WorkSpan Raises Additional Funding

WorkSpan announced the successful close of additional funding led by Mayfield with participation from Redline Capital, Microsoft’s M12 ventures, Nautilus, and Knollwood.  Raising funds during this unprecedented macroeconomic climate is a testament to the powerful business model and growth WorkSpan has consistently demonstrated.  Funds will be used to continue the company’s rapid growth as the leader in helping the world’s most recognized technology companies grow revenue through their partner ecosystems.

“We appreciate the vote of confidence by customers and investors, especially in this unprecedented and challenging time”, Mayank Bawa, CEO and Co-Founder of WorkSpan said, “Indeed, our customers tell us that, having digitized their partner programs with WorkSpan, their teams have stayed connected and are driving revenue while working from home.”

“Raising funds in these unprecedented times is not only a testament of our tremendous value proposition but also helps us drive continued growth and momentum as we look to build the company for the long-term,” said Puneet Mittal, Chief Financial Officer.

Ecosystem Cloud Summit May 2020 Roundup

Chip Rodgers here with your Ecosystem Cloud Summit, May 2020 edition roundup. Over 250 ecosystem professionals joined and we were thrilled to see so much interaction in the chat and Q&A.

Chip Rodgers

First, I want to thank all of our terrific panel members — each are senior leaders driving partner ecosystem programs for their companies and brought amazing experiences, transparency, and insights to the audience.  I was inspired and I’m sure you were too!

There were so many awesome takeaways during the 2.5 hour event that it’s impossible to include everything, but we’re sharing our roundup of panels, best practices, poll responses so you can dive deeper into the topics that matter most to you. Scroll down for an overview of each panel with video clips followed by the very interesting poll results!  Want to watch the entire event again? Catch the replay on Facebook Live along with Amit’s slides. 

And now, what you’re here for, the panel recaps!

Leading Partner Programs in the Time of Coronavirus 

with Amit Sinha, Co-Founder and Chief Customer Officer, Workspan.

Watch Amit’s presentation here and check out his slides here

Amit spoke about how companies can “see ahead of the curve to a post-digital world” and drive digital transformation for their partner programs, and why now is the time to do it. It’s the time to digitize, short term to better respond to the current situation and long term to set your ecosystem up for success.

  • Amit provided a framework for collaborating with partners today: Assess, Stabilize, and Grow. 
  • Priority industries are shifting and new solutions will be needed, either with new partners or working with existing partners in new ways. As ecosystem leaders we need to address this quickly – “partners are selling different solutions for different buyers in a very different way.”
  • How can ecosystem leaders stabilize the impact on your partners? A few ideas- help your partners identify “lifeboat” projects, provide digital training, and implement a rapid co-solution process.

Driving World-Class Joint Partner Programs 

with Attis Bouillon, Director of Global Software Partner Sales, Intel and John McAtee, Director Global Alliances, VMware

Watch Attis and John’s panel here

Attis Bouillon John McAtee

Attis and John lead the innovative Intel/ VMWare “Amplify” program focused on driving growth technologies in the channel. Ahead of the curve, they worked together to digitize the program on WorkSpan and bring Intel and VMWare together “as one” to their shared channel. Some key takeaways about the challenges, learnings, and what they see for the future of the program:

  • As the program evolved, Attis and John considered what they could do to make the program appealing to partners. As Attis notes, “The partners that are the easiest to implement on and execute tend to be the ones that are favored.” They looked at how they could digitize processes and standardize workflows to better collaborate with partners using WorkSpan.
  • John provided great insight into how digitizing has not only made the program better for partners, but for Intel and VMware internally. “It’s dynamic, we now see more real time data. The accuracy and granularity of data will help us shape the program going into the future.”
  • The results of investing in digitization of the program? Attis shared that “The number one impact from deploying WorkSpan is broader use of the Amplify program. The number of projects we do with partners has increased dramatically.”

Microsoft and SAP: Pioneering a strategic Co-Sell Program 
with Margaret Synan, Director Business Strategy – WW SAP on Azure Sales Lead, Microsoft and Connor McCarren, Hyperscaler Partnerships Go-to-Market, SAP

Watch Margaret & Connor’s panel here. 

Margaret Synan Connor McCarren

Margaret and Connor lead the “Embrace” program for Microsoft and SAP respectively. Embrace pairs Microsoft and SAP with systems integrators (SI’s) to provide a unified approach to their shared customers moving their SAP S4/HANA implementations to the cloud with hyperscalers. 

