Q&A with John Guido, Founder and CEO of P2P Global

John Guido, Founder, and CEO of P2P Global, which is an open ecosystem platform where technology solution providers solve for skill gaps through effective partner-to-partner engagements. John is an innovative leader with a rich understanding of channel management applying targeted marketing to grow sales. I am passionate about “moving the needle,” bringing customer insights into decision-making, and growing teams with collaboration, skills, and confidence. He held a range of executive positions at IBM that included responsibility for business partners' growth, channel management, and strategy.

There is no doubt that companies are taking advantage of digital discovery by comparing and contrasting brands, solutions, and marketplaces that are becoming the norm for transacting.



MEDIA7: Thank you so much for doing this with us! Before we dig in, our readers would love to learn a bit more about you. Can you tell us a story about what brought you to this specific career path?
JOHN GUIDO:
I am very fortunate for a career that provided me with the opportunity to work with many IT solution providers. I had various executive roles at IBM spanning global territories & brand sales, marketing, strategy, and general management – the IT channel was always part of my success. While my lens was predominantly from a supplier point of view, I recognized the power of the IT Channel and gained an appreciation of the value across the supply chain – from distribution, customer-facing solution providers, and of course in the end, the end-user, customer.


M7: What was the inspiration behind founding P2P Global?
JG:
Information Technology has entered the era of specialization. I’ve learned that vendors cannot be experts in every sector - solution providers fill this gap. Channel partners are well-positioned to develop deep expertise to meet customers’ needs, but as I looked across the marketplace, I didn’t see an approach that was holistically addressing the IT Solution Providers. At the same time, various skills are needed to design, implement, and support cross-brand and multiple IT vendor solutions. These solutions need to address challenges such as security threats and the proliferation of mobile devices, hybrid cloud hosting, and software-as-a-service platforms. Some vendors address this with programs specific to their ecosystem but it doesn't extend beyond their particular solutions/offerings, so it’s not open to the industry. We’ve started hearing a lot more about the need for trustworthy partner-to-partner (P2P) collaboration – the solution to filling skill gaps and presenting a more comprehensive front to customers. The concept of establishing P2P engagements is nothing new -- and has been a recognized need in our industry for many years.

We conducted many advisory councils with thought leaders from some of the top solution providers and we discussed their need for a structured P2P approach to address customers’ needs – at the same time, a set of challenges were always identified. The old way of forming partnerships is a bit ad hoc …. And has not always delivered the needed flexibility, scale, and repeatable growth for solution providers while also being inefficient and sometimes costly. Interesting point – feedback from solution providers is fairly consistent globally – across AP, EMEA, LA, and NA.
So, with much validation from friends in the industry, we set off to create a platform to address the inefficiencies in creating partner-to-partner relationships.

•       Customer Responsiveness

•       Speed of Execution

•       Expertise Discovery (we like to say, Finding and being Found)

•       Trust and Confidence

•       Third-party Coordination

•       Bench Utilization

•       Scaling for Growth

•       Combining multiple Vendor-Specific Solutions

•       In the end, Facilitate Partnerships

I am very pleased with our progress since we launched P2P Global, a new marketplace platform for an ecosystem of trusted partners. Our company has been recognized by Forrester’s channel software stack report for the last 2 years in the “Ecosystem Management” category. We believe we are uniquely positioned. P2P Global provides a simple and clear approach to posting project opportunities, reviewing and selecting proposals from a set of curated candidates, and facilitating partnerships. Members of P2P Global can expand their business opportunities and find providers to fill narrow skill gaps, especially in new and emerging technology segments. We believe it is time for renewed optimism about building partnerships for competitive advantage. Read more about why P2P ecosystems like ours are so beneficial here.


It seems like it just comes together when you want to enjoy life.



M7: How does P2P Global help the ecosystem of trusted partners to expand their business opportunities?
JG:
Joining an ecosystem like P2P Global can be critical in scaling your business. It makes it so easy to keep track of partners, find new ones that are pre-vetted and that you can trust, and uncover new business opportunities for your firm by connecting you to experts all over the IT industry. Doing so ad hoc takes up valuable resources like time and money and has the risk of failing if your partner turns out to be less than they advertised. In a word, be selective. Make sure the partnership meets a well-defined need and can be nurtured in a meaningful way for sustained success.
 

