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If you’ve been following the GoToEcosystem movement, you know that delivering ecosystem results is predicated on gaining cross functional buy-in for your ecosystem strategy and plan, and transforming your organization, from your CEO, to product, marketing, sales, customer success, and beyond. Requirements for TransformationOrganizational transformation depends on three change

This is the first of a three-part series where I’ll share my perspectives on the current state of collaboration between Services Firms and SaaS, which I find to be surprisingly limited with substantial untapped value for partners and customers. 💡Key points: · Today’s state of SaaS and Services collaboration

This week, to round out this series on learning culture let’s take a look at some of the systemic components to learning culture that you’ll need to cultivate to find success. I’m sure many of you have seen some aspect of the Forgetting Curve. It looks a

"Indirect partnerships are becoming table stakes from day 1 for SaaS businesses."As a quote, this could easily be an op-ed from a partner technology company. But it's not. It's from the blue-chip VC Bessemer Venture Partners (BVP). In the most mainstreaming moment we've seen this year, PartnerHacker is covering

How do you define partner?The partner world can seem a bit like the wild west. Some organizations have folks dedicated to partner development, some leverage key members of the sales team, others simply have executives take the reigns. What I’ve found consistently is the lack of a blueprint

You may be familiar with a few of these stats about how customers value integrated solutions: Customers will pay 20% more for an integrated solution (Digital Bridge).The top two most important factors in considering a MarTech solution is internal and external integrations (CDP Institute).Over a two-year period, customer

If 80% of your partners are generating NO revenue, it is not a partnership. Plain and simple.

Just like sales, Partnership Trust is COIN operated; but the COIN operation in Partnership Trust is not your typical currency. The COIN I’m talking about is Co-INnovation. In the land of B2B Partnering, this kind of COIN is associated with two partners (e.g., two SaaS Companies) aligning their