How to make sure internal folks understand the value of the channel
Summary
It would cost us a fortune to replicate that.” Steve Arlin, VP Global Technical Alliances at Superna, echoes that statement, underscoring the importance of partnerships for startups in particular. Leveraging partner sales teams gives you better coverage and reach into more customers and more geographies.” “They make me cede control over my deals.” To say salespeople are under a lot of stress to deliver is an understatement. But if you continue to emphasize the value of the channel, explain how compensation is structured in detail, and get some wins under your belt, sales folks can become big believers,” says Stacy Desrosiers, VP of Business Development at Lewis Rhodes Labs. They have a better pulse on larger market dynamics, customer requirements, intel on pricing and licensing — they just have a much broader view.” Perhaps even more importantly, partner feedback contextualizes GTM and engineering team value. As our program grew, I made sure to stress how partner-sourced deals were more likely to get upgraded to a higher subscription, stay longer, and process more donations through the platform.” “When you join an org, your first job is to figure out what the big problems are.
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