Check out the complete presentation deck from the Ecosystem Cloud Summit hosted by Workspan in July 2019 at PTC headquarters. It’s no secret; IoT is a fiercely competitive market. To add even more complexity, customers are demanding end-to-end suites rather than an array of point solutions. This requires IoT technology providers to work cohesively with their strategic partners to bring innovative solutions to market quickly, in order to compete and thrive. This Ecosystem Cloud Summit provides an opportunity to learn and share views on the latest trends, best practices, and insights for successfully managing your joint IoT initiatives. Learn about industry trends, ecosystem cloud, alliance best practices and more.

1. “Success requires collaboration with partners within ecosystems”
- Global C-Suite Study, 2,100 CEOs surveyed, May 2018
Thursday, July 11, 2019
Reimagine Partnering to Unleash the Power of Your IoT Ecosystem
Ecosystem Cloud Summit

2. Welcome! Our Agenda Today
4:30 pm Welcome
- Mayank Bawa, CEO and Co-Founder, WorkSpan
4:50 pm Executive IoT Panel with PTC
- Kevin O’Brien, SVP Alliances, OEM & Analytics Sales, PTC
- Ravi Asrani, SVP GSIs & Management Consulting Business, PTC
5:20 pm Ecosystem Best Practices
- Greg Fox, GM of Networking & Communications, WorkSpan
- Mark Haubry, GM of Ecosystem Value, WorkSpan
5:50 pm Break & Network
6:20 pm Leader Panel with Verizon
- Jack Reader, Distinguished Architect, Security Solutions & IoT, Verizon
6:50 pm Roundup
7:00 pm Reception & Professional Networking
Hashtag:
#ECS2019
#ECS2019

3. Joining Us Today

4. “Success requires collaboration with partners within ecosystems”
- Global C-Suite Study, 2,100 CEOs surveyed, May 2018
Mayank Bawa, CEO & Co-Founder, WorkSpan
Welcome
Ecosystem Cloud Summit

5. Product Demo
“We are witnessing a strategic evolution of partnering.
#ECS2019

6. Customers are looking for the “whole” solution
“New business models thrive in an ecosystem. But companies need a strong ecosystem business
model that clearly identifies customers, markets, channels and the revenue model.”
Accenture Research Study, 2018
Based on 1,252 business leaders Worldwide

7. Multiple partner types contribute to the “whole”

8. Three primary motions with ecosystem partners.
Shift #3: “Sell with”
increases win-rates
against incumbents.
Sell WithMarket WithBuild With
Shift #1: “Build with”
meets customer business
needs faster.
Shift #2: “Market with”
drives exponential
growth.

9. Ecosystems add tremendous value.
2. Open New Market/Customers
3. Innovation
5. Develop Trust
1. Grow Revenue
4. Accelerate Time-to-Market
3. Create Compelling Solutions
Strategic Partners
Joint Account Planning is the
fastest, most reliable way to
grow pipeline & thus revenue.
Joint Solutions create fastest
time to value for customer and
grow trust.
1
2

10. Product Demo
“We are evolving without a system of management.
#ECS2019

11. So there are challenges.
No Stack.
No Standard Processes.
Are we on
target to reach
our goal?
Adding more people or working more hours will not harness the ecosystem.
A system to operationalize ecosystems will.

12. Partner Managers are making it work with sheer will power.
Your Co Partner B
Joint Solutions
Joint Marketing
Joint Sales
Joint Funds
Disjointed Today
Package
Enable
Target
Active
Identified
Joint Acct
Planning
Engaged
Pipeline
Closed
Package
Enable
Target
Active
Identified
Joint Acct
Planning
Engaged
Pipeline
Closed
Package
Enable
Target
Active
Identified
Joint Acct
Planning
Engaged
Pipeline
Closed
Partner A

13. Ecosystems need an Ecosystem Cloud.
System &
Best Practices
Ecosystems
Ecosystem
Cloud
Finance
Financial
Management
Sales
Customer
Relationship
Management
Marketing
Marketing
Automation
#ECS2019

14. IDC calls this “Digital Partner Platform 2.0”
Gartner
PRM
Market
Guide

15. Product Demo
“Be the world’s trusted Ecosystem Cloud.
Connect businesses with their trusted partners
to create value & abundance together.
#ECS2019

