Adam Michalski: The Future of GTM Is Ecosystem-Led

Chip Rodgers  0:01  
Yeah. Okay. Here we are. We are in San Diego. You saw the amazing town and country, the pool and everything, palm trees. Here in San Diego. We are here at supernode, crossbeam supernode, and people are gathering. It's just going to be a fantastic event. I'm here with Adam Michelle ski and Adam Adam, welcome. Thanks

Adam Michalski  0:23  
so much for having me. Yeah. I mean, I'm super excited to be spending the next couple of days with works man, as well as I think we're gonna have roughly 500 folks here, which is pretty exciting, talking about all aspects of ecosystem led growth and including co selling, like the work that we're doing together, which is I'm really excited about as well.

Chip Rodgers  0:39  
That's awesome. What a great what a great event. 500 500 that's fantastic. That's terrific.

Adam Michalski  0:45  
Even I'm very impressed. Yeah, and from all different walks too. It's partnership leaders, but we also have sales leaders, execs. So we have three separate tracks here, when we're gonna be covering not only execs, but also, like, an entire track just dedicated, like, solely to sales, which we've come a long way. You know, last year was one track, basically just talking to partnership leaders. And I think we were at less than 50% of the folks that we had. So it's, yeah, it's, it's, I think it's indicative of just what's going on in the market more broadly, and folks gravitating towards partnerships as a go to market

Chip Rodgers  1:15  
strategy. Really, really critical. And, you know, we were just talking, just before we get started talking about CO sell, is, talk about a hot topic, right? It's really, it's, it's happening and, and it's, it is. It's all about working with partners and selling together, like taking, you know, if we're partnering like you, you have influence in certain areas, I have influence in other areas. And how do we? How do we, you know, marry those together and build our, build our, go to market together,

Adam Michalski  1:45  
100% Yeah, and I think that, like, what I'm excited about is, I mean, especially, you know, work span, and obviously, you know, we're working with sales edge and the technology and the processes and the workflows and all of that is, like, these playbooks are now getting written, and largely because of new technology that's unlocking newer playbooks that allow you to actually co sell effectively. So whether it's with hyperscalers or just ISV to ISV like there is a whole new world of technology that's integrating, you know, and obviously being able to unlock all these new playbooks that you can run modern day, you know, go to market motions for ecosystem led sales. So, so, yeah, it's really, really exciting. It's, I think that if we look back a couple years, this would be like one of the pivot points on you start to see a, you know, big, like, uptick in the amount of folks that are actually adopting co selling is like a modern, you know, go to market strategy.

Chip Rodgers  2:35  
Yeah, so fantastic. Couldn't agree more. And so, Adam, what's, what's, what are the hot topics here, other than cosa, what's gonna be the hot topics here? It's at Super Note. So

Adam Michalski  2:47  
it's everything ecosystem LED. I mean, we're gonna be talking about ecosystem led marketing, ecosystem led sales, just really, the the the elg, the LG playbook. So by time you're watching this, I mean, you'll, you'll probably have already seen everything on the on social, but we're announcing the elg Alliance, which we're very proud to have works man as a partner in. We are announcing the elg book, which Bob is writing, and will be announced next year. Folks over here, this is also a little bit of a sneak preview, but everyone gets a free, free book of the elg book as well, free preview, which is pretty exciting. So, so yeah, I think, like, you know, we practicing what we preach at the end of the day, like, we can't, like, make ecosystem led, you know, growth, a modern day motion without the help of the entire industry. So I think crossbeam is fortunate to have a platform like, you know, supernode, where we can go out and we can talk about this, but it doesn't work without, like, the entire group and the entire industry moving together, you know, in lockstep forward. So, yeah, I think that this is a big moment for us, and hopefully, hopefully, you know, next year, we'll be having conversation with 1000 folks, maybe hopefully back in San Diego

Chip Rodgers  3:56  
as well. Yeah, it's pretty nice. Here

Adam Michalski  3:59  
it is. Yeah, you flew in at a very, very good time. Yeah, it was a little bit cloudy this morning. But there's a lot worse places in the world to be in than San Diego. That's

Chip Rodgers  4:07  
for sure. That's for sure. Well, Adam, thanks for, you know, stopping by and and chatting a little bit. And, you know, good luck with the with the next, you know, day and a half, two days, and let's have a fantastic event. Thanks

Adam Michalski  4:23  
so much. Yeah, really love all the work that you do as well as you know, work span as well. So excited to spend the next 48 hours here with you.

Chip Rodgers  4:30  
Fantastic. Great Thanks, Adam, and thank you all for joining, and we'll see you later today. Thank you. Okay. You.

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