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

About the author

Mayank Bawa

Mayank has always believed in the importance of data, analytics, and applications in helping people make better decisions. Prior to founding WorkSpan, he founded Big Data pioneer Aster Data Systems, acquired by Teradata in 2011 where he served as Co-President of Teradata Aster division. He has a PhD in Computer Science from Stanford University and B.Tech from IIT Bombay.