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Creating Shared Wins: Breaking Down Silos in Tech Partnerships with Dan Waters
Manage episode 477023736 series 3345269
Content provided by Amplified Group. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Amplified Group or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Dan Waters brings decades of partnership expertise to this fascinating conversation about building effective tech ecosystems. Working from sales roles at distributors to VP of Partnerships at Snowflake EMEA, Dan shares unique perspectives from both sides of the vendor-partner relationship.
The conversation explores how truly successful partnerships require bilateral investment and commitment. "Partnerships are a two-way street," Dan emphasizes, explaining how Snowflake partners serve as extensions of the company, bringing specialized expertise and expanded reach to complex customer engagements.
Using a compelling car analogy, Dan illustrates how every component must work in harmony, just as every department and partner plays an essential role in business success.
The discussion culminates with Dan's three leadership principles:
- Being present and accountable,
- Developing trust through consistent execution
- Practicing empathy by understanding partners' business challenges.
Dan also shares a fascinating "Zander letter" concept from Jake Humphrey and Damian Hughes' book on high performance, where teams envision success by writing from a future perspective of achievement.
Whether you're managing partnerships, leading teams, or simply interested in effective collaboration, Dan's insights offer a practical roadmap for creating "shared wins" in today's interconnected business landscape.
We would love you to follow us on LinkedIn!
https://www.linkedin.com/company/amplified-group/
Chapters
1. Creating Shared Wins: Breaking Down Silos in Tech Partnerships with Dan Waters (00:00:00)
2. Welcome to Get Amplified (00:00:09)
3. Dan's Journey Through Tech Distribution (00:04:26)
4. Building External Teams Through Partnerships (00:13:10)
5. Breaking Down Silos in Organizations (00:22:45)
6. Leadership Insights and Key Takeaways (00:28:07)
7. The Power of the Zander Letter (00:30:40)
94 episodes
ShareManage episode 477023736 series 3345269
Content provided by Amplified Group. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Amplified Group or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Dan Waters brings decades of partnership expertise to this fascinating conversation about building effective tech ecosystems. Working from sales roles at distributors to VP of Partnerships at Snowflake EMEA, Dan shares unique perspectives from both sides of the vendor-partner relationship.
The conversation explores how truly successful partnerships require bilateral investment and commitment. "Partnerships are a two-way street," Dan emphasizes, explaining how Snowflake partners serve as extensions of the company, bringing specialized expertise and expanded reach to complex customer engagements.
Using a compelling car analogy, Dan illustrates how every component must work in harmony, just as every department and partner plays an essential role in business success.
The discussion culminates with Dan's three leadership principles:
- Being present and accountable,
- Developing trust through consistent execution
- Practicing empathy by understanding partners' business challenges.
Dan also shares a fascinating "Zander letter" concept from Jake Humphrey and Damian Hughes' book on high performance, where teams envision success by writing from a future perspective of achievement.
Whether you're managing partnerships, leading teams, or simply interested in effective collaboration, Dan's insights offer a practical roadmap for creating "shared wins" in today's interconnected business landscape.
We would love you to follow us on LinkedIn!
