PODCAST · technology
Groundwork
by Tai Rattigan
Groundwork features leaders building partnerships ecosystems at the best tech companies around the world. Hosted by Tai Rattigan and developed by Partnership Leaders, this podcast will help you gain the insights needed to build a successful partner program, one episode at a time.
Episodes
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Episode 53 - The Case for Fewer, Deeper Tech Partnerships
Ron Piovesan is back on Groundwork, this time to share why Okta is going deep with fewer partners instead of going wide. In this episode, Ron unpacks the strategic shift from managing a broad ecosystem to focusing on a small number of high-impact partnerships. He shares how his team aligns...
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Episode 52 - Roman Lobas of Fuelfinance
In this episode, Roman Lobas, Head of Partnerships at Fuelfinance, joins Tai Rattigan to explore the dynamics of venture partnerships. Roman breaks down how to build trust with VCs, align incentives, and craft a value proposition that gets remembered. Drawing from his experience at Deel, Roman...
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Episode 51 - Andrey Lipattsev of Google
In this episode, Andrey Lipattsev, from Google's Chrome Privacy Partnerships team, shares his journey from trust and safety roles to leading product partnerships at Google. He discusses the Privacy Sandbox initiative, which aims to update outdated technologies and enhance user privacy. Here are...
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Episode 50 - Jen Waltz of Kron Technologies
In this episode, Jen Waltz, Founding VP of Global Alternate Channel Sales at Kron Technologies, shares her extensive experience in business development, focusing on digital transformation, strategic partnerships, and cybersecurity. Here are some key highlights of our conversation: - The evolution...
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Episode 49 - Daisy Urfer of Algolia
In this episode, Daisy shares her unconventional journey from a background in child development to becoming a leader in cloud partnerships. She offers insights into balancing internal and external partnership efforts and the strategic role of SI partners in cloud ecosystems. Here are some key...
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Episode 48 - Rachel Fefer of Bloomreach
In this episode, Rachel Fefer shares her extensive experience in partnerships and channel sales. She shares insights from her journey in notable companies like Bloomreach and Magento, the transition to partner-led services, the importance of executive buy-in, and the unique dynamics of the…
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Episode 47 - Jennifer Rhima of Apollo.io
In this episode, Jennifer Rhima, Director of Partnerships at Apollo.io, discusses her journey in building successful partnerships across the globe. From her early days as a congressional intern to leading partnerships in the Middle East and North Africa, Jennifer shares insights on adapting to...
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Episode 46 - Kyle Schroeder of Movable Ink
In this episode, Kyle shares his career journey in partnerships from an intern at ExactTarget to his current role. We covered the importance of structured partnerships, the transition from ExactTarget to Salesforce, and the strategic role of partnerships at Movable Ink. (movableink.com) Kyle...
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Episode 45 - Eleanor Thompson of Branchworks
In this episode, Tai Rattigan chats with Eleanor Thompson about her journey in partnerships, from starting at Blue Prism to founding Branchworks. They discuss the concept of a funded head, the importance of internal enablement, and strategies for aligning sales and marketing teams. Eleanor also...
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Episode 44 - Alexander Shyshko of Outbound Funnel
In this episode, Alexander Shyshko takes us through his career journey, starting in direct sales and his transition to partnerships. Now the CRO at Outbound Funnel, Alex shares his insights on how his passion for building relationships has shaped his career and current role. He and Tai cover the...
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Episode 43 - Jim Misuraca of RainFocus
Tai Rattigan chats with Jim Misuraca, a channel sales and partnerships veteran, particularly in the martech, data, and ad tech spaces. Jim shares his journey from product management to the front lines of sales and partnerships and the insights he gained. In this conversation, Jim and Tai explore…
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Episode 42 - Rachel Collie of Unanet
In this episode, we chat with Rachel Collie, Director, Technology Partnerships and App Marketplace at Unanet, as she discusses her journey as a Partnership Leader in an army of one team. We'll take a look at the challenges she faces in her role and insights on aligning partnership goals and your...
