Rob, I would have loved to have this article to prove the value of my role and what Partners can achieve in my previous roles.
Thanks for providing that much clarity into the huge challenge of making Ecosystem partnerships understood and make them the core of the GTM strategy, not an isolated, misunderstood and underestimated "department.
Your article values the reality for the field and explains the "intangible" aspect of it. Bravo !
Spot on Rob. As the Global Technology Alliances Director at SUSE my job was 100% focused on creating ecosystem solutions. The RoI measured over the 2 or 3 years following the launch of the solution was massive, but the attribution was the missing link. We have an opportunity to fix that with AI.
Rob — this hit close to home. I spent over 30 years building enterprise partner ecosystems at large and small tech firms and the sensing vs. selling distinction nails the structural gap that I've been obsessing over in the last 6 years, while working at Red Hat.
The intelligence layer you're describing — integration data, partner context, upstream signals that never make it into CRM — that's what we're building architecture around at a new startup that I founded, called eco|monetize.
We call it the Ecosystem Signal Fabric and it maps almost exactly to what you laid out here.
Your Microsoft observation especially — partner ecosystem intelligence shaping corporate strategy before executive vision catches up. That's something I've seen repeatedly and plan to reference in upcoming work. Would love to connect and share what we are building.
Rob, I would have loved to have this article to prove the value of my role and what Partners can achieve in my previous roles.
Thanks for providing that much clarity into the huge challenge of making Ecosystem partnerships understood and make them the core of the GTM strategy, not an isolated, misunderstood and underestimated "department.
Your article values the reality for the field and explains the "intangible" aspect of it. Bravo !
Spot on Rob. As the Global Technology Alliances Director at SUSE my job was 100% focused on creating ecosystem solutions. The RoI measured over the 2 or 3 years following the launch of the solution was massive, but the attribution was the missing link. We have an opportunity to fix that with AI.
Rob — this hit close to home. I spent over 30 years building enterprise partner ecosystems at large and small tech firms and the sensing vs. selling distinction nails the structural gap that I've been obsessing over in the last 6 years, while working at Red Hat.
The intelligence layer you're describing — integration data, partner context, upstream signals that never make it into CRM — that's what we're building architecture around at a new startup that I founded, called eco|monetize.
We call it the Ecosystem Signal Fabric and it maps almost exactly to what you laid out here.
Your Microsoft observation especially — partner ecosystem intelligence shaping corporate strategy before executive vision catches up. That's something I've seen repeatedly and plan to reference in upcoming work. Would love to connect and share what we are building.