Selling Through Game-Changing Partnerships

<p>If there’s one podcast episode you don’t want to miss, it’s this one. Your host Sunir Shah, President of <a href="https://www.cloudsoftwareassociation.com/"><u>Cloud Software Association</u></a>, interviews not one, but two of the best partnership executives to explain what it takes to get game-changing partners.</p> <p><a href="https://www.linkedin.com/in/companycom/">Bill Wade</a> is Founder and CEO of <a href="https://www.company.com/">Company.com</a>, a massive distribution platform reselling SaaS to over 100,000 SMBs.</p> <p><a href="https://www.linkedin.com/in/drewquinlan/">Drew Quinlan</a> is VP of Strategic Alliances for <a href="https://www.ringcentral.com/">RingCentral</a>, one of the most successful SaaS companies entering a telco and telephony channeled market.</p> <p>Both guests are exceptionally experienced high level SaaS partnership experts and in this episode, we hear exactly how they negotiate, package up, and execute distribution deals at this level.</p> <p>Some of what’s on discussion includes:</p> <ul> <li>Examples of existing partnerships<br> </li> <li>What they look for in partnerships<br> </li> <li>The lifetime value of the customer, and how churn shifts with types of partners<br> </li> <li>How they communicate, support and sell to the customer through partners<br> </li> <li>How they do customer research into product development<br> </li> <li>When they started specializing in using the product offerings in the wider market, and specializing product offerings to each market<br> </li> <li>How they find the right partners to match a profile<br> </li> <li>If they require commitments from partners to be part of their channel programs<br> </li> <li>What the needs are in running partnerships they think are not addressed right now<br> </li> <li>How often audits are conducted with regards to whether partners are adequately representing the brand, and whether any brand control is done with partners<br> </li> <li>Future plans within channel programs<strong><br> </strong></li> <