Partnerships and alliances

Tech and integration partners, co-selling, co-marketing, when a partnership is real, and your first partnerships hire.

All Breaking into GTM Doing the work Leading a GTM team How the best do it

All India Global

Everyone Founder doing GTM Founding AE Growth and demand gen Product marketer RevOps Sales leader Agency or consultant

Showing 6 of 16 questions. Clear filters

How do I get a partner's reps to actually mention us in their deals? Partner reps do what pays them and what is easy, in that order. Make the ask absurdly small: one sentence they can say, one slide, one person on yo... Doing the work 4 resources → How do I stop my AEs from treating partner deals as a threat to their number? Pay them the same or more on a partner deal. Every clever half credit scheme ends the same way, with reps quietly routing around the channel until ... Leading a GTM team 4 resources → How do I design a partner program from scratch: tiers, margins and enablement? Keep version one embarrassingly simple: two tiers, one margin band, one certification. Typical software economics run 5 to 15% for referral, 20 to ... Leading a GTM team 5 resources → How do I get real attention from AWS or Microsoft instead of just another badge? Assume the partner development manager owes you nothing and is measured on their own number. Nearly everyone finds this hard, so the differentiator... Leading a GTM team 5 resources → How did Zoho and Freshworks build partner engines that carry real revenue out of India? Both bet on partners long before it was fashionable, and both did it by lowering the barrier rather than raising the bar. Zoho runs six separate pr... How the best do it 5 resources → How do the best operators partner with a company a hundred times their size without getting crushed? They pick one narrow wedge where the giant genuinely cannot serve the customer, and they make sure the giant's individual seller personally wins wh... How the best do it 5 resources →

eChai Partner Brands