Fifteen years working in partner ecosystem operations — from resellers to distributors, from strategic alliances to cloud marketplaces, and every partner in between — has taught me the strategies that turn partner ecosystems into revenue engines.

The case studies below show what that looks like — whether it's infrastructure or SaaS, with single or multiple products, the problems may be different but the approach is always the same: deeply understand the business outcomes at stake, design and build the system to get there, and drive the kind of organizational behavior that has a lasting impact on revenue.