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What is your CRO really looking to accomplish with your partners? Gaining alignment with your executive leadership team, especially your Chief Revenue Officer, is critical to the success of your partner strategy. In this episode, Brent Thurrell, CRO at BeyondTrust, shares why the partner ecosystem is a vital element of his go-to-market strategy to drive growth. Brent explains how sales reps can leverage the partner ecosystem and the new role for partner managers.
KEY TAKEAWAYS
Here’s what I learned about Brent’s perspective on driving growth with a partner ecosystem:
- Having an abundance mentality rather than a scarcity mentality is crucial to sales success when it comes to leveraging partners.
- The best partner relationships are based on the value creation around the deal rather than purely on the commercial transaction.
- Selling is multi-threaded and takes many touches. Sellers cannot cover all those relationships on their own. They need to leverage partner relationships.
- Technology alliance partners, providing integrations to BeyondTrust solutions, are critical to the customers’ value creation journey.
- Service delivery partners specialize in implementing multiple technologies, making them critical for driving customer success that leads to adoption and expansion.
- Sellers need to engage early and often with Global System Integrators who often have a massive footprint in and around an account.
- The role of partner managers is changing too. CAMs need to level up to be custodians of a portfolio of partners and be a connector of people within those organizations.
LINKS & RESOURCES
- Connect with Brent on LinkedIn
- Hear Brent on our Partner Panel: How to Build a Modern Partner Ecosystem
- Learn How to Gain Executive Channel Buy-In with CRO Dave Thompson