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Episode 41 - Hugh Durkin of appmarketplace.com
In this episode, we chat with Hugh Durkin, Founder of appmarketplace.com. He shares his journey of building app marketplaces, from his time with top companies Facebook, HubSpot, and Intercom to founding his own venture in the same space. In this conversation, he and Tai cover: - Enabling business...
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Episode 40 - Clinton Senkow of Senkow Ventures
In this episode, Clinton Senkow, Managing Director at Senkow Ventures, shares his experience in advising partnerships for companies in tech and other sectors. He and Tai covers: - The importance of partnerships for businesses of all types and sizes. - Why you need personal branding, thought...
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Episode 39 - Gil Rogoff
In this episode, Gil Rogoff, Head of Global Strategic Partnerships and Alliances, discusses the challenges and dynamics of working with media and digital agencies. He and Tai Rattigan will discuss: - Increasing surface area by attending events, joining communities, and pursuing personal passions.…
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Episode 38 - Greg Portnoy of Euler
In this episode, Greg Portnoy, Co-Founder & CEO of EULER, joins Tai to discuss the importance of partnerships, the challenges Partnership Leaders face, and how EULER aims to address these issues. In this conversation, Greg discusses: - The need for establishing a structured data-collection…
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Episode 37 - Cory Snyder of Teamwork
In this episode, Cory Snyder, Head of Partnerships at Teamwork.com, discusses his journey and experience building and managing successful company partnership programs. He and Tai delve into strategies and tactics for creating effective partnerships, the importance of understanding and meeting...
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Episode 36 - Ron Piovesan of Okta
Ron Piovesan, Senior Director of Partnerships at Okta, discusses his journey in the tech industry and the importance of partnerships in building a successful ecosystem. He shares insights from his experience at companies like Firefox and highlights the role of partnerships in driving innovation…
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Episode 35 - Forrest Underwood of Evergreen Industries
In this episode, Forrest Underwood, Founder & CEO of Everwood Industries, gives us a glimpse of what a successful partnership looks like in the defense tech industry. Forrest covers: - The challenges and opportunities in the defense market for startups. - The role of partnerships in the defense...
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Episode 34 - Jake Makler of IBM
In this episode, we'll take a look at insights from Jake Makler, Partner, AI Practice Lead at IBM, and his experience running the partnerships team at Quantum Metric as its former VP, Global Partnerships & Corporate Strategy. Jake covers the following: - The strategic approach of partnerships as...
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Episode 33 - Joe Lamoureux of Merkle
In this episode, we join Joe Lamoureux, Vice President, Strategic Alliances and NAM Google Alliance Lead at Merkle, as he talks about his experience managing strategic partnerships and working with large agencies. Joe will cover: - The overlap between corporate development and partnerships. - His...
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Episode 32 - Michal Kowalik of Yext
In this episode, we dive into Michal Kowalik's journey at Yext as VP of Alliances. Michal shares insights on driving partnerships and alliances, focusing on key performance metrics, understanding local cultures, and aligning partnerships with business objectives. Michal covers: - Driving value...
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Episode 31 - Juhi Saha of Partner1
In this episode, Juhi Saha, CEO at Partner1, joins Tai to dive deep into the Microsoft partner ecosystem and how you can stand out in this crowded marketplace. Juhi will cover: - Microsoft's cultural shift towards partnerships - The Microsoft partner ecosystem and the benefits of forging a...
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Episode 30 - Brian Peters of Shopify
In this episode, Brian Peters, Head of Platform Partnerships at Shopify, shows us the role of partnerships in the growth and success of companies in the eCommerce space and the importance of work-life balance to succeed in partnership roles. Brian will share: - Insights on engaging with partners...
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Episode 29 - Joe Rice of Screencloud
In this episode, we dive deep with Joe Rice, VP of Partnerships at Screencloud and former Head of Growth & Partnerships at Twitter’s Developer Platform, and his journey in building Twitter's developer ecosystem. Joe covers: - His perspective on Twitter's API and its influence on developers - The...
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Episode 28 - Emily Yuhas of Awtomic
In this episode, Emily Yuhas, founder and CEO of Awtomic, joins Tai to discuss the process and benefits of building strong partnerships: - The journey of Awtomic and how it evolved through strategic partnerships. - Partners' significant role in Awtomic's growth and the strategies employed. -...
