Aleksandra Spiric’s Post

🚀 Ready to catapult your partners to self-sustaining revenue in 2024? Hold tight! Big news alert: Unveiling our freshest #PartnershipsUnraveled white paper: "Bridging the Partner Onboarding-to-Outcome Gap: Revenue Impact for Channel Success." Uncover the ultimate navigation guide steering partners from onboarding to rock-solid revenue through 4 laser-focused steps and strategies. Sneak a peek: 1️⃣ Step 1: Partner Onboarding Strike the perfect harmony between quantity, quality, and reducing churn. Master the art of empowering partners right from the start. 2️⃣ Step 2: Partner Training Design tailored success blueprints that fit each partner's unique roles and desires. Develop scalable strategies tailored for diverse partner types. 3️⃣ Step 3: Co-marketing Unlock the magic formula to maximize partnership impact. Propel your partners from entry to their initial revenue milestone through cunning co-marketing strategies. 4️⃣ Step 4: Co-selling Equip your partners fully before leaping into powerful co-selling strategies. Learn the secrets to nurturing sustained partner revenue growth. Excited to dig deeper into some insights? Grab the complete white paper now and level up your partner strategies! 💪 Link: https://lnkd.in/eF8Hy72J

A few months ago one of my mentor (Scott Fratianne) taught me a process that really helped me improve the way I think about and build #partnerships. I thought I would pay it forward by sharing it with you. To give you some context: We were working on diversifying our partner portfolio based on partner types (defined by the partners business model) to figure out what levers to pull to scale the program. The process came down to 4 steps: Step 1: Categorize your partners into the right categories Step 2: Build a model of partners results based on impact (in our case ARPA) and volume (total NPCs). Step 3: Plot partners into using a 2 x 2 grid (image attached). Step 4: Ask difficult questions (see bellow) Low impact / low volume: Are we set up for success? - Is there a strong enough product / partner fit? - Is there a strong enough program / partner fit? - Does the TAM/SAM/SOM workout to a large enough scale? Low impact / high volume: Can we profitably scale? - Is this intrinsic to the partner type or is this due to misalignment? - What % of program revenue is generated from these partners? - How sustainable is the impact on unit economics (ARPA, LTV, Churn, etc.)? High impact / low volume: How can we help partners scale? - Is this intrinsic to the partner type or is this due to misalignment? - How can we integrate our product to the partners core value proposition? - How can we increase volume for them (e.g. lead passing, co-marketing, etc)? High Impact / high volume: How do we grow without commoditizing? - Can we bring in more partners without saturating the market? - How can we prioritize our resources to help these partner scale? - How do we incentivize and track incrementally?

Yesterday we had the Head of Rev Ops in a $600M SaaS business opt-out of our 5-question Executive readiness survey! The CEO, CRO, Head of Sales, and CMO all completed the survey and the Head of Rev Ops straight up opted out!! Here's how it went down: They brought us in to move their partner revenue from $600k in 2023 to $2.5M in qualified pipeline contribution for 2024. Our task is to help define and deploy the microsystems and playbooks to get the nose up on the 2-3X pipeline coverage they'd need. There's a planned raise in Q2 2025. Our position on any engagement whether its going from 0 to 1 in a partner program or creating tailwinds in an existing program is that you have to become THE subject matter expert on the state of partner GTM readiness in your organization. Teams change Leadership changes Tech-stacks change Priorities change Market pressures change Your tracking a moving target. This is just the hard thing about hard things. Our first step is to generate knowledge about the business that NOBODY else has so we create an authority in our client Partner Leader. How do we do it: Quick surveys that are no more than 7 questions designed to rapidly escalate our partner teams knowledge about where the following things are: Current partner gtm skills Current partner gtm data Current partner gtm interest Current partner gtm willingness to participate Current partner gtm strategic importance to the business mission From the questions we've developed over the last 5 years we create a report with insights about where the fastest time to impact with the least resistance will come from. This identifies our investment lane and shifts the cone of possibilities around which plays to run with which partner type and what support we can manufacture. This is the first of board level reports. So when the Head of rev ops opts out we have a major red flag. Fortunately this head of rev ops just accepted a new role and this is their last week at the company so its not a show stopper, more of a false alarm. The point is that you need to manufacture the data about the operational readiness of your business for partner gtm. 1 day or 27 years in partnerships won't help your strategy without it. We're thinking about putting our surveys that cover 90 days of learning around the business to paint a better path to value. If you think this is interesting and would like to see more, maybe access to the surveys, let me know in the comments!! #partnergtm #growthstory

Introducing Measure—the latest feature from Reveal designed to empower Partnership Managers! With Measure, you can: 📈 Track partner attribution with precision. 📊 Evaluate the performance of your partnership programs. 🔢 Access data that proves the true impact of your collaborations. Stop relying on manual methods and start making data-driven decisions to elevate your partnership strategy. Ready to measure partner impact? Learn more about our new feature here: https://reveal.co/measure

When scaling a partner program it can be quantity — and then quality — that makes the difference when you’re growing your partner program. Partnerships expert Cory Snyder shares his growth secrets, hard data and revenue targets for Teamwork.com’s partnerships program in 2024 in our latest article ⚡ 💰 Find out how this partnerships leader is driving $850k in ARR this year here: https://lnkd.in/gBRzDP7C #partnershipsuccess #gtmstrategy

