Industry Insights
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The Evolution of DevOps: Products, Partners, and Platforms
How automation, infrastructure as code, and platform orchestration came together to bridge the gap between development and operations, creating an industry built on shared tools, integrations, and partner ecosystems.
Understanding Ecosystem Strategy: Why Partner-Led Beats Direct Sales
Why modern go-to-market success depends less on adding more sellers and more on orchestrating ecosystems, where trusted partners multiply distribution, credibility, and customer adoption faster and cheaper than any direct team ever could.
What Channel Sales Managers Actually Manage: Metrics, Motions, and Meetings
What it really takes to scale through partners: measurable metrics to track performance, repeatable motions to build pipeline and growth, and structured meetings to keep momentum and accountability.
Company Case Studies
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Dynatrace's Partner Strategy (2005-2025): From Direct Sales to Platform Ecosystem Leadership
How Dynatrace transformed from a direct-sales Austrian monitoring company, through acquisitions and a private equity spin-out, to a $1.7B/year partner-driven platform by treating partners as application builders rather than distributors.
Red Hat's Partner Strategy (1993-2025): The Open Source Partnership Paradox
How Red Hat evolved from selling boxed Linux distributions to a $34B IBM acquisition by solving the open source monetization challenge through strategic coopetition—building profitable partner ecosystems around free software while maintaining neutrality with competitors.
Pure Storage's Partner Strategy (2009-2025): The Channel-First Flash Revolution
How Pure Storage built the first 100% channel-driven data platform, using subscription economics and telemetry-driven partner intelligence to transform resellers from sales channels into extensions of their product platform.
