Be Like Messi

Avoid the inconvenience of a lousy bet

The most coveted success in the world of partnerships is a strategic alliance with a hyperscaler.

These partnerships are the gold standard, desired across the world of B2B SaaS, because a hyperscaler’s ecosystem is powerful.

That being said, alliances like these are only possible through one means — placing the right bets.

These days, partner pros can't afford to make bets that don't pan out.

To avoid the inconvenience of a lousy bet, partner pros need to start thinking like soccer players – midfielders to be precise.

In the game of soccer, players on the field are split into three positions: defenders, mid-fielders, and forwards.

Defenders stop the ball before it gets to the goal and the goalie. They play the back half of the field.

Forwards stay open, looking for an opportunity to score at the front half of the field.

And midfielders play the whole field, controlling the pace of the game, and facilitating every move on the field.

In the world of B2B SaaS Partner pros are the midfielders.

If you can think like a midfielder, you'll avoid those stupid mistakes that are the result of a narrow focus.

All that to say, if you're going to build a successful alliance with a hyperscaler, it starts with strategizing according to your position on the field – after all, it isn't the same size field you're used to.

Understand that your partnership likely won’t have a significant financial impact on a huge company like Salesforce directly. Empathize with that position, and instead of trying to help an AE hit her number, hammer home your Better Together story framed through the point of view she would care about.
- Mike Davis, CRO of InVisory

So, be a midfielder.

-Sam and Jason Yarborough

P.S. If you haven't listened to today's episode with Mike Davis, here's what you can expect:

  • Advice on how to win an alliance with a hyperscaler.
  • Why internal buy-in is dependent on a data-first approach to proving value.
  • The secret code to cracking salesforce.

Connect with us on LinkedIn (Sam and Jason).

Watch or listen to today’s FWB episode with Mike Davis here: Youtube, Spotify, Apple Podcasts, Google Podcasts

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