Rob Spee: 5 Levers for Partner Sourced Business

One thing I hear almost every day is “how can we get our partners to bring us more business?” The shift to the SaaS model and a partner ecosystem approach is designed to add more partner value throughout the buyer journey. More influence, more customer success, more account expansion. The good news is that when […]

One thing I hear almost every day is “how can we get our partners to bring us more business?” The shift to the SaaS model and a partner ecosystem approach is designed to add more partner value throughout the buyer journey. More influence, more customer success, more account expansion. The good news is that when done right, the ecosystem can also bring you more partner sourced business. In this episode, I share five partnering levers you can use to drive more partner originated business.

Here are levers you can pull to drive more partner sourced business:  

Shift your low margin, low value-add passthrough business to higher margin, higher value-add co-selling.
Drive as much implementation and adoption services to your delivery partners as they can handle.
Engage your Global System Integrators in co-selling and high-value services work.
Include your Technology Alliance Partners in your go-to-market activities for the better together story.
Run more business through the hyperscaler marketplaces and co-sell with their sales reps on every deal.

LINKS & RESOURCES

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