual company” between partners, why operational rigor is often overlooked, and how partner professionals can move beyond buzzwords to drive real business value.

Chapters

04:28 – From Wired Magazine to Amazon

10:29 – The Partnership T: A Customer-Centric Framework

17:42 – The Real Reason Richard Wrote COELEVATE

24:05 – Why 70% of Partnerships Fail

29:13 – Building a Partnership Like a Virtual Company

34:42 – The Problem with “Alliances” and Industry Nomenclature

42:33 – Scaling with Platform Partnerships

48:12 – AI, Methodology, and What’s Next for COELEVATE

Key Takeaways

1. The 70% Problem - Most partnerships fail within two years, not because of execution issues, but because the foundational idea wasn’t strong enough.

2. The Virtual Company Mindset - A great partnership should function like a shared operating entity between two companies.

3. Idea Quality > Execution - You can’t fix a weak idea with flawless execution. Strong partnerships start with high-quality, differentiated ideas that actually matter to the customer.

4. Platform Strategy Isn’t Plug-and-Play - Scaling to one-to-many partnerships doesn’t mean copy-pasting one-to-one motions.

5. It’s Time to Codify the Discipline - We’ve built sales, marketing, and product into academic and operational disciplines. It’s time to do the same for partnerships with a common language, methodology, and structure.

Key Quotes

"You’re not building a deal. You’re building the architecture for two companies to evolve together. If that framework’s not there, the partnership won’t last." - Richard Ezekiel

"Most partner pros don’t realize they can take their skills into entirely new industries. The ceiling moves when you stop thinking of partnerships as just a B2B function." - Asher Mathew

"Execution depends on culture. You can’t build a strategic partnership if your company values or brand DNA fundamentally clash, even when the numbers look great." - Kelly Sarabyn

Final Thoughts

Partnerships are complex, evolving ecosystems that need better tools, better thinking, and stronger foundations. Richard Ezekiel’s book COELEVATE is a serious attempt at codifying what most of us learn the hard way: that sustainable partnerships need structure, creativity, and a real operating model behind the press release.

This episode is for anyone trying to bring good ideas to life through collaboration. Tune in to hear what’s next for the discipline and what Richard is building to make the methodology real and usable with AI.

Natan Edelsburg, Chief Partnerships Officer at Muck Rack, joins Asher Mathew and Kelly Sarabyn on Unlearn to talk about what happens when a revenue leader outgrows the CRO seat. They unpack how modern PR is evolving, why media training matters more than ever, and how partnerships roles are becoming more dynamic and strategic than ever before. Natan shares his journey from early employee to CPO, the challenges of navigating internal change, and the power of authentic storytelling in a noisy world.

Chapters

01:03 – Natan’s Journey to Chief Partnerships Officer

10:00 – Why He Stepped Down as CRO

13:40 – Building a Role Around Partnerships & Evangelism

19:50 – Staying Focused on PR in a Distracted Market

30:32 – LinkedIn’s Role in Modern Comms

37:20 – What Makes a Strategic PR Campaign

40:35 – Why Media Training Is Essential

43:00 – Using AI for Smarter Media Prep

47:50 – Activating Relationships Through LinkedIn

Key Takeaways

1. Modern PR Requires Integration - Great campaigns span paid, earned, shared, and owned channels. PR isn’t just pitching anymore.

2. Media Training Isn’t Optional - Executives are expected to show up polished on every channel, not just in interviews.

3. Partnerships Can Be Evangelism - Natan’s role blends relationship-building with brand representation, showing CPOs aren’t confined to revenue KPIs.

4. AI Should Augment, Not Replace - Smart teams are using AI to speed up busywork—but keeping humans in the loop to protect quality.

5. LinkedIn Is an Underrated Power Tool - Relationship capital, activated thoughtfully, still opens more doors than cold outreach ever will.

