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SaaS growth blueprint: Scaling with partnerships

Developing a solid Go-to-Market strategy, going global and scaling with #channelpartners - this is the foundation of success ๐Ÿ“ˆ for every Enterprise SaaS company. But, how is it all actually done?

Taking inspiration from leading Indian SaaS companies and their GTM strategies, here's a breakdown of what the journey typically looks like. Note that the proportion of international sales may vary based on geographical location.

$0-5M ARR ๐ŸŒฑ

This is where it all begins. Founder-led GTM to win initial accounts, with the aid of strategic advisory boards. Here's what the team typically looks like:

Direct Sales: 10-12 FTEs, with 3-5 Account Executives (AEs)

Customer Success & Support (CSS): 5-7 FTEs

$5-20M ARR ๐ŸŒณ

Next comes hiring a CRO/CCO to bolster the leadership team. The formalized AE team, pre-sales, customer success, and BDR/SDRs start to take shape. Still, most of the sales are direct.

Direct Sales: 20-25 FTEs, incl. 4-6 AEs, 8-10 international sales

CSS: 10-12 FTEs

Channel: First 2-5 partners

$20-50M ARR ๐Ÿ›๏ธ

Direct sales continue to expand, and the channel strategy begins to solidify with a dedicated partner team.

Direct Sales: 50-60 FTEs, incl. 12-15 AEs, 20-30 international sales

CSS: 10-12 FTEs

Channel: 10-15 partners

$50-100M ARR ๐ŸŒ

Sales org starts to segment accounts and align them accordingly.

Channel partnerships are in expansion mode, emphasizing "sell with" strategies.

Direct Sales: 80+ FTEs, incl. 20-25 AEs, 50+ international sales

Channel: 30-40 partners and scaling.

How does your partnership journey align with this framework?

๐Ÿ‘ Follow for more data-driven insights on #partnerships.

Partner Insight

Source: Bain & Company

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