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Alex Buckles
Forging strong partnerships has emerged as a cornerstone of success in B2B, but the market demands not just innovation in products and services, but also strategic alliances that can extend reach, enhance offerings, and ultimately drive revenue. Let’s dive into the art and science of sourcing revenue from large SaaS partners, offering a compass for […]
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Alex Buckles
Stop Focusing Solely on Sales Reps as Referral Partners When organizations go to market to source partner revenue, they often focus on engaging the partner’s sales team. They’re thinking about how to get them to refer business, or how to ensure they recognize and communicate their value proposition without having to ask them. This fixation […]
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Alex Buckles
Definitions: Anchor SaaS Company: SaaS provider with a large ecosystem of both service and technology partners. Supporting Partners (SaaS/Services/Hardware): Any partner or category of partner who’s critical along the ideal customer journey the Anchor SaaS Company has defined. The route to SaaS success (systematic revenue acquisition, retention, and expansion) has become a collaborative journey, involving […]
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Visualizing Your Customer Infrastructure: A Clearer Path to Success Imagine this: you hold a magic key that unlocks a hidden chamber overflowing with riches. For customer success professionals, that chamber represents the untapped potential within your customer’s IT environment. But without a map, navigating this complex digital landscape can feel like venturing into a maze […]
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