Agenda


Partnership Leaders-hosted Catalyst activities are happening on August 24th & 25th. All agenda items listed below will be at the Miami Beach Convention Center, except the Yacht Party on Thursday night which is just a short distance away.

August 24, 2022 Day 1

9:00 - 10:00 am
Catalyst 5K

Join fellow partnership leaders for a fun beach 5K. Organized by: Kelly Sarabyn, Justin Zimmerman, Bryan Williams

Sign up here: https://calendly.com/justinzim/catalyst-5k

Kelly Sarabyn
Kelly Sarabyn
Bryan Williams
Bryan Williams
Justin Zimmerman
Justin Zimmerman
11:30–1:00 pm
Women In Partnerships Luncheon

The Women in Partnerships luncheon is for all women and non-binary Catalyst attendees. Network with peers, hear about new Women in Partnerships initiatives, and help us shape the future of the group. Catered lunch and swag included with generous support from Trustpilot, commercetools, Tackle.io, Partnership Leaders, Jitterbit, Core Consulting, and Vena Solutions

1:00 - 4:00 pm
Partnership Professional Training Sessions

Training content for partnership managers and their team leaders. Content will be from the newly created Ecosystem University from Partnership Leaders and a handful of training organizations recognized in our industry. Attendance to this training is included free with your ticket to Catalyst.

1:00 - 2:00 pm
Session 1: Ecosystem University
Say hello to the future of Partnership Training
Chris Lavoie
Chris Lavoie
Will Taylor
Will Taylor
2:00 - 3:00 pm
Session 2: Partnerships - Art vs. Science
The Essential Ingredients for Exponential Growth
Mark Brigman
Mark Brigman
3:00 - 4:00 pm
Session 3: The Top Reasons Partnerships Fail to Deliver, and How to Avoid Them
Lisa Thoman
Lisa Thoman Lawson
4:00 - 5:00 pm
Networking Happy Hour
Sponsored by Crossbeam

Join us for refreshments and networking for all Catalyst attendees. 

5:00 - 7:00 pm
Welcome Reception
Sponsored by WorkSpan

Opening party to kick-off Catalyst with a DJ and other special events.

August 25, 2022 Day 2

8:00 - 8:30 am
Breakfast
8:30 - 9:00 am
Welcome to Catalyst
Track A
asher-mathew@2x
Asher Mathew
Co-Founder at Partnership Leaders & VP, GTM at Demandbase
Chris Samila
Chris Samila
Co-Founder at Partnership Leaders & VP, Partnerships at Crossbeam
tai rattigan
Tai Rattigan
Co-Founder at Partnership Leaders & Global Head of Partnerships at Deel
Jay McBain
Jay McBain
Chief Analyst
9:00 - 9:30 am
Keynote - Writing the Next Chapter of Partnerships
Track A

We are entering a decade where technology is shifting mindsets and companies are getting more collaborative. This enables the creation of a new data layer - something we like to call collective intelligence. Learn how and why partnership professionals are at the forefront of this GTM revolution and will finally get a seat at the table

Simon Bouchez
Simon Bouchez
CEO & Co-Founder
Jo Wright
Jo Wright
VP Sales & Partner Success
9:30 - 10:00 am
Leveraging Major Player Ecosystems on Their Own Terms
Track A

Imagine this—you’ve not only signed a partnership with your dream partner, but you’re also working with them hands-on to drive new customers and revenue for each of your businesses. Your brand awareness and influence are growing from your joint efforts. New partnerships and strategic opportunities are opening.

While rare, anyone can pull this off. And it may be easier than you think.

At ActiveCampaign, within six months, went from not having a partnership or integration with Salesforce to becoming the #1 Marketing Automation provider in their AppExchange. This was only possible with direct collaboration with Salesforce, leveraging them on their own terms, while they lifted ActiveCampaign throughout their ecosystem. Shay Howe, SVP of Platform Strategy at ActiveCampaign, will detail the repeatable steps they took to win the attention of Salesforce and how you can win in the major ecosystems.

Shay Howe-1
Shay Howe
Senior VP of Platform Strategy
9:30 - 10:00 am
Sales Alignment: Increasing Win Rates, Attachment Rates and Driving New Pipeline
Track B

Generating revenue with your partners is hard. Not only do you have to win over the salespeople at your company, but you need to also win over your partners' salespeople. Turns out, getting a salesperson to do a new motion is quite difficult. What's in it for them? Why should they partner? Why should they stop doing what has worked for them their whole careers? Come learn how Cindy has built the Partner Revenue function at Highspot by winning the hearts and minds of her sellers, her partners' sellers, and ultimately driving revenue from Highspot's partnerships.

