Notes from the field.
Channel & Partner Ecosystem
Co-Selling in B2B SaaS: The Modern Growth Model That Lives or Dies in the Field
Key takeaways What co-selling in B2B SaaS actually means Co-selling differs from reselling in a fundamental way. In a resell model,…
Channel & Partner Ecosystem
Resell Model in B2B SaaS: How Smart Vendors Scale Through Channel Partners
Key takeaways Why the resell model in B2B SaaS makes strategic sense Scaling a direct sales team is expensive and…
Channel & Partner Ecosystem
B2B SaaS Partner Types: Choose the Right Model for Scalable Growth
Key Takeaways B2B SaaS companies can partner through five main models: reseller/VAR, referral partner, distribution partner, systems integrator, and ISV/technology…
Channel & Partner Ecosystem
Partner Channel Sales Model: Why Capacity Determines What Partners Can Sell
Key Takeaways The Persistent Belief That Partners Cannot Sell “Partners cannot sell.” Sales leaders inside enterprise software vendors say this…
Channel & Partner Ecosystem
Partner Enablement Journey: Five Stages From Concept to Confident Delivery
Key takeaways Why the partner enablement journey matters more than a training catalog Consider learning to play golf. The concept…
Channel & Partner Ecosystem
Channel Partner Expectations: 6 Critical Things Large Vendors Miss
Key takeaways Why Small Companies Seek Out Large Vendors as Partners Small companies do not partner with large vendors out…
Forecasting & Pipeline Management
B2B Sales Pipeline Metrics: Beyond Close Dates and Deal Amounts
Key takeaways Why B2B Sales Pipeline Metrics Need to Go Deeper Than Amounts and Dates Sales is a numbers game.…
Internationalization
European Market Expansion for SaaS: Why Starting in the UK Is the Wrong Move
European Market Expansion for SaaS: The Costly UK Mistake Key Takeaways European Market Expansion for SaaS: The UK Default and…
Channel & Partner Ecosystem
Why B2B Partnerships Matter: 3 Proven Reasons for Every Alliance
Key takeaways Why B2B partnerships matter: the natural logic Nature offers the clearest model for understanding why B2B partnerships work.…