Key Quotes

“You still want to do incubation stuff, but the company’s needs are highly specialized. That’s the trade-off every growth-stage exec faces.” - Asher Mathew

“While tech stacks change, relationships remain the most durable asset in go-to-market.” - Kelly Sarabyn

“Being media trained doesn’t mean being robotic. It means knowing your story and being able to tell it in a way that connects.” - Natan Edelsburg

Final Thoughts

Natan’s story is a reminder that career growth isn’t always up. It’s sometimes sideways, strategic, and self-aware. From building Muck Rack’s comms ecosystem to leading without a team, he’s showing what flexible leadership looks like. And with AI, PR, and social platforms evolving fast, the conversation doubles as a blueprint for staying relevant and trusted in any go-to-market function.

As VP of Partnerships at Factorial, Marcel Queralt turned a side project into a full-blown business unit, driving one-third of the company’s revenue. In this episode, Marcel breaks down how he built a 100-person global team, why partner leaders need to think like entrepreneurs, and the exact culture and org structure that keeps it all running.

Chapters

02:30 - Why partnerships became a growth lever

06:05 - Finding product-market fit before hiring

10:33 - Why Marcel hired “mini-founders” first

27:50 - Culture of ownership and reporting discipline

45:52 - The role of partner enablement at scale

50:48 - Presenting to the board and owning the number

Key Takeaways

1. Mini-Founders First: Marcel prioritized hiring entrepreneurial talent who could own a market and figure out what works before scaling.

2. Reporting is Strategy: Clean attribution and shared CRM visibility are non-negotiable if you want internal alignment and credibility.

4. Partner Enablement is Make or Break: Fast partner activation—within the first two weeks—is the key to long-term results.

5. Partnerships = Business Unit: Marcel runs his org with full P&L ownership, localized teams, and dedicated marketing and ops support.

6. Culture Eats Incentives: Internal collaboration is less about comp plans and more about shared trust and aligned goals.

Key Quotes

"My whole thing right now is, hey, can a partnership leader track performance all the way down to earnings per share... even if you can come down to like net income generated from partnerships, that would actually be a pretty cool thing." - Asher Mathew

"It sounded like when you initially took this on, you were looking quite broad at a lot of different types of organizations that could drive the business forward." - Kelly Sarabyn

"Signing a partnership doesn't mean anything... we want to understand if they want to invest or not on this relationship, if they are able to sign on a business plan or not, and if they have the ambition to be relevant for us. Because we want to be relevant for them." - Marcel Queralt

Final Thoughts

Partnerships don’t scale on charm alone. Rooted in ownership, discipline, and strategic hiring, Marcel’s approach shows what it takes to turn partner teams into revenue engines. Whether you’re in the early days or managing a global org, this episode is a blueprint for doing it right. It’s also a reminder that treating partnerships as a real business unit is necessary if you want to move the needle.

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.

Chapters

02:28 - Sergio’s Background and Role at TD Synnex

04:11 - Evolving from Linear Models to Ecosystems

08:27 - The Omnichannel Approach

16:27 - Supporting SMBs with Tailored Programs

23:47 - Empowering Partners and Managing Data

33:37 - Distribution Models and Partner Retention

44:16 - Go-to-Market Trends and Future Focus

Key Takeaways

1. 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 Sarabyn

Final Thoughts

Sergio 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.

Chapters

5:02 - Healthcare tech: EMRs, APIs, and data exchange

10:57 - Industry evolution: Adoption of technology in healthcare

17:50 - Partnerships and interoperability in healthcare

24:41 - AI and verticalized solutions in healthcare

30:36 - Organizational structure and partnerships at UnitedHealthcare

36:57 - Stakeholder alignment and making the business case

42:25 - Challenges of partnering in the healthcare industry

Key Takeaways

1. 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 Products

04:26 - Structuring Partner Success & Developer Enablement

07:29 - Transparency in Product Roadmaps for Partners

12:58 - The Journey from Product to Platform

18:48 - How to Sell Partnerships to Product Leaders

22:05 - Why Product Managers Should Care About Partners

32:25 - The Role of Ecosystem Risk in Product Decisions

41:05 - CEO-Level Conversations About Partnerships

48:42 - Staying Aligned with Partners Over Time

50:08 - AI’s Impact on Product-Partner Strategies

Key Takeaways

Product 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 Sarabyn

Final Thoughts

Partnerships 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 - 

1. 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.