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Episode 27 - Whitney Williams Nicholes of Atlassian
What is Partner Marketing responsible for? Whitney Williams Nicholes shares her ideas and some great advice on how to partner with Atlassian. She also talks to Tai about:- How to get on the agenda of the Partner Marketing team at Atlassian - How to work with the Product and Marketing team when...
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Episode 26 - Teasara Thompson of Sigma Computing
What does a successfull partnership with AWS looks like? Teasara Thompson shares what she learned while working at AWS and also building that partnership at Redis. She also talks to Tai about: How she is building the partner program at Sigma Computing Tips for sales people that want to continue...
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Episode 25 - Sam Yarborough of PFL
How do you expand your network within the Salesforce ecosystem? Sam Yarborough, SVP of Partnerships at PFL, shares what she learned after almost 3 years of working as a Salesforce partner. She also talks to Tai about: How having Marketing resources on your team will drive more leads and help you...
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Episode 24 - Dustin Clinard of Betterworks
How do partnerships get noticed by the C-suite? Dustin Clinard, from Betterworks, shares his point of view and also talks to Tai Rattigan about: Prioritizing driving revenue and real metrics the business needs from partnerships. Advice for partnering with service companies from his experience...
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Episode 23 - Katie Landaal of Zoominfo
How can you build a strong partnership with a marketing agency? Katie Landaal from Zoominfo shares some amazing tips based on her experience working in The Recon Group. She also talks to Tai about: Partnering with giants like Salesforce, Google, and Microsoft while working at Zoominfo The...
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Episode 22 - Kelsey Gernert Aina of Hubspot
Is it possible to use Hubspot to run a Partner Program? Kelsey Gernert, from Hubspot, shares how she does it and also talks to Tai Rattigan about: - How understanding her partners personal goals helped her manage over 5000 partners at Hubspot. - The importance of introductions when partnering…
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Episode 21 - Foster Geng of Amplitude
How do you set up your company for acquisition? Foster Geng, from Amplitude, shares his advice based on his days as a CFO. He also talks to Tai Rattigan about: - The challenges on partnering with big SI's based on his experience with Accenture - How to show results and set up your partner team...
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Episode 20 - Tessa Jones of Buy with Prime
How do you deal with the challenges of scaling an enablement program? Tessa Jones, from Amazon's Buy with Prime, shares her approach and also talks to Tai Rattigan about: Her experience working in retail at Nordstrom and how she brings that to her daily work. Her first approach to ecosystems…
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Episode 19 - Christine Li of G2
How do you approach partner planning to make sure that it drives value? Christine Li, VP of Growth and Enablement at G2, shares her secret formula and talks to Tai Rattigan about: - Her experience advocating for Chinese immigrants rights in Canada. - How learning to own a number as a Sales…
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Episode 18 - David Johnson of Forma.ai
What makes Salesforce one of the best partner programs in the world? David Johnson, VP of BD at Form.ai, shares his experience as one of their partners and talks to Tai Rattigan about: - What changed in the Partnerships world since he started doing this in 2007. - Partnering with Twitter while...
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Episode 17 - Brett Orlanski of Bango
How do you pitch business opportunities or partnerships that seem impossible? Brett Orlanksi of Bango shares his experience working with celebrities like Snoop Dog in the early days of licensing in the digital world. He also talks to Tai about: - What lessons he took from his days in the music...
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Episode 16 - Shawn Li of Flip
What does it take to crush an Amazon and T-Mobile channel partnership? Shawn Li shares his formula for success from that experience. He also talks to Tai Rattigan about: - What B2C insights from his Amazon Music days he took to B2B partnerships - Creating an integration with Zoom at Lever…
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Episode 15 - Colin Puckett of Appfire
Want to know how Amazon built their B2B marketplace? Colin Puckett, from Appfire, shares how it all started and talks to Tai Rattigan about: - The challenges and strategies behind building Amazon Business. - The difference between focusing on how you want to sell or how your customer wants to…
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Episode 14 - Chris Murray of Lead Forensics
What key learnings for Partnerships success can you bring from an Account Management background? Chris Murray of Lead Forensics shares his experience with Tai Rattigan and also talk about: - The co-selling lessons he learned while working in Finance at HSBC - The importance of face-time when…
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Episode 13 - Allison Baker of C2FO
How do you introduce partnerships to traditional executives and companies? Allison Baker of C2FO shares her experience working at American Express and navigating corporate politics. She also talks with Tai Rattigan about: - Partners or Frenemies? Managing overlapping services in Partnerships -...
