In this episode of Road to Revenue, host Natalie Furness sits down with Greg Miley, VP of Strategy and Growth at Desana, to unpack how companies can pivot to the enterprise market and use ecosystem-led growth strategies to fuel expansion.

Greg shares Desana's journey from serving individual users to landing large enterprise clients, the tactical ways they leverage partnerships to drive pipeline, and how they operationalise partner attribution inside their CRM.

Natalie and Greg also dive into practical tips for setting up partner tracking in HubSpot, the importance of building personal relationships with partners, and why cybersecurity and AI governance are critical when moving upmarket.

If you’re looking for a real-world blueprint on how to scale your go-to-market function and break into enterprise accounts — without relying solely on direct outbound — this conversation is a must-listen.

Chapter Markers:

(03:40) Desana’s Shift from B2C to B2B Enterprise

(08:35) Partner-Led and Ecosystem-Led Growth Strategies

(11:00) How Desana Tracks Partner Attribution in HubSpot

(18:00) AB Testing Partnership Engagement Tactics

(21:00) Managing Customer Referrals Inside HubSpot

(24:50) Using AI Safely: How Desana Approaches AI Tools and Data Compliance

(27:10) Where to Follow Greg and Learn More About Desana

Useful Links:

Follow Greg Miley on LinkedIn

Learn more about desana.io

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