40 - Leading GTM in the Shift from Services to Products

41 - Why Vendor Agnostic Partners Win

Ankit Dhorajiya started his consulting company not with a vendor focus, but a focus on customers and problems. How's that working out? Several years in, he's never had a customer leave... And he's worked with some big customers, including the Indian government, where he helped deliver clean drinking water to 112,000,000 people. Don't miss this episode where Ankit shares the philosophy that has made his company so successful.

40 - Leading GTM in the Shift from Services to Products

Grant McLarnon sold a software company to Microsoft and a services company to KPMG. Today, he is the CRO of a Microsoft channel partner undergoing the shift from services to software. Oh - and that company is publicly traded. Grant has unique and rare experiences and insights that are incredibly valuable to anyone operating in a large tech ecosystem like Microsoft. Don't miss this one.

39 - Delivery Led vs. Sales Led Growth Strategies for Consulting Firms

Tony DiSanza shares insights on how AI is creating significant changes in the business world, particularly within large tech ecosystems. What growth channels have the best returns on effort? How is this going to change in a world where AI is cannibalizing consulting fees? Tony emphasizes the importance of adapting to AI disruption and the need for strategic approaches to business growth. Discover how firms can thrive by leveraging business technology and embracing a process focus.Consulting firms and ISVs operating in large tech ecosystems: Do You Have the Right Strategies and Systems in Place to Generate Consistent, Qualified Pipeline? Find out here: https://getprofitautomation.com/obrb

38 - Big Problem: Tech Channel Partners are Behind on AI

Channel partners are behind on AI, and it's going to hurt their businesses. Here's one example: this company used AI to increase their RFP win rate from ~5% to ~25%... While responding to far more of them. The process for doing so is just one of the high value topics of conversation in this episode. Josh Santiago is a rare animal - a Chief Strategy Officer at a channel consulting firm. The insights he shares in this episode may convince you that every firm - even boutiques - need a Chief Strategy Officer. If you're a channel partner who wants to win more RFPs... Or if you're at all afraid that you're behind the AI adoption curve... Listen to this episode right now.

37 - He Lost His Company, Then CAME BACK to Build Another Leading Consulting Firm

Chris Carter lost an SAP partner company and was ready to call it quits. After having to lay off his entire staff... And watch what he had worked so hard to build go up in smoke when one customer made a bad decision... He didn't know if the business was for him. But he came back - mostly because SAP leadership wanted him back in their partner channel. Today, he leads one of SAP's premier consulting partner companies, Approyo, and has pipeline producing partnerships that most channel partners would give their right arm for. How did he come back from his crushing loss? What does he have to say about AI in tech partner channels and how it's going to transform the business of consulting? Listen now to find out. Consulting firms and ISVs operating in large tech ecosystems: Do You Have the Right Strategies and Systems in Place to Generate Consistent, Qualified Pipeline? Find out here: https://getprofitautomation.com/obrb