Executive Pavilion Members
Partnerships School
Partnerships School is built for senior ecosystem and alliances leaders who are responsible for turning partnerships into relationships, alignment, and revenue.
8 weeks • Wednesdays 1:00–2:30 PM ET • March 18 – May 6
The Reality of Partnerships.
Few Know How to Operationalize Partnerships.
Boards and executives call partnerships “strategic,” but without clear structure, prioritization, and accountability, they remain a support function.
Misalignment Across the C-Suite.
Sales wants coverage. Product wants integrations. Marketing wants distribution. Finance wants predictability. Partnerships sits in the middle.
Measuring Impact Gets Complex.
Ecosystem influence, marketplace revenue, co-sell motions, and services require different metrics and clear executive narratives.
About Your Dean.
Avanish Sahai is a “rewired” technology executive with experiences in product, marketing, and ecosystems. He has been based in Silicon Valley for 30+ years and has witnessed (and often participated in) some of the greatest technology innovations such as the advent of the Internet, the evolution of cloud computing/SaaS and the transformative role of AI.
Partnerships School Curriculum
Eight sessions led by practitioners who have built and scaled partnerships across leading technology companies.
Partnership & Ecosystem Strategy
March 18
Develop the frameworks to prioritize ecosystem investments, align executive stakeholders, and shape long-term strategic intent.
Avanish Sahai
Independent Director | SaaS, AI & Cloud Platforms | GTM, Ecosystems & Global Expansion
Governance and Org Models
March 25
Establish governance frameworks, coverage structures, and resource allocation models aligned to business priorities.
Avanish Sahai
Independent Director | SaaS, AI & Cloud Platforms | GTM, Ecosystems & Global Expansion
AI, Hyperscalers and Marketplaces
April 1
Understand the role of marketplaces and hyperscalers, identify high-impact opportunities, and communicate tradeoffs clearly internally.
Ankur Srivastava
CEO and Founder @ Flywl
ISV & Tech
April 8
Define strategic intent for ISV programs, scale relationships effectively, and align incentives across organizations.
Ryan Begin
VP of Technology Partnerships & Ecosystem Strategy at iManage
Distribution / Resell / MSP
April 15
Evaluate distribution and reseller models, align with CROs and field teams, and determine when these motions create durable value.
Ruchir Purwar
Head of Partnerships and Cross-Sell @ Finastra
Programs and Systems
April 22
Build partner operations, evaluate systems and AI tools, and design incentive structures that drive partner-generated revenue.
Kelly Sarabyn
Director, Technology Partner Programs and Strategy @ HubSpot
Services Partnerships
April 29
Design scalable GSI/RSI relationships, governance models, and measurement systems that support predictable growth
Steve Roof
Strategic Advisor | Investor
GTM and Field Execution
May 6
Design ecosystem GTM motions, focus limited resources where they matter most, and communicate impact through shared metrics.
Amy Gorman
VP, Global ISV Partnerships @ Salesforce
Where Ecosystem Leaders Earn Their Seat at the Table
Partnerships School is designed for executives in Partnerships, Alliances, and Ecosystem roles who are responsible for turning partnerships into measurable business impact.
It’s built for operators who are:
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Preparing to step into broader executive responsibility
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Leading partnerships across services, ISV, hyperscaler, marketplace, or distribution motions
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Navigating alignment with CROs, Product, Marketing, and Finance
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Expected to articulate ecosystem strategy at the C-suite or board level
Scale Your Ecosystem.
If you’re responsible for turning partnerships into a strategic growth engine — not just a program — Partnerships School is built for you.