How Zach Svendsen Built a Best-In-Class Partner Organization at Tipalti

In this episode of SaaS Connect, join your host Evan Radisic from Cloud Software Association as he guides a value-packed conversation with Zach Svendsen, Senior Director of Alliances and Business Development at Tipalti. Zach built a team from one to 17, and a partner program of 650.

Listen to the in-depth conversation around how he did it, including:

• Aligning sales and partner expectations
  
• Building up a BDR
  
• Picking the right projects and partners
  
• What should be partner deals
  
• Key metrics to determine which partners are the best
  
• What partners bring to the table
  
• Three stages of alliance/BD maturity
  
• Partner reseller models
  
• Resources for partners and helping them with marketing
  
• Partner segmentation
  
• Who partners report to
  
• Ideal partner profiles
  
• Breaking up with partners
  
• What marketing campaigns are the most effective for recruiting partners
  
• How to make a partner-centric organisation
  

Resources Mentioned:

• PayPal
  
• Microsoft
  
• Netsuite
  
• Oracle
  
• Salesforce
  
• GSI
  
• Accenture
  
• Deloitte
  
• RSM
  

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