Cindy Zu-2
Cindy Zu
Director of Partner Revenue & Ecosystem
10:00 - 10:30 am
Break
Opportunity for attendees to network, get refreshments, and visit the amazing sponsors supporting Catalyst
10:00 - 10:30 am
How to Drive Distribution Through Strategic Partnerships
Track B
Strategic partnerships can be an incredibly lucrative way to acquire new customers, but how do you get big partners to pay attention? Partnering with "big fish" as a small company can be a challenge—how do you get in front of the right folks or pitch the right campaigns? In this panel, partnership leaders from HubSpot, Aircall, and Google will share the techniques that have worked for them in their careers, from companies big and small.
 
Daniel Graff-Radford
Daniel Graff-Radford
CEO
Margot Mazur-1
Margot Mazur
Manager, GTM Strategic Partnerships
Daniel Dawson-1
Daniel Dawson
Senior Partner Marketing Manager
Chris Klug
Chris Klug
Partner Development Sr. Associate
10:30 - 11:00 am
Path to the C-Suite
How Partner Leaders Prepare to Perform in the C-suite
Track A

As partner leaders take a more prominent leadership roles in companies what type of data and metrics do they need to be able to report on and track, what is essential for the entire c-suite to understand about the partner ecosystem. Is this happening across the industry? what does the next year look like in the partnership role? What is the golden metric all partner leaders need to report to the c-suite?

Braden Young
Braydan Young
Growth / Co-Founder
Brent Nixon
Brent Nixon
Chief Ecosystem Officer
Sanjay-Mehta
Sanjay Mehta
Chief Cloud Officer
Sofia Tulchinsky
Sofia Tulchinsky
COO, Worldwide Alliances & Channels
Allison Munro
Allison Munro
Chief Marketing & Ecosystem Officer
10:30 - 11:00 am
Partnering with Agencies & Consultancies
Track B

Building and scaling powerful partnerships with agencies and consultancies is hard. Yet companies who have figured out how to do this have a significant competitive advantage when it comes to customer acquisition, success, and retention. Hear five experts discuss best practices, challenges, and recommendations that will help you take your agency and consultancy partnerships to the next level.

Rob Rebholz
Rob Rebholz
Co-Founder & CEO
Marco De Paulis
Marco De Paulis
Director, eCommerce Partnerships
Eric Griego
Eric Griego
Head of Strategic Alliances, Enterprise
Ashley Scorpio
Ashley Scorpio
Senior Vice-President, Partnerships
Jennifer+Kijek
Jennifer Kijek
Vice President, Strategic Alliances
11:00 - 11:30 am
Break
Opportunity for attendees to network, get refreshments, and visit the amazing sponsors supporting Catalyst
11:30 - 12:00 pm
Selling Value of Partner Team During Challenging Times
Track A

Like it or not, as partner leaders and investors we are all living with today's challenging environment. Economic headwinds, geopolitical impacts, the perfect storm! But is it? As partner leaders we also know this could be the perfect opportunity! Come hang out for a half hour with Kristine and this thought provoking panel of investors, advisors, and top C-Suite leadership while we turn this thing inside out. We'll discuss what investors are looking for today from their portfolio companies as it relates to their ecosystem strategy, what advice are they offering, how do they value current clients (CLV) versus market expansion and new customer acquisition (hint - it's not one or the other) and what type of metrics are they looking for from the partnering team. Let's dig in!

Bob Moore
Bob Moore
Co-Founder & CEO
Alison Sullivan
Alison Sullivan
EVP, Sales & CS COE
Liz Cain
Liz Cain
Partner
Kristine Stewart
Kristine Stewart
Founder & CEO
Lexington Group
11:30 - 12:00 pm
Cloud Partnership Fundamentals: Building the Team and Strategy for Success
Track B

Justin will be providing a framework and guidance for folks that are considering adding (or are just getting started with) cloud partnerships to their partner ecosystems. This will cover fundamental pillars for success, examples of successful companies and strategies, and clear recommendations for starting points. Cloud partnerships are incredibly complex, long-term investments, and should not be considered lightly! I'll break down the organizational alignment between your org and the cloud teams, marketplaces vs. partner programs, and help layout expectations. Preparation from the early days, or "setting the table," is crucial to enable your sales, marketing, and product teams to scale with cloud partnerships.

