An Ecosystem Technology Leader Joins Ultimate Guide to Partnering®



My mission is to help technology organization leaders achieve their greatest results working with technology giants and their ecosystems. We are witnessing a rapid evolution of the channel, partnering, and the importance of Ecosystems. My next guest on Ultimate Guide to Partnering is an entrepreneur and podcast host at the center of this discussion. Adam Michalski joins to tell us why account-based networking matters to successful partner ecosystems.



Adam Michalski is the CEO and Co-Founder of Partnered and the host of the Partnered Podcast. I was delighted to welcome this forward-leaning entrepreneur and partner thought leader as we share an immense mutual passion for the role of partnering in driving increased business results.



Our mutual good friend Jay McBain has coined this the "Decade of the Ecosystem". In this episode, Adam and I discuss Partnered and its unique mission, his amazing podcast, and banter on the topic of Ecosystems and Partnerships shaping this transformational decade.



What You'll Learn



Partner Sourced vs. Partner Influenced Revenue.What is Account-Based Networking (ABN)?How Partnered applies ABN to measure and drive successful partnerships.What he is seeing during this Decade of the Ecosystem.The role of data and attribution in shifting the C-suite mindset toward partnering.What he sees in the best partners.



Why Listen?



We are seeing a rapid and sustained transformation, technology is transforming every company and industry, and we will never go back. Adam Michalski is a rising leader in the "Go to Ecosystems" movement and his perspective and teachings are gaining momentum; we will continue to see significant shifts in how we partner, develop, market, procure and deploy technology today. We are in the early innings of a very exciting and exhilarating game!



WARNING – This episode is exclusively for leaders who care about partner ecosystems, the evolution of selling and the systems driving this next phase of economic growth, and how this "Decade of the Ecosystem" looks to take shape. You will hear Adam's view on how technology and data are shifting the attribution discussion and how organizations and leaders from the CEO down need to think and move differently during this rapidly changing digital economy. If you are a Channel Leader, make sure your CEO, CFO, CRO, and CMO listen to this episode!



It was great to feature Adam. I hope you learn from this discussion as much as I learned from this rising industry thought leader on Ultimate Guide to Partnering®.



Quote From This Episode



What's interesting is when you start putting real data behind most partner programs, it's step one as most of these programs just aren't being tracked properly. We work with some organizations where we see 50, 60, and 70% of their attribution being missed, which means that there's no chance that you're able to actually accurately drive. It's like driving your car with, you know, one wheel and then blaming the car. But it's actually because you didn't install three of those wheels. I think (data and attribution) it's such a crucial part. Frankly, if the CFO or the CRO was looking at that data when you're only getting very limited inputs, the logical conclusion is always going to be, hey, this isn't working, let me take the budget and put it towards the areas where I know that if I put $1 in, I get x dollars out of sales, marketing. So the attribution component of this is one that I think is really important. There's a lot of low hanging fruit that most organizations have just right off the bat, just deploying, like some standard processes now of actually being able to just track this, but a lot of the methodologies and the ways of actually really making sure that you're best in class at tracking this are where we work with a lot of our clients. And I think once again, bringing this full circle is what's fantastic is once you sta...