2. 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.

3. 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.

4. Empowering teams to focus on "doing the work" rather than rigid hierarchies and titles can promote a more collaborative and nimble culture

5. 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 - 

1. 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.

2. 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.

3. 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.

4. 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.

5. 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

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

On this episode of the Unlearn Podcast, hosts Kelly and Asher chat with Greg Sarafin about his extensive career journey at IBM and EY. Greg highlights the significance of grasping a company's business model, and distinguishing between scarcity and abundance mindsets. He emphasizes the success potential of companies embracing abundance by partnering to deliver client outcomes effectively. The conversation also covers topics such as the impact of cloud technology on collaboration, prioritizing outcomes over individual partnerships, and the necessity for quantifying strategic value in partner leadership. Greg's insights from transforming EY's partner program advocating for an abundance mindset, offering valuable perspectives on measuring partnership ROI and optimizing enterprise-level partner functions. Chapters 00:00 - Introduction 01:09 - Career journey and partnership building in the consulting industry 09:00 - CPO role and business model in the context of partnering and abundance economy 13:41 - Partnering and abundance mindset in business  19:18 - Business models, collaboration, and capital strategies  23:46 - Partnering strategies in business 28:40 - Data monetization and cleanup in the decade ahead 33:29 - Partnering function value creation and C-suite engagement  38:02 - Partner ecosystems and outcomes 45:12 - Partner relationships and cost optimization  51:11 - Partnering with audit firms and HR in tech companies Key Takeaways  Companies should adopt either a mindset of abundance allowing them to create more value through partnering. Cloud reduces barriers to effective partnering by lowering the cost of interoperability between companies. Partner leaders should focus on outcomes rather than individual partnerships, and view partnering holistically across the value chain. Tracking metrics like win rate and cost of sales is important to quantitatively prove the value of strategic partnerships. Adopting an abundance mindset where companies combine assets is key for the partner function and company success in today's business environment. Key quotes: "It doesn't matter what I think, the market trends are remarkably consistent. Abundance mindset outside in value orchestration, business models, are increasingly going to outperform those that are not." - Greg Sarafin

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.

On this podcast episode of the Unlearn Podcast, listen in to Doug Landis as he delves into marketing strategies in the digital age, discussing challenges and innovations with Asher Mathew and Kelly Sarabyn. They touch on startup layoffs and acquisitions in the venture capital industry, shedding light on the experiences of B2B SaaS investment firms and the evolving landscape of founder mental health. The conversation expands to include AI funding, sales and marketing challenges, and the evolution of CRO roles in mid-stage companies. Additionally, they explore career progression for C-level executives and the importance of community building in marketing. Insights into partnerships and ecosystems in go-to-market strategies round out the discussion.

On this episode of the Unlearn podcast, Join hosts Kelly and Asher as they talk to Kristen Jacobson, a growth marketer and head of digital operations at UST. Kristen unfolds her unconventional journey into marketing and how her entrepreneurial background has shaped her unique approach to growth marketing. Their discussion spans a spectrum of intriguing topics, from the influence of pop culture on B2B marketing to forging emotional connections with customers.

Join hosts Kelly Sarabyn and Asher Matthew in the latest episode of the Unlearn Podcast, featuring the insightful David Linthicum, Chief Cloud Strategy Officer at Deloitte. Together, they embark on a journey to unlock the secrets of supercharging technology in the business world. They fearlessly confront questions about whether plucky startups can take on industry giants and why innovation can sometimes be elusive for large corporations.

Join hosts Kelly Sarabyn & Asher Matthew on the Unlearn Podcast as they delve into a lively chat with Go-to-Market expert Amanda Malko. Discover Amanda's journey to guilt-free time off and her ingenious use of the regret minimization framework. Unearth the evolution of marketing in the digital age, and how Amanda envisions a strategic upheaval, with CEOs steering the ship. Tune in for insights on the modern CMO's power, crafting stellar customer experiences, and unraveling the mysteries of word-of-mouth magic.

