Dan Waters brings decades of partnership expertise to this fascinating conversation about building effective tech ecosystems. Working from sales roles at distributors to VP of Partnerships at Snowflake EMEA, Dan shares unique perspectives from both sides of the vendor-partner relationship.
The conversation explores how truly successful partnerships require bilateral investment and commitment. "Partnerships are a two-way street," Dan emphasizes, explaining how Snowflake partners serve as extensions of the company, bringing specialized expertise and expanded reach to complex customer engagements.
Using a compelling car analogy, Dan illustrates how every component must work in harmony, just as every department and partner plays an essential role in business success.
The discussion culminates with Dan's three leadership principles:

• Being present and accountable,
• Developing trust through consistent execution
• Practicing empathy by understanding partners' business challenges.

Dan also shares a fascinating "Zander letter" concept from Jake Humphrey and Damian Hughes' book on high performance, where teams envision success by writing from a future perspective of achievement.
Whether you're managing partnerships, leading teams, or simply interested in effective collaboration, Dan's insights offer a practical roadmap for creating "shared wins" in today's interconnected business landscape.

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