https://www.linkedin.com/company/amplified-group/
Chapters
1. Creating Shared Wins: Breaking Down Silos in Tech Partnerships with Dan Waters (00:00:00)
2. Welcome to Get Amplified (00:00:09)
3. Dan's Journey Through Tech Distribution (00:04:26)
4. Building External Teams Through Partnerships (00:13:10)
5. Breaking Down Silos in Organizations (00:22:45)
6. Leadership Insights and Key Takeaways (00:28:07)
7. The Power of the Zander Letter (00:30:40)
94 episodes
All episodes
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Get Amplified
1 Creating Shared Wins: Breaking Down Silos in Tech Partnerships with Dan Waters 35:48
35:48 
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Liked35:48
Play Later Play Later Lists Like LikedDan Waters brings decades of partnership expertise to this fascinating conversation about building effective tech ecosystems. Working from sales roles at distributors to VP of Partnerships at Snowflake EMEA, Dan shares unique perspectives from both sides of the vendor-partner relationship. The conversation explores how truly successful partnerships require bilateral investment and commitment. "Partnerships are a two-way street," Dan emphasizes, explaining how Snowflake partners serve as extensions of the company, bringing specialized expertise and expanded reach to complex customer engagements. Using a compelling car analogy, Dan illustrates how every component must work in harmony, just as every department and partner plays an essential role in business success. The discussion culminates with Dan's three leadership principles: Being present and accountable, Developing trust through consistent execution Practicing empathy by understanding partners' business challenges. Dan also shares a fascinating "Zander letter" concept from Jake Humphrey and Damian Hughes' book on high performance, where teams envision success by writing from a future perspective of achievement. Whether you're managing partnerships, leading teams, or simply interested in effective collaboration, Dan's insights offer a practical roadmap for creating "shared wins" in today's interconnected business landscape. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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1 Building High-Performance Teams Through DISC with Stephanie Windsor, CEO Cloud Benefits 34:59
34:59 Play Later Play Later Lists Like Liked34:59
Play Later Play Later Lists Like LikedWhat happens when a promising startup faces challenges that threaten its very existence? For Stephanie Windsor, CEO of Cloud Benefits, the answer lay in understanding the diverse strengths of her leadership team through DISC profiling. Founded in 2021 as businesses emerged from the pandemic, Cloud Benefits offers a digital employee benefits platform with unique features like free financial advice and animated benefit explanations. But by mid-2023, despite positive market feedback, communication breakdowns threatened their progress. The leadership team—who remarkably had never met in person—struggled to collaborate effectively as summer targets loomed. In this revealing conversation, Stephanie shares how she personally funded DISC profiling sessions with Amplified Group when company finances were tight, convinced this investment would transform team dynamics. The results were extraordinary: team members gained profound insights into their communication styles, working preferences, and natural strengths. Rather than forcing everyone into predetermined roles, Stephanie's conviction paid off dramatically as the team exceeded their targets following the sessions. Now, as Cloud Benefits enters a new growth phase, they're scheduling follow-up workshops to maintain this momentum. This conversation might just change how you think about team performance forever. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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1 Reframe Your Value with Jim Moyle Principal Product Manager at Microsoft 35:26
35:26 Play Later Play Later Lists Like Liked35:26
Play Later Play Later Lists Like LikedIn the fast-paced world of technology, career longevity often depends on finding your niche and building meaningful relationships within it. Jim Moyle , Principal Product Manager at Microsoft, is a brilliant example of this with his two-decade journey through the EUC landscape, offering valuable insights for tech professionals at any career stage. Jim shares how community engagement and knowledge sharing have been central to his career success. Through thoughtful boundary-setting and relationship building, he's found balance and purpose in a role spanning global time zones and competing priorities. It was super interesting to hear how Jim, as Microsoft's first remote team member in his division, intentionally sets boundaries. He chooses one day of shifted hours per week and refuses recurring meetings outside core times—not just for himself, but to establish sustainable patterns for those who follow. Join us for this thought-provoking conversation about setting healthy boundaries in global teams, reframing your value, and seeking better work-life integration. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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1 Breaking Down Silos for Seamless Customer Success 45:32
45:32 Play Later Play Later Lists Like Liked45:32