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Episode 12 - Vikram Ghosh and Matias Madou of Secure Code Warrior
In this episode, Vikram Ghosh, SVP, and Matias Madou, Co-founder and CTO of Secure Code Warrior, talk about what you can achieve when partnerships are getting support at a C-level. They also talk to Tai Rattigan about: - Presenting Partnerships results and getting feedback from executives. -...
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Episode 11 - Maryam Lahiji of Orca Security
In this episode of Groundwork from Partnership Leaders, Maryam Lahiji of Orca Security talks with Tai Rattigan about: - Her experience at Dropbox. - Navigating AWS. - How to become a Tier 1 level Partner at Atlassian. - Her experience moving over from Business Development to Partner Marketing....
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Episode 10 - Al Harnisch of Radar
In this episode of Groundwork from Partnership Leaders, Al Harnisch of Radar talks with Tai Rattigan about on how to manage the friction when working with different tech providers. Partnership Leaders is a leading industry association for partnership, channel, and business development leaders. As...
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Episode 7 - Kelly Sarabyn of HubSpot
In this episode of Groundwork from Partnership Leaders, Kelly Sarabyn of HubSpot talks with Tai Rattigan on how the product manager owns the market place. Partnership Leaders is a leading industry association for partnership, channel, and business development leaders. As the industry’s premier...
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Episode 9 - Tom Williams of Edge Alliance Consulting
In this episode of Groundwork from Partnership Leaders, Tom Williams of Edge Alliance Consulting talks with Tai Rattigan on: - How did Salesforce become Exact Target’s priority partner. - How to get people to have patience on partnerships. - The basic partnerships concepts that he had to revisit...
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Episode 8 - Justin Forth of Cloud Partner Strategy
In this episode of Groundwork from Partnership Leaders, Justin Forth of Cloud Partner Strategy, talks with Tai Rattigan about: - How he got started on Tech. - Helping THX go from an old-school brand to working with Beyoncé. - Helping startups navigate Amazon Web Services. Partnership Leaders is a...
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Episode 6 - Eddie Patzsch of PartnerPortal.io
In this episode of Groundwork from Partnership Leaders, Eddie Patzsch of PartnerPortal talks with Tai Rattigan about: 1. What are some things partners expect from a partnerships team? 2. What do people look for in PRM these days? 3. What are the things that people try to get out of your product?...
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Episode 5 - Tom Hewitt of Ceros
In this episode of Groundwork from Partnership Leaders, Tom Hewitt of Ceros talks with Tai Rattigan about what partner manager did so well with Pinterest. Partnership Leaders is a leading industry association for partnership, channel, and business development leaders. As the industry’s premier...
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Episode 4 - Mike Vaccaro of Tray.io
In this episode of Groundwork from Partnership Leaders, Mike Vaccaro of Tray.io talks with Tai Rattigan about how to build and maintain the trust with C-level executives at Tray. Partnership Leaders is a leading industry association for partnership, channel, and business development leaders. As…
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ABOUT THIS SHOW
Groundwork features leaders building partnerships ecosystems at the best tech companies around the world. Hosted by Tai Rattigan and developed by Partnership Leaders, this podcast will help you gain the insights needed to build a successful partner program, one episode at a time.
HOSTED BY
Tai Rattigan
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Frequently Asked Questions
How many episodes does Groundwork have?
Groundwork currently has 53 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Groundwork about?
Groundwork features leaders building partnerships ecosystems at the best tech companies around the world. Hosted by Tai Rattigan and developed by Partnership Leaders, this podcast will help you gain the insights needed to build a successful partner program, one episode at a time.
How often does Groundwork release new episodes?
Groundwork has 53 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to Groundwork?
You can listen to Groundwork on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Groundwork?
Groundwork is created and hosted by Tai Rattigan.
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