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Joeclc

Partner Channel Manager

Contributor
Fire Starter

Partner channel: Any tips how to approach potential partners in SaaS?

Hello,
I am new in this world and I was recently assigned to partner channel as a manager. My role is to establish reselling partnerships with digital marketing agencies, system integrators and IT consultants. However, for some reason I am failing to raise the awareness of the prospects that our software is a perfect fit for their business to generate value added revenue Ali my with their services as an alternative product. I am really keen on this work and I need advices from the experienced guys like.
What would you suggest me to do?
Thanks in advance.
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22 comments

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Gasty
Notable Contributor
3
War Room Community Manager
Are you selling a product / a service / both?
Joeclc
Contributor
1
Partner Channel Manager
I am selling a software.
Gasty
Notable Contributor
-1
War Room Community Manager
that answers it *facepalm*
Joeclc
Contributor
0
Partner Channel Manager
Not sure if I understand what you mean ๐Ÿ˜‚
saaskicker
Celebrated Contributor
2
Enterprise AE
Best way to get on a partners good side is to bring them business, then they will listen. Then you have to spend a ton of time training them, giving them documentation and making sure they are up to date on your product.
Joeclc
Contributor
0
Partner Channel Manager
That is already I try to do. I always offer my current partners some hot leads to approach together. But I mostly struggle with turning the cold ones into interested ones. I try every kind of different approach, try personalized emails and etc. But obviously I am doing something wrong and I donโ€™t know what it is when I cold prospect them.
Joeclc
Contributor
0
Partner Channel Manager
Another thing I have difficulty is that most of the interested opportunities just go away and donโ€™t even respond. I know it is a process, takes time but sometimes I ask myself, am I being so pushy?
nomdeguerre
Executive
1
Account executive
So, youโ€™re reaching out to your partners or potential partners with a hot prospect in your hand, and they donโ€™t even respond? That doesnโ€™t seem right.
ChumpChange
Politicker
0
Channel Manager
^ This times a million. Everybody eats.
braintank
Politicker
1
Enterprise Account Executive
Are you able to meet them in person?
Joeclc
Contributor
0
Partner Channel Manager
I wish I could, but everything is usually done online.
braintank
Politicker
1
Enterprise Account Executive
Change that. I've had best success with partners working face to face. They're business is all about relationships.
Joeclc
Contributor
1
Partner Channel Manager
I also have this feeling. But the company I work for doesnโ€™t have such options. Plus, I work for the international market, not even my own country
braintank
Politicker
1
Enterprise Account Executive
If you're trying to get the attention of US based resellers it's going to be really difficult from abroad.

The channel managers I know who are successful have spent years building relationships and basically spend 80% of their time schmoozing with partners.
Joeclc
Contributor
0
Partner Channel Manager
No, we have a different team for US market. I work for European market. But yes, I totally get your point. Partnership is not a sale, it is all about relationship and it can only be established when the parties actually meet.
FinanceEngineer
Politicker
1
Sr Director, sales and partnerships
Approach it as both revenue generating and revenue preserving. They can save business from attrition to providers that have your services, and have a new revenue generating source.
Joeclc
Contributor
0
Partner Channel Manager
How would you suggest me doing that when prospecting them?
FinanceEngineer
Politicker
1
Sr Director, sales and partnerships
Ask probing questions. Start with asking about their rev structure. Then ask about product features and what customers are asking for. Make it happen through finding the pain points and giving solutions.
Joeclc
Contributor
0
Partner Channel Manager
I am having problem with cold prospecting them, Do you think they would like to share these information without any built communication?
FinanceEngineer
Politicker
0
Sr Director, sales and partnerships
You need to figure out if there are gaps prior to the call. However, I would start with the revenue generating side of things. Itโ€™s a great way to get in the door and then learn more.
Diablo
Politicker
1
Sr. AE
Do you work with specific and limited Channel partners or grow them as well?
Joeclc
Contributor
0
Partner Channel Manager
I would say it is more specific channels.

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