Inside Partnering
Episodes
Gretchen O’Hara: The New Partner Playbook for AI, Ecosystems, and SMB Growth
04 May 2026
Contributed by Lukas
At Sage FUTURES in San Francisco, Gretchen O’Hara delivered a clear message to partners: the market is shifting fast - and the opportunity is massiv...
Rajiv Batra: From Industry Insight to Scalable Partner Solutions
31 Mar 2026
Contributed by Lukas
For years, partnerships with global systems integrators were often viewed through a narrow lens - implementation, services, and support.Rajiv Batra ch...
Abhisheikh Lahoti & Jessica Rudy: Bringing Agentic AI into the Flow of Partner GTM
23 Mar 2026
Contributed by Lukas
At AWS Global Partner Summit last week, a clear theme emerged: the next evolution of partnerships isn’t just better programs or more incentives.It’...
Shobana Shankar: Inside Google Cloud’s Playbook for ISV Partnerships
06 Mar 2026
Contributed by Lukas
Partnerships have always been important in enterprise technology. But according to Shobana Shankar, Head of ISV Sales for Data Analytics at Google Clo...
Erica Hakonson: The Hidden Work Behind Successful Co-Sell
10 Feb 2026
Contributed by Lukas
One of the clearest themes from this conversation with Erica Hakonson is that partner strategy has to reflect where a company actually is in its lifec...
Jen Dawson: Clarity, Momentum, and the Path to Scale with AWS
03 Feb 2026
Contributed by Lukas
Partner-led growth often looks simple from the outside. List on marketplace. Enable co-sell. Build a better together story. But in practice, many ISVs...
Grant de Leeuw: Building Global GTM from Day One with AWS Marketplace
28 Jan 2026
Contributed by Lukas
This is a free preview of a paid episode. To hear more, visit insidepartnering.substack.comFrom the earliest days of DataMasque, Grant de Leeuw made a...
Charlie Pagliazzo: Building a $2B Channel Engine at Granite Telecommunications
16 Jan 2026
Contributed by Lukas
Granite Telecommunications is a nearly $2B business serving multi-location enterprises and government customers across the U.S. and Canada. But if you...
Masooma Naqvi: Co-Building the Future of Enterprise IT with AWS
13 Jan 2026
Contributed by Lukas
At AWS re:Invent in Las Vegas, I had the chance to catch up with Masooma Naqvi, Vice President of Digital Services at HP, to talk about one of the mos...
Pankaj Kumar: Inside Kyndryl’s Agentic AI Strategy with AWS
09 Jan 2026
Contributed by Lukas
AWS re:Invent has increasingly become a signal for where enterprise technology is actually headed, not just what’s being promised. In this conversat...
Kelley Lear: AI, Co-Innovation, and the Future of Supply Chain Platforms
05 Jan 2026
Contributed by Lukas
Leading Through Supply Chain TransformationKelley Lear stepped into her role as CVP and GM, Global Alliances for Blue Yonder just four months ago, and...
Marc Monday: Building the AI Partner Ecosystem of the Future
17 Dec 2025
Contributed by Lukas
Introduction: A Moment of AccelerationThe pace of change has become the defining characteristic of the AI era. As Marc Monday puts it, quoting Bill Mc...
Gretchen O’Hara: Building the Next Generation Partner Ecosystem at Sage
15 Dec 2025
Contributed by Lukas
Few leaders in the industry understand ecosystem transformation like Gretchen O’Hara, the longtime Microsoft executive, former Splunk channel leader...
Chandos Quill: Inside Epsilon’s Partner Strategy for the AI and Data Era
12 Dec 2025
Contributed by Lukas
Scaling a Modern Partnership Function at EpsilonAt AWS re:Invent, I had the opportunity to chat with Chandos Quill, Senior Vice President of Channels ...
Jessica Alexander: Inside the Playbook Behind CrowdStrike’s AWS Success
11 Dec 2025
Contributed by Lukas
Jessica Alexander spent nearly nine years at CrowdStrike, architecting one of the most successful AWS partnerships in the software ecosystem - a relat...
Rick McConnell: How Partners Helped Double Dynatrace from $1B to $2B ARR
08 Dec 2025
Contributed by Lukas
At AWS re:Invent, I had the opportunity to sit down with Rick McConnell, CEO of Dynatrace, for a conversation that touched on observability, AI, partn...
Inside the AppDirect Acquisition of Tackle.io with John Jahnke and Emanuel Bertolin
05 Dec 2025
Contributed by Lukas
At AWS re:Invent this week, AppDirect and Tackle.io made a major announcement in the “partner tech” world: AppDirect is acquiring Tackle to extend...
Sanjay Bhakta: AI, Culture, and the Reinvention of a Global Media Company
04 Dec 2025
Contributed by Lukas
In this episode of Inside Partnering, I sat down with Sanjay Bhakta, Chief Product and Technology Officer at Condé Nast, live from AWS re:Invent. San...
Deepak Arora: Turning AI Platforms Into Real-World Outcomes
04 Dec 2025
Contributed by Lukas
Few leaders sit at the intersection of product, engineering, and hyperscaler partnership the way Deepak Arora does. As Global CTO for AWS Solutions an...
