NewsCase StudiesEvents

Partners Drive Growth – Embrace the Model of Collaborating with Partners

Also in the news...

Preparing for the Customs Declaration Service

Find out what you need to do to prepare for making declarations on the Customs Declaration Service.

Online Business Set-Up: 5 Tips to Help Your Website Rank in the UK

If you’re setting up a new online business, having a user-friendly website and sound SEO strategy that’s tailored to your target market is important. And if you’re targeting British consumers, there are a few SEO boxes you can tick to ensure you rank well on UK-based searches and drive the right traffic back to your website.

Check if you’re established in the UK for customs

Find out whether you're established in the UK for customs purposes.

Carry out international road haulage

What UK goods vehicle operators need to do to carry out international road haulage.

Import firewood into England, Scotland or Wales

Find out how to import firewood, such as logs and kindling, into England, Scotland and Wales (Great Britain).

Partners Drive Growth – Embrace the Model of Collaborating with Partners

Back to News

I’ve worked with many software companies, opening markets, establishing new clients and building channel and alliance go-to-market partners. My clients think of revenue like a fork – multiple sources that are defined, scored, and driven. Here are a few US partners that provide ISV’s a competitive advantage:

SAP – Most small and mid-size ISV’s are afraid of SAP and thy needn’t be. SAP can be an excellent go-to-market partner, especially when the solution the partner is providing helps SAP gain or expand a foothold in their non-core customer base. SAP typically drives a much higher average selling price, has a much higher close rate, and a variety of contract tools that drive revenue, and have broader and deeper executive relationships which benefit the partner.

A typical ISV partnership takes between 9-12 months to complete and the partner is expected to engage the SAP salesforce, map account opportunities, and collaborate on closing sales.

Salesforce and other CRM providers – are constantly looking for growth partners. If a company has developed a “revenue focused” solution and they are not partnering, then, they are competing with these companies. That is a very challenging pull – an expensive selling proposition that will extend selling time and drive lower your average selling price.

Mid-Size Consultants – Most ISV’s find large consulting firms quite challenging to partner with. But mid-size consulting firms are nimbler and more responsive. Frequently they have built solutions and core competencies which they sell. Software partnerships are not new to them and often a part of their growth initiatives. If your solution is vertically focused, exploring a service partnership can be quite fast. Principles and partners are quite responsive.

Software House International (SHI) – If you sell software, chances are SHI can help you in the contracting and payment process. We all know this part of the sales cycle can be challenging. I’ve worked with SHI on a variety of transactions. They are excellent and have relationships and contracts with most US based companies.

Of course, there are many more partners that can help you drive revenue and growth.

My rule in working with partners is Be Positive, Be Collaborative, Be Smart and Analytical and Be a Trustworthy Partner.

You are not logged in!

Please login or register to ask our experts a question.

Login now or register.