How to Leverage Partnerships Early on to Penetrate a Competitive Market Quickly

Time-Stamped Show Notes:

[36:20]  How do I manage the partner relationship? Do I push them, change the model, or quit? 

[43:22] When should you consider adding a partner?

[47:23] What motivates partners to drive reference or partnerships? Is it just the commissions or something more? 

In-Short:

Question: How do I manage the partner relationship? Do I push them, change the model, or quit? 

A.G: Yeah, so you know there’s a lot of factors that can make or break a partnership program. You know you have the internal factors which are your people involved and this is typically what I see breaks a partnership program is and again we dealing with this as we speak today. 

Question: When should you consider adding a partner?

A.G: You know this is something that doesn’t have to be early on and this goes back to the relationship-building stage of your partner program. So if you follow these tips and you do check all the boxes that we mentioned and you feel like it’s early for you but you do want to start it, these first partners are going to be really strategic close partners of yours. 

Question: What motivates partners to drive reference or partnerships? Is it just the commissions or something more? 

A.G: In my experience the interest of a partner it’s first and foremost to benefit their clients or their typical clients. Sometimes it could be customers as well in the case that’s a strategic partner but it has to be good for their client base.