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There’s a concept in software and platform design known as Composability. It’s founded on the design principle that elements of a system should be “pluggable, scalable, replaceable, and able to be continuously improved.” The approach allows developers to reduce complexity and build applications quickly and easily utilizing best-of-breed,

We’ve come a long way from the cut-throat days of revenue-above-all when partners’ needs languished low on the list of most organizations’ priorities (if they were on the list at all). In the past, partnerships were regarded as an input factor of revenue generation, but not central to decision-making.

The modern Partner/Ecosystem organization has been in existence for less than two decades and has only been recognized as a critical component of most SaaS companies’ growth very recently. Where “partner” was once synonymous with “channel” in the corporate lexicon, the rapid move to a cloud-based world gave rise

Most folks who follow me know that I grew up back when the Channel was characterized by weird terms like “shrink-wrapped software,” involved hard goods sold by Egghead, and was run by pick-pack-ship distributors. Today, most of the location-specific value-add that 40 years ago gave birth to IT Channels of

I get to (virtually) rub elbows with some of the coolest and brightest minds in partnerships. Here’s how they’ve helped me be better at my job.

When hiring for sales positions in partner ecosystems, it may be tempting to think that sales skills are always transferable. They often are not. The reason why those skills don’t always transfer has more to do with the differences in environment and sales dynamic than the skills themselves. Partner

One of the worst things you can do at the beginning of a partnerships conversation is, after a few minutes of talking about the weather, ask the partner on the other side of Zoom, So, what can we expect from a referrals perspective? This has played out thousands of times,

Customers need help. But B2B SaaS companies are optimized for building, shipping, and selling great products. They use repeatable, scalable systems and processes. It’s the only way they can survive and scale. They’re not optimized for countless unique support requests from customers. Yes, great CS teams can provide