Description

In this episode of SaaS Connect by Cloud Software Association, David A. Yovanno, CEO at impact.com, a partnership management platform, and author of “The Partnership Economy: How Modern Businesses Find New Customers, Grow Revenue, and Deliver Exceptional Experiences”, speaks about how partnerships revolutionize SaaS sales:

• Why traditional sales methods no longer work well.
• Don’t rely only on your sales team. Instead, you need an army out there speaking about your products.
• Types of partners and the value each provides.
• Benefits of working with referral partners.
• Case studies such as Canva, which quadrupled its revenue.
• Six key principles of referral partner “fit”:

1. Compatibility.
2. Shared customers and audiences.
3. Desirable customer experiences.
4. Accurate tracking and measurements to see if the partnership is working.
5. Motivating value exchange.
6. Shared partnership success plan.

• Tips to get started with a referral program.

The most important question is not, “how can I get somebody else to sell my products?” but rather, “how can I be part of the information or the experience that my target customers are sourcing?”

Resources Mentioned:

• The Partnership Economy: How Modern Businesses Find New Customers, Grow Revenue, and Deliver Exceptional Experiences (book by David A. Yovanno) - https://www.amazon.com/Partnership-Economy-Businesses-Exceptional-Experiences/dp/1119819709

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