New this week
A quick recap of the PH daily from this week:
- Homebuilding, integrations, and 3rd parties
- Good reading
- Fighting over partner strategy
- Skeuomorphism and a new partner role
- Building a better sandbox
Also, check out Partnership Leaders' list of events for March.
Can you turn a Titanic, or just build a new one?
I came across this article in TechCrunch about Subskribe, a new company giving sellers the tools to easily adjust offers to buyers needs, instead of having only a few fixed tiers for their SaaS products.
They sort of inverted the pricing process, and let the customer lead. This change on the customer side changes the sales process internally too. That takes buy-in, and ability to demonstrate easy wins for the sales team.
As new buyer-centric infrastructure for ecosystems emerge, we've got to remember to also solve the issues ecosystem-led growth creates for marketing, sales, CS, product and finance. Companies who can't do it at a fundamental level won't really get the benefits of an ecosystems approach.
Yes, you have to solve partner challenges in the rapidly fragmenting and influence-based landscape. But selling all that change internally without a new internal infrastructure is pretty dang hard.
It got me thinking about how Product Led Growth is on the rise, but it has come mainly from newer upstarts without the internal hurdles and institutional inertia. Very few established SaaS companies have been able to fully make the pivot.
Partner Led Growth will likely follow a similar pattern.
Maybe partner entrepreneurs will build for that problem, just like Subskribe’s honorable effort to do so in sales. And maybe instead of fighting the internal change, they’ll just start new companies with Partner Led Growth. Just like the ones sick of the old way built Product Led Growth companies.
Partner-led models built on ecosystem-first principles are coming for the old model. Only the most committed to change will survive the decade of the ecosystem.
Thanks for your readership!
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