Show notes
They’re one of the largest ecosystems around: 300+ partners, 500+ integrations, and they’re still customer first? You bet they are.
Sonal Uban, Director of Marketing, Global Technology Alliances at Fortinet, says the way you keep a machine like that going is you start with the customer pain points, and then work backwards. According to Sonal, that means putting the effort into the longterm strategies for customers and then thinking about the number of ways to integrate their product into the process. Being the trusted advisor means you’re co-innovating together and you’re co-jointly going to market.
Join us as we discuss:
Sonal Uban, Director of Marketing, Global Technology Alliances at Fortinet, says the way you keep a machine like that going is you start with the customer pain points, and then work backwards. According to Sonal, that means putting the effort into the longterm strategies for customers and then thinking about the number of ways to integrate their product into the process. Being the trusted advisor means you’re co-innovating together and you’re co-jointly going to market.
Join us as we discuss:
- How scalability means meeting partners on their journey
- How onboarding and account mapping works at Fortinet
- What does it mean to be an open ecosystem at Fortinet
Here are some additional episodes featuring other ecosystem leaders that might interest you:- #121 Aligning Ecosystem Strategy with Your Customer as the North Star with Lara Caimi, Chief Partner Officer, ServiceNow
- #122 There’s No Easy Button For Partnering with Nicole Napiltonia, VP Of Alliances and OEM Sales, at Barracuda
- #106 The Secrets to Managing Alliances Like Microsoft with David Totten, Chief Technology Officer, US Partner Ecosystem at Microsoft
- #97 Why Quality Always Beats Quantity in Software Ecosystems with Tom Roberts, Senior Vice President at the Global Partner Organization over at SAP.
Links & Resources- Learn more about how WorkSpan helps customers accelerate their ecosystem flywheel through Co-selling, Co-innovating, Co-investing, and Co-marketing.
- Subscribe to the Ecosystem Aces Podcast on Apple Podcast, Spotify, Stitcher, Google Podcast.
- Join the WorkSpan Community to engage with other partn er ecosystem leaders on best practices, news, events, jobs, and other tips to advance your career in partnering.
- Find insightful articles on how to lead and get the most out of your partner ecosystem on the WorkSpan blog.
- Download the Best Practices Guide for Ecosystem Business Management
- Download the