Margaret and Connor chatted about compliance, consistency, culture and collaboration with us. Check out some highlights:

  • A key challenge for co-sell programs is jointly tracking sales pursuits (both pre-pipeline and pipeline). Margaret and Connor needed an approach that would accommodate different commercial models, provide data consistency, and meet rigorous  compliance requirements. 
  • Digitizing the Embrace program on WorkSpan is enabling the team to “coordinate joint sales and pipeline reviews, have our regional teams work off of one single source of truth, and bring in consistent data to track joint KPI’s.”  Microsoft and SAP CRM systems are the systems of record, while WorkSpan pulls in data approved for sharing to help drive joint opportunities forward while maintaining data privacy. 
  • Margaret shared four learnings about her experience launching a groundbreaking co-sell program: 
    • Run through the end-to-end process first to identify any hiccups
    • Engage privacy and data protection teams early on to address data compliance
    • Leverage the field as subject matter experts
    • Align your resources from global to the local level

Next Generation of Ecosystem Partnering for Global Systems Integrators
with Cherie Gartner Vice President and Global Head of Partners & Third Party Advisors, DXC

Watch Cherie’s panel here

Cherie Gartner

Cherie joined the summit from Switzerland (that’s Lake Geneva behind her!) where she leads the partner ecosystem for DXC, including over 200 partners and 3rd party advisors. Cherie shared some great insights on Covid-19’s impact on ecosystems and how “this is everyone’s time to look at what we need to do differently.”

Here’s some takeaways from Cherie: 

  • Cherie shared four key areas to drive success with ecosystems during the covid-19 crisis: 
    • Clarify the objective of the ecosystem to drive technology solutions
    • Deliver with agility and speed — rapid changes in business models demand it
    • Digitize to enable triangulation between multiple partners working together
    • Focus on driving customer success to differentiate yourselves in the market
  • On the last point, Cherie emphasized throughout her discussion how the ultimate measure of any ecosystem program is your ability to come together as partners to align with and support your joint customer’s success to achieve their goals.
  • Check out Cherie’s article, Three Keys to Ecosystem Success where she talks about how during the current crisis we need to engage differently, enable with technology, tools and platforms, and evangelize to drive awareness”.

ECS Audience Poll responses

We ran a few short polls during the virtual summit and wanted to share the results with you. We hear a lot of these challenges and success factors on a daily basis, and many of them are why WorkSpan was developed! Reach out to us to learn more and see how we might be able to help. 

  • What’s your role? 35% of attendees manage a partner program (or multiple partner programs!)
  • What kind of partner program(s) do you manage? Co-sell program was the top choice by far with 53%, with channel/VAR at 44% 
  • What challenges are you experiencing with managing partner programs during the  Covid-19 situation? 48% respondent that “Accurately predicting rapidly changing pipeline forecasts “ was a challenge followed very closely by “Shifting joint funded in person events and other activities to virtual”; “Spending more time on virtual meetings to get status updates” was right behind with 46%
  • What actions are you taking in your partner programs to support your partner ecosystem through this challenge? 63% indicated that your programs were “Offering or reduced cost virtual training and certification programs”
  • What challenges do you have managing your MDF programs? 55% of you shared that “Poor ability to show proof of performance for achieving goals” was a challenge, with labor-intensive manual processes and tracking program status both coming in at 30%
  • What are the key success factors you are looking for from your co-sell programs? The clear winner here with 77% was “Grow pipeline and achieve higher win rates”, coming in second with 50% was “ Demonstrate the value of co-sell partnerships”

Thanks for your feedback on what you would like to see in the next Ecosystem Cloud Summit!  Sharing best practices on specific programs and what’s ahead in ecosystem trends were the top choices. If you’re interested in being a panelist for the next virtual ECS in June, please reach out to me directly.

I’d like to wrap up our roundup with a few words inspiring words from Cherie about how to not only survive, but to thrive through this challenging time:

If we wait to anticipate what tomorrow is without acting right now, I think all of us are going to be behind. The trends are going to shift, we have to exhibit agility, we have to exhibit strategic resiliency to show that we are in it to survive and to thrive. It’s up to us to take part in how we drive that change forward.”

-Cherie Gartner, Vice President and Global Head of Partners & Third Party Advisors, DXC

See you at the next Ecosystem Cloud Summit in mid-June!

Lead Your Partner Ecosystem Through the Coronavirus Crisis: A Framework You Can Use

Coronavirus pandemic is a black swan event. It is impacting us all. As individuals and as a community, we are feeling its impact on our health and our finances. We’ve also seen people coming together and adapting to this new way of life.

