SaaStr

JANUARY 3, 2024

Channel Sales Are Important. Its Top Customer (10%-15%) of Revenue is a Channel Partner. But its bigger deals don’t sell themselves without humans — and partners. Their partner ecosystem drives a lot of their bigger deals. #5.

ChatGPT 227

ChatGPT AI Search Scale Sales Hiring 227

SaaStr

DECEMBER 21, 2023

We had a great one last week with Mary D’Onofrio, Partner at Bessemer Venture Partners. This week we’re focusing on Rebecca Lynn, Co-Founder & General Partner at Canvas Ventures! #1. All of our partners have deep backgrounds in go-to-market, whether in sales, channel strategy, or BD. Check that out here.

Scale 233

Scale Venture Capital AI Generative AI 233

SaaStr

NOVEMBER 29, 2023

Channel Partners Are the Big Bet for Future Growth While the results remain to be seen, Fastly’s Channel Partners have tripled their deal registration. A bet on the partner channel driving future growth. #5. You get ~15% annual growth. #4.

Cloud 241

Cloud Enterprise Revenue Engineering 241

Blulogix

APRIL 11, 2024

By BluLogix Team Mastering the Art of Complex B2B Recurring and Subscription Billing: Conquering Channel Business Management In the dynamic landscape of B2B subscription models, channel business management emerges as a pivotal strategy for expanding market reach and enhancing product distribution.

B2B 95

B2B Subscription Payment Features Scale 95

SaaStr

MARCH 27, 2024

Or you can also watch the livestreams on the SaaStr YouTube Channel. SaaStr AI Day is starting soon and will be live streaming today! Use the links below at each session’s designated time to tune-in live and join the Zoom session room. Speaker: Brian Thomas, CPO @ Customer.io Speaker: Brian Thomas, CPO @ Customer.io

AI 221

AI Generative AI Engineering Enterprise 221

SaaStr

FEBRUARY 7, 2023

Tips: to manage OKRs, and KPIs with ease with Kashinath Kadaba Shrish, Cofounder & CTO at Fitbots Leveraging new age AI technologies(GPT and NLP) to increase Organic Traffic using Scalenut with Saurabh Wadhawan, CoFounder at Scalenut What are the best marketing channels for SaaS B2B businesses? Happy Brain-dating! See you at SaaStr APAC.

VP of Engineering 247

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 247

SaaStr

MARCH 6, 2024

8 Out of 10 of Top Deals Were Sourced or Influenced by Partners And more than 40% of their total business is invoiced via channel partners. You usually have to start here, but as time goes on, you need to bring in partners in most cases. #7. And a few other interesting learnings: #6.

Fractional VPE 223

Fractional VPE Part-Time VPE Scale SMB 223

SaaStr

NOVEMBER 15, 2023

64% of Large Customers Sourced From Partners They are AWS’s largest cybersecurity partner. What’s your channel / partner strategy? #9. Most Enterprises Buy More Than 60 Endpoint Security Products So there is room for many winners here. #8. Only Founded in 2011.

Cybersecurity 263

Cybersecurity AWS Benchmarks Cloud 263

SaaStr

DECEMBER 11, 2020

And with nearly 70% of global revenue for ISVs currently derived from third-party channel sales , no other approach to distribution ensures the exposure and revenue of the channel. In turn, charting a course to channel proficiency depends upon optimizing your channel partner engagement strategy at every stage.

Scale 279

Scale Scaling Marketplace as a Service Cloud 279

Payrix

APRIL 17, 2024

Existing customers, employees, suitable commercial partners, and other external stakeholders can all be a great source of referrals and new revenue that will grow your business. Your marketing brief The best marketing campaigns are holistic and bring your message into the overall value of your entire solution across channels and formats.

Payments 130

Payments Embedded Payments Merchant Services SaaS Payments 130

SaaStr

SEPTEMBER 20, 2023

The Macro Impact On Public Cloud Software Over The Past Year Cloud stocks dropped in 2022 in a severe market pullback event that Bessemer Venture Partners call The SaaSacre. So, let’s look at the tactics Bessemer Venture Partners portfolio companies have used to transition to a more efficient growth model. Let’s find out.

Cloud 252

Cloud Payments Software Review Payment Solutions 252

SaaStr

MAY 18, 2022

RingCentral gets almost half its revenue through channel partners — and it’s their fastest-growing segment. While the slide below is one quarter dated, it still illustrates the point that RingCentral gets almost half its revenue from channel partners — and it’s growing 50%, far faster than overall growth.

