#partnerships

Zuora, SaaS subscription leader, grows revenue with 80% of deals supported by partners [case study]

What does scaling via #partnerships look like and how it can be very 🎯 cost efficient? Zuora, a leader in #SaaS subscription management, grows revenue with 80% of deals supported by partners. 💳 Zuora is a leading business that comes to mind when you think about Subscriptions Business Model. They offer cloud-based SaaS to enable companies in various industries to launch, manage, and transform into a subscription business, set payment terms, manage billing, invoicing, etc. Zu

What great partnerships can do - Microsoft + Open AI may beat Google at implementing AI at scale

Could you have imagined 5 yrs ago that Microsoft would become a leader in implementing #AI at scale, challenging Google? 🎯 But this is what great #partnerships can do. They give a potential to leapfrog the competition when nobody expects that is even possible. Microsoft has confirmed a $XB investment in OpenAI, the biggest AI bet that any tech giant has made so far outside their own companies. What can we learn from this partnership? What makes this partnership interesting t

Can decreasing churn with Partnerships and integrations, beat focus on New Business?

One of advantages of building tech #partnerships, like integrations, is that they can decrease churn up to 50% 🎯. What's more, doubling down on retention and account growth can beat the results of focusing on New Business too. Here is how. Previously I wrote how Atlassian famously discovered that integrations make their product 2X stickier. “When customers add at least one app or integration in Jira Software, dollar churn reduces by approximately half”. In Salesforce 85% of

35 parts to achieve 5 key benefits of a successful 🎁 partnerships program

What does it take to create a successful #partnerships 🎁program? It’s highly advisable to start simple, but at scale it may include many of these 35 parts to achieve 5 key benefits. Great partner programs tie these 5 goals together with incentives, tools and support. 💜 Partnerships goal #1 - solve customer challenges and meet their clients’ needs more holistically. 📈Win more business Via customer reach joint sales to each other customer base Or via access to each other's b

Demand gen funnel evolved from simple inbound/outbound 🎯 and now include partners

Legacy demand gen funnel has evolved from simple inbound/outbound 🎯 and now includes product-led, #channelpartners-led, community, etc. This approach is more focused to buyer preferences and the journey that would create highest conversion. 💡 This means more customer engagement touchpoints , more channels and 3-rd party partners involved in influencing buyer decisions than ever before. It still makes sense to sell to Enterprise customers via Sales-led motion, and acquire SM

Incentive framework to go beyond flat commissions into 💰 performance-based partnerships

What if you’d like partners to achieve certain goals, not just refer more clients? Here is an 💰 incentive framework to go beyond flat commissions into performance-based #partnerships. 📚 Typical commission structure Quarterly revenue (KPI) x flat commission or Quarterly revenue x commission, based on % of target achievement 🎯 But try to make your partner more nuanced to incentivize: reaching “stretch” goals sales of new or strategic products and services cross-selling penet

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

CrowdStrike's partnership playbook. Why a top 10 SaaS platform is a partner-first company.

CrowdStrike is a disruptor 🗽 in the cybersecurity industry, the 2nd fastest SaaS company that reached $2bn ARR. It’s also a “partner-first company” with ~75% of its sales via #channel partners. Let’s look at the role that #partnerships, platform and network effects play in their success. 🏆 CrowdStrike - top 10 SaaS CS is a cybersecurity cloud platform delivering endpoint and workload protection. It became famous in 2016 for tracing Democratic National Committee hack back t

Box's (BOX ) partnerships playbook: from 0 to 1500+ partners

Today Box (BOX) is ~ $1Bn ARR, where ~ 40% of New ARR 🏆 comes in-directly via partners. But let’s look at how they started #partnerships, their key drivers and the evolution of their playbook from the early days. Box is a cloud content management platform - it could be compared with Dropbox, but focused on enterprise with more features and built as an #Api #platform from the early days. Today it has 100K+ customers with 1420 of them paying $100K+. 🤝 Box partners to: Differ

