Are there folks here in partnerships/channel sales? In SaaS
6
i will be honest I really dont understand partnership.channel sales. what does that even mean? how does that work??
It means a lot of different things, but some right it can be an extremely powerful strategy. Some companies are built almost entirely on a partner strategy. Take Clari for example. It sits on top of Salesforce, so they get almost all their business through Salesforce. So, instead of focusing on the end customer in your prospecting you focus on the Salesforce org and they take you to their end customers.
The challenge is building the right channel partner network that fits your business and product, and then make it attractive for the partners to work with you, as they are now your customer.
The challenge is building the right channel partner network that fits your business and product, and then make it attractive for the partners to work with you, as they are now your customer.
Boom goes the dynamite 🧨💣💥
ok this is a very nice example. so with the Clari example, when you say the Salesforce org, do you mean Salesforce its self? the team that implements Salesforce at different orgs? or the salesfoce admin at the end customer?
I have so many questions!
I have so many questions!
also, like @PartnerKingill take your word since your title is legit haha!
i didnt really realize channel sales was such a large revenue source
i didnt really realize channel sales was such a large revenue source
I mean the Salesforce sales and leadership org. However, since there are many companies who’s entire business is implementing Salesforce those consulting companies could also (and probably are) part of Clari’s partner strategy.
Typically the partner team quota is much bigger than direct sales. Channel sales can drive huge revenues, but it has to be built right and most people have no idea how to do that and are not willing to more the right investment in both money and time.
@nomdeguerreis there a way we can connect or is it not allowed here? I basically want to bounce of ideas and see if I and my company are on right track.
Sure, hit me up in DM.
I am an android user. I figured there's no DM option for me.
@sahil we need that dm feature for android
I work in partnerships/channel sales as well. Not enough discussion around here about it
ahh yeah I can see that. Which is why ppl like your self are in demand and probably do pretty well haha.
find a niche and get good at it! 💰💰💰
find a niche and get good at it! 💰💰💰
ah ok that makes a ton of sense. Pretty crazy that whole companies are built around implementing ANOTHER companies software haha
Accenture Deloitte and others make billions doing it.
ive always wondered what those consultants do all day...
Most challenging part is that there are always 2x different customers on a deal, the actual customer & the rep from the company you partner with, they don’t always want the same thing
oh dang that sounds like a terrible situation. being aligned with that rep sounds like a top priority
Even worse - if you fck up that rep can turn around & tell their team & then no one wants to work with you.
But most leads are inbound given that they come prequalified from a rep, there’s some upside
But most leads are inbound given that they come prequalified from a rep, there’s some upside
ooo ouch yeah getting put on a black list does not sound fun. i feel like that could get political too. has it ever happened to you?
You have to treat the partner as your customer.
No, but I've only been an AE for 4 months, came up from SDR. I have a colleague that just got fired bc the reps at our partner didn't like her. Definitely very political
Just started a discussion @alonzoharris
damn!! that is brutal! well im glad you have been able to avoid it!
https://a16z.com/2022/06/30/the-importance-of-partnerships-in-the-great-unbundling/
This might answer. Essentially, it is connecting with end client via a technology partner who knows their ecosystem better VS a cold reach out
This might answer. Essentially, it is connecting with end client via a technology partner who knows their ecosystem better VS a cold reach out
judging by your title.....i feel you are the best person to talk to about this hahah 🙌
It is a legit GTM strategy actually. I was interested in bouncing off ideas with other folks who are good at it.
id make a post about it if ppl dont have DMs
Just did @TennisandSales
I'm not sure what you mean by that exactly, nothing clear shows up when trying to search for it.
It seems that there are at least a couple people who are either doing it or are familiar. I'd say opening discussions around topics could be interesting. Partner sales are somewhat nascent at my company, but it's something we are definitely working on and is a good additional channel for growth.
Channel Manager reporting in.
🙋🏼♀️
There is everything here
Every flavour and colour brons imagination.
Can you point me to some good discussion on it?
Can you point me to some good discussion on it?
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