Play Later Play Later Lists Like LikedThis episode explores the evolution of customer success in the SaaS industry, highlighting the shift from a cost centre to a key driver of revenue growth. Bob Burke, whose journey from the heart of San Francisco's dot-com boom to a Customer-First thought leader, shares insights on aligning customer success with sales, breaking down silos and adapting to market changes in order to sustain durable growth within SaaS organisations. We delve into the: • Necessity of breaking down silos and aligning roles around the customer journey, ensuring a seamless experience for clients. • Challenges of transitioning customer success from a cost center to a revenue driver. • Concept of collaborative "pods" that bridge sales and customer success teams. • Insights on measuring customer success effectiveness. Bob sheds light on how customer success has transformed from an afterthought to a vital component in modern business strategies. We discuss the complexities of aligning customer success with revenue generation, especially in today's scrutinised financial environments, offering insights into evolving strategies and the critical role of customer success. We hope you enjoy listening! We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
We're delighted to welcome back the inspirational Tracy Reis, Head of People and Joint MD at Nomad Studio, the strategy and brand experience company. This conversation felt like an invaluable coaching session on the importance of developing our feedback skills. Tracy shares her wisdom on how giving feedback is the roadmap to progress, emphasising that timely feedback, when delivered with respect and kindness, is constructive. She explains that feedback is not just about corrections but is a vital opportunity for growth, elevating both personal and team performance. This episode is packed with actionable insights you can put into practice right away. Key Takeaways: Building a psychologically safe environment for feedback The importance of timely, specific, and constructive feedback How to give and receive feedback effectively The role of positive and constructive feedback in motivation and performance Tips on embedding feedback into workplace culture Book Recommendations: Tracy referenced these two books: Positive Intelligence: Why Only 20% of Teams and Individuals Achieve Their True Potential AND HOW YOU CAN ACHIEVE YOURS by Shirzad Chamine Atlas of the Heart: Mapping Meaningful Connection and the Language of Human Experience by Brené Brown Tune in to discover how mastering the art of feedback can transform your personal and professional life. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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1 A Holistic Approach to Life and Leadership with Trevor Dias 44:28
44:28 Play Later Play Later Lists Like Liked44:28
Play Later Play Later Lists Like LikedKick off 2025 with a burst of inspiration as we welcome Trevor Dias, whose career journey spans sports coaching with Manchester United to leadership roles in Vodafone and Salesforce. In our professional lives we are very used to starting each year in planning mode and setting our objectives. How many of us do the same in our personal lives? Trevor introduces us to his holistic approach combining health philosophies and modern-day coaching as we discuss the importance of merging lifestyle, diet, and career for a well-rounded life. This enriching conversation emphasises understanding our limits and finding balance for a healthier, more fulfilling life. Here's the link to the pyramid that Trevor shares with us. We hope you find this episode thought provoking and that it motivates and equips you to make the most of the year ahead. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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1 Foundations of Leadership with Mark Templeton 1:06:56
1:06:56 Play Later Play Later Lists Like Liked1:06:56
Play Later Play Later Lists Like LikedWe are super excited to bring you an extra special Get Amplified festive present! Mark Templeton rejoins us to share his wisdom and learnings in this episode, Foundations of Leadership. We catch up with Mark, who continues to give back through board service and CEO mentoring. As former CEO of Citrix, Mark offers invaluable insights into personal growth, emphasising the importance of gratitude and self-reflection as essential components for enhancing one's role in fast-paced industries. Mark enlightens us on the concept of strategic renewal, stressing the importance of self-disruption to stay ahead in rapidly changing industries. By sharing stories of Apple's reinvention and Intel's struggles, Mark highlights the challenges of maintaining relevance and navigating innovation. Mark cites "The Innovator's Dilemma" revealing the crucial balance between stability and innovation. Referring to Patrick Lencioni's Five Dysfunctions of a Team, Mark tell us, "It’s probably the one reading that changed the course of my career more than any other single thing" The books Mark covers are: The Innovators Dilemma by Clayton Christensen Leaders Make the Future by Bob Johansen The Five Dysfunctions of a Team by Patrick Lencioni The Growth Mindset by Dr Carol Dweck The Velveteen Rabbit by Margery Williams Finally, with inspiration from "The Velveteen Rabbit," we celebrate authenticity as a path to personal freedom and success, advocating for vulnerability and self-awareness as keys to growth. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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What happens when a former operations leader takes the leap into the role of Chief Revenue Officer? We had an insightful discussion with Karen Gallantry. Her story illuminates the power of balancing operational demands with understanding human dynamics. Karen shares her unique perspective on how diverse experiences across technology and operations can pave the way for leadership success. The episode uncovers the intricacies of maintaining a well-aligned sales organisation in the throes of business scaling. Karen helps us explore the evolving responsibilities of a CRO, especially within subscription models that prioritise long-term success and customer loyalty as much as immediate sales. We debate different organisational structures, making a compelling case for integrating sales, pre-sales, and customer success under unified strategy and execution. Our conversation takes a deeper dive into the psychological aspects of team performance and operations scaling. We discuss the importance of transparency and feedback loops in building trust and ensuring psychological safety within teams. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