The Coronavirus crisis has also become a catalyst for unprecedented social change. It has created space for leaders to act and navigate their communities through the crisis with decisive action. A new normal is being shaped for our society now. And a major experiment has been played out over the last 8 weeks — “how may we work — can work be done and customers served remotely with minimal staff onsite?” Early results are in and it is clear that wherever digital processes and collaboration can be embedded, those processes are resilient, and that work can be done with high productivity.

As partner ecosystem leaders, our ecosystems face both challenges and opportunities at this time. We’ve also seen partners coming together and adapting to deliver value to their customers.

Some of the challenges that this crisis will inflict on our ecosystems are: (a) Partners will miss their revenue targets as customers spend only on “lifeboat” projects, (b) OEM and Channel will have shortages or surpluses, (c) Big or small partners will be on the brink of collapse, (d) Partners will experience cash flow problems, (d) Partners will be impacted by lay-offs, (e) Partner employees will seek additional training.

Some of the execution streams will get tough: (a) All planning done pre-crisis will have to be redone, (b) All marketing and partnering activities will have to shift away from events and workshops to being done virtually, (c) Coordinating your partners to align with your company’s response will have to be done digitally/virtually, (d) Leveraging your partner’s partner could be important for leverage, (e) New solutions and new offers will have to be assembled and pushed to market, (f) Apart from Zoom and Teams, team coordination and partner coordination tools will be needed to drive speed and productivity, (g) Receiving and reconciling pipeline data from your partners will be key to assessing and rebuilding pipeline, (h) Managing partners sourced and influenced deals will be key to improve win rates.

Before this crisis, ecosystem partner programs were designed for efficiency. Now, partner programs are being tested on resiliency. As partner professionals – and human beings – we must find a way to lead our partner ecosystem through and beyond this crisis. If we respond well to this catalyst for change, we can steer our ecosystems to be more resilient through the crisis to thrive and grow when the economy turns back to expansion.

With this in mind, here is a framework that you may find useful as you navigate this situation with your partners.

Empathize

Partner and ecosystem work is primarily people oriented. It’s critical to acknowledge and understand people’s challenges and anxieties during this time and give clear direction. You may need to examine decision making and execution in your ecosystem programs, and drive changes. Companies who decide and execute fast will have a non-linear advantage over their competitors. Good decision done fast and improved upon with data is better than optimal decision done late.

Assess

This is a crisis of sales — assess your partner sourced and partner influenced pipeline daily or weekly. Identify your initiatives and your partners that are positively or negatively impacted. Form a special “Ecosystem Covid-19 Response Team” that is responsible for interpreting buying signals on a daily or weekly basis so you can respond appropriately. This team will track critical data such as partner sourced and influenced pipeline – where is buying increasing, holding, and cratering? Pay attention to new opportunities being added since the crisis began, and watch for trends.

Stabilize

There are things you can do to stabilize the downward trend. Make changes to partner program guidelines that allow space for partners to orient themselves to the new normal. Create priority offers to ease the financial burden on partners that are impacted by this crisis. Offer training and certification options to partner employees who have time and are eager to build their own skills. A great example is SAP providing subsidies for partner certification through the SAP Learning Hub. Identify and invite key partners to initiatives that are negatively impacted. In exchange for these benefits, ask for daily updates on joint pipeline and status updates – this will give your “Ecosystem Covid-19 Response Team” access to fresh data that will improve their decision making.

Coordinate

We’ve learned in previous downturns that customers will shift their spending to “lifeboat” projects only. Customers will fast-track decisions on lifeboat projects. So identifying “lifeboat” projects at your customers with your partners is critical. What solutions do you and your partner ecosystem have already, or could quickly coordinate with your partners to build and certify, that align with customers’ shifted priorities? Once identified, coordinate execution around these lifeboat projects, including revising joint account planning, sales targets and Market Development Funds (MDF) plans. For example, about 70% of MDF has been used in the past for in-person events, which won’t happen over the coming months. Re-directing that investment may involve moving downstream to Proof of Concept activities, critical technology investments, etc. Attach influence partners (e.g., Cloud partners, SI partners, MSP partners) to opportunities to improve your own win rates.

Digitize

Digitize your ecosystem. Organizations across the globe are digitally transforming the way they work, and this transformation won’t be temporary. The changes we are seeing now in the way we work together, both internally to our companies and externally with our partners and customers, may be here long after the crisis has passed. As Bill McDermott, CEO of ServiceNow, notes, “Work is never going back to what it once was.”

