133: Navigating Strategic Alliances - Xiaofei Zhang

Nearbound Podcast

English - October 17, 2023 08:00 - 44 minutes - 30.5 MB - ★★★★★ - 21 ratings
Management Business Technology partnerships alliances channel partnerships strategic alliances business development agency partnerships platform partnerships technology partnerships Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed

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How do you partner with Salesforce, one of the biggest SaaS companies in the world?

Xiaofei Zhang, head of Platform and Strategic Partnerships at ActiveCampaign tells how ActiveCampaign became the #1 marketing automation app on Salesforce’s AppExchange. And she spills the deets on how ActiveCampaign optimized its listing in the AppExchange.

Xiaofei also shares the framework she uses to help partners solve problems, choose the right partners, and co-sell with a PLG company.

Highlights:
01:21 Greatest partnership of all time
03:19 From Salesforce and ActiveCampaign
10:21 Partner up to help solve problems
12:31 Becoming the #1 marketing automation app on the Salesforce app exchange
14:10 Framework for choosing partners
16:51 Becoming the number 1 app in the Salesforce app exchange
21:25 How to optimize your listing
23:32 Building a network within Salesforce
27:29 Partnerships decision matrix
30:38 Helping others is instrumental to growth
33:49 How to individualize how you treat each partner
38:28 Co-selling with a PLG company