#growth

Outperforming companies are 50% more active in partnerships vs lower performers

In the last 3 yrs, outperforming companies were nearly 50% more active in #partnerships 📈 compared with lower performers, according to McKinsey & Company. Partnerships is also named among top 5 business practices that are essential today to survive and thrive in recession. Just yesterday we discussed in the live workshop with Allan Adler that organizations need to apply a 10X mindset to building their ecosystem ESPECIALLY in times of recession. (comment below if you’d like a

How to create a business case for #partnerships that will get both sides 🙌excited and bought-in

A frequent question❔ how to create a business case for #partnerships that will get both sides excited and bought-in. I chatted with a friendly AI and here is a slightly edited 📑 How-To guide. But before we jump in, a fellow partnership manager helpfully pointed out that it’s a good idea not only to build a compelling case ✔️ FOR partnerships, but you need to sprinkle it with FOMO too. If your competition is getting active in the space, your CXOs will react (much) faster to

🏆 #1 of 7 key partner insights of 2022

#1 of 7 key partner insights of 2022. Last year many realized that despite the drums of #plg, there's never been a 🗽 top tech company that's reached the IPO scale without #partnerships. 2. Explosion APIs unlocked indirect monetization 3. Partnering with cloud #marketplaces is now must-do in SaaS 4. Partner Ops are rising into prominence 5. Becoming a #platform is among top aspirations in SaaS 6. The rise of a new Partnerships Leader 7. Partnerships while difficult, are scali

How cloud and SaaS marketplaces 🚩will change partnerships?

One of the most consequential questions in #partnerships today - how growth of cloud and SaaS #marketplaces 🚩 will change the landscape? How to adjust your partnership strategy to win? 💬 Insights from Jay McBain, Chief Analyst - Channels, Partnerships & Ecosystems - Canalys, in our recent episode: 📈 We're calling on 86% compounded #growth in marketplaces at Canalys over the next number of years - they are growing on a hockey stick. The fact of the matter is our industry is

Why tech companies double down on partnerships and what is the gap they need to bridge to succeed?

#Partnerships (JVs and alliances) have been growing 📈 14% YoY compounding since 2016 (McKinsey). The tech sector continues to power deals to drive #growth as a primary goal - we discussed details. 💬 We discussed with Jay McBain from Canalys on why tech companies double down on partnerships today and what is the gap they need to bridge to be successful. 🗽 "In the last two major global recessions, 2008 and 2000, the technology industry has led everyone out of the recession.

How Slack built a platform and unlocked ⚡️ network effects [Platform playbook]

This week Slack’s co-founder, Stewart Butterfield announced leaving Salesforce (SFDC). Slack is now folded into SFDC #platform, its fastest-growing category. ⚡️ Let's glimpse back at Slack platform journey and the role #networkeffects played in Slack becoming the largest Salesforce acquisition. At the time of 2020 acquisition SFDC vs Slack ratio was 22 : 1 in revenue and headcount Rev: $21B vs $0.9B; Employees: 54K vs 2.5K but only 🏆 2 : 1 in apps, #ecosystem and developer #

Why VCs underestimated Shopify AppStore and #channelparnters initially?

When Bessemer Venture Partners invested in Shopify in 2010, they considered 3% probability of it reaching $0.4B valuation (BVP exited at $15B (2018), it's $48B today), but they were impressed by its 🎁 AppStore and #channelparnters that Shopify initially underestimated. A few days ago I looked at the current Shopify partners #ecosystem - 8000+ Apps, 40K+ referral partners and $411M in partner commissions payed. It’s insightful to glimpse at how it all started and why BVP inve

Shopify focused on #ecosystem early and now paying $0.4B/yr to partners [Ecosystem playbook]

Shopify is one of the top B2B SaaS companies that focused on #ecosystem early. Last year it paid 💎 $411M to their App Store partners (8% of Shopify's $5B revenue) while in total their partners generated $32B Rev in their ecosystem 💡 ~7X Shopify’s Rev. 🎯 Here is a snapshot on how and why Shopify is building an ecosystem Today Shopify is the best full-stack e-commerce solution outside of Amazon. It's for you, if you sell online and want to own brand/customers 100%. Following

How to launch a successful Startups Partner Program? [Loom playbook]

Companies like AWS, HubSpot, Loom get strong traction with 🗽 Startups Partner Programs. Learn these 5️⃣ lessons from Loom and Asana, because these programs in fact are tricky to get right. 💬 From our fireside chat with Sharrifah Lorenz, CFA who led #partnerships in Asana, Loom and now Census. If I were building a Venture Program at a productivity software like Loom or Asana, there are a few things that I would do, having learned what not to do in prior companies. 🎯 The vo

How up to 20% of Zoom revenue is sourced by partners ⚡️ [Channel playbook]

