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
Fluffy conversations, or as our CEO at Forecastable calls them, “squishy” discussions, lack what’s needed to push the needle forward and drive results in partner relationships. These conversations often hover around general inquiries about progress, with responses like “things are going well.” The partner managers then make broad assumptions about what ‘going well’ means. However, […]
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In the world of SaaS and services partnerships, one of the most-effective strategies for sourcing revenue and extending your salesforce, without additional internal costs, is by running account-development plays. Whether you’re a services partner looking to attract sourced revenue from SaaS partners or a SaaS company aiming to leverage partners for more-comprehensive account-development, this approach […]
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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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