On this episode of the Unlearn podcast, hosts Asher Mathew and Kelly Sarabyn connect with Eron Sunando, Asana's Head of Channels & Alliances. Fresh from Asana's Partner Summit, Eron brings a unique perspective on how partnerships can simplify the increasingly complex world of business technology.
Drawing from his globe-trotting career that spans from UBS to Salesforce, Eron unpacks the challenges facing today's businesses – from overwhelmed SMB owners to sales teams juggling multiple tools. He shares an insider's look at Asana's fresh approach to partnerships, including their new partner program and the game-changing AI Studio. Join us for a practical conversation about reducing tech complexity, building meaningful partnerships, and finding the sweet spot between AI automation and the human touch in partner management.
Chapters -
00:00 - Introduction and Eron’s career journey
04:20 - Complexity of modern tech stacks
10:00 - Reducing Complexities for SMBs
16:00 - Asana's Partner Summit and Program Relaunch
22:00 - Partnerships with MasterCard and Other Ecosystem Players
28:00 - Balancing Competency-Based and Outcome-Based Partner Programs
34:00 - Asana's Use of AI and the Launch of AI Studio
40:00 - Managing Partner Relationships with Asana's Internal Tools
45:00 - AI and Partner Management
50:00 - Asana's AI Studio and the Shift Towards Customizable AI Workflows
52:00 - Evolving Partner Program Structure
Key Takeaways -
Complexity of Modern Tech Stacks: Customers, especially SMBs, are overwhelmed by the growing number of applications and tools they need to manage, highlighting the need for partners to simplify and integrate these solutions.
Asana's Flexible Partner Program: Asana is launching a new partner program with distinct paths for different partner types (solution, services, tech, referral), allowing for a more tailored approach to partner engagement.
Leveraging AI for Partner Management: While AI can automate certain partner management tasks, the human touch remains crucial for building strategic relationships and providing customized support. Asana's AI Studio offers a flexible, customizable platform for partners to create AI-driven workflows.
Centralized Partner Relationship Management: Asana uses its own collaborative work management platform to facilitate communication, task tracking, and coordination with its partner ecosystem, providing a unified system for managing partner activities.
Balancing Competency-Based and Outcome-Based Models: Asana opted for a competency-based partner program structure, citing the complexity of implementing an outcome-based model that would require sophisticated backend systems and processes.
Key Quotes -
"I was excited to talk with you because, traditionally, a partnership leader’s worst nightmare is working with a CRO. Few people have experienced both roles firsthand, but you’ve done exactly that." - Asher Mathew
"What's top of mind for me is that, as you know, AI is everywhere. But what I often hear from our customers is that their tech stack has become very complex." - Eron Sunando