Thinking about these ecosystems

The gotcha is you can't be everything to everyone. It’s important to profile both your partners and your ecosystem. There is a lot of technology out there and you need to make sure you focus on the ecosystem that best aligns with your partner profile, your go-to-market plan, and your technology.

And how do you profile the ecosystem? Is it the same process?

You have to look at the technology and ask a lot of questions: Will this technology help your organization be a force multiplier? Is it relevant and compelling right now? Does this technology align with your long-term needs? There has to be an in-depth conversation with action points.

Thinking about these ecosystems, what are the barriers when it comes to people-to people-interaction?

The primary barrier is varied product knowledge levels and how they fit into the ecosystem. One-size-fits-all training does not work so the key is to understand what your partner already knows and address to what they need to know.
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