Building a Partner Ecosystem for Digital & Agentic Transformation

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ZINFI Technologies, Inc.

231 episodes

1 day ago

ZINFI helps technology providers and their channel partners achieve profitable growth rapidly and affordably by automating Partner Relationship Management (PRM) processes globally.

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ZINFI helps technology providers and their channel partners achieve profitable growth rapidly and affordably by automating Partner Relationship Management (PRM) processes globally.

Marketing

Business,

Management

Building a Partner Ecosystem for Digital & Agentic Transformation

ZINFI Technologies, Inc.

52 minutes 3 seconds

1 week ago

Building a Partner Ecosystem for Digital & Agentic Transformation

Building a Partner Ecosystem for Digital & Agentic Transformation
This episode features a discussion between Sugata Sanyal, Founder & CEO of ZINFI, and guest Alex Richards, VP of Partnerships at Quantum Metric. They explore the strategic shift required to build a modern Partner Ecosystem for digital success. Alex shares his experience from companies like Medallia and SurveyMonkey, emphasizing that a successful go-to-market strategy must move beyond just tracking the pipeline. The conversation highlights how Quantum Metric's Behavioral Analytics and Customer Journey Orchestration platform helps enterprise clients solve friction points across websites, apps, and kiosks. They detail a strategic co-sell and Co-Keep model with ISVs, GSIs, and agencies. Key takeaways include the substantial services opportunity for partners (40-45% of the deal value) and the future role of Agentic Capabilities in fixing fragmented tech stacks and accelerating Digital Transformation. Listen now to learn how to partner for genuine impact.

Related Guidebook

Hybrid Cloud and Edge AI Computing Impacting the Future of PRM
How AI, Hybrid Cloud, and Edge Computing Are Transforming Partner Relationship Management
Download your COMPLIMENTARY COPY of Hybrid Cloud and Edge AI Computing Impacting the Future of PRM Best Practices Guidebook. How AI, Hybrid Cloud, and Edge Computing Are Transforming Partner Relationship Management.
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Video Podcast: Building a Partner Ecosystem for Digital & Agentic Transformation

Chapter 1: Ecosystem Strategy: Moving Beyond Pipeline Measurement

Alex Richards explains why he chose the "hard path" of an ecosystem-based go-to-market strategy over traditional direct sales and marketing. He characterizes the Partner Ecosystem approach as a relationship-driven world that offers a strategic advantage by working with adjacent technologies. This collaboration allows companies to essentially "hack the path to success" rather than operating as a lone wolf, saying, "We're the best". For Alex, this strategy is exciting because it is go-to-market led and focuses on leveraging multiple touchpoints to drive sales, marketing, and audience improvements, moving beyond the transactional nature of purely direct sales. The Partner Ecosystem approach is viewed as a means to create a unified value proposition that is significantly stronger and more appealing to enterprise customers.
When evaluating a Partner Ecosystem, Alex insists that companies must look beyond simply generating pipeline efforts. Focusing purely on the pipeline is too narrow and misses significant opportunities for impact. A broader perspective involves leveraging partners to improve marketing activities, reach specific audiences, and build deeper integrations that enhance customer adoption. By telling a "better together story, Quantum Metric and its partners demonstrate how their combined solutions benefit customers and drive key performance indicators (KPIs), which is a much more compelling and strategic approach than just selling a single product. This strategy is particularly crucial when dealing with different geographic regions and specialized ecosystems. The effectiveness of a true Partner Ecosystem is measured by its comprehensive impact across all company functions.