Unlearn By cover art

Unlearn

By: Asher Mathew & Kelly Sarabyn
Listen for free

  • Summary

  • Digital transformation has changed the way businesses buy. But the direct marketing and sales playbooks that are decades old are still in use. On Unlearn, Asher Mathew and Kelly Sarabyn talk to leaders who are unlearning old motions and innovating in how they Go-To-Market. We take a deep dive into community, partnerships and ecosystems, dark social, customer centricity, market incentives, and new tactics none of us have heard of yet but are already working.
    Asher Mathew & Kelly Sarabyn
    Show more Show less
activate_primeday_promo_in_buybox_DT
Episodes
  • Ep 28 | Evolving Partnership Models: Insights on Transforming Programs at Hyper Growth Scale

    Ep 28 | Evolving Partnership Models: Insights on Transforming Programs at Hyper Growth Scale
    Jul 20 2024
    On this episode of the Unlearn podcast, hosts Asher Mathew and Kelly Sarabyn sit down with Ritu Khanna, Vice President of Partnerships at Shopify. Under Ritu's leadership, Shopify has unified previously segmented partner functions, generating new synergies that drive the company's continued hypergrowth. With a proven track record in transforming traditional models to thrive amidst digital disruption, Ritu offers valuable insights into connecting ecosystems, embracing disruption, and guiding partners through an era of profound change. Tune in as we explore Ritu's firsthand perspectives on navigating partnership transformations in today's dynamic business landscape. Chapters - 00:00 - Partnerships and product extensibility at Shopify. 06:24 - Partner types and their evolution in software companies. 10:53 - Partnerships and alignment in product development. 16:55 - Transforming Shopify's partner program to accommodate more complex market segments while still supporting SMB partners. 21:34 - Partnering with ISVs and ISPs to offer complementary products and services. 27:52 - Reselling and bundling software products on marketplaces. 33:13 - Leveraging partnerships for growth in the ecosystem. 40:55 - Partnering and leadership in a rapidly changing business landscape. Key Takeaways - Partnerships need to evolve over time to stay aligned with changing products and business needs. Regular communication and flexibility are important. Connecting different partner types (e.g. SMB and enterprise partners) and blurring boundaries can create synergies and new opportunities for growth. Leadership plays a key role in navigating major transformations while keeping partners motivated through recognition, highlighting progress, and embracing change. Co-selling and building complementary value propositions together is generally more effective than direct reselling of other companies' products. Marketplaces are enabling more bundled and efficient partner/ISV relationships through low transaction fees and discoverability compared to traditional channels. Key Quotes - "I think some of the biggest opportunities lie in connecting dots across the different areas that exist in the world of partnerships, whether that's across different partner types or the same partner types serving different segments. The goal is to create a fully functional and operationally efficient engine. While there may not be 100% overlap, there's certainly a Venn diagram of creativity worth exploring that will deliver strong results." - Ritu Khanna "The efficiency would be if another company's sales rep sells your product instead of your own. That's what most revenue leaders aim for. However, integrating Shopify with another product for resale can be quite complicated, as we discussed." - Asher Mathew "I think ours is more focused on what I would call mid-market and on-market versus enterprise. But it is interesting listening to what you're saying, because that is a huge transformation. You still have all your SMB customers, right? And you still have all your SMB partners. So, is your program incredibly complex now because it accommodates these different partners for different customers? I assume they're still key to the Shopify portfolio as well." - Kelly Sarabyn
    Show more Show less
    49 mins
  • Ep 27 | Transforming Partnerships in a Digital World: Evolving Strategies, Aligning Teams and Staying Focused Through Change

    Ep 27 | Transforming Partnerships in a Digital World: Evolving Strategies, Aligning Teams and Staying Focused Through Change
    Jul 12 2024

    On this episode of the Unlearn Podcast, hosts Asher and Kelly connect with Louise McEvoy, Vice President of US Channel Sales at Trend Micro. Louise shares her insights on building channel programs while balancing a demanding career with her passion for mountain climbing. The discussion covers topics such as obtaining executive buy-in for new models, modernizing competencies for channel leaders, and prioritizing tasks as a busy executive. The speakers explore adapting to changing market conditions, rethinking success metrics, and focusing on revenue growth, program development, and team support amid industry transformations. This conversation provides valuable perspectives on the challenges and opportunities facing partnership executives in today's digital landscape.

