{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Ecosystem-Led Growth, with Robert Moore","description":"Episode 198 A pretty widely held view in the world of B2B products is that sales has gotten harder, not easier. It\u2019s not that buyers aren\u2019t buying. By definition, buying is something they do. But in the example of software, some sales reps won\u2019t even know they were being evaluated, let alone passed up for a rival\u2019s product. Only the winning vendor knows that that account uses them for that specific function in their technology stack. All other companies are in the dark.     But are they really? Another way to look at this is that every vendor has information that could be valuable to others. You can find many buyers stacks with products having some overlap but that largely complement each other. As proof, note that lots of these products even integrate with each other because of buyer demand.    Should vendors consider collaborating with vendors they compete against? Aren\u2019t we supposed to hate the competition?   We don\u2019t have to. A famous example of that was Apple\u2019s announcement in 1997 of the deal it struck with Microsoft. Steve Jobs defended the deal saying  \u201cIf we want to move forward\u2026we have to let go of this notion that for Apple to win, Microsoft has to lose.\u201d   Zooming to today\u2019s reality, It makes a lot of sense for vendors to collaborate as part of an Ecosystem. By pooling their data together with their indirect competitors, they can see internal buying patterns. Those vendors who hitch their data wagons together get around the \u2018nobody talks to our sales rep\u2019 problem, because one of their partners already has the info that rep needs. Using this intel helps them come first in the race for their product to be selected to go in the buyer\u2019s stack.    Our guest today got a Science & Engineering degree from Princeton University and after a stint in the investment world, he dove into co-founding startups. The first was business intelligence platform RJMetrics and the other was cloud data pipeline company Stitch, both of which he saw through to successful exits.    His latest role is as Co-Founder of a platform that safely shares data among companies for this kind of partner-based selling.   Outside of work, He is a Trustee for one of America\u2019s top centers of science education and development And an improv comedy performer, in a  team that has performed over 100 shows together.   This husband, father of two, is very proud to call Philadelphia home. Let's head there now to meet Bob Moore.   Timestamps \/ Chapters 0:00:00 Intro 00:03:46 Bob\u2019s thesis on how sales is broken 00:11:21 Ecosystems are cause for hope 00:26:13 PSA 00:26:53 Revamping corporate partner practices 00:31:38 Pooling together data 00:55:06 Contacting Bob   Links to everything mentioned in the show are on the Funnel Reboot site's page for Episode 198   ","author_name":"Funnel Reboot podcast","author_url":"https:\/\/funnelreboot.com","html":"