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Roman Kirsanov, Founder & CEO of Partner Insight, recently shared his thoughts on why the explosion of SaaS marketplaces has changed everything for partnerships and channels.
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Welcome to the ELG Insider Daily—the #1 newsletter in the world keeping thousands of GTM professionals on top of the latest Ecosystem-Led principles, tactics, and trends. Join the movement here.
PRINCIPLES
Stoic advice
Ut sementem feceris, ita metes. (You reap what you sow).
—Marcus Tullius Cicero
This advice began as an agrarian ideal.
It was well understood—you can't hurry the process or cut corners.
If you hurry, your crops won't have time to grow and if you cut corners, you'll hurt the quality of your crop yield.
As a partner pro keep this in mind—focus on cultivating partnerships that are quality, even if it takes a bit of time.
TACTICS
How Cloud GTM is transforming legacy partnerships
Roman Kirsanov, founder & CEO of Partner Insight, recently shared his thoughts on why the explosion of SaaS marketplaces has changed everything for partnerships and channels.
He summarized the change in an awesome visual.
Then he outlined 6 key steps for software companies that want to win.
- Leadership buy-in
- ISV success signup
- CXO level owner(s)
- Learn the market
- Get listings live
- Align key teams
He explains,
Cloud GTM isn't just about getting your products listed; it's about creating a robust system that ties to business objectives and drives growth through cloud marketplace engagement and co-sell.
FROM THE ECOSYSTEM
Major SaaS meltdown?!
He finished the post by sharing a few takeaways:
It’s a scary time in our industry.
The competition is real and they are as hungry as we are.
We can’t sell to everyone - or we’ll sound like everyone else we’re competing with.
More markets is not the answer.
More focus is.
When our team reads that, our first thought is—there's never been a better time to partner up.
Go deep with your partners. Get embedded into specific networks. And win there.
Read Jonathan Spier's full breakdown here.
UPCOMING EVENTS
Last chance to join us LIVE from ELG Con
Get your spot to get the full story behind the Crossbeam x Reveal merger from Bob Moore and Simon Bouchez.
Stuff you don't want to miss!
- July 10th—The Partnership Death Cycle and How to Avoid it—Scott Pollack (CEO at Firneo) will share the biggest challenges keeping partnership professionals up at night. By the end of the webinar you will know exactly how to overcome your daily challenges and what steps you need to take to put your partner program and career on the fast track. Register here.
You're all caught up
See you tomorrow
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