Digitizing the way you work with your partners will provide tremendous business continuity, security and resilience to your company. Digitization gives time and leverage back – to you, to your partners, and to your employees. Digitization reduces or eliminates manual efforts while getting data faster to you and your partners, even across company lines. Digitization lets you know the status of your partner programs, in real time, and provides insights to drive decision making.

So much of the data that partner programs run on — joint pipeline data, joint account planning, joint solutions development, joint marketing activities — has been locked in spreadsheets or slide presentations that live in someone’s inbox. Meetings with partners are spent comparing data and updating action items. Reporting requires significant resources to collect and synthesize information, and often focuses only on what already happened, rather than on projecting into the future.

In my next blog, I’ll share ways to digitize your partner programs to increase collaboration and build resilience.

In the meantime, watch a replay of our webinar: Lead your Partner Ecosystem through the Coronavirus Crisis.

Here’s How We Help You

Yesterday, I took a moment to reflect a little on the challenges we face together during the global health crisis resulting from the coronavirus pandemic.

I imagine all of us in the partnering profession are thinking about the same things… How do we support each other, how do we connect and solve challenges together, how do we grow together, and how do we emerge from this experience together, stronger than ever before?

Partnering has been a human contact profession. We’re accustomed to building trust through shared experiences with our partners — through shaking hands, in-person meetings at events, sharing smiles, meals, whiteboards, and the occasional brainstorm. It’s what ties us together. 

Partnering now has to adapt to this new normal — when social distancing is the ask, partner events are canceled, and travel is restricted. 

In our industry, 64% of revenue is sourced or influenced by our ecosystem (channels and alliances). How do we shore up the coming weakness in partner sales to serve our company better when we can’t rely on joint sessions to review pipeline, do account planning, build solutions, run events to generate leads? 

Partnering has to shift its mode of work from physical to digital. We’ve to work digitally with our ecosystem to be resilient. We’ve to give each other more visibility to reduce volatility and surprises in these turbulent times. We’ve to quantify our impact to our company’s topline or face the prospect of deep budget cuts impacting our teams.

And that is how WorkSpan can help you. We’re here to work with you to digitize your partnering initiatives. Manage & track collaboration with status updates/content/plans across company boundaries. Work with multiple partners on a deal and keep everyone in sync to reduce volatility and surprises. Track your metrics and quantify sourced and influenced contribution to your company and your partner’s revenue. Building trust via data-driven execution for our customers and their partners is at the core of everything we do at WorkSpan.

“…SAP is using WorkSpan to work virtually with our partners during this time of uncertainty, as we face the #coronavirus crisis.”  

– Tom Roberts, SVP, Partner Solutions, SAP

We’re honored to be trusted by ecosystem professionals in this challenging time, and remain focused on helping you, your colleagues, and your partners to:

  • Connect – We are all in this together. Leverage online platforms to maintain and grow relationships at this critical time.  United we stand.
  • Digitize – your critical ecosystem pipeline and collaboration processes to drive business continuity and growth in the face of current challenges
  • Be Resilient – The time is now to protect your partner ecosystem from getting disrupted. Defend your teams in a downturn with clear data on partner contribution to revenue. 

As Gartner said last week:

“One of the cornerstones to delivering scale and agility is digitizing program infrastructure and support systems. This includes partner ecosystem management, selection for projects and opportunity management.  (e.g., WorkSpan ecosystem management software).”

Let’s work together to meet the challenges of today, and develop this muscle so that together we’re stronger for tomorrow.

To bring the community of ecosystem leaders together digitally, we’ve opened a topic area in the Ecosystem Aces Community around coronavirus issues.  You’re welcome to join, connect, discuss, and share ideas as we work through these challenges together.  

Please reach out to me directly at mayank.bawa@workspan.com and let’s talk about ways we can keep business moving forward in this tough time.

Mayank

We Are Here for You

I wanted to share some personal thoughts I’ve had as we face these unprecedented challenges as a country and as a global community.

These are difficult times as we face the worry of the expanding coronavirus and uncertainty of economic challenges while, at the same time, having to quickly learn and adapt to entirely new ways of working and interacting in the world of “social distancing.”

The coronavirus threat affects everything in our world — from our personal lives, our partner’s lives, our friends and family members, and our broader relationships in faith and business. While we are tested by times like this, they also bring out the best in all of us as we persevere together and come out stronger on the other side.

