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Cheat Sheet on 8 key partnerships types to accelerate growth in SaaS


Thanks to Daniel Stefanic, who lead partnerships in Atlassian, Symantec and Easy Agile for sharing his insights.





1️⃣ Marketplaces (SaaS apps and platforms)


Expertise Low

Geographical Reach 🔺 High

Training Investment Low

Internal Investment 🔺 High

Software Margin 🔺 30%



2️⃣ Technology #Alliances


Expertise Low

Geographical Reach 🔺 High

Training Investment Low

Internal Investment 🔺 High

Software Margin 0-30%*



3️⃣ Value Added Resellers


Expertise 🔺 Mid-High

Geographical Reach Low-Mid

Training Investment 🔺 Mid-High

Internal Investment 🔺 High

Software Margin 15-30%



4️⃣ Consulting Partners


Expertise 🔺 High

Geographical Reach 🔺 High

Training Investment 🔺 High

Internal Investment 🔺 High

Software Margin 🔺 30%



5️⃣ System Integrators


Expertise Mid-High

Geographical Reach 🔺 High

Training Investment 🔺 High

Internal Investment Mid

Software Margin 🔺 30%



6️⃣ Distribution Partners


Expertise Low

Geographical Reach Low-Mid

Training Investment Low

Internal Investment Low

Software Margin 5-10%



7️⃣ Software Licensing Partners


Expertise Low-Mid

Geographical Reach Low-Mid

Training Investment Low

Internal Investment Low

Software Margin 5-20%


8️⃣ Telcos


Expertise Low-Mid

Geographical Reach Low-Mid

Training Investment Low

Internal Investment Mid

Software Margin 30%




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