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Co-authored with Ty Lingley Last week’s article, How to Talk to Your CEO about the Ecosystem, discusses bridging the gap for Partner Leaders to confidently have The Talk with their CEO, C-Suite, and functional org VPs. The article is a guide on how to present the big-picture ecosystem opportunity,

PartnerHacker is proud to partner with Digital Bridge Partners to bring you the first ever Go-To-Ecosystem (GTE) Maturity Study. DBP's Allan Adler recently completed a GTE Maturity Model, and is now conducting a survey to measure and map where companies are in the model. The result will be used to

You’re not alone. For most folks in partnerships who have been tasked with creating a partner enablement program they start with what they know. Typically what they know is either sales, or marketing, or in some cases a little of both. But partnerships is neither sales nor marketing. And

Key Points · Misaligned accountabilities and incentives cause internal and external tensions in partnerships · There upside in addressing this for customer success / retention and product positioning · Effective programs capitalize on complementary elements and mitigate conflicting structures of these two dichotomous business models Examining Complements and Conflicts I was first introduced to

In the beginning, the sale was direct. One product selling one solution to one buyer. Over time, the stack of individual software tools grew, integrations became more important, customers bucked the funnels built for them, and multiple companies and products began acquiring and serving customers together. Joint marketing, sales, and

Wow. Day one is in the books, and man was it a banger! The first ever Ecosystem Week, a joint even with our friends at PartnerStack, garnered over 1,500 registrants, with over 500 attending yesterday. That makes it the biggest B2B SaaS partnerships event EVER. And we have three

> A 50% decrease in time to closed won. Sending personalized gifts as part of the sales process might be the most effective way to build trust for B2B SaaS companies. Gifting isn’t new, but the ability to marry it with data is. The power of sending gifts was under-utilized

No matter what they tell you, Salesforce, Hubspot, AWS, Google, and SAP all have favorites. Yes, they value all their partners and know how to get the most out of them. Yet, they do have partners that they love just a little more and they get preferential treatment. At my