Channel Partner
topic on 3 shows · 13 statements across 10 episodes
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13 statements about Channel Partner, every show
Roberge: Enterprise channel partnerships require executive alignment and direct rep incentives
“So, to really mobilize, you have to understand what the strategy at the C-level is, and make a case that your product aligns with that, and then convince them to spiff the crap out of their reps, so they're motivated to pull it out of their bag.”
Channel partners won't test unproven products; direct sales required
“Direct is our way of testing the market with new products, new concepts. Our channel partners don't have an appetite for testing or adventures or new stuff.”
Coro targets nearly 1,000 channel partners by year-end 2024
“We plan to be close to a thousand channel partners by the end of this year.”
Channel partners take two months to generate revenue, five to profit
“An average channel partner will start generating revenue about two months in and become profitable for you only five months in.”
Channel partners not selling to your ICP have zero chance of success
“Audience means that they must be selling, your channel partner or potential partner must be selling to your ICP. If they're not selling to your ICP, the likelihood that they're going to be successful is zero, not two percent.”
OzoneTel offers US channel partners a 25% to 30% cut
“Around the 25%, 25 to 30%, depending on the partner.”
Dominguez: Majority of Insight Partners portfolio companies use channel sales models
“At Insight the majority of our companies have some sort of channel model, right? They're leveraging channel partners to help them sell.”
Willey: ForgeRock counts ARR losses from channel partner margin shifts as churn
“Typically we would look at the ARR value coming in from that customer through that, that channel. So if that ARR goes down because the margin changes, then we would take some kind of churn on that.”
Austin: Partner will onboard Synapse to 11,000 clients in two years
“Over the next two years, they're going to onboard us to 11,000 clients of theirs, which is exciting.”
Pete Lamson: Buying out partner revenue shares limits long-term sales growth
“Yes, mathematically, that will work, and it'll look good in a spreadsheet, and yes, you will improve your gross margin short term. It's also a great way to limit sales. I mean, you know, because after a period of time, that partner can just switch to a competi…”
Channel partners drive 10% to 20% of Encompass revenue
“Currently probably less than 10% of that revenue comes through them. However if I add in the their original revenue from our partner in Australia, that deal that I've talked about earlier on, that would probably take it to close to 20%.”
Lamson: Channel partners generate 30% of JazzHR's new business
“That's now we're driving 30% of new business up from zero just over a year ago.”