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BizDevBro

Director, Business Development

BDR Team & Channel Partners...

Hey savages,


I'm building a BDR team, and am looking for some advice on how to align this team to work more closely with our channel/partners. I've always had my BDR team focused on targeted outbound direct, but there's an appetite to leverage them in someway with our partner teams to drive more business....


I always struggle with this because it seems like competing interest. We get credit for holding meetings w/ prospects that we drive, but if we're jsut throwing it all to partners...what do?


Help me out...what am I missing. This is for Enterprise SaaS/Cyber-Sec


SADNESS.

๐Ÿ‘‘ Sales Strategy
4

9 comments

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poweredbycaffeine
WR Lieutenant
3
โ˜•๏ธ
Why would you invest time/resources/money into building a team that you want an ROI from just to delay/eliminate that ROI by putting them on a channel that has a lower payback timeline?
BizDevBro
1
Director, Business Development
I hear you brother.ย  But I am just a cog in a machine. I need to find a way to at least propose around the BDR's doing SOMETHING with partners....

New senior leadership feels channel is the way to go, and wants our BDR's engaging w/ partners to accelerate opp creation / get more meetings. I am just not totally sure how to do that outside of just changing messaging and targeting accounts Partners are already in and saying "hey we work with X Partner wanna talk?"
Hoss
Executive
1
Partner Sales Manager
I don't know how comp or sales credit works for you, but we'll take a direct deal and bring it to our partners to develop the relationship. We'll usually see 5 deals in return for every 1 we bring direct.ย 
BizDevBro
1
Director, Business Development
Yeah we do the same, I am trying to figure out how to insert parners into the BDR/SDR process...Our new 'leader' is like a big parnter guy and our first meeting he seemed annoyed that our BDR team doesn't directly engage with partners today.
Hoss
Executive
0
Partner Sales Manager
I mean I think no engagement is a miss, but it seems weird to have a BDR team do that. Is there headcount to hire a dedicated PSM?ย 
BizDevBro
0
Director, Business Development
Right?? Ok I mispoke w/ zero - obviously we come across an account where mentioning partner engagement can help us get a meeting we do it and then it's up to the AE to pull in partners where needed, etc.

But I agree, this seems like a job more for a CAM, etc. We have 1.ย  It's possible this guy just doesn't understand our current function. I think it's very wierd. Do you know of any 'literature' that would support this though? I want to make a case that like look...we're BDR's.ย  We set meetings.ย  the AE's decide what to do with partners. If you want a BDR team dedicated to growing partner relationships, hire PSM/CAMs. etc
Hoss
Executive
0
Partner Sales Manager
I can't think of any literature unfortunately... I mean every org I've been a part of 3 fortune 50 companies, had the roles broken down. I mean if you change the role requirements wouldn't you have to change the BDR's comp plan to reward the behavior? It seems more specialized and less work to hire a PSM/CAM
Diablo
Politicker
0
Sr. AE
Are your channel partners trained with your product (I assume no but cross checking). What activities does a BDR do at the channel side?
thebuckhunter
Politicker
0
AE
Currently wrestling with sales/partners/channel on this - they keep "borrowing" BDRs for campaigns. BDRs are mad because they aren't getting comped the same way

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