Can a passion-driven business approach redefine an entire industry? Managing Director of Add Some Zest, Calum Lyle, believes so. We loved speaking to Calum and hearing about his refreshing approach to recruitment. We feel Calum's values and our values at the Amplified Group are naturally aligned. It definitely feels like a match! Calum shares how prioritising customer experience over profit can lead to a staggering +94 Net Promoter Score and an impressive candidate retention rate. Calum has built an agency that truly enhances the recruitment process, focusing on authenticity and energy in every interaction. They choose passion and customer-centricity over mere financial gain. We discover some practical tips on navigating the evolving job market, including strategies for bypassing AI filters and crafting personalised communication. This episode is a wonderful example of breaking free of established ways of working, thinking creatively and executing on it. Whilst this conversation is focused on a recruitment, it's a must listen for job seekers and hiring managers alike. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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1 AI Unleashed: Turning Humans into Superhumans 43:32
43:32 Play Later Play Later Lists Like Liked43:32
Play Later Play Later Lists Like LikedWe're delighted to welcome back AI pioneer, Reddy Mallidi. Reddy has been busy since we last spoke, channelling his knowledge and passion into writing a book, AI Unleashed. The true power of AI is not in replacing humans, but in creating super humans. Reddy shares with us how he has numerous conversations that start with ‘We need AI’ to which his immediate response is ‘Yes, but what for? What is the use case?’ We'll hear first-hand accounts from his early days experimenting with neural networks in the 1990s to a standout achievement at Autodesk, where AI helped him tackle the colossal task of screening 50 million accounts. This episode illuminates the immense power of AI and the technological strides in computing power, data availability, and algorithm development that have brought us to this transformative point in history. We explore how AI is reshaping the landscape of sales and HR, offering strategic benefits that enhance business efficiency. Discover how AI can sift through mountains of unstructured data, providing sales teams with pivotal insights to close high-probability deals and improve forecasting. We also dive into the ethical considerations of AI in HR, with cautionary tales like Amazon's early machine learning tool that inadvertently reinforced gender biases. As Reddy highlights, when harnessed thoughtfully, AI serves as a powerful tool to augment human capabilities across various sectors, from finance to winemaking, all while ensuring data security and a positive organisational impact. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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1 Empathy, Simplicity and Storytelling in Tech - Joe Baguley CTO EMEA Broadcom 44:43
44:43 Play Later Play Later Lists Like Liked44:43
Play Later Play Later Lists Like LikedAs the days get shorter and the weather becomes gloomy Sam and Vic are joined by the legendary Joe Baguley to brighten your day on a podcast filled with humour and insight. Joe, Chief Technology Officer at Broadcom openly shares his motivations, driven by a lifelong curiosity and the knack for simplifying the complex. Known for his memorable "kittens and chickens" analogy to introduce Cloud, Joe's unique approach to technology intertwines with his ability to make intricate concepts simple. Embracing the strength of neurodiversity, we venture into how diverse thinking enhances problem-solving and teaming, offering fresh perspectives even in traditional settings like the military. We were thoroughly entertained as Joe shared how influencing without authority can be achieved through genuine conviction and emotional resonance. This philosophy has guided his leadership style, notably during his time at VMware, where he inspired an entire community to embrace change and innovation. Our conversation highlights the art of connecting people with technology, emphasizing the importance of translating technical jargon into language everyone can relate to. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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1 Resolving Organisational Constipation: Insights from Dr. Mark Baker 41:03
41:03 Play Later Play Later Lists Like Liked41:03