    Chapters -

    00:00 - Balancing demanding career and non-career pursuits with a mountaineer.

    06:20 - Transforming a channel through relationships and ecosystems.

    10:06 - Unlearning traditional channel models and adopting new strategies for value creation.

    15:55 - Transforming business models in the tech industry.

    20:34 - Partner strategy, executive buy-in, and market shifts.

    26:26 - Leveraging marketplaces for ISVs to resell products without embedding another ISV's product.

    31:21 - Marketplaces, bundling, and corporate sponsorship.

    38:06 - Modern partnership leadership competencies and evolution of roles.

    46:40 - Prioritizing tasks and staying informed in a busy work environment.



    Key Takeaways -


    • In transforming business models, obtaining executive buy-in is crucial to mitigate disruptions across departments that may not align with the new direction.

    • The evolution of partnership leadership roles now includes a broader spectrum of competencies, including influence, relationship building, and staying abreast of emerging market trends and tools.

    • Effective strategies were discussed for achieving work-life balance by leveraging employer support, such as flexible time off and a culture of trust in employees.

    • In modernizing channel models, speakers highlighted the effectiveness of combining traditional, transformational, and blue ocean strategies to adapt to evolving market conditions.

    • Insightful techniques were shared for executives to prioritize tasks, focusing on areas such as revenue growth, program development, and team support.


    Key Quotes-


    “It's crucial to prioritize collaboration with finance teams and ensure they're well-informed. Finance teams can benefit from a deeper understanding of our business operations. Taking an operational approach and working closely with them to clarify processes is essential for seamless workflow. This clarity helps prevent future support challenges and enhances overall efficiency." - Asher Mathew


    "Regarding ISVs, I see the value in integrating with their ecosystems. Take Trend Micro, for instance. We offer a unified platform with various modules and services. For customers using platforms that lack certain security aspects, our integrations with ISVs provide seamless extensions rather than requiring a complete overhaul. This approach avoids the complexity of enabling multiple products and ensures efficient integration that simply works." - Louise McEvoy
    Show more Show less
    51 mins
  • Ep 26 | Leading Through Change

    Ep 26 | Leading Through Change
    Jun 15 2024

    On this episode of the Unlearn podcast, we discuss leadership with Rachel Skaff, Managing Director of North America Partner Sales at AWS. At AWS, she oversees the channel sales organization for North America, focused on accelerating growth through partners.

    Joined by hosts Asher and Kelly, Rachel shares insights from her diverse career path and transforming AWS's partner model. The conversation explores challenges of work-life balance, especially for female executives, and offers advice for navigating careers amidst disruption. Emphasizing lifelong learning and adaptability, this episode provides valuable perspectives for partnership and sales professionals navigating organizational transformation.


    Chapters -

    00:00 - Partnerships and leadership with Amazon Web Services executive

    05:31 - Parenting, leadership, and experience

    10:52 - Work-life balance, leadership, and prioritizing people over processes

    19:06 - Modern partnership leadership and sales strategies

    25:12 - Leadership, decision-making, and adapting to change

    32:55 - Leadership, reinvention, and presence in a rapidly changing environment

    38:01 - Transforming organizations and leading sales initiatives

    44:33 - Customer centricity and leadership principles for executives

    51:07 - Partner roles and carrying quotas in business


    Key Takeaways -

    • Leaders need to continuously reinvent themselves and be open to change as industries evolve rapidly with new technologies.

    • It's important to spend significant time externally with customers and partners to understand their needs and challenges.

    • Balancing work and personal life, especially parenting, is very challenging but important to discuss openly.

    • Carrying quotas or incentives in some form is important for partner roles to focus on generating business value.

    • Surrounding oneself with diverse networks of peers and mentors is crucial for guidance in transforming organizations.


    Key Quotes -


    "If you wake up every day and it's not a - Hell yeah!. Go find something else!” - Rachel Skaff
    Show more Show less
    55 mins
Economics
Show more Show less

What listeners say about Unlearn

Average customer ratings

Reviews - Please select the tabs below to change the source of reviews.

Audible.com reviews

Amazon reviews
No Reviews are Available