M7: What do you think is essential to ensure the success of provider-to-provider partnerships?
JG:
First and foremost is the adoption of the ecosystem, and second, to that is making sure to accurately and specifically fill out the details for your company profile and/or the opportunity and project needs you are looking to fill. This is where our proprietary AI matching process and marketplace ecosystem can make a big impact by providing credible and vetted solution providers based on the information you provided.

P2P partnerships can be a lot like a dating relationship. How do you ensure you have a match- across skills, culture, engagement models and business ethics? Vetting well-defined skills are often the first step, but true success requires a much deeper analysis. Do the firms have similar approaches to working with clients? Can they truly deliver on the skills and solutions they advertise? Read more about our recommendations and best practices for filling out an ecosystem profile here.


When implementing these types of technology tools, organizations need to also consider their culture, leadership, ownership, and how their P2P approach will become the new norm for strategic growth.



M7: What’s top of the list for what P2P Global wants to achieve this year and as you start moving into the next year?
JG:
We recently announced a strategic partnership with Arrow ECS North America and have the opportunity to scale with their customers. Our top priority is to make this partnership a success -- while demonstrating the value of an open ecosystem to the IT channel. As the saying goes, practice what you preach. For P2P, we recognize we cannot be experts at everything, but there are many complimentary service offerings to our platform. Over the next year, I expect we will further the expansion of our alliance program and co-promotion of offerings with companies that offer these complimentary services. In the end, we want to bring more value to our customers by solving our own skill gaps.


M7: What do you see as the most noticeable change right now happening in the workforce, encouraged by the rise of digital technologies?
JG:
There is no doubt that companies are taking advantage of digital discovery by comparing and contrasting brands, solutions, and marketplaces that are becoming the norm for transacting. End user clients are becoming more intelligent and more informed around what they want and why. In a way, this now places even more demand on my customers -- channel partners need to become very skilled and specialized in order to provide a compelling value proposition to their customers. Clearly, ecosystem platforms are becoming more in-demand with recognition that a P2P approach can deliver value, scalability, and competitive advantage. While leveraging a platform like P2P Global is an efficient means to partner, in the end, it is just a tool. When implementing these types of technology tools, organizations need to also consider their culture, leadership, ownership, and how their P2P approach will become the new norm for strategic growth.


M7: What is your secret to maintaining a healthy balance between work and personal life?
JG:
I am fortunate to have the opportunity to create something like P2P and work with some of the best in the industry. While I’m very passionate about my “work”, I love spending time with family, friends, and enjoying my hobbies. It seems like it just comes together when you want to enjoy life.

ABOUT P2P GLOBAL

In today’s IT environment, delivering integrated solutions is complex. Various skills and in-depth knowledge of various IT disciplines are needed to design, implement, and support cross-brand and multi-vendor solutions. Mid-market IT customers that rely on a single solution provider are now demanding more specialized skills, but a single company cannot be an expert in all of today’s skill categories. Provider-to-provider—P2P⁠—partnerships are required more and more to fill these skill gaps and tackle increasingly complicated challenges. While providers recognize that there is a growing need to partner with other companies to effectively deliver IT solutions, it is difficult for firms to find the right match for specific projects and customers.

P2P Global is the solution to this major challenge in the IT industry. P2P’s members can easily and efficiently connect to each other to develop creative solutions and meet the demands of today’s IT customers. It’s the first marketplace developed for technology solution providers—where they can create and respond to complex IT projects—to find the perfect match to fill skill gaps. Solution providers can offer innovative solutions and meet their client’s IT needs by building their ecosystem of on-demand expertise.

