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"LEtS pArTNeR aND ReFER BusINESs tO EaCH OtheR"

If I had a dollar for every time I've heard this in the last 6 months I'd have approximately $49.


Curious, who here successfully leverages partners and have quality partners that feed them business?

๐Ÿ‘‘ Sales Strategy
๐Ÿค Networking
๐Ÿงข Sales Management
45
CuriousFox
WR Officer
+13
Senior Account Executive
Go ahead. I'll wait. ๐Ÿฟ๐Ÿ‘€
Ma
MannyV
Good Citizen
Account Executive
Give them a client, lunch, a coffee anything before you ask them for something. That way you provided value before asking. Most of my sales come from partner referrals.
UrAssIsSaaS
Politicker
+8
SaaS Eater
Talk to anyone from Verkatha - Im sure they cannot wait to tell you all about their partner program
paddy
WR Officer
+11
Account Executive
I'd rather drink a gallon of cyanide.ย 
UrAssIsSaaS
Politicker
+8
SaaS Eater
its basically the same thing
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UserNotFound
Politicker
+10
Mid Market Manager
This place makes me embarrassed that I love Verkada's product.ย 
UrAssIsSaaS
Politicker
+8
SaaS Eater
Verkada is just another company with an awesome product and nauseating salesforce.ย 
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InQ5WeTrust
Arsonist
+9
Sales Savages, what is our profession? Trauma!
Had someone today try and sell me on a 'we'll show you ours if you show us yours.'ย 

No bitch, pay me for our data and you can do the work yourself.ย 
paddy
WR Officer
+11
Account Executive
This is precisely how I found out my wiener was bigger than others' in 2nd grade underneath the slide
InQ5WeTrust
Arsonist
+9
Sales Savages, what is our profession? Trauma!
Underneath the slide - A tale of Success by Paddy
Memoirs write themselves with that oneย 
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poweredbycaffeine
WR Lieutenant
+10
Bean Juice Drinker | Sales Savant
We have three partnerships that feed us business, and ~20 that are using us for the discounted rate we give them on our software platform. At least the deals from the big 3 are sizeable...otherwise, I'd shut down the partnerships page on our site.
WCK
Notorious Answer
+13
Padre de Tequila, General of the Coors Knights
Here's $50..... Wanna partner together and refer business?!
dwightyouignorantsale
Politicker
+7
Manager, Sales
If I ever leave sales, Iโ€™m going to go into partnerships because they truthfully do no work of substance, yet get paid fairly well. Our partnerships team gets to fly all over the world, go to nice dinners with partners, and get bonuses for setting up new partnerships. But they never actually do their job of delivering partner driven leads.
goose
Politicker
+12
Sales Executive
This is code for "send me warm leads".
SaaSguy
Big Shot
+9
Account Executive
Approach partners like dating. You feel each other out in the beginning establish capabilities/pipeline gen and then you decide to get engaged or married.
TeddyRoo
TeddyRoo
@paddy the only way this works is if I make the first move or someone who I have helped/know gets me to someone they know with a very specific ask.. Can you get me a meeting with ___?โ€ The best way to get business fed to you is give it out whenever and as often as you can.
DungeonsNDemos
Politicker
+10
Rolling for Initiative
Wait I can make it an even 50. Want to partner and refer business to each other?
I too have received this question too many times this summer
UserNotFound
Politicker
+10
Mid Market Manager
Referral partners are insanely important to my portfolio- however, I partner with whole sales-teams and not just single contacts hoping to get access to my book. Fuck those guys.ย 
GrizzleMcThornBody
Arsonist
+12
EVP - RevOps
My favorite is some sort of statement that is similar to, โ€œI donโ€™t see a point in exchanging commission checks.โ€ Whenever I hear that I hang up.
jefe
Politicker
+8
Sales Director
Our partner network has really changed over the last few years, and everyone is now looking after themselves.

We still have a few that are solid, but it's not the same....
Money
Valued Contributor
+6
Director of Enterprise Sales
This only works if you have complimentary products you can both sell through to a client.ย 

I have a partner that feeds me leads regularly. It works because they already have a relationship and adding on my service means they get to upsell one of their products to bring us in.