Play Later Play Later Lists Like LikedEver wonder how internal operations can actually support and supercharge your sales efforts rather than hinder them? Join us on Get Amplified with special guest Dr. Mark Baker, visiting fellow at Cranfield University. With a rich background in engineering, finance, and risk management, Mark shares compelling stories from his time at Unilever and his pivotal role in the London 2012 Speedo project! Discover the untapped potential of effective teaming and learn how bridging the gap between front office and back office can create a formidable competitive edge. Reflecting on the 2003 Rugby World Cup and England’s T-C-U-P (Think Clearly Under Pressure) strategy, we explore how preparation and resilience can turn high-pressure situations into opportunities for success. By integrating systematic approaches and digitalization, we uncover strategies that enhance decision-making processes and client outcomes, emphasising the importance of continuous improvement. In our discussions on strategic leadership and vision planning, we tackle the necessity of stepping back from daily operations to focus on long-term goals. Learn valuable insights into effective delegation, the dangers of "organisational constipation," and the benefits of pre-mortem analyses. A big thank you to Dr. Mark Baker for his insights on effective teaming and strategic leadership. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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What better way to launch Season 6 of Get Amplified than with the experienced and innovative GTM leader, Ross Brown. This episode is jam packed with stories and nuggets of partnering strategy. You’ll need your fast listening ears as it is a wild ride with some brilliant metaphors and stories that had us leaning in for more! With an impressive career that spans over three decades, including senior leadership roles at Citrix, Microsoft, VMware, and Oracle, we delve into the topic of teaming at scale. Ross shares his vast experience and insights into how strategic partnerships can drive efficiency and success. We discuss how businesses can thrive by focusing on their core competencies and outsourcing the rest. Through relatable examples like the UK's wine industry and the metaphor of house building, we hear how specialization leads to greater value creation. Getting into the nitty gritty, we discuss driving behavioural change through well-designed incentives, using Microsoft's transition to a rateable revenue model as a case study. Ross shares riveting stories of deep tech partnerships, such as those between Oracle, Accenture, and Quantify, that showcase the transformative power of clear role alignment and expertise sharing. This episode offers a compelling take on how effective teaming and trust-building are crucial in today’s competitive landscape. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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1 Don't Get Lost in the Noise with Jason Tooley, techUK Board Member 42:49
42:49 Play Later Play Later Lists Like Liked42:49
Play Later Play Later Lists Like LikedBrace yourself for leadership lessons that are as impactful as they are practical. We're joined by Jason Tooley, EMEA Sales Leader and Board Member of techUK, who shares what he has learnt from his 35 years of experience in the tech industry. Strap in for a journey through the challenges and strategies of leading transformations, especially within the backdrop of EMEA. We'll dissect the importance of adaptability and the courage it takes to make tough calls on prioritization, ensuring your vision doesn't get lost in the noise of competing tasks. Discover why supporting your team is the cornerstone of success and how clear communication channels are the glue that holds your strategic plans together. You'll learn how to cut through the clutter of everyday tasks and prioritize with precision, fostering an environment that thrives on trust and simplicity. Our conversation with Jason dives into the importance of emotional intelligence, empathy, and engaging leadership styles that resonate across different cultural contexts. We discuss the art of breaking down silos, integrating business models, and motivating teams beyond just financial incentives, ensuring a seamless approach and a team that's in sync with the corporate vision. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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1 Decoding the True Value of Platforms and Winning Customers with Paul Wiefels, Chasm Group 47:33
47:33 Play Later Play Later Lists Like Liked47:33
Play Later Play Later Lists Like LikedDiscover the ripple effects of interest rates on the tech industry as we sit down with Paul Wiefels from the Chasm Group. Our enlightening conversation traverses the current challenges faced by tech firms, especially in the bustling hub of the San Francisco Bay Area. From the precarious dance of hiring to the tough decisions on layoffs, Paul unpacks the ways companies are striving to adapt to a "normal economy." His insights on the criticality of speed of execution provide valuable lessons for maintaining momentum in the industry, even as headcounts shrink and efficiency becomes the watchword. Platforms are the buzzword of the day, but what truly makes a platform successful? We crack open the evolving definition, distinguishing between transaction platforms like Airbnb and innovation powerhouses such as AWS. Through candid anecdotes—including one from Splunk's former CEO—we underscore the importance of a customer-centric approach in tech leadership. It's not about the label 'platform' but the utility and customer adoption that truly cements a platform's place in the tech pantheon. Wrapping up this deep-dive, the discussion shifts to the nuanced dance between vendors and customers. Paul emphasizes the need for tech companies to hone in on the outcomes and benefits that customers genuinely seek, rather than merely pushing the platform label. We dissect how Splunk's journey from a single-application offering to a comprehensive platform exemplifies the organic growth and alignment with customer aspirations that's crucial for success. So tune in for a fresh angle on platforms and the critical importance of having a customer centric approach in the tech world. You can view the Business Value Stairway framework that Paul shared with us here: Business Value Stairway Extract 2023 (amplifiedgroup.co.uk) We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/…
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