16 - The Current State of Partner Ecosystems: What You Need to Do Differently

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

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In the past year alone: “Partner ecosystems” has become the hottest buzzword in the channel space. Forrester reported an even split between channel, direct, and marketplace revenue.
And that 90% of IT sales will be partner-assisted before, during, and after a sale.
All this to say that the channel looks shockingly different than it did just five years ago.

If a vendor’s channel team fails to jump on this partner ecosystem trend, will they be left behind?
Today’s guest is Balthasar Wyss, the Vice President of Customer Success at MerdianLink - a digital lending platform. He brings years of business development wisdom from both sides of the channel and helped earn VC funding and successful IPOs.
In this episode, we’re going to:

• Look at how ecosystems affect the channel.
• And what channel leaders can do differently in the ‘age of ecosystems’.

This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝

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To learn about Magentrix PRM, please visit www.magentrix.com
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Podcast Credits:
Host: Paul Bird
Executive Producer: Fereshta Nouri
Content & Research: Fereshta Nouri
Graphics & Branding: Fereshta Nouri

章

1. 16 - The Current State of Partner Ecosystems: What You Need to Do Differently (00:00:00)

2. Introduction (00:00:14)

3. Guest Intro (00:01:14)

4. What does today's channel ecosystem look like? (00:04:12)

5. What are some noticeable trends in the partner ecosystem space? (00:06:56)

6. Is there anything from our past that channel chiefs should pay attention to? (00:11:44)

7. What are common missteps you think channel teams might be making when executing an ecosystem approach? (00:13:29)

8. Often you hear the advice, "Identify and recruit your ideal partner". How do we go about recruiting these different partner types? (00:17:21)

9. How can vendors encourage collaboration across their ecosystem? (00:23:59)

10. What new concepts should channel leaders consider with regards to co-selling and collaborating on deals? (00:27:25)

11. PartnerStack says, “competitors are now colleagues”. What are your thoughts on collaborating with competitors? (00:30:09)

12. A new trend is the emergence of “Chief Ecosystem Officers”. How will they replace or work with channel chiefs or are their roles tied together in any way? (00:35:40)

13. How can vendors measure the success of their ecosystem and strategy? What are the most important metrics today? (00:38:11)

14. What challenges will you run into if you don't adopt a partner ecosystem? (00:41:26)

15. Conclusion and Balthasar's key takeaway on partner ecosystems (00:42:49)