Anything other referral deals have always fizzled out.
ChiDawg
Tycoon
+9
Senior Account Executive
Not in SaaS, so may not apply across the board, but I have had success with these types of relationships. Over time we have been able to show real value to our partner's clients, so they continue to refer their clients to us. Not a 100% win rate, but always helps to have someone else working for you in a way.ย 
UserNotFound
Politicker
+10
Mid Market Manager
That waaaaarm intro is always nice.
Diablo
Politicker
+7
AE
โœ‹We used to get good number of leads from partners (in my last company) with least effort and time to close the deal.ย 
Sunbunny31
Politicker
+5
Sales Executive
I get leads from time to time via established partners, but it's never the amazing, lucrative, partnership they tell you it's going to be.
WomenWantMeFishFearMe
Politicker
+4
SDR LXIX
I work in hardware, and often get software leads asking to leverage partnerships. It's been useful for us as a firm, and I got a referral bonus for one. I'm in a unique scenario admittedly, but it's cool
cw95
Politicker
+6
Sales Development Lead
We often get people that โ€˜have opsโ€™ that we could pay them once we get them on board. Ironically, each time thatโ€™s happened, weโ€™ve got the customer and the original โ€˜referralโ€™ has moved on. They are likeโ€ฆnot very good recruiters in the SaaS world.
FromaBlankPerspective
Politicker
+6
District Manager
Prior to my current role, I worked exclusively off of referrals from specific network of COIs. It's important to find people who actually align with your product and it has to be a two way street.ย 
RealPatrickBateman
Politicker
+8
Amateur Butcher
In my most humble opinion... This is a product of Sales Managers trying to arm their reps with "ammo" but don't actually teach/show how to followthrough. All business is about partnerships and networking and attending Gong Webinars.ย  Ok, definitely not that last one. But the point remains, people talk the talk but don't follow through on the walk. Its the new "can we set a few minutes to discuss how I can help you do XYZ", sounds appealing but filled with empty promises.ย 
SiliconBBQ
Politicker
+4
The Metal Rooster
Not from people I don't know. I have referred / intro'd colleagues into deals at my customers and vice versa.ย 

But these are people I know and have worked with.ย 
techsales
Valued Contributor
+4
Enterprise Account Executive
Our channel partners make up a significant portion of our pipeline. From the partner side, it is successful is because partner reps retire quota for 100% of the dollar value of the deal we sell if they refer us the deal. There's even more sweeteners for them if they refer us a deal and the purchase goes through their partner marketplace. Good example of how partner programs only work if you appropriately incentivize reps towards the behaviors you want.
Justatitle
Politicker
+11
Mid Market AE
Partners are life sucking leeches that are often necessary evils unfortunatelyย 
Ch
ChrisSellsHisSoul
Fire Starter
+1
Owner
I like partnerships as long as I'm getting something valuable in return.ย 

Aside from sales, I make video content to promote my business and happily give referrals in exchange for free licenses provided the tech is cool.

If you want referrals from them, figure out who some of their clients are first. "Hey I know you do business with so and so. I was about to get in touch with him. Can I mention you thought this would be good for him?"
Panda4489
Valued Contributor
+5
Business Development Manager
I have 3 Business Referral Agreements in place with partners. Those have generated about ~$130k this year. ๐Ÿคท๐Ÿปโ€โ™‚๏ธ๐Ÿคท๐Ÿปโ€โ™‚๏ธ

But that's just me.
NorthernSalesGuru
Politicker
+5
Manager, Outbound Sales
I have referral partners that generate a lot portion of my revenue. We compensate them very well though if the business closes.ย 
Flippinghubs
Opinionated
+7
Account Executive
I have a handful that I like to work with, but its really on a rep by rep basis imoย 
Fi
FinanceEngineer
Opinionated
+3
Channel Sales Director
Yes, if you structure a partner channel with specific consideration for the referring party, it's worked rather well. Generally, you need to get your sales exec involved and find a way to have the partner do the heavy lifting and just be there to sling product.
Ca
CameFortheChips
Good Citizen
Senior Sales Director
In the 10+ years ive worked in sales I could count with the number of dicks I have how many good leads ive had from a partnerโ€ฆ otherwise itโ€™s nothing but โ€œhey I spoke to this companies Security Directors Dog groomer and think theres a project which im going to register as a deal and then you can close it and Iโ€™ll take 30%โ€
2
Let's make golfing with clients a thing in sales again
Discussion
4
8
Is it a mangers business to know if any their reps are involved with one another/in a relationship?
Question
11
Thoughts?
de
+61
0PercentCloseRate , ย  deathbysales , ย  Broncosfan ย  and 61 people voted
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