Most earlier stage companies do not think "Ecosystem First" because founders and early-stage leaders do not have a channel or partnership experience base. Early-stage leaders typically come from engineering, finance, marketing, or direct sales backgrounds. Thus the concept of alternative revenue streams, ecosystems and how to build and support them are foreign ideas.    Where can a company get this expertise? Partner teams are an expensive investment, right?!? Maybe but it doesn't have to be. Fractional leadership in other disciplines (CMO, CFO, Sales) is a proven way to cost-effectively bring experienced leadership to the table for early-stage companies without breaking the bank.  If you are an early-stage company and you are looking to bring experience on your team, then a fractional leader might be just the ticket.  If you are a later stage company and you are investing in partnerships (or trying to fix a failed attempt), then a walk before you run approach...

  Okay, we have to admit that A.T.A.A.R. doesn't quite flow off the tongue quite like A.B.C. (Always Be Closing) in Glengarry Glen Ross!   But "coffee is for leaders who embrace Alternative Revenue Streams!" If you are a founder, company leader or early-stage CRO, the allure of the direct sales approach is very strong.  We know there is an eagerness to jump into the market and sell products directly. It's what you are taught. But it is not the only way to go to market.  So much time is spent in planning the direct approach to clients that often times low hanging fruit, or even easier ways to go-to-market are not considered. Quite frankly this is leaving money on the table and inhibiting early development.   Yes, it takes effort and know-how but if you want to give your company a fighting chance for success you need to be looking at all angles to grow your business, so we are huge advocates of the ATAAR approach to market development.  It is import...

  If you've ever talked to us you'll know that we fundamentally believe the original SaaS model is broken.   Broken? Yes, broken.  The very model that just about every SaaS company starts out with.  The current SaaS playbook essentially starts off with a “direct everything” model. Direct marketing, SDR outreach, selling, customer success. It’s the “we can do everything ourselves” model. This model has worked to some degree or another for many companies. But over time the industry has become extremely crowded. SaaS software is eating the world, but it is also choking on itself in the process, especially in the B2B SaaS world.  It’s time for a paradigm shift. Time to flip the model on its head. It is time for SaaS companies to look beyond their four walls to serve the needs of their target clients.  We talk about this every day with clients and prospects and guess what? most people agree once we explain.  We are going to tackle this issue head-on, w...

  I have been asked by numerous friends and colleagues why I joined PartnerReady™ as it's Managing Director & CRO. Why not just join another tech startup as it's head of partnerships? The easy, safe route in my career path.    It's a great question. So why not continue to pursue roles at individual tech companies? I mean, I have been in a variety of partner leadership roles in the tech industry for over a decade now, and I am at the pinnacle of my profession. So it would be relatively straightforward to go into the next company and layout a strategy, team, and execution plan. I'm at that "been there, done that" stage that I think many experienced leaders ultimately face in their respective careers.    Well, before starting at PartnerReady, I pondered this notion quite a bit. A strategist by trade and experience, I looked at the subject from many different angles before deciding to go all-in: First, I realized that my friends are right; I am at the pinnacle...

  Today is Day One of our sharing. What we are going to do here on our PartnerReady™ blog and other outlets is to publicly share our knowledge and ideas about partnerships and ecosystems to bring new ideas and perspectives to SaaS leaders. We are titling our thought sharing series, "Ecosystems Evolved™".   Our lens will be written with Founders, CEOs, CROs, and other senior leaders of SaaS technology startups in mind. Our goal is to help piece together an essential instruction book over the next year. Something practical, thoughtful, and built from real-world experience. If you are a senior leader of a SaaS tech startup, we want to hear from you. We are opening up weekly office hours for you. If you have a question, reach out to us, and we will set-up a 15 min call to give you a hand. No cost, no obligation. We also have set-up a private Slack community & knowledge base for you, called the "Partner Innovation Lab™." If you are interested, please reach out.