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With TSS’s high-value and differentiated software development and integration capabilities, we will be better equipped to enable aerospace and defense OEMs and prime integrators to accelerate the design, development, and deployment of their products and platforms,” commented Tim Reed, Chief Executive Officer of Lynx. “As we end 2023, Lynx’s portfolio of solutions spans from the operating system to the application layer, certifiable real-time, to general purpose and open-source, and from commercial-off-the-shelf (“COTS”) to government-off-the-shelf (“GOTS”) software products. I’m thrilled to work with Les and the TSS team as we continue delivering comprehensive and unique software-enabled solutions to customers whose needs extend from the development pipeline to the Mission Critical Edge.” “Throughout my twenty years leading TSS, we’ve been consistently committed to delivering robust software solutions that meet the stringent requirements of our customers while ensuring they can stay on schedule and budget,” commented Les Thompson, Chief Executive Officer of TSS. “From our first discussions with Tim and the Lynx team, it became clear that Lynx is not just a vendor looking to push products but a committed, mission-oriented partner with the same objectives we have here at TSS, which includes continuing to deliver on our shared goal of providing resilient, secure, and performant software solutions targeted at the most demanding mission-critical environments.” “The combination of Lynx and TSS creates a software solutions platform placed at the center of priority aerospace and defense investment areas, notably open standards, modularity, and security. Like TSS, Lynx has an established track record of exceeding customer expectations with its innovation, performance, and value proposition. As a combined company, Lynx and TSS are well-positioned to grow as our clients continue to execute on the software modernization, integration, and development priorities,” commented Patrick McClellen, Chief Strategy Officer of TSS. About Lynx Software Technologies Lynx Software Technologies is on a mission to improve the economics of developing, deploying, and maintaining high-assurance Mission Critical Edge platforms with modular software solutions based on open standards. Our proven technology leadership, extensive system certification expertise, and commitment to open standards have consistently saved our customers millions of dollars in development costs while delivering desired system performance, security, and reliability on schedule. Lynx is committed to enabling customers to build and manage orchestrated, cloud-connected platforms that harness a broad array of modern technologies and unique design methodologies to enable accurate, deterministic decisions at the Mission Critical Edge without compromising safety or cybersecurity requirements. For more information, visit www.lynx.com. About Thompson Software Solutions Founded in 2004 with locations in Atlanta, GA and Fort Worth, TX, the Thompson Software Solutions team understands what is required to develop, integrate, test, and deploy software with a safety-critical pedigree while meeting the challenges of modernization and digital transformation. Our team of proven and dedicated employees takes pride in our ability to react quickly and produce quality solutions to difficult technical challenges. We work with partners to find the right path to meet operational needs while future-proofing systems with portability and sustainment considerations to ensure next-generation success. For more information, visit https://www.thompsonsoftwaresolutions.com. About OceanSound Partners OceanSound Partners is a New York-based private equity firm that pursues control investments in technology and technology-enabled services companies serving government and enterprise end markets. OceanSound employs a partnership approach, working closely with founders, entrepreneurs, and executives of middle market businesses to drive transformational growth. For more information, visit www.oceansoundpartners.com.

