There's an open secret in partnerships... The first giver wins. Don't wait for the quid pro quo. Make the first move. Stand out, consider what you can do to set yourself apart from the crowd. First impressions matter – a lot. When you act generously from the beginning, you set the

We're in a new era B2B is begging for a new way. Everyone in GTM can see that outbound and inbound aren't working like they used to. The solution is right in front of us, but B2B is scared to try something new. The old playbooks aren't dead, but they

Get the most juice from the squeeze 20% of your partners will bring in about 80% of revenue. There's no getting around the Pareto Principle. But it doesn't need to stop there. You need to ask: * Which partners are driving revenue and why? * What are those partners doing to drive

Find out how you can help "We'll make you more money" is not good enough. To win, your pitch needs to dig into the partner's funnel: \ Awareness / \ Acquisition / \ Activation / \ Retention / \ Revenue / Which stage can you help with? Your job as a partnerships leader is to understand your partner's business like

😬 You can't force a partnership There's no such thing as a perfect partnership. Partnerships come in many different flavors. But you can't force a partnership where there isn't one. Especially if you're in SaaS and working with Agency Partners. You need a really good understanding of how they work with

Churn butter, not customers We've got a major problem in  B2B SaaS right now. It's a trust attrition problem. Partner programs are built on trust. The partner leader gains trust on behalf of the company. The company doesn't bestow trust unto the PAM or magically gain it from a partner.

New to partnerships? Don't make these mistakes Year one of your partner program creation is exciting and intimidating. It's also crucial to get it right. The work delivered lays the foundation for future success. Avoid these errors to set yourself up for year two of your partner program: 1️⃣ Not

Add this layer to the GTM cake Outbound = Target Inbound = Attract Nearbound = Surround As a seller, you can go cold, wait for them to come to you, or work with those who already have trust to figure out how to help your accounts. The newest and most productive channel for

Get alignment In Sales, there are plenty of frameworks to guide sellers, like MEDDIC and BANT. Been playing around with that idea for partners. PARTNER: P: Pain Points - Identify the key pain points that the potential partnership will address for both parties. This can be anything from expanding market