Well this seems big Better get ready, be steady, and build a robust ecosystem of support. Winter Isn’t Coming, It’s Here - Salesforce not Comfy Giving Guidance Amid UncertaintyIf you thought the market was cooling off a bit, you weren’t entirely right. It’s cooling off a

Living in market > targeting the market A good marketer focuses on the market, not marketing. Marketing is something you do to your targets. It’s a unilateral attack. The framing and phrasing are all wrong. People don’t want to be marketed to. Your market is something you’re a

Give first You wouldn’t start a friendship by giving somebody a one-pager. Why start your partnerships that way? Start by asking questions and trying to understand your partner's needs. Show you are interested in your partner by giving them something that they actually want. Then follow up with relevant

Create value first If you want to work with great partners, you’ve got to do two things: 1. Create value. 2. Convince partners you’ve created value. If you're only good at the second, you'll burn bridges fast even if you meet initial success. If you're only good at

Partner led product + product led growth Companies that build integrations, APIs, and ecosystems first AND build free easy to use/share products for individual users will win the future of B2B SaaS. It's the combo no one's talking about. Customers don't just want great products. They want tools that will

A quick recap of the PhD from this week: * It's a Two-Way Street * Stay Curious * Expand Into the Future * Partnership Resilience * Build Trust Recently published: * PartnerUp Pod - 085 - Integrating Partnerships Into Products: A Crosspod Takeover with Mark Brigman * Howdy Partners #12: Making Partnerships = Sales with Aleksi Mattlar * Building

Reliable guide vs. salesperson We are awash in data. When looking for a new product, chances are, we know more about it than the person selling it. We don't need more data. We need more trust. We need reliable guides who understand how to use the products they sell. Instead

Partnerships are immune to loss Partnerships are like a living, breathing ecosystem. If one part of the ecosystem fails, there are a dozen other species that fill in the gaps. Unlike machines that break down over time, living systems grow and flourish when given the proper nutrients. Feed the ecosystem

Customers want partnerships When you build a base that anyone can use, things really get exciting. You're not just building products with potential use cases now, you are building into the future. Customers want products that play nicely with other products. They are looking to buy products that will work