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Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth.
Today, we're talking about ecosystem-led growth and how to transform partnerships into your company's fastest-growing revenue engine. I'm joined by Juhi Saha, the CEO of Partner 1, a passionate, curious engineer who fell into partnerships and has now helped hundreds of companies, from high-growth startups to global giants like Microsoft, Intel, and Qualcomm scale through ecosystems.
Juhi's approach is powerful because she bridges deep technical expertise with real-world go-to-market execution. From holding three patents on the battery-extending technology inside every mobile phone to orchestrating the first-ever real-time payment on the cloud, her career is a testament to the power of a systems-thinking mindset.
She was also a key player as the VP of Partnerships at Clearbit during its acquisition by HubSpot, and she brings a battle-tested perspective on how to build partner programs with strategic intent.
We get into the nuts and bolts of ecosystem-led growth, how to overcome the common fears that hold companies back, the playbook for building a partner program designed for a strategic exit, and why trust is becoming the most valuable currency in a world saturated with AI-generated noise.
Here are the core areas we discuss in today's episode:
1. Ecosystem-Led Growth: Beyond One-to-One Combat
2. Overcoming the Fear: Trust is the Foundation
3. The Acquisition Playbook: Building with the End in Mind
4. The Engineer's Mindset: A Systems Approach to Partnerships
5. The Future: Consultancy-Led Selling and Flexible Ecosystems
Final Thoughts:
Juhi provides a clear, actionable blueprint for leveraging partnerships as a primary growth engine. Her engineer's mindset, combined with her extensive experience in the trenches, demystifies the world of ecosystem-led growth and offers a practical path forward.
Her core message is a powerful one: in an increasingly noisy and commoditized world, the companies that win will be those that build on a foundation of trust, execute with strategic intent, and have the foresight to build flexible, resilient partner ecosystems.
It's not about finding an easy button; it's about applying a rigorous, systems-based approach to building a network that can withstand the inevitable shocks of the market and drive sustainable, long-term growth.
Learn more at www.forceandfrictionpodcast.com
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