Justin Forth-modified
Justin Forth
Director of Strategic Partnerships
12:00 - 1:30 pm
Lunch Round Table: eCommerce
Ashley Hildreth
Ashley Hildreth
VP, Business Development & Partnerships
Stewart Wesley
Stewart Wesley
Chief Operating Officer
12:00 - 1:30 pm
Lunch Round Table: Co Selling
Adam Michalski
Adam Michalski
Co-Founder & CEO
Eddie Patzsch-1
Eddie Patzsch
CEO
Bader Hamdan
Bader Hamdan
Global Head, Platform Partner Ecosystem
Jake Wallace-1
Jake Wallace
Member Success
Dan Stephen-modified
Dan Stephen
Director, Global Technology & Solutions Partnerships
12:00 - 1:30 pm
Lunch Round Table: Partner Marketing
Anna Huston
Anna Huston
Head of Global Partner Marketing
Lucinda Davidson
Lucinda Davidson
Strategic and Ecosystem Partner Marketing
Justin Zimmerman
Justin Zimmerman
Alliances
12:00 - 1:30 pm
Lunch Round Table: Forecasting
Brian Jambor-1
Brian Jambor
VP, Global Channel Programs
Travis+Bradley
Travis Bradley
Manager of Alliances - Financial Services
12:00 - 1:30 pm
Lunch Round Table: Supporting Developers
Brent Gann
Brent Gann
Senior Product Manager, Integrations
Kelly Sarabyn
Kelly Sarabyn
Platform Ecosystem Advocate
12:00 - 1:30 pm
Lunch Round Table: Staying Organized / Tools
Bruno Yoffe
Bruno Yoffe
Channel Partnerships Lead
12:00 - 1:30 pm
Lunch Round Table: What's your Ideal Partner Profile?
Dina Moskowitz-1
Dina Moskowitz
CEO, Founder
1:30 - 2:00 pm
Scaling Your Start Up with Consulting & Advisory Firms Via Strategic Alliances
Track A

Scaling your business with Consulting and Advisory Firms can provide your organization an additional channel for growth and scale. This session will help inform your partner strategy, and provide insights to effectively implement a successful partner program. Brian Naji will bring his experience from startups to global consulting firms to share the key components needed to establish and grow your partner program.

Brian Naji
Brian Naji
Director, Strategic Alliances & Partnerships
1:30 - 2:00 pm
Are You Ready to Partner with Major Cloud Providers?
Track B

Technology companies are increasingly realizing the value of cloud any marketplace partnerships with the major providers like Google Cloud, Amazon Web Services, and Microsoft Azure. Our experts will explore the differences between marketplace and co-sell programs, and tips on how to be successful in these large cloud ecosystems.

Dan Stephen-1
Dan Stephen
Director, Global Technology & Solutions Partnerships
Maryam Lahiji-2
Maryam Lahiji
Director of Partner Marketing
Amit Sinha
Amit Sinha
President & Co-Founder
2:00 - 2:30 pm
Scaling A Technology Partner Program
Track A

Technology partnerships span every department at a SaaS organization which means that scale requires a lot of intentionality, collaboration, and process engineering. Join leaders from top technology partner programs to hear about the strategies and tactics that have allowed for them to engage technology partners at scale.

StewartWesley
Stewart Wesley
Chief Operating Officer
Chris Formosa
Chris Formosa
Head of Tech Partnerships, Global
Eric Chan
Eric Chan
Head of Global Partnerships
Carina Conaghan
Carina Conaghan
Global Vice President Technology Partnerships
Briana Strauss
Briana Strauss
Senior Partner Manager
2:00 – 2:30 pm
The Value of Strong Alignment Between CS & Partnership Leaders
Track B

As SaaS companies scale, the way they approach Customer Success and Professional Services needs to evolve. As a Partnership Leader, you need to understand this evolution and proactively support your CS/PS counterpart. Learn how taking a Partner-First hybrid approach to post-sales can benefit your customers, your partners, and your company.

Scott+Singerman
Scott Singerman
VP, Global Partnerships
Ryan Seams
Ryan Seams
Senior Director, Customer Success
2:30 - 3:00 pm
How to Engage with Marketing to Scale Your Partner Program
Track A

With the cookie vanishing and account based marketing's popularity, there is a prime opportunity for partnership leaders to collaborate with marketing. By persuading marketing of the value of second party data and partner marketing, partnerships leaders can increase their visibility in the organization, reduce attribution turf wars, and drive more revenue. In turn, partnerships can adopt the marketing toolset and their first and third party data to scale and optimize their partner program and partner marketing initiatives.

