On this episode, Krish Ramineni, CEO at Fireflies.ai, gives his perspective on building product partnerships through integrations as a key growth driver for businesses. There is great value in integrations for both existing customers and new users. Integrations should align with the customer's workflow, enhancing their experience and creating value. Integrations can act as a strategic moat, contributing to engagement, retention and monetization. Practical strategies for leveraging integrations include partnering with established brands, engaging in co-marketing initiatives and tapping into t ..read more

On this episode, Pravin Arokyaraj, Director of Strategic Partnerships at Zoho Corporation, shares his perspectives on navigating partnerships with competitors and collaborators alike. Pravin believes in the power of cross-product partnerships. Partnerships in a multi-product landscape come with intriguing challenges. It’s vital, then, to foster alliances with competitors while also competing against them. There are common obstacles that many will worry about, like the fear of cannibalizing customers, legal complexities, and hesitations from both internal and external stakeholders. Zoho tackl ..read more

On this episode, Sudhir Nambiar, Co-Founder and CEO of xAmplify, talks about the prevailing discussions on effective partner programs and engagement strategies within the SaaS industry. With a rich background in partnerships, including owning a boutique analytics company, Sudhir understands the nuances partners face in their collaborative journeys. Misalignments can arise between strategies companies employ and the realities that partners experience. A partner’s reduced activity often isn’t due to a lack of willingness but rather a disconnect in the approach. The elusive art of revenue forec ..read more

On this episode, George Kyriakis, Sr. Director Business Development and Partnerships at FreshBooks, talks about his experience in partnership-based business development over the last seven years, a time spent learning from both successes and failures. George emphasizes the importance of securing buy-in from executives for partnership strategies. His lessons in this area stem from past experiences, particularly when he faced resistance from an executive who didn't support his efforts in a previous role. George is a big believer in maintaining focus, and he gives an example of how he streamlin ..read more

On this episode, Bill Lipsin, Managing Partner at The Brody Group, explains the importance of aligning with leadership. He dives into the challenges of translating great ideas into successful executions. Bill understands the familiar frustration of brilliant ideas that falter along the way. Creating a solid foundation for idea realization is important. A comprehensive business plan is a must. An idea, no matter how ingenious, needs a robust plan to thrive. This entails adding depth and substance to the concept to enable seamless execution. Actionable information and KPIs are critical. Relyi ..read more

On this episode, Stu Richards, CEO at Bredin, shares valuable insights on selling SaaS solutions to SMBs. He and his team conducted a survey of SMBs focusing on the decision-making process regarding which SaaS solutions to purchase for their business. They discovered there is some variation depending on the size of the business. Very small businesses (under 20 employees) rely mostly on articles and search to learn about products. These can be on your website, syndicated articles or blog posts. There aren’t as many small businesses (20 to 99 employees) as very small businesses, but from a re ..read more

On this episode, Sue Fernand, Sr. Director of Business Development and Alliances at 8x8, talks about building an ecosystem marketplace. Taking inspiration from the trailblazing success of Salesforce, Sue outlines the fundamental principles and best practices for developing a thriving ecosystem. By carefully selecting partners whose products complement and enhance the core offering, businesses can create a cohesive ecosystem that truly addresses customer needs. While navigating the intricacies of establishing an ecosystem, Sue advises starting with a lightweight and simple program. Avoiding c ..read more

On this episode, Matt Moore, Associate Manager of Product Marketing at impact.com, hosts a discussion on B2B affiliate marketing with guests Keemia Ferasat, Manager of Global Affiliate Marketing and Partnerships at Microsoft; Tye DeGrange, CEO at Round Barn Labs; and Zoe Mackay, Strategic Partnership Manager at Technology Advice. They explore the differences between B2B and B2C affiliate marketing, how it fits into the revenue mix for publishers and the various types of publishers they work with. They discuss the importance of long-term partnerships, content-driven approaches and the growing ..read more

On this episode, Sunir Shah, CEO at AppBind and President of Cloud Software Association, discusses high-impact partnerships and the importance of customer-centricity in partnerships. Rather than focusing on who owns the customer, it’s more crucial to understand who the customer is buying from. It is critical to have clear positioning statements in partnerships, to ensure that both parties understand how they impact the other’s story and improve customer outcomes. Sunir highlights the importance of creating impactful partnerships that deliver value to the end customer. He discusses the import ..read more

On this episode, Kenny Browne, Founder and CEO of Partner Fleet, gives a masterclass on building an ecosystem business model. To boost revenue effectively, understanding customer ecosystems and collaborating with partners is crucial. These ecosystems are shaped by customer needs and their interactions with partners. Kenny advises businesses to join existing ecosystems, map customer behavior and prioritize ecosystem-led growth. It's essential to recognize customer needs and choose ecosystems that match those requirements. Targeting the largest cluster of potential customers and utilizing part ..read more