Many of us love Zoom and the product seemingly sells itself. But not only 15-20% of their revenue is ⚡️ powered by 8K+ partners, the company also would’ve focused on #channelpartners earlier given a chance. 💰 Zoom boasted $4.1B revenue in FY22, roughly half of which is Enterprise (they call it “non-online” in contrast with Consumer). This segment is a major growth area, and where partners are essential. Zoom CRO Ryan Azus: “Partners are the core pillar of how we're going to

2 out of 3 partnerships delivered 🏆 their expected value. The difference is in execution

2 out of 3 #partnerships delivered 🏆 their expected value in the past 3 yrs. The difference between the winners and losers (unsurprisingly) depended on execution. This is according to Bain’s research of partnerships and M&A leaders, that also concluded that "Partnerships are a critical extension of the M&A and #growth" 💵 In fact, in the last 10 yrs shareholder return of frequent acquirers was ~ 2X of that of infrequent acquirers, and a vast majority of frequent acquirers re

monday.com partnerships playbook 📑 - how they grow revenue with partners and app marketplace

monday.com, a project management SaaS unicorn recently underscored that 💡 “our marketplace and partnership continues to be one of our larger #growth drivers across our company”. Let’s take a look at their #partnerships strategy. 📊 Monday started as a customizable project management SaaS to help teams manage and collaborate on project activities in one place. Over the last 10 years it’s grown into a publicly listed company with a $4.3bn market cap today. Monday created their

Partnerships - a top strategic growth lever w/ Andrew Beckmann (Expedia, Meta, Sonder, Hopin)

Delighted to share Andrew Beckmann’s workshop on #partnerships #strategy, which is a master class and a manifesto at the same time. Andrew has an incredible track record, starting his career in consulting (Bain) and, following MBA, leading partnerships and BizDev in Expedia and Meta. More recently he launched and led partnership functions in Sonder and Hopin. In his workshop: Why are partnerships important as a top strategic #growth lever? What skills and characteristics do p

Partnerships are all about building informal influence inside your own and in partner organizations

#Partnerships are all about building informal influence 📢 inside your own org and in partner organizations. The key term is “informal”, so best partnership teams excel in punching above their weight and figuring out how to move to the🗻 high ground from woods and rocks. A few thoughts on building influence: 😎 Tapping into broader picture With a bit of creativity, it’s easy to recognize how partnerships are helping the entire org, including sales, marketing and product funct

Which strategy to achieve high growth is the best?

Which strategy to achieve high #growth is the best? 1. Expand the core of the business 2. Expand into adjacent categories or geographies 3. Create breakout businesses via innovations, #ecosystem or platform building McKinsey analyzed B2C outperformers of the last decade and found that today companies need to 🎯 use all three. Each of them separately isn't enough any more to achieve high growth. A few interesting thoughts: 📊 Expanding the core Predictably, expanding the cor

Why partners should have 💎 skin in the game?

In foundation of every successful #partnerships is a scenario when your partners have 💎 skin in the game. This boils down to alignment and commitment. 🙌 Alignment in channel partnerships may come from 3 sources: ✔️ Adding your product would help your partner to sell their own product ✔️ Re-selling your product would result in meaningful revenue for your partner ✔️ Selling your product will personally benefit the partner manager or/and a salesperson who will be selling your

Alibaba Cloud's 💲1 billion investment in “global partner #ecosystem upgrade"

How important are partners really for the #growth of a tech business? Well, Alibaba Cloud just announced a 💲1 billion investment in “global partner #ecosystem upgrade.” ~ 12% of their annual revenue. Alibaba Cloud is the third largest infrastructure-as-a-service provider globally with ~10% market share. It is behind Amazon Web Services (AWS) and Microsoft, but it is larger than Google Cloud and, surprisingly , it’s growing faster 📈 than AWS. 2021 revenue and growth: Amazon

Even in public companies 18% of growth is generated outside of core business

Even in public companies 18% of #growth is generated outside of core business. These companies also expect new products or services to contribute 💊 50% of revenues within the next 5 years. This is how outward looking established companies actually are, as many explore entirely new business opportunities after they nail their main offerings. 2/3 of new growth is generated by expanding into sub-industries where companies already have a foot in the door and 1/3 is the growth in

Spotify partnership case study: 28% of NEW registrations are partner-led

#Partnerships snapshot: 💎 28% of Spotify new registrations are partner-led, 2X growth from 14% in 2018. They partner to drive for their users: ✔️ Ubiquity ✔️ Engagement ✔️ Convenience This strategy proved to be a significant driver of new users to their platform. Today Spotify has 2000 partners, 💡 8X #growth from 250 partners in 2018. Spotify integrates with wearables like watches, as well as connected life, including cars and even kitchen appliances. “And this idea of crea

Super apps

Super apps are an #ecosystem concept developed all the way 🎯. They are the most valuable companies in that market. Because users can do many things in one app, average daily time users spend on WeChat is almost 3x of that spent on Facebook, Instagram or TikTok. This stickiness drives #growth, monetization and competitive moat. Super apps are typically built on top of one of 3 high frequency use cases: ✔️ social ✔️ payments ✔️ transportation. There haven’t been many successes

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