How I try to get 1% better every day in partnerships: 1. Learn from other Partner Leaders - Talk with other technology partner leaders and ask them how they've done it. Learn about their best practices. Partnership Leaders is where I connect with many of the top minds in partnerships. I post a question and folks usually respond instantly and help. 🤯 When I built a partner program from zero to tens of millions in ARR in two years, one of the reasons it accelerated quickly is because I interviewed 30 other partner SaaS leaders and was able to baseline what "good" principles and frameworks looked like. I also learned about what didn't work. Hearing 30 case studies first hand is powerful. 2. Reflect - On the day, week, month and quarter: -Did my actions move the ball forward on the key business outcomes we want to drive? -What worked where we should double down? -What didn't work and what should we stop doing? -What did we learn from our failures and how do we improve? -What did I learn today that can be shared with my team that will help them accelerate? 3. Analyze the data - what does the data tell you about the business? Look at historical data for your retros so you can learn what worked and what didn't, but also leverage data as leading indicator on what you should do now to impact the future. Make data driven decisions when possible. 4. Gather feedback from customers, cross functional team members and partners what can improve. There is always room for improvement. Always. Don't get comfortable. Get better. 5. Stay close to the customer - I love meeting customers. It helps me deeply understand their challenges and the language they use in describing those challenges. The more I understand what they're going through and the specifics of their business, the better I can help them on their journey with partners.

Solid operational framework => Scale partnerships There's often a lack of 'infrastructure' to support partner programs, and it shows. If you want to scale partnerships effectively, you need a rock-solid operational framework. That means building repeatable processes, clear communication channels, and accountability across teams. Here’s how I approach it: 1. Standardize partner onboarding: Create a system that gets partners up to speed fast, with clear expectations and measurable milestones. 2. Define roles and responsibilities: Everyone involved in partnerships, from sales to marketing, needs to know their role in driving success. No overlap, no confusion. 3. Track performance: Implement a partner scorecard with key metrics that track the impact and value partners bring. Scaling partnerships isn’t simply about adding more partners. It’s about building the infrastructure to handle more partners without losing quality or impact. Need help setting up a scalable partnership framework? Let’s connect. #saas #transformation with #partnerships ========= I write about: - Building an ecosystem-led strategy - Growing your partnership sourced revenue - Inspiring case studies and actionable insights Like this post? Like 👍 | Comment ✍ | Repost ♻️

Leadership support is crucial for a successful partner organization....

4 points to look at if you started a partner program for the first time last year. These will help you establish Ideal Partner Profile and scale this program, protecting your time and focusing on revenue activity. 💡 Often a year in, new partner managers particularly, have: - lots of partners - lots of time in diary ⌛ - limited returns from most - high returns from the few 💲 ----------------------------------------------------- Do an audit of all partners on the below metrics: 1️⃣ Total Addressable Customer Base: How many of the partners' customers and your own customers crossover? How many remain that are not yet your customers and fit your ICP? And look at it in reverse from partners pov too! 2️⃣ Reciprocation and Motive: Which partners have shown the most willingness to participate, be proactive in making introductions or joint activity? Are there specific partners who are highly motivated by monetary reward, or other support or return that you can offer? And look at it in reverse from partners pov too! 3️⃣ Stakeholder Engagement: Which partners have introduced you to other internal leaders and customer facing teams; are you multi-threaded in each partnership? And look at it in reverse from partners pov too! 4️⃣ Metric impact: Which partners have impacted not only pipeline and revenue, but stickiness? Cost of acquisition? Average deal sizes? And look at it in reverse from your partners pov too! ------------------------------------------------------------- Do your audit of which partners have been best for you. Then do the same in reverse (with the info you have.) See which crossover and which are close to it. #partnerships #trusttheprocess

❌ Your C-Suite doesn’t understand or support what you are doing. ❌ Your CEO doesn’t care about the 100 partners you signed. ❌ Your CFO only views your team as cost. Unless you show how you contribute (with data) to the key metrics they care about 👊. So, VP of Partnerships, do you want to get the support you need? Start making an impact to the metrics that matter. For example, did you know that 40% of companies prioritize customer retention as much as acquisition? Therefore, there's a good chance you should care about metrics such as NRR, retention rate, and churn. It costs 5x more to acquire a new customer than to retain an existing one, and boosting retention by 5% can increase profits by 25% to 95%. Additionally, you have a 60%-70% chance of selling to an existing customer, while only a 5%-20% chance of selling to a new prospect. But how can you help contribute to these metrics, you ask? Working with partners has helped many organizations not only retain customers that were likely to churn, but also, even upsell those accounts in many cases. Therefore, start by partnering with your finance team. Learn what matters, how metrics are measured, request current data and goals, and track your team's performance against those benchmarks. Second, consider how you can answer questions such as: ❓ How is your partnerships team performing against these metrics? ❓ How are you incentivizing partners to help you boost retention and reduce churn? ❓ Is your program only focused on new business, and ignoring retention, churn, or expansion? ❓ Is your Customer Success team collaborating with partners and their CS teams? ❓ Do you know your company's avg. CLTV and Payback Period with and without partner involvement? ❓ How strong are your PX and CX strategies? Third, execute, execute, execute! Bonus: If your team doesn't have the bandwidth to do any of this, hire a #PartnerOps person to help you. 👊 TL;DR 👊 📈 Focus on making an impact to key metrics. 📈 Align strategy, architecture and processes to company goals. 📈 Work with your partners to support what the C-suite values. Need help? Connect with me and let's discuss how PartnerOps can support you. #Partnerships #GTMStrategy #CustomerRetention #ProfitableEfficientGrowth