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

Food for thought When it comes to partnerships in SaaS, it's crucial to understand the type of collaboration you're entering. Classifying your partners as candy, vitamins, or painkillers can help maximize potential and achieve long-lasting success: 🍭 Candy partnerships: These collaborations create buzz and excitement through activities like co-marketing but don't

Your customer doesn't care whose name is on the solution - so partner up! I love the idea of invisible tools. Nobody's excited if they have to log into yet another platform. People aren't keen to change their routines and habits. But what if we stop optimizing for KPIs like

Get to value quickly Want to get more partners to value, faster? Focus on early partnership momentum. Too often, partner programs don't prioritize the initial months enough, resulting in passive partnerships that don't generate revenue. What you should do: Check in on your partners, guide them proactively, show them you

Do your homework When building a referral network, put in the effort to show how you are listening and get specific on ways you can help your partners. Put some research effort in and ask specifically: You mentioned ____ was a priority. Would it help if I _____? If it's not needed,

Give partners an experience, not just a portal How do you get people excited about your portal? Certainly not by sending them a login link after the first call. Been working with a bunch of companies that are trying to create better onboarding and enablement experiences. Driving portal adoption is

Better onboarding and enablement are two of the key use cases companies use Superglue for. And over the last year or so, we’ve learned a lot about the crucial role they both play in driving partner-led revenue. In this post, I’d like to share some of what we’

The deal took 3,321 days to close But she closed it. Get the inside story of how Jill Rowley closed SalesForce (by surrounding them with partners!) during the early days of MarTech when no one knew quite how to use it. End the week with a laid-back chat about

Like jenga stacks and sandcastles, partnership ecosystems are hard to build, but pretty easy to ruin. And some of the most common mistakes people make have little to do with the technical stuff. Most often, it’s the human side of partner management, the relationship building, and the way their