Also in the news...
Countering sanctions evasion: guidance for freight and shipping
For freight forwarders, carriers, hauliers, customs intermediaries, postal and express operators, and other companies facilitating the movement of goods.
International Compliance Tips for Entrepreneurs Going Global
While expanding across borders can accelerate business growth, it also raises the stakes when it comes to staying legally compliant.
Cutting Administrative Burdens When Trading Abroad
From customs declarations to inventory tracking across borders, the paperwork and compliance requirements can quickly become overwhelming for growing companies.
Temporary agreement between the Swiss Confederation (Switzerland) and the UK on services mobility
Temporary agreement documents and the exchanges of notes extending the agreement.
Decision. UK-Central America committee documents
Decisions, documents and meeting minutes from UK-Central America countries committees.
Partners Drive Growth – Embrace the Model of Collaborating with Partners
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.