The partnership ecosystem is no place for complacency. Companies face the pressing question of how can channel transformations achieve real, meaningful value, instead of being lost in execution challenges?
In this episode,
Hitu Chawla, Global VP of Partner Go-To-Market Strategy at
Splunk, reveals the strategies behind their remarkable growth and alignment efforts. Drawing from decades of experience, including her leadership at Microsoft, Hitu discusses how to create cohesive co-selling programs, enhance partner enablement, and leverage technical integrations for greater market acceleration. She explains how Splunk combines partner feedback with a unified sales playbook to design programs that ensure partner capacity is optimized, financial incentives are compelling, and joint offerings deliver unmatched value to end customers.
Listeners will gain insights into:
- Designing co-selling strategies that reduce friction and enhance partner alignment.
- The role of renewal incentives in building customer and partner stickiness.
- Managing the technical and operational complexities of multi-tenant SaaS ecosystems.
- Building scalable joint offerings that leverage diverse partner types for competitive advantage.
- How over-communicating changes strengthens ecosystem trust and execution.
Here are some additional episodes featuring other ecosystem leaders that might interest you:Links & Resources
