Career & Expertise
You are here probably to get to know me better. Maybe you’ve watched my video sesume on my home page - if not I’ll link it here again and mabye we have met recently and spoke about an opportunity.
Let’s start with some more recent accomplishments, that we achieved that show case the breadth and depth of what I am doing in order to scale partner ecosystems. You’ll see that the foundation is a scalable approach with the #hyperscalers (in our case initially #AWS) and then we launch into several highly strategic #ISV relationships.
Furthermore, you can see that everything i do is grounded in a foundation of GTM alignment and performance driven partner program.
At CA, we rebuilt the strategy and program design for a multi-product global enterprise software company. The main challenges were
extreme diverse product variety, from mainframe, over testdata management, corporate planning, and security, to name a few
consequently, CA had a zoo of channel partners, of which we didn’t understand much since there was no system of record allowing us insights into who the partners were and what their specialties were or understanding their business models
let alone did we have an IPP (Ideal Partner Profile)
to understand the old partner program a PHD was extremely required, it was too complex and neither performance-oriented nor focused on what mattered to clients
Our solution approach was to get the team together and structured what content we required, created an analytics task force and started collecting and analyzing data on all dimensions. Only with this foundation were we able to then ensure to create a partner strategy that was tightly aligned with CA’s GTM models and thus creating a program approach that allowed for specializations and scalability
…and here the actual resume
If I have a video resume and complain about regular resumes not being authentic and descriptive enough - well, most certainly, I have a ‘regul'ar’ resume as well Please find a PDF version of my resume here, ready for your use and optimized for most ATS (Application Tracking Systems) - however, not too much personality in it .. I did start writing a little about my early career stages - kind of a ‘how it all began’ here.
Let’s talk about my expertise: Software Partnerships and Ecosystems
…because that’s what I do best - in fact, I think it’s the only thing I am good at.
But don’t just take my word for it - look for yourself, here’s a chapter to the topic of The Value of Ecosystems and how to use KPIs to get closer to this value. It’ll never be an exact value attribution, but what you’ll see is looking at ‘only’ pipeline, opportunities and bookings is not enough - there’s so much more that - if set up correctly - your partnerships and ecosystems can do for you. Based on some initial feedback, i’m realizing how few executives even look at ecosystems this way and I guess, that’s on us ecosystem leaders. We didn’t bring the rest of the company along! So, here’s my attempt to course correct!
Let’s also talk about partner strategy and Go-To-Market alignment in more detail about partner programs, hyperscalers and their marketplaces, GSIs, and Channels.