SMB 265

SMB Enterprise Scaling Revenue 265

SaaStr

FEBRUARY 7, 2024

Automated Outbound as a Low-CAC Growth Strategy Axelle Heems, Senior Director of Growth Operations at Gorgias, started us off by walking us through how their demand gen engine is fully automated and optimized using a multi-channel approach to reach all contacts at companies within their TAM. No humans involved.

Scale 232

Scale Sales Hiring Strategy Marketing 232

SaaStr

JANUARY 2, 2024

How do you leverage that offer to develop relationships with partners? As you think about building out a partnership program, remember that you need to be able to operate at scale but prioritize your top partners. Today, 15% of active partners have referred 10+ startups to Zendesk. During SaaStr Annual, Zendesk Sr.

Startup 189

Startup Scale Underperforming Technical Team AWS 189

SaaSOptics

JUNE 2, 2018

Tapping into new customers through resellers and channel partners is one option many businesses will choose, but as we see at SaaSOptics, businesses often struggle to define reseller or channel partner arrangements and financial reporting because there are multiple ways to do so.

SaaS 40

SaaS Marketing Business 40

SaaStr

OCTOBER 5, 2022

Solution Partners, i.e. the Channel, drive 43% of Revenue. Both HubSpot and Shopify sell a massive amount through their solutions partners, the ones deploying the app. Brian Halligan did a deep dive as part of this discussion here: A lot of us don’t know a lot about channel sales. Where are you on that journey?

Scale 272

Scale SMB Scaling B2B 272

SaaStr

FEBRUARY 21, 2024

In the new episode, Jason sits down with Drata CMO Sydney Sloan to talk about what’s new at Drata, the role of CMO at Drata vs. Salesloft, partner marketing, customer marketing, and more. They don’t have the bandwidth to support five sub-partners in their category. AWS can’t support 20 partners equally. Who are the key players?

AWS 213

AWS Scale Sales Hiring Marketing 213

SaaStr

APRIL 10, 2023

Zendesk came of age as a company alongside some of the highly successful tech companies to date, like Uber and Airbnb, who are both Zendesk partners. So they laid out a strategy that can be broken down into four pieces: Target : Find channels to reach high-growth startups. Plus, they offered additional benefits via referral partners.

Startup 211

Startup Scale SMB Venture Capital 211

SaaStr

MARCH 19, 2024

That then filters down into what you need to build and the early beta design partners to go after. Lessons for a first-time founder: Your words matter on paper, in a Slack channel, and in every conversation you have with your team. Finance partners set budget and work with you to identify requisitions around the people you hire.

Headcount 208

Headcount Scaling Finance Engineering 208

USIO

JANUARY 23, 2024

Multi-channel Integration: Integrated solutions work seamlessly across various channels, maintaining a consistent payment experience. The Usio Platform delivers the most secure, simple and cost-effective integrated payment experience for our partners and their customers.

Payments 130

Payments Payment Solutions Trends Technology 130

SaaStr

FEBRUARY 19, 2021

Together they discuss: why partners are a moat, why HubSpot avoided going more enterprise, building vs. buying, and building an eco-system. Why Partners Are a Moat. Why Partners Are a Moat. In fact, HubSpot’s partners are bringing in about 2x the amount of HubSpot itself, so their partners are using it as a multiplier.

Social Media 273

Social Media Content Marketing Enterprise Retention 273

SaaStr

JANUARY 8, 2023

SaaStr 622: CRO Confidential: What’s Changed for Hiring a VP of Sales in 2023 with Founders Fund Partner Sam Blond and Stage 2 Capital LP and Former Lattice CRO Dini Mehta. . SaaStr CRO Confidential: Founders Fund Partner Sam Blond + Former Lattice CRO Dini Mehta. Your 2023 SaaStr New Year’s Resolutions.

VP of Engineering 224

VP of Engineering Scale Sales Hiring Revenue 224

Payrix

MARCH 27, 2024

Business frequently overlaps online and off, in one channel or another, and if consumers can make a payment one way somewhere, they want to make it everywhere. Omnichannel payments solutions also unify transaction data, simplifying tracking and viewing processes across channels and devices. They need omnichannel payments.

