Really great point Rob! I’ve led partner GTM through both eras, and the shift from Relationship Manager to Ecosystem GM is very real. The clearest signal is org design: when Partnerships has a direct (or tight dotted) line into the CRO/RevOps operating rhythm, it scales predictably. When it’s still treated as “sales-adjacent,” results are unpredictable.
Really great point Rob! I’ve led partner GTM through both eras, and the shift from Relationship Manager to Ecosystem GM is very real. The clearest signal is org design: when Partnerships has a direct (or tight dotted) line into the CRO/RevOps operating rhythm, it scales predictably. When it’s still treated as “sales-adjacent,” results are unpredictable.
I believe that this shift is being driven by the various way partners create value from top, middle and bottom of funnel.