Suggestions
Roman Kirsanov
Founder and CEO at Partner Insight
Roman Kirsanov is the founder and CEO of Partner Insight, a company focused on cloud go-to-market (GTM) strategies and partnerships.1 He is based in Palo Alto, California.1
Professional Background
Roman has extensive experience in partnerships, marketing, and cloud technologies:
- He founded Partner Insight in August 2021 and currently serves as its CEO.1
- Prior to Partner Insight, he was the Head of New Product Launches & Partnerships at Together Networks for 6 years.1
- He also held the position of VP Marketing & Partnerships at Ukrtelecom for nearly 5 years.1
Education and Certifications
Roman has a strong educational background:
- He completed a Sloan Fellowship at London Business School from December 2016 to July 2018.1
- He holds certifications in Data Science for Business from Cognitir and Cloud GTM Leader: Cloud Marketplace Mastery from Partner Insight.1
Expertise and Contributions
Roman is recognized as an expert in cloud GTM strategies and partnerships:
- He is known for providing data-driven insights in the partnership industry.2
- Roman has helped build hundreds of tech and distribution partnerships and has consulted top US and UK companies on their GTM strategies.2
- He is a frequent speaker and moderator at industry events, such as the "How to Win in Cloud GTM in 2024" event.2
Current Focus
Roman's current work centers around cloud marketplaces and GTM strategies:
- He leads courses and cohorts on mastering cloud marketplaces, focusing on AWS, Azure, and Google Cloud.3
- Roman shares insights on cloud GTM strategies through his newsletter and various speaking engagements.45
Roman Kirsanov's LinkedIn username is indeed romankirsanov, as mentioned in the query.
Highlights
AI isn’t just changing partnerships, it creates new 🎯 GTM playbooks. We discussed with two incredible leaders, Avanish Sahai and Bader Hamdan:
✔️ How is AI creating billions in new service revenue? ✔️ How are $370Bn in cloud commitments reshaping the tech ecosystem? ✔️ Challenges and opportunities in AI implementations ✔️ How will this change the role of alliance leaders? And more
In our new episode on “How AI is changing Cloud GTM and partnership playbooks?” I'm joined by:
Avanish Sahai, board member, frm. top executive of many iconic software companies - frm. CVP at Google Cloud, Global VP at ServiceNow, Salesforce.
Bader Hamdan, the Ecosystem Chief at Vectara - frm. VP at Twilio, and Global Head, Strategic Technology Partnerships at Google Cloud.
5 insights that may reshape your partnership strategy:
👨🏻💻 AI is challenging the single-stack approach
Avanish explained that AI is changing the technology game as “you start moving away from a completely fully verticalized single stack to really bringing different sets of data, different set of workflows.”
For this to work together seamlessly, companies need to figure out how to unify and leverage their internal data and data that sits in their partners, customers, and suppliers.
🎯 AI will enable precise GTM targeting
AI is not just changing how tech works, it has potential to unlock precision targeting and new GTM strategies. Avanish highlights,
"The second implication is more on the go-to-market side... how can AI help partnership teams work with their own sales teams, work with their partners and ecosystems to build better, you know, better targeting, better alignment?"
🗃️ 85% of enterprise AI data is on-prem, making it the new battleground
As AI drives #cloud commitments to nearly $370Bn, hyperscalers have a distinct advantage as the access point for these large commits and consumption patterns.
However, most of enterprise data is still not on the cloud. Bader emphasizes,
"85% of the enterprise data that really matters for Gen AI is sitting on-prem, right? So on-prem is going to be sexy again in this Gen AI era."
💰 Services companies are seeing an AI gold rush
Avanish highlighted: "If you look at some recent announcements from BCG or McKinsey, etc., they're saying 30 to 40% of their projects now are about AI. Those numbers are staggering.
Boston Consulting Group (BCG), I think annual revenues are about 12 billion, and if it is 30 percent, they're doing three to four billion dollars kind of from scratch."
🧰 Customers expect tech stack integration in the #ecosystem
Alliance leaders must become orchestrators in their own right to thrive in this new AI era, advised Bader:
"It's about the ecosystem in this market, in this specific tech stack. It's about connecting the dots. You have to be the orchestrator to unleash the art of possible of Gen AI via that ecosystem”.
👍 Follow for more insights & share with others
Watch the full episode
- link in comments
Imagine generating $18M in new revenue 📈 within a month of launching a new AI product. That's exactly what ZoomInfo achieved with its new CoPilot offering. But the real story lies in the power of strategic #partnerships in the age of AI.
ZoomInfo's Copilot, launched in June 2024, is a new AI-powered GTM solution. It combines signals from ZoomInfo's database and partner ecosystem with customers' first-party data to identify companies most likely to purchase and offers insights on how to engage with them.
“Copilot takes signals like website visitors, spikes in job postings, earnings call transcripts, contract renewal dates, and expert calls that indicate spending or competitive threats, then uses advanced entity resolution and matching to combine them with customers' first-party data.” - explains ZoomInfo's CEO.
This enabled sales teams to transform their work.
Users saved 10 hours per week on manual account research, while Copilot's identified signals drove 45% of total opportunities created. So Copilot users created nearly 2x as many opportunities as non-users.
🎯 This new product struck a chord with enterprise customers:
"We now have more than $18 million of Copilot ACV across more than 1,000 logos, up from nothing just a few months ago." - Henry Schuck, ZoomInfo CEO stressed the uptick from only one month of selling the product.
“Over 75% of CoPilot upsells were with mid-market or enterprise accounts.”
🤝 But drivers of ZoomInfo's successful launch go beyond its innovative product
The company has been forging a strategic partnership with Google Cloud since 2022.
Earlier this year it won two 2024 Google Cloud Technology Partner of the Year Awards.
ZoomInfo was also named as one of the business applications in Google Cloud Marketplace driving the most significant business impact for joint customers across multiple regions.
"In June, Google announced ZoomInfo as a key partner in its strategy to make generative AI more reliable and accurate for enterprise use. Google selected us because of our specific trusted and authoritative datasets." - highlighted Henry Schuck, ZoomInfo CEO
💡 This collaboration and ZoomInfo results highlight the potential of combining cutting-edge AI with robust data assets and the power of hyperscaler partnerships.
While Copilot currently represents just 1.5% of ZoomInfo's ARR, it has significant potential for #growth.
With ZoomInfo now available not only on Google Cloud, but also Amazon Web Services (AWS) and Microsoft Azure marketplaces, the company is well-positioned to leverage the new playbook of Cloud GTM used by SaaS and AI companies.
👍 Follow for more insights & share with others
P.S. Accelerate your growth on marketplaces with Cloud GTM Leader course in a cohort of alliance leaders. Cohort 7 starts on Sept 10th. https://lnkd.in/edUa-qm2