I am awed by the heroes among us who are risking their lives every day on the front lines including healthcare workers, medical professionals, rescue workers, police and firefighters. They too have families and communities that care deeply about them and their welfare, and depend on them — yet they bravely go into the world and put all that at risk for the greater good.

As CEO of a growing company, my top priority is the safety, security, and wellbeing of our extended WorkSpan family of colleagues, friends, customers, and partners we work with every day. Over the last few weeks, I’ve had many discussions with team members, customers, and family sharing the common experience of this new reality and learning and helping each other along the way.

I’ve been inspired to see the WorkSpan team rally to the challenge with creativity using collaborative tools and video conferencing to maintain a strong sense of working together, being on a shared mission, and committing 100% to delivering for our customers. I’m proud to say that the team has continued business without missing a beat (or even a single meeting!) supporting the success of our customers.

I am here for you — and the WorkSpan team is here for you.

If there’s anything I can do for you, please reach out to me directly at mayank.bawa@workspan.com and let’s talk about ways we can keep business moving forward and get back to the business of building and growing great partnerships.

Mayank

Ecosystem Cloud Summit Roundup: Panels, Presenters, and Polls!

Hi! Chip Rodgers here with your Ecosystem Cloud Summit roundup!

That’s me below having a great time chatting with our panelists and attendees. We had folks joining us from the United States, Brazil, Canada, France, Germany, Peru, and Switzerland!

There were a lot of great takeaways during the 2.5 hour event, so we’re sharing our roundup of the panels, best practices, poll responses and more. You’ll find an overview and video for each panel!

Click here to watch the event in its entirety, and access the slides presented during the event here.

Before we dig into the panel sessions, we also had to share a few of our favorite sayings from our panelists. Want to know more about the context? You’ll have to check out the videos below!

“All the rappers all want to be rockstars, and the rockstars all want to be rappers.”
-Tom Roberts

“Identify the fox!”
– Michael Bruchey

“Rail against the spreadsheet!!”
– Tom Roberts

Now for what you’re really here for, key takeaways from the presentations, panels, and polls! Scroll down to check out each session.


Welcome to the Ecosystem Cloud Summit with Thack Brown, Chief Operating Officer for SAP NA

Watch Thack’s ECS welcome here

Thack Brown, Chief Operating Officer for SAP NA, joined us from SAP’s Hudson Yards office to welcome everyone to the virtual summit. In his role as COO for SAP NA, Thack owns the “formulation and execution of overall GTM strategy,” including the largest System Integrator (SI) relationships (SAP Global Strategic Service Partners) and reseller business (SAP Solutions Extensions).

Here are some key takeaways from Thack’s warm welcome:

  • Partners contribute to significant growth and customer value for SAP and have long been a critical part of their strategy. In the past several years, SAP has evolved the services they offer to their customers and diversified their partner ecosystem. This diversification contributes to significant growth, but has also added complexity with new sales, delivery, support, and business models.
  • In the last year, the SAP team realized the “classic” model of partnering–the “human to human” model with in person meetings, tracking in spreadsheets, and “cobble it all together”–would not scale.
  • SAP’s team turned to new, next generation collaboration methods and tools to allow their business to scale and grow- “WorkSpan has been one of the critical components of that so they can stay lock-step as they go forward with their partners. This is what’s going to allow us to scale and to take the partnership to the next level” without having to deploy armies of human beings.

The Power of Ecosystems: Six Trends and Three Recommendations with Amit Sinha

Watch Amit’s presentation here

Amit Sinha, Co-Founder and Chief Customer Officer at WorkSpan, joined us from WorkSpan HQ (the view doubles as a Highway 101 traffic cam!).

  • Amit talked about how much revenue flows through the ecosystem- according to Forrester 75% of all tech revenue is partner related (regardless of partnering model) and how alliances need their own digital platform. And how, with such massive value attributed to your ecosystem, the time is now to digitize your partner ecosystem programs.
  • You can check out Amit’s slides on Six Trends and Three Recommendations here. They’re all great, but we especially love the “Copernican moment” inspired by Tom Stuermer from Accenture.

Best Practices Learned While Leading the World’s Largest GSI program with Michael Bruchey

Click here to watch Michael & Amit’s panel

Michael Bruchey, Global Vice President Partner Solutions, Global Business Development & Ecosystem, SAP joined the virtual Ecosystem Cloud Summit from Florida, while his moderator Amit Sinha was at the WorkSpan HQ in Foster City, California. In his role at SAP, Michael manages the largest SI program in the industry, SAP’s Global Strategic Systems Integrator program.