On this episode of the Unlearn podcast, join hosts Kelly and Asher as they sit down with Nate, a dynamic partnerships leader, to unravel his fascinating journey from business process outsourcing to the world of financial services and banking partnerships. Discover how Fintech partnerships evolved amidst regulatory challenges and data sensitivity, and learn about his groundbreaking integration framework. Plus, Nate shares essential tips for aspiring partnership leaders.

On this episode of the Unlearn podcast, Join hosts Kelly and Asher as they dive deep into the fascinating world of startups and fundraising with none other than Rand Fishkin, Founder of the revolutionary SparkToro. Listen in to Rand as he shares the secrets of the startup ecosystem, unraveling the mysteries surrounding fundraising and addressing some of the structural challenges within the current system.

On this episode of the Unlearn podcast, listen in to Bruce Cleveland, a renowned tech industry executive of Oracle, Marketo, and Siebel Systems, as he delves into the ethical implications of AI for HR and why he prefers a hard charging, in-office culture. He also shares his view on future-proof GTM leadership and expounds upon the strategic power of partnership models.

Peter Evans, Chief Strategy Officer at McFadyen Digital, shares how marketplaces are disrupting traditional businesses. Peter has over 20 years of experience leading teams in assessing, framing, and implementing high-priority marketplaces that support business planning. He specializes in helping companies see around corners, anticipate key market trends, and craft platform and marketplace strategies that drive major multi-year growth initiatives.

On this episode of The Unlearn Podcast, listen in to Jeff Barr, Vice President and Chief Evangelist for Amazon Web Services (AWS), where he has been working for over 20 years. He is known for his influential blog, the AWS News Blog, which targets builders, developers, architects, CTOs, and students. Over time, Jeff has built a team of bloggers and implemented a streamlined content creation process. His approach involves simplifying complex topics to make them accessible to a wide audience.

On this episode of The Unlearn Podcast, listen in to David Meerman Scott of Stage 2 Capital share his thoughts on AI and its impact on marketing in the coming years. David is an acclaimed author with 12 published books that have sold over a million copies in 30 languages. He currently serves as an independent advisor and investor in emerging companies that are transforming their industries by delivering disruptive products and services.

On this week’s episode of the Unlearn Podcast, we talk to Ross Brown of Oracle about the evolution of the Partnership model and leveraging this model to generate revenue. Ross is a well-traveled business professional with a diverse background that spans across different industries. He began his career as a software developer but eventually realized that it wasn't his passion. He then went on to work for several technology companies such as MicroAge franchise, Worldwide Technology, Tech Data, IBM, McAfee, and Management Sciences Institute.

During his tenure at these companies, he accomplished various feats such as building the first build-to-order system, creating the first deal registration program in the industry, and developing a concept for a complex solution sale, which resulted in a substantial increase in the company's stock value.

Get ready for a riveting episode of The Unlearn Podcast! Join us as we delve into the brilliant mind of Geoffrey Parker as he shares his insights on Creating Value Through Platforms and how this applies to B2B tech, scalable building and avoiding technical debt on the journey from product to platform.

Join Asher & Kelly on The Unlearn Podcast this week with special guest Kate Bradley Chernis as they discuss Empathy, AI, and Personalization to Thrive in Sales and Marketing. Tune in to this free flowing conversation that covers how AI can help you become the best version of yourself by learning from your best practices and then defaulting to that.

Join Asher & Kelly on The Unlearn Podcast this week with special guest James Carbary as they discuss building and nurturing communities.

Listen in to Jamal share insights into the changing realities of B2B Enterprise selling, training SDR’s and having a slight dose of skepticism when running a deal.

Chris Walker, the Founder and CEO of Refine Labs shares his Revenue R&D framework. He also talks about demand creation and capture strategies and the flaws in the current mindset toward the revenue function.

Listen in to Sam Jacobs of Pavilion share his thoughts on building valuable companies and communities with kindness in a dog eat dog world. In a free flowing conversation with Asher and Kelly, he also discusses his latest book - “Kind folks finish first” and shares interesting anecdotes from his career over the years.

Listen in to Avanish share insights into the partner ecosystem and his thoughts around undertaking change management.