Track record
Fulcrena helps organizations diagnose partnership performance and growth opportunities, build the operating model, and run it with discipline. That approach draws on more than two decades leading global alliances and multi-party partner ecosystems, including Cisco with IBM and Dimension Data, and FS-ISAC’s Sheltered Harbor.
These programs were led by Fulcrena’s founder, Wayne Rynhoud, before Fulcrena was formed. They are presented here because they shaped the practical methods Fulcrena now uses to diagnose alliance performance and growth opportunities, design operating models, align stakeholders, develop joint value propositions, and build execution discipline.
Founder track record
Diagnosing, building, and running strategic alliances and partner ecosystems that create new value and support shared growth.
Sheltered Harbor, an FS-ISAC subsidiary, spent a decade helping financial institutions prepare to recover critical data and keep serving customers after a severe cyberattack. Strategic alliance partners — including technology providers, core service providers, and advisory and assurance firms — were key to mission success.
Wayne helped establish, scale, and govern Sheltered Harbor’s strategic alliance and technology partner program, leading partner strategy, executive relationships, enablement, standards integration, and performance management.
Defined the partner types, capabilities, and joint priorities needed to help financial institutions adopt and implement shared cyber-resilience standards.
Built the strategic alliance and technology partner program: executive sponsorship, onboarding, enablement, standards integration, governance, operating cadence, and performance metrics.
A steady operating cadence with each partner organization, sustained over several years, supporting sector adoption, certification, and partner revenues.
A governed portfolio of top-tier partners, including AWS, Dell Technologies, PwC, and RSM, among others, that translated shared cyber-resilience standards into deployable offerings, creating new opportunities for partners while supporting financial-sector adoption and certification.
Wayne led the creation, deployment, and GTM Strategy execution of a unique partner ecosystem… He truly knows the value of building successful partner relationships and being transparent with partner stakeholders.
Views are the individual’s own, not those of any current or former employer. More recommendations on Wayne’s LinkedIn profile.
Cisco and IBM set out to combine Cisco networking with IBM industry frameworks to create new client value and reach new markets together, including through IoT edge computing and analytics.
Wayne led Cisco’s global strategic services alliance with IBM across buy-from, sell-to, sell-through, and sell-with motions, coordinating joint opportunity development, executive interlock, new offers, field enablement, go-to-market execution, and performance governance.
Mapped complementary capabilities, unmet client needs, commercial motions, and execution barriers to identify the joint opportunities worth pursuing.
Built joint offers, go-to-market programs, and field enablement under executive sponsorship, cross-business governance, legal agreements, and performance measurement.
Directed cross-functional execution from concept to global launch in six months, spanning engineering, offer development, marketing, services, sales, and client proof-of-concept deployments.
The alliance demonstrated the ability to move a complex joint offer from concept to global market execution: a new joint interoperable IoT edge-analytics solution launched in six months. Alongside other joint offers, the work contributed to more than $1B in partner-driven services revenues across Cisco’s IBM and Dimension Data alliances.
He is very much a ‘hands on/roll up the sleeves’ Alliance Professional… very adept at when and how to escalate an issue to get resolved before the ‘fire starts’.
Views are the individual’s own, not those of any current or former employer. More recommendations on Wayne’s LinkedIn profile.
Cisco and Dimension Data (now NTT DATA) ran a complex global alliance spanning resale, integration, and managed services, taking Cisco solutions to market through Dimension Data worldwide.
Wayne led Cisco’s global alliance with Dimension Data, coordinating regional teams, executive governance, commercial agreements, partner enablement, and go-to-market programs to pursue shared growth across markets.
Assessed capabilities, capacity, geographic reach, sell-through motions, readiness gaps, and operating barriers to identify the strongest routes to growth.
Built executive sponsorship, the global joint business plan, commercial agreements, partner enablement, and coordinated solution and go-to-market programs.
Ran executive governance, performance reporting, cross-regional coordination, and joint go-to-market activity to keep both organizations aligned on execution.
The Dimension Data joint business delivered double-digit year-on-year growth. Across Cisco’s Dimension Data and IBM alliances, the programs contributed to more than $1B in partner-driven services revenues.
Read recommendations from colleagues and partners who worked with Wayne on global systems-integrator alliances on his LinkedIn profile.
See how the same operating discipline can strengthen your alliance or partner ecosystem: identify where execution can improve, where new opportunities can be unlocked, and what to address next.
For additional evidence of Wayne’s alliance leadership, read recommendations from former colleagues and partners on LinkedIn.