Kelly Sarabyn
Kelly Sarabyn
Platform Ecosystem Advocate
Blake Williams-1
Blake Williams
Founder, CEO
Nicole Draa
Nicole Draa
Director, Data Cloud Partnerships
2:30 - 3:00 pm
Drive more revenue with partners #MakePartnerRevenueSexy
Track B

Learn how to drive more revenue through and with partners from experts at every stage of the partner relationship and revenue journey. We’ll cover everything from picking the right initial partners and maximizing partner incentives through data-driven pipeline sourcing, co-selling, and making your business easy for partners to work with. #MakePartnerRevenueSexy

Cassandra Gholston-1
Cassandra Gholston
CEO
Heather Margolis-1
Heather Margolis
SVP Marketing
Shruti Ghatge-1
Shruti Ghatge
Co-Founder | CEO
Erin Figler-1
Erin Figer
Chief Executive Officer and Founder
3:00 - 3:30 pm
Break
Opportunity for attendees to network, get refreshments, and visit the amazing sponsors supporting Catalyst
3:30 - 4:00 pm
The Merging of Partnerships and Product
Track A

There's a lot of debate about where partnerships should live in an organization. While partnership structures often vary from company to company, the one thing all organizations face is inconsistency. Joni believes that blending partnership and the product is inevitable and ultimately, the right thing for the business. This means that roles will change, blending the titles of product manager and partner manager.Mailchimp didn't always have it all figured out. In this session, Joni will walk through Mailchimp's partnership evolution and give insights into how other organizations can be successful in moving partnerships into the product organization, and how to make the case to leadership and other stakeholders that such a change is important.

Joni Deus
Joni Deus
VP of Strategic Partnerships & App Marketplace
3:30 - 4:00 pm
Proof of Partner Influence: Reporting & Partner Ops
Track B

Partner-influenced revenue is the second most popular KPI for partnership teams. We'll share our proof of partner influence, from partner data to partner operations. Learn how we define Partner Influence within our org, where we apply partner data to data-centric decisions and cross-departmental alignment, and activate partner influence with partner operations and tools.

Mary Vue - Head of Partnerships and Alliances
Mary Vue
Head of Partnerships and Alliances
Kris Lengieza
Kris Lengieza
Vice President of Global Partnerships & Alliances
Thomas Flechet
Thomas Flechet
Director Of Partnerships
Chris Lavoie
Chris Lavoie
Tech Partnerships Lead
Franz-Josef Schrepf
Franz-Josef Schrepf
Senior Strategic Partnerships Manager, Product Partnerships
4:00 - 4:30 pm
The Role of Partner Ops (#EcoOps) in the GoToEcosystem framework
Track A

EcoOps aka Partner Operations is a critical role
within every partner organization. Learn from a panel of EcoTech stack executives about the key characteristics of EcoOps and how the role delivers on key planks of a GoToEcosystem strategy. Discover how to build the business case and internal alignment needed
to stand up EcoOps within your partner ecosystem organization.

Allan Adler
Allan Adler
Managing Partner
Don Otvos
Don Otvos
VP of Revenue Operations
Will Yafi
Will Yafi
Founder & CEO
Frie Pétré
Frie Pétré
Founder & CEO
4:00 - 4:30 pm
Leveraging API Acceleration Technology to Scale a Tech Partner Program
Track B

Interoperability is a key component in today's SaaS landscape, but not every product was built with integrated solutions in mind. Luckily, there are cutting edge technologies that help product and partner teams go to market faster. This expert panel will share how to leverage these technologies and make sure the rest of your organization is ready to support this approach.

Mike Vaccaro
Mike Vaccaro
VP, Global Partnerships & Alliances
Cristina Flaschen
Cristina Flaschen
CEO and Founder
Nam Le-1
Nam Le
VP, Embedded Platform Team
Ryan Lunka
Ryan Lunka
Co-Founder, CEO
Deven
Deven Ravel
Head of Technology Partnerships
Sara Du-3
Sara Du
Co-Founder & CEO
4:30 - 5:00 pm
A Partnership Leader's Journey Through Category Creation -
From Amazon Alexa, to a Soap Company... to RedRoute
Track A

Grab your front row seat and travel with Shawn on his journey as Amazon’s 1st U.S. sales leader for their Voice Assistant category (Amazon Echo/Alexa) in its hyper-growth phase. To scaling the ecosystem at Lever and landing the 1st recruiting technology integration with Zoom. To RedRoute as employee #11 in a fast growing voice automation category, empowering brands to deliver delightful phone support via an Alexa-like experience.

Shawn Li-1
Shawn Li
VP of Partnerships
5:00 - 5:30 pm
Recap of the Key Takeaways from Catalyst
Including a Possible Visit From the Miami Mayor!
Track A

Asher and (hopefully) a special guest will join us to close out the day by giving us a recap and key takeaways!

asher-mathew@2x
Asher Mathew
Co-Founder
5:30 - 6:30 pm
Break
8:00 - 11:00 pm
Mega Yacht Party
Sponsored by Reveal, Forecastable & LeanData