Rohan Karmarkar: How AWS and Partners Build Better Together
03 Dec 2025
Contributed by Lukas
AWS re:Invent is always buzzing with energy, but this year’s conversations feel different. AI is no longer a concept - it is a driver reshaping the ...
LIVE at AWS re:Invent on Day 2 Tuesday
02 Dec 2025
Contributed by Lukas
Tuesday morning’s live session from Las Vegas was packed with energy - and major updates from AWS that will shape the year ahead for partner leaders...
Mona Chadha: How Partners Turn AI Innovation into Real-World Outcomes
02 Dec 2025
Contributed by Lukas
At AWS re:Invent, the energy is palpable - more than 65,000 attendees, sprawling venues and nonstop announcements. In the middle of that amazing energ...
AWS re:Invent Marketplace Announcements - with Matt Yanchyshyn
01 Dec 2025
Contributed by Lukas
The Marketplace Moment at re:InventOn opening day of AWS re:Invent 2025, AWS Marketplace is rolling out one of its most significant waves of innovatio...
Rohini Kasturi: Partners, Platforms, and the New GTM Stack
25 Nov 2025
Contributed by Lukas
Recorded live at the CMO Huddles SuperHuddle at the El Prado Hotel in Palo AltoA New Vision for Revenue Growth IntelligenceIn this conversation, Rohin...
Jason Rook: How Partners Drive 75 Percent Bigger Deals with Partners
20 Nov 2025
Contributed by Lukas
Recorded live at Microsoft Ignite 2025, San FranciscoMicrosoft Marketplace continues to be one of the fastest-scaling engines inside the Microsoft eco...
Closing Day! LIVE from Microsoft Ignite 2025
20 Nov 2025
Contributed by Lukas
Thank you to everyone who tuned into my live video! Join me for my next live video in the app. Get full access to Inside Partnering at insidepartnerin...
Day 3! LIVE from Microsoft Ignite 2025
20 Nov 2025
Contributed by Lukas
Thank you to everyone who tuned into my live video! Join me for my next live video in the app. Get full access to Inside Partnering at insidepartnerin...
Live from Microsoft Ignite 2025 - Day 2
19 Nov 2025
Contributed by Lukas
Thank you to everyone who tuned into my live video! Join me for my next live video in the app.🎙️ Inside Partnering is a podcast for ecosystem bui...
LIVE from Microsoft Ignite 2025 (Chip and Asher)
18 Nov 2025
Contributed by Lukas
Thank you to everyone who tuned into my live video! Join me for my next live video in the app.🎙️ Inside Partnering is a podcast for ecosystem bui...
Heidi Bullock: Data, Partners, and the New Rules of Marketing
17 Nov 2025
Contributed by Lukas
The Fastest Marketing Cycle We Have Ever SeenWhen I sat down with Heidi Bullock, CMO at Tealium, at the CMO Huddles SuperHuddle in Palo Alto, she bega...
Suraj Atreya: Inside the Future of Partner Marketing in the AI Era
16 Nov 2025
Contributed by Lukas
The New Shape of Partner MarketingModern partner marketing is in the middle of a major shift. Buying patterns have changed, ecosystems have expanded, ...
Allison Johnson: How ISVs Win with AWS Marketplace + Agentic
14 Nov 2025
Contributed by Lukas
Allison Johnson joined Inside Partnering for a wide-open conversation about what it takes to succeed as an ISV inside AWS today. From the rapid rise o...
Mandy Dhaliwal: How Partners Power the Hybrid Multicloud Revolution
12 Nov 2025
Contributed by Lukas
When Mandy Dhaliwal arrived at Nutanix as Chief Marketing Officer, she quickly noticed something missing in the company’s go-to-market story.For a b...
Drew Neisser: Building a Flocking Awesome CMO Community
10 Nov 2025
Contributed by Lukas
When Drew Neisser walked on stage at the CMO Huddles SuperHuddle dressed head to toe in a penguin suit, the room erupted. It wasn’t just comic relie...
Sandy Ono: Building Growth at the Intersection of Marketing and Partnerships
07 Nov 2025
Contributed by Lukas
At the CMO Huddles SuperHuddle in Palo Alto, I sat down with Sandy Ono, Chief Marketing Officer and Executive Vice President of Marketing and Partners...
Christopher Mercer: Inside the $2B AWS–Salesforce Partnership
04 Nov 2025
Contributed by Lukas
When you think about partnerships between two global tech giants, few are as powerful as AWS and Salesforce.In this episode of Inside Partnering, I sa...
Greg Portnoy: Remove Friction, Increase Revenue
30 Oct 2025
Contributed by Lukas
Partnerships is a lot messier than it looks - and that messiness is actually the opportunity. At a Partnership Leaders breakfast during Dreamforce, Gr...
Lori Cornmesser: Building Channel Clarity at 1Password
27 Oct 2025
Contributed by Lukas
At the recent ChannelScaler event in Palo Alto, Lori Cornmesser, most recently VP of Channels and Alliances at 1Password, joined me to share how she’...
