Podcast · 45 min listen

All about Channel Partners: ISVs, VARs, SIs and MSPs

Anand Venkatraman with Arvind Parthiban · SaaSBoomi (Marketing Nation) Free Intermediate India

An Indian SaaS operator walking through revenue partners versus tech partners, how a startup recruits its first ones, and the common mistakes, framed for founders selling out of India.

Open on saasboomi.org ↗

It answers 4 questions

  1. What does a partnerships person actually do all day?
  2. Referral, tech partner, reseller, SI: someone offered us a partnership, which one is it?
  3. How do I get a partner's reps to actually mention us in their deals?
  4. How do I work with a system integrator without losing the customer relationship?

Read with it

  1. The clearest single explanation of the five partner types and what each is worth, including real margin bands (20 to 30% for... Bessemer Venture Partners (Atlas) Article · 20 min read The GTM guide to building SaaS channel partnerships MP Eisen
  2. An investor's readiness test rather than a how to, built around three blunt questions: are you ready, which partner type, and... OpenView Article · 8 min read Why (and When) Strategic Partnerships Make Sense for SaaS Startups Scott Maxwell
  3. First hand from the person who ran HubSpot's channel for a decade, with the four maturity stages and the argument that support,... SaaStr Article · 10 min read HubSpot's ex-VP of Channel Sales: How to Build The World's Best Channel Sales Program David Shepherd
  4. The best plain English glossary of the nine partner types plus 20 metrics to track, which is exactly what you need when you are... HubSpot Blog Article · 15 min read Channel Sales: What It Is and How to Create Your Program Aja Frost
  5. Specifically about SIs rather than partners in general, including the split where the SI carries early stage sales and adoption... Relevize Article · 8 min read Pros and Cons of System Integrator Partnerships: Six Tips for Success Relevize
  6. Written by the industry body for partnership professionals, so it describes the job as practitioners actually experience it,... Partnership Leaders Article · 7 min read Dissecting the Role of Partner Manager Partnership Leaders
eChai Partner Brands The partnership →