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Where do you look for completely new partner types to add to your ecosystem? How do you build a SaaS partner program that attracts new partners? To answer these questions, I went back to an earlier podcast with channel veteran Taylor Macdonald. In this episode reboot, Taylor shares how he won big with a modern partner program and a less conventional sales channel as channel chief at Sage Intacct.
Taylor describes what many vendors are doing wrong and what a best-in-class partner program and philosophy, that he calls “Channel 3.0” , looks like. He provides a long list of ways you can catapult your channel sales. It all boils down to focusing on one singular priority; making your partners successful.
KEY TAKEAWAYS
- Taylor uses alternative channels to find partners who truly understand customers’ business and accounting challenges.
- Partners do not like programs with tiers and get tired of spiffs and incentives. Instead, they want a program that rewards all partners equally.
- Be selective in who you allow into your program. Don’t be afraid to ask more of them, as long as you’re providing more. And weed out the bottom performers every year.
- If your partners ask for additional discount, ask for something in return, like requiring them to follow your sales process.
- If you believe your number one goal is to make your partners successful, you have to ask if your organization is aligned to that goal.
LINKS & RESOURCES
- Find Taylor on LinkedIn
- Check out Taylor on How to Double Revenue with a Hybrid SaaS Channel