Some key takeaways from Michael and Amit’s conversation:

  • When Michael inherited the global SI program, there wasn’t an effective way to track and measure the impact of the partnership. Michael wanted to provide Partner Business Managers with insights to run their business. As we all know, managing partnerships is a tough job- what tools could he provide to make their job easier and to free them up from tactical activities so they can focus on the things that impact the business and make them more effective?
  • “What we did in implementing WorkSpan was to ensure that we had a vehicle that allowed us to focus on those things that are most strategic to the business. We can automate the processes we couldn’t automate before, and integrating with SAP’s CRM provides near real-time updates.”
  • Best practices for rolling out new tools? Identify the “fox”– aka find the champions who understand what you’re doing and work with them first. Roll tools out internally first and then to your partners (never throw a blanket on a partner!). Communication and enablement are key.
  • Ecosystem collaboration in the time of Covid-19- “glad we’ve built our digital muscle”. Now is not the time to pause, let’s get prepared to digitize collaboration now so we get ahead and can be prepared for both the ebbs and flows.

Growing an ISV/OEM program to over $1 billion in sales with Tom Roberts

Watch Tom & Gaurav’s panel here

Tom Roberts, Senior Vice President, Software Solutions Program, SAP joined us from Pennsylvania with a very cool SAP logo background while his moderator Gaurav Saini was at the WorkSpan HQ in Foster City, California. In his role at SAP, Tom manages the software reseller business including Solution Extensions and Endorsed Apps.

Some key takeaways from their talk:

  • “Rail against the spreadsheets!” People are tired of doing a complex role and doing it with spreadsheets- the complexity just doesn’t scale.
  • “All the rappers all want to be rockstars, and the rockstars all want to be rappers.” Everyone thinks they do alliances but it’s a very complex role. Similar to how the sales profession changed when they got a dedicated platform, CRM, evolution for our alliance profession is embodied in a tool like WorkSpan. “This is the skill-set you need to take your game to the next level.”
  • Advice from Tom: “Figure out how to get the economy of scale by looking for things that are similar. When it comes to go to market, you want to ride on the paved roads. If you have to hack through with the machete, you’re not going down the autobahn, and speed matters!

Building Ecosystems as a Global Systems Integrator with David Wilson

Watch David and Nirav’s panel here

David Wilson, Senior Vice President and Head, Partner Ecosystem at Infosys, joined us from Connecticut, and won for most scenic backdrop of the day! His moderator Nirav joined from WorkSpan HQ in Foster City, California.

Here’s some takeaways from the panel:

  • The shift to the cloud has blurred the lines between SI’s, ISV’s, VAR’s. Customers are not interested in owning the technology CapEx and in some cases are looking to contract for business/technology outcomes.
  • 3 areas David looks to evaluate the value of a partnership:
    • 1. What is the market pull from the vendor’s technology? This is the most important element!
    • 2. What is the commercial model? Check for conflict in the commercial model between the partners.
    • 3. What is the GTM model? How you engage from a market presence, executive alignment, how do the field reps work together? Check out more on how David approaches partnering here
  • On ecosystem digitization and metrics: “I don’t want to measure individual people. I want to measure the ecosystem. The ultimate goal is not to have individuals that have the title partner or alliance involved in every single major deal if we’ve done our job correctly. So we’ve shifted the metrics of how we look at the partnerships less about treating as a channel sales and much more about being an ecosystem builder and an ecosystem enabler. And the only way you can do that is to through digital means to manage your business.”

ECS Audience Poll responses

We ran a few short polls during the virtual summit and wanted to share the results here.

  • What’s your role? 33% of attendees selected partner program leaders
  • What kind of partner program(s) do you manage? Co-sell program was the top choice by far with 58%, with channel/VAR at 37%
  • How are you changing your business practices during the Covid-19 environment? 80% indicated you were holding virtual meetings and 70% are using digital tools and platforms to manage through the crisis.
  • What are your challenges in running partner programs? Managing and tracking collaboration between partners was the #1 challenge selected, closely followed by partner revenue attribution.
  • What would be important to you in a digital collaboration tool built for partners? Almost a tie, with 70% indicating “Managing a joint pipeline of opportunities together with partners” and 66% “Having one system of record with partners.”

Lastly, feel free to share this email with your colleagues who might find it valuable as well. Thanks again and see you next time!

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