At CxO4, we specialize in helping businesses scale efficiently, from strategy to execution, with precision and speed. Our Co-Founder, Carola Cazenave, recently lead an incredible transformation at Rocket Software as General Manager of the Business Partner Ecosystem: in just 10 months, she led a transformation that integrated teams, optimized partner programs, and laid the foundation for scalable growth.
Her approach was built on four key steps to success: listening & committing to the partner community, aligning with the leadership team, defining a strategic plan that set clear priorities, and empowering her team to execute with focus to drive quick wins and long-term impact. With the speed of transformation in this world with AI, what before took years can now take months!
Today, we sat down with Carola who shared her experience, the lessons learned, and the impact of her work on Rocket’s business growth.
Taking on the challenge at Rocket Software
Q: Carola, last year you were almost entirely dedicated to Rocket Software. Tell us about that experience.
Yes, I was asked by the Rocket board and Executive Leadership Team to take over and manage Rocket Software’s entire partner ecosystem. At that time, the company needed to scale exponentially, not only through organic growth but also through the integration of their recently announced acquisition of AMC (formerly MicroFocus). The goal was clear: Create the Partner Ecosystem strategy that allows Rocket to scale to the billion-dollar company it is today and more!
Rocket wanted me to commit full-time, so we agreed that I would work with them exclusively while still coaching my partners at CxO4 as needed. I have to thank Jose Pena for stepping in and managing CxO4 while I was fully focused on Rocket.
Entering a new industry: Mainframe Modernization
Q: This was your first experience in the mainframe industry. How was that transition for you?
As you noted, this was a new industry for me. I had extensive experience in digital transformation and worked across different servers and software platforms at IBM, but never with Mainframe. It’s a fascinating and highly relevant business, with a massive need for strategic direction.
Q: What were your key takeaways from working in mainframe modernization?
From a go-to-market perspective, I realized that every large enterprise running on mainframes is looking at cloud modernization for three main reasons:
- Aging workforce: Many experts who understand mainframe technology are retiring, and there’s a shortage of new talent to replace them.
- Unlocking innovation: Companies want to leverage AI, automation, and cloud-based applications to enhance agility and efficiency.
- Cost optimization: Modernization initiatives often aim to reduce operational costs.
The biggest challenge for these companies is deciding whom to trust in this transition. On one side, cloud providers like AWS, Azure, and GCP push for full cloud adoption because that’s their business model. On the other, global system integrators offer agnostic services but often prioritize long-term service contracts. Then there are software vendors, each promoting their own products.
This is where Rocket Software stood out for me. Their approach to modernization without disruption—meeting clients wherever they are in their journey—was compelling. Rocket offers solutions to remain on the mainframe, move off it, or adopt a hybrid model. With their broad portfolio and customer-first mindset, they have the potential to become the end to end trusted partner that enterprises need.
Optimizing Rocket’s partner network
Q: What was your recommendation for scaling the partner team?
My advice was based on the three-phase plan I developed, which remains confidential to Rocket. However, the basis are the same ones that I have applied before:
- Optimizing the existing partner base through automation and efficiency and One Partner Program.
- Prioritizing strategic partnerships with businesses that share the company’s values and vision.
- Exploring new opportunities within the ISV community that already collaborates with the company.
The results: a road to success
Q: What results did you achieve?
In just 10 months, we transformed Rocket’s heritage business into a very high growing sector. Partner contribution to Rocket Heritage’s total revenue increased exponentially. The AMC integration was executed successfully, and revenue targets were exceeded.
The CxO4 factor
Q: This kind of transformation usually takes years, but Rocket Software executed Phase 1 in just 10 months, while also integrating a company larger than itself. How was this possible?
The key was leveraging CxO4’s proven models. Over my years of experience, I developed a recipe that then we standardized at CxO4. A structured approach to business transformation, including templates, playbooks, trainings and processes that accelerate execution. I applied those methodologies at Rocket, adapting them to their specific needs, which allowed us to move faster without compromising on quality or impact.
Our frameworks are designed to help companies scale quickly and effectively, avoiding common pitfalls that slow down growth. If organizations want to drive real transformation or take advantage of a specific market growth opportunity, they need the right expertise, structure, and execution mindset. That’s what we bring to the table at CxO4.
Conclusion by Carola
This journey was both challenging and rewarding. It reinforced my belief in the power of well-structured execution models, the importance of an empowered team, and the incredible impact a strong partner ecosystem can have on business growth. I’m grateful to have been part of this transformation and look forward to seeing Rocket Software continue to thrive.
I will truly miss the incredible people I had the privilege of working with. They are not only exceptionally talented but also embody strong values that make them a joy to collaborate with. I am grateful for the strong teamwork and mutual respect we shared throughout this journey.