#2️⃣ of 7 key partner insights in 2022 - Explosion APIs unlocked indirect monetization

Explosion of APIs ⚡️ opened a new path for indirect monetization in SaaS by embedding partner solutions in trusted products. This strategy is already common in finance and it’s becoming table stakes across SaaS. Bessemer Venture Partners underscored in 2022 that: “indirect monetization is an extremely effective way to build a business, and given the increasingly competitive SaaS markets, this strategy is becoming table stakes.” Examples of businesses that lean into indirect m

#3️⃣ of 7 key partner insights of 2022. Partnering with cloud #marketplaces is now must-do in SaaS

#3️⃣ of 7 key partner insights from 2022. Partnering with cloud #marketplaces has emerged as one of the 🏆 top #GTM strategies in SaaS. Marketplaces are disrupting traditional channels, but only to an extent. Cloud Marketplaces like Amazon Web Services (AWS), Atlassian, Microsoft, Salesforce, ServiceNow are now a natural place for B2B buyers and sellers to source SaaS and transact. A few slides from re:Invent 🎯 Efficient for sellers Increased visibility - cloud marketplaces

#4️⃣in 7 key partner insights in 2022 - Partner Ops are rising into prominence.

2 of 3 companies consider #partnerships “very important to their future”, but they are non-scalable without Partner Ops. 📅 We started this year discussing them in On Deck’s BD & Partnership Fellowship. Takeaway was that you can manage Partner Ops in no-code tools like Coda or in CRMs like HubSpot. You can also use Partner Insight for example, if you’d like to accelerate 2-sided partner collaborations with all-in-one lightweight PRM. 📈 Partner tech has been rapidly evolving.

#5️⃣ from our 7 key partner insights in 2022 - becoming a #platform is among top aspirations in SaaS

🛠️ Becoming a #platform is among top aspirations in SaaS. But what should be true to become another Slack, Shopify or HubSpot? Companies need first to achieve scale, earn the right to be a platform, and think about customers and partners like a 2-sided market. 💎 Earn the right to be a platform Sharrifah Lorenz, who led #partnerships in Asana, Loom and now Census had an insightful answer to my question: “Is Asana a platform or will it become a platform?” 💡 "The question is

#6️⃣ of 7 key partner insights in 2022. The rise of a new Partnerships Leader

7 key partner insights in 2022 - a brief summary of key trends from a busy & challenging year. 6️⃣ The rise of a new #Partnerships Leader 🏁 We started 2022 with Jay McBain, Chief Analyst from Canalys highlighting that the largest tech companies are hiring Chief #Ecosystem Officers [aka “Chief Partnerships Officer”] instead of their channel chiefs: “Companies like Google Cloud replaced their channel chief now with an ecosystem chief. A much bigger role than just the transacti

#7️⃣ of 7 partner insights in 2022 - partnerships while difficult, are scaling up regardless

🎯 7 partner insights in 2022 - a brief summary of key trends from a busy year. 7️⃣ #Partnerships while difficult, are scaling up regardless Three underlying trends: 📈 90% of companies are now using/planning to use partner API [Gartner] 😮 500 million apps will be created and deployed in the cloud by end of 2023 [IDC] Vast majority of these apps will NOT be standalone products, but rather apps created in non-code tools. Still, there will be MUCH more SaaS products. ⚡️ 80% of

🏆 #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

Think from P&L 💰 where your partnership are funded from? This sets the rules

How great partnership leaders look like and how to make them successful in your org? Think from a P&L 💰 where they are funded from - this sets the rules. 💬 Asher Mathew - VP, GTM of Demandbase and Founder of Partnership Leaders from our episode on Partner Ops: When there is a senior executive, this person looks and feels like this. When they're in a room, they are extremely supportive. They say YES to more things than they say NO to, and they work with people and understand

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.

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