Video · 40 min

From Outbound to Channel Partnerships: Your Burning Sales Questions Answered by Jason Lemkin

Jason Lemkin · SaaStr Free Advanced

From Outbound to Channel Partnerships: Your Burning Sales Questions Answered by Jason Lemkin

Lemkin answers live questions on partner margin and on your own reps undercutting the channel, which is the pair of problems you cannot solve separately. Blunt numbers on what a partner discount should be and what breaks when direct and channel meet in one account.

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It answers 2 questions

  1. What margin should we give partners, and how do we stop channel conflict?
  2. A reseller wants to carry us. How do I build a price book for partners without my own sales team undercutting them?

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. A small company showing its own numbers: their partner manager took the program from under 4% to 10% of revenue in a year on... Close Article · 14 min read Building a B2B SaaS Partner Program: Our 8-Step Process Amy Copadis
  3. Named teardowns instead of theory: Shopify, Microsoft, AvePoint, Nintex and Lookout, with what each does differently on... Impartner Article · 12 min read How to Build the Best SaaS Partner Program (with Examples) Impartner
  4. Published margin bands from an Indian origin company: 10 to 15% referral, 20 to 30% solution provider with deal registration... DQ Channels Article · 9 min read Freshworks partner program: insights into the evolving channel ecosystem Bharti Trehan
  5. The most complete treatment of the price book itself: discount bands by tier from registered through elite, deal registration... Monetizely Article · 16 min read Channel Pricing Strategies: How to Set Prices for Resellers and Partners Without Destroying Margins Monetizely
  6. Written by people who have built channel programmes for decades, and it asks the questions nobody thinks of first: who collects... Chanimal Article · 12 min read How to Determine Your Reseller Margins, for SaaS, VARs, Retail Chanimal
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