16. The WorkSpan Ecosystem Cloud.
Joint Sales
Nominate | Co-Sell | Report
Joint Marketing
Identify | Co-Market | Measure
Joint Solutions
Package | Manage | Optimize
Joint Funds
Proposal | Claims | ROI
Partner Programs
Invite | Engage | Track
Assessments
Define | Score | Qualify

17. “Success requires collaboration with partners within ecosystems”
- Global C-Suite Study, 2,100 CEOs surveyed, May 2018
Kevin O’Brien, SVP Alliances, OEM & Analytics Sales, PTC
Ravi Asrani, SVP GSIs & Management Consulting Business, PTC
Executive IoT Panel with PTC
Ecosystem Cloud Summit

18. “Success requires collaboration with partners within ecosystems”
- Global C-Suite Study, 2,100 CEOs surveyed, May 2018
Greg Fox, GM of Networking & Communications | Alliance Partner Program, WorkSpan
Mark Haubry, GM of Ecosystem Value, WorkSpan
Ecosystem Best Practices
Ecosystem Cloud Summit

19. Best Practices for Alliances & Ecosystem Professionals
Develop Outside In
Muscle
N-Way
Ecosystem
Own Your
Ecosystem Cloud
Get
Quantified
Know
Your Value
Pre-pipeline
is Crucial
Faster
Solutioning
Operationalize
Joint Selling
Bang
for Your Buck

20. 20
Measurable Value with high ROI
Bigger, Faster, Together!
REVENUE GROWTH Boost Market Expansion
Assemble Holistic
Solutions
PARTNER PREFERENCE / PERFORMANCE
MARKET/CUSTOMER
Acceleration
TRUST
Partners believe WS will build trust
>20%
Efficiency Gain in Pipeline
Management
^ 300% QoQ
Increase in Partner Account
Nominations
^ 300% QoQ
Increase in Joint Solutions
^ 400% QoQ
Increase in Partner Users
^ 6x
Faster launch of new
Solutions / Initiatives

21. Best Practice: Partner Programs
Best Practice Process Method
and Metrics for various
relationships
- Multi-Partner
- Cloud
- Services (SIs)
- Hardware
- Software
- OEM
- Distributor
- Reseller
- MSPs
- Networking
- IOT

22. Best Practice: Qualify Partners, Deals, Solutions via Assessments

23. Best Practice: Real-time QBR Data
- No fire-fighting at
quarter end
- Accountability
- Standard Metrics
across ecosystem

24. Five value indicators of successful ecosystems.
Next Steps
Get a big lift in 90 days
Join
AllianceAces.com
...to learn from other
alliance professionals and
share your best practices
with the community
Assess the current state of
YOUR Ecosystem
1
2
2. Access new Market/Customers
3. Innovation
5. Develop Trust
1. Grow Revenue
4. Accelerate Time-to-Market
3. Create Compelling Solutions

25. “Success requires collaboration with partners within ecosystems”
- Global C-Suite Study, 2,100 CEOs surveyed, May 2018
Break -- Time to grow your network!
Ecosystem Cloud Summit

26. Welcome! Our Agenda Today
Hashtag:
#ECS2019
#ECS2019
4:30 pm Welcome
- Mayank Bawa, CEO and Co-Founder, WorkSpan
4:50 pm Executive IoT Panel with PTC
- Kevin O’Brien, SVP Alliances, OEM & Analytics Sales, PTC
- Ravi Asrani, SVP GSIs & Management Consulting Business, PTC
5:20 pm Ecosystem Best Practices
- Mark Haubry, GM of Ecosystem Value, WorkSpan
- Greg Fox, GM of Networking & Communications, WorkSpan
5:50 pm Break & Network
6:20 pm Leader Panel with Verizon
- Jack Reader, Distinguished Architect, Security Solutions & IoT, Verizon
6:50 pm Roundup
7:00 pm Reception & Professional Networking

27. “Success requires collaboration with partners within ecosystems”
- Global C-Suite Study, 2,100 CEOs surveyed, May 2018
Jack Reader, Distinguished Architect, Security Solutions & IoT, Verizon
Leader Panel with Verizon
Ecosystem Cloud Summit

28. “Success requires collaboration with partners within ecosystems”
- Global C-Suite Study, 2,100 CEOs surveyed, May 2018
Roundup -- Let’s go around the room!
Ecosystem Cloud Summit

29. Thank You!