The 5 things you're not doing to leverage channel partnerships for your B2B SaaS with Duane Dufault

When scaling up to larger customers, there are five key areas that require attention. The first is winning business, which involves attracting and securing new customers.

The second key area is crystal-clear ICP. Not just your partnership's ICP, but who EXACTLY fits the solution your partnership solves problems for. And you do this by truly understanding who your partner is, who they sell to, and how your solution fits into your ICP’s business process.

The third key area is Partner Support. Help your partners win by educating them on the thing I just walked you through. Teach them how to close more deals using the solution and do it often, And you do that by Creating a partner battlecard.

The fourth key area Give more than you get. This shows you mean what you say and want to win together. Don’t just ask for leads.

The fifth key is partner under sales. To build a valuable partner ecosystem for your business, you need to have an old-school way of doing business.

Overall, when scaling up to larger customers, it is important to focus on these five key areas: winning business, Crystal Clear ICP, Partner Support, Give more than you get. and Partner is under sales. By paying attention to these areas, businesses can increase their chances of success and effectively scale their operations.

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[00:01:26] Channel partnerships under sales.

[00:03:36] Partner program under sales.

[00:07:21] Give back to your partners.

[00:09:41] Building Channel Partnerships

[00:12:22] Partnering with payroll companies.

[00:15:27] Building profitable partner programs.

[00:17:39] Creating a connection with partnerships.

[00:20:28] Building Partner Programs and Winning Business

[00:23:33] Partner support and training.

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