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AI Tech

Qlik Launches AI Council to Responsibly Accelerate Enterprise Adoption of AI

Qlik | January 25, 2024

<p> Qlik, a global leader in data analytics and integration, today announces the establishment of its inaugural AI Council &ndash; an initiative that further embeds leading edge, ethical AI development at the heart of the company&rsquo;s mission and industry proposition. By convening a distinguished set of advisors, Qlik will accelerate the responsible development of its AI-driven product portfolio, benefitting from the expertise of some of the world&rsquo;s most prominent AI experts, to help customers use their data to achieve more significant business outcomes.</p> <p> Qlik&rsquo;s Generative AI Benchmark Report found that 31% of senior executives plan to spend over $10 million on generative AI initiatives in the coming year and 79% have already invested in generative AI tools or projects. Despite this enthusiasm, it also found that they understand the need to surround them with the right data strategies to realize their potential. If the data building blocks of AI are not governed properly as it is democratized across the entire workforce, it could present a serious threat to the efficiency and integrity of business operations. The AI Council has been established to help Qlik&rsquo;s customers navigate these challenges and advise on best practices.</p> <p> Members of the Council will work within Qlik to guide the company&rsquo;s R&amp;D direction, inform its product roadmap and ensure its customers&rsquo; use of Qlik&rsquo;s AI is built with responsibility and ethics front of mind. The Council will also educate Qlik leaders and employees on how to harness the full potential of AI, while providing insights into the priorities of business leaders tasked with demonstrating value from AI investment.</p> <p> The AI Council features some of the most renowned subject matter experts from around the world. More information on these members can be found on our Qlik Staige website:</p> <ul> <li> <strong>Nina Schick &ndash; Author, Advisor and Founder of an advisory firm focused on GenAI</strong><br /> A world-leading authority on generative AI, Nina has long been analyzing emerging technology trends for society. With over two decades of geopolitical experience, she has advised global leaders, including Joe Biden, President of the United States, and was articulating her vision of the &lsquo;AI inflexion point&rsquo; years before ChatGPT made AI a global phenomenon.</li> </ul> <ul> <li> <strong>Dr. Rumman Chowdhury &ndash; Responsible AI leader, engineer, auditor and investor</strong><br /> Rumman is a pioneer in the field of applied algorithmic ethics, creating cutting-edge socio-technical solutions for ethical, explainable and transparent AI. She is currently the CEO and founder of Humane Intelligence, a tech nonprofit that builds a community of practice around algorithmic evaluations. She has also served on multiple boards, including the UK Center for Data Ethics and Innovation, and on UN&rsquo;s Broadband Commission for Sustainable Development, Oxford University&rsquo;s Commission on AI and Governance, and Patterns data science journal. Previously, Rumman was the Director of META (ML Ethics, Transparency, and Accountability) team at Twitter, leading a team of applied researchers and engineers to identify and mitigate algorithmic harms on the platform.</li> </ul> <ul> <li> <strong>Kelly Forbes &ndash; Co-Founder and Executive Director, AI Asia Pacific Institute</strong><br /> Kelly sits at the intersection of policy, research and industry, working with leading organizations and governments to address the risks associated with AI through international cooperation. With extensive experience in the Asia-Pacific region, Kelly has conducted research on AI governance, public-private dialogue and government policy issues.</li> </ul> <ul> <li> <strong>Dr. Michael Bronstein &ndash; DeepMind Professor of Artificial Intelligence, University of Oxford</strong><br /> An award-winning academic, Michael was previously Head of Graph Learning Research at Twitter, a professor at Imperial College London and has held visiting appointments at Stanford, MIT, and Harvard. Michael is also a serial entrepreneur, having founded startups such as Novafora, Invision (acquired by Intel in 2012), Videocites and Fabula AI (acquired by Twitter in 2019).</li> </ul> <p> &quot;The formation of Qlik&#39;s AI Council is a strategic leap, reflecting our deep-seated commitment to not just advancing AI, but doing so with ethical integrity and practical applicability,&quot; said Mike Capone, CEO of Qlik. &quot;Our goal is crystal clear: to enable our customers to harness AI in a way that&#39;s not only transformative, but also responsible. By uniting a cadre of AI luminaries, we are sharpening our focus on delivering AI solutions that are not just cutting-edge, but also seamlessly integrated and governed. This initiative is a pivotal chapter in our journey, marking a bold move towards democratizing AI in a manner that is both accessible and aligned with our core mission of driving substantial, data-driven business outcomes.&quot;</p> <p> Data and analytics leaders from around the world can hear from the AI Council at Qlik Connect, which takes place on June 3-5 in Orlando, Florida. At the pre-eminent event for data analytics, integration, and AI, Council members will share their take on the opportunities and challenges for businesses exploring the value of automation in their data strategy. Additional details and event registration is at www.qlikconnect.com</p> <p> &ldquo;I am excited to join Qlik&rsquo;s AI Council and work with some of the greatest minds in AI to optimize how businesses around the world use data,&rdquo; said Rumman Chowdhury, member of Qlik&rsquo;s AI Council. &ldquo;We&rsquo;ve reached an inflection point where innovations like generative AI are impacting the world as the internet did. This is not the time for complacency. &lsquo;Adopting AI&rsquo; is not as simple as some suggest, but getting left behind is a risky game. By taking responsible steps, organizations can enter an era of unprecedented innovation &ndash; I look forward to being able to contribute to this evolution.&rdquo;</p> <p> &ldquo;In working at JBS USA, I recognize the significance of Qlik&#39;s advancements in AI, embodying a responsible and pragmatic approach to enterprise AI development,&rdquo; said Stephanie Robinson, IT Business Intelligence Manager at JBS. &ldquo;Qlik&#39;s dedication to enhancing AI applications aligns with our focus on employing technology to drive substantial business outcomes. We value Qlik&#39;s commitment to ethical AI practices and are optimistic about the beneficial impact this will have on the industry.&rdquo;</p> <p> <strong>About Qlik</strong><br /> Qlik converts complex data landscapes into actionable insights, driving strategic business outcomes. Serving over 40,000 global customers, our portfolio leverages advanced, enterprise-grade AI/ML and pervasive data quality. We excel in data integration and governance, offering comprehensive solutions that work with diverse data sources. Intuitive analytics from Qlik uncover hidden patterns, empowering teams to address complex challenges and seize new opportunities. Our AI/ML tools, both practical and scalable, lead to better decisions, faster. As strategic partners, our platform-agnostic technology and expertise make our customers more competitive.</p> <p> 2024 QlikTech International AB. All rights reserved. All company and/or product names may be trade names, trademarks and/or registered trademarks of the respective owners with which they are associated.</p> <p> The development, release and timing of any product or functionality described herein remain at the sole discretion of Qlik and should not be relied upon in making a purchasing decision.</p>

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