Payments 130

Payments Merchant Services Payment Methods Payment Solutions 130

SaaStr

MAY 19, 2022

A small FYI to our partners and partners-to-be: all SaaS media assets are fully sold out for 2022: Podcast: (200k distro) sold out for 2022. For 2023, we have room for 20 sponsors / partners and will limit media sponsors to those also sponsoring SaaStr Annual or Europa (i.e., One-offs are OK but have the lowest NRR and NPS.

Engineering 213

Engineering Scaling SaaS Marketing 213

SaaStr

DECEMBER 17, 2023

As the CRO at Owner, Kyle leads a team of go to market professionals who help independent restaurants grow their direct, online takeout and delivery channels.

Scale 252

Scale AI Leadership Innovation 252

Tom Tunguz

AUGUST 26, 2023

Quoting from the S-1, “Our go-to-market strategy is primarily product-led, and we attract the majority of our new customers through inbound channels, such as word-of-mouth, agency partnerships, and platform integrations.” Shopify is a key partner & significant investor in the business. for the last 6 months.

Benchmarks 175

Benchmarks Venture Capital Marketing SMB 175

SaaStr

JANUARY 18, 2021

Q: Should we deduct partner referral fees from our sales people’s commission? Not only do you probably have to pay your sales reps on the full dollar amount closed, but you probably end up paying them and your partner in essence double fees to close a deal. One to the partner, and one to your own sales team. Should we do it?

Sales 189

Sales Direct Sales Team Revenue Development 189

SaaStr

MARCH 1, 2022

Atlassian does not project an increase in its Marketplace revenue as it incentivizes partners to build on their platform. Even though Atlassian has now crossed $2 Billion in lifetimes sales on its Marketplace across 1,250+ partners, they aren’t pushing to over monetize their partners. Channel partner sales growing 130%.

Scale 303

Scale Marketplace as a Service Headcount Cloud 303

SaaStr

JANUARY 24, 2024

A Healthy Mix of Small, Medium, Enterprise and Channel / Agency Customers It takes a village in many cases. And 20% or so of its revenue importantly comes from agencies, i.e. partners. Did it have a crazy Covid boost? Did it explode on the way to $100m ARR? It just grew handily year, over year, over year. #2. Not direct.

Social Media 225

Social Media SMB Enterprise Scaling 225

SaaStr

JANUARY 13, 2021

everyone from Asana on), and is fine ceding areas to partners where it’s less strong (e.g, With for the most part, a relatively small sales team (although a large channel since the early days, providing a lot of those functions externally). Channel partners drive 63% of revenue (!).

VP of Engineering 254

VP of Engineering Scale Enterprise Branding 254

Tom Tunguz

NOVEMBER 17, 2022

Web3 is just beginning to blossom, creating new distribution channels that will power another wave of innovation. The Redpoint founders & partners shared their expertise generously & taught me the craft. Redpoint is a great firm - one that cultivates partners from associates & principals, which is rare.

Venture Capital 203

Venture Capital Machine Learning Artificial Intelligence Innovation 203

SaaStr

JULY 26, 2023

Vast Majority of Revenue Comes in Part or in Whole from the Channel. In 2021, 94% of Zscaler’s revenue came in part or in whole from channel partners , from SIs at the high end to VARs at the low end. So many enterprise sales are really through the channel — and not direct sales. #9. 70%+ is impressive. #8.

Scale 203

Scale Scaling Engineering Cloud 203

SaaStr

JANUARY 1, 2023

SaaStr 618: Scaling for the Enterprise: Top 5 Lessons on the Upmarket Journey with Airtable CEO Howie Liu and Coatue Management General Partner Caryn Marooney. . Hosted by Founders Fund Partner Sam Blond.               . Leveraging Compounding Channels For Long-Term Growth with Demandwell.

VP of Engineering 192

VP of Engineering Scale Mobile Scaling 192

SaaStr

DECEMBER 15, 2022

“SaaStr’s Revenue Confidential with Rippling VP Sales Matt Plank and Founders Fund Partner Sam Blond “ A deep dive on how Rippling has really scaled its sales engine. #3. ” Some great tips from SAP on how to partner with … big companies like SAP! #12.

Scale 188

Scale Scaling Engineering Acquisition 188

Tom Tunguz

AUGUST 26, 2023

Quoting from the S-1, “Our go-to-market strategy is primarily product-led, and we attract the majority of our new customers through inbound channels, such as word-of-mouth, agency partnerships, and platform integrations.” Shopify is a key partner & significant investor in the business. for the last 6 months.

Benchmarks 162

Benchmarks Venture Capital Marketing SMB 162