Brent Adamson & Karl Schmidt: The Framemaking Sale - Help buyers believe in themselves so they can buy
23 Oct 2025
Contributed by Lukas
Buyers today are exhausted. They face massive information overload, tangled internal processes, conflicting objectives across stakeholders, and creepi...
Ron Piovesan: Building Outsized Value in Every Partnership
16 Oct 2025
Contributed by Lukas
When you ask Ron Piovesan, Head of Technology Partnerships at Okta, what makes a great partner motion, he doesn’t hesitate:“Partnership has to be ...
Josh Greene: Inside Okta’s Billion-Dollar Cloud Partnership
13 Oct 2025
Contributed by Lukas
Few companies illustrate the power of partnership better than Okta. At the heart of its cloud strategy is a deep collaboration with AWS – a partners...
Margaret Adam: From Analyst to Operator in the Partner Ecosystem
08 Oct 2025
Contributed by Lukas
When it comes to partnerships, few people have seen the industry evolve quite like Margaret Adam. After 14 years as a leading ecosystem analyst at IDC...
Balaji Subramanian: The Four Ps of Partner AI Success
03 Oct 2025
Contributed by Lukas
I had a fantastic LIVE conversation yesterday with Balaji Subramanian at the El PRADO Hotel in Palo Alto during Channelscaler’s partner-focused AI e...
Vineet Anshuman: Building the Future of AI and Security on AWS Marketplace
29 Sep 2025
Contributed by Lukas
The tech partner ecosystem is experiencing one of the most dramatic shifts in decades. Generative AI, agentic frameworks, and security innovations are...
Estelle Smith: Attracting, Not Chasing, GSI Partnerships
25 Sep 2025
Contributed by Lukas
At the Partnership Leaders Catalyst Summit in San Francisco, I had the opportunity to sit down with Estelle Smith, Global GSI Alliance Lead at Semperi...
Jordan Spiers: Building Future-Proof Partnerships at CloudAware
18 Sep 2025
Contributed by Lukas
At the Partnership Leaders Catalyst event in San Francisco earlier this month, I had the chance to chat with Jordan Spiers, Vice President of Strategi...
Rob Castaneda: Why trust, mindset, and brand matter more than size in partnerships
15 Sep 2025
Contributed by Lukas
In the world of partnerships, few stories are as intertwined with a platform’s growth as ServiceRocket’s journey with Atlassian. In this episode o...
Mike Reed: The Field CISO’s Partner Playbook
10 Sep 2025
Contributed by Lukas
Mike Reed’s journey to becoming Field CISO and Head of Cloud & Technology Alliances at Fortra isn’t your typical partner leader story. He’s gone...
Natasha Byrne: Building Trust Through Partner Transparency
08 Sep 2025
Contributed by Lukas
At the Partnership Leaders Catalyst Summit in San Francisco, I sat down with Natasha Byrne, Regional Vice President of Global Partner Alliances at Twi...
John Breul: Building Smarter Partnerships with AI, ERPs, and Hyperscalers
05 Sep 2025
Contributed by Lukas
Partnership leaders often talk about “better together” - but for John Breul, Vice President of Global Software Alliances at FloQast, it’s more t...
Mike Stocker on AI, Agencies, and the 4 Lenses of Partner Impact
04 Sep 2025
Contributed by Lukas
In this episode of Inside Partnering, I talked with longtime partner leader Mike Stocker, now VP of Partnerships at CallRail, live from the bustling s...
JD Dhaliwal: Powering the Next Wave of GenAI ISV Partnerships at AWS
03 Sep 2025
Contributed by Lukas
Welcome back to Inside Partnering, where we dig deep with the leaders shaping the tech ecosystem. In this episode, I’m thrilled to host Jagjit Dhali...
Samrah Khan: How Google and Services Partners Co-Sell and Win in AI
02 Sep 2025
Contributed by Lukas
We recorded this conversation at Google’s Palo Alto offices on a quiet Friday that still felt electric with ideas. My guest, Samrah Khan, leads SI P...
Welcome to Inside Partnering
19 Aug 2025
Contributed by Lukas
Hi everyone – and welcome!After interviewing partner leaders at live events, and speaking to over 350 partnership leaders across the tech world, I’...
Jay McBain: From Channels to Platforms - How Partnerships Drive Trillion-Dollar Growth
18 Aug 2025
Contributed by Lukas
In this episode of Inside Partnering, I sit down with Jay McBain, Chief Analyst at Canalys and one of the leading minds in the partner ecosystem world...
Asher Mathew: Elevating the Partnership Profession Worldwide
18 Aug 2025
Contributed by Lukas
In this Inside Partnering episode, I sit down with Asher Mathew, CEO and Co-Founder of Partnership Leaders, at my home in Belmont, CA. We talk about t...
Neeti Gupta: Mastering AI Partnerships in a Trillion-Dollar Tech World
18 Aug 2025
Contributed by Lukas
In this premiere episode of Inside Partnering, we're talking with Neeti Gupta, CEO of AI Partnerships Consultancy, to explore the evolving role of par...