The 5 things you're not doing to leverage channel partnerships for your B2B SaaS with Duane Dufault

08/17/23 • 24 min

When scaling up to larger customers, there are five key areas that require attention. The first is winning business, which involves attracting and securing new customers.

The second key area is crystal-clear ICP. Not just your partnership's ICP, but who EXACTLY fits the solution your partnership solves problems for. And you do this by truly understanding who your partner is, who they sell to, and how your solution fits into your ICP’s business process.

The third key area is Partner Support. Help your partners win by educating them on the thing I just walked you through. Teach them how to close more deals using the solution and do it often, And you do that by Creating a partner battlecard.

The fourth key area Give more than you get. This shows you mean what you say and want to win together. Don’t just ask for leads.

The fifth key is partner under sales. To build a valuable partner ecosystem for your business, you need to have an old-school way of doing business.

Overall, when scaling up to larger customers, it is important to focus on these five key areas: winning business, Crystal Clear ICP, Partner Support, Give more than you get. and Partner is under sales. By paying attention to these areas, businesses can increase their chances of success and effectively scale their operations.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

[00:01:26] Channel partnerships under sales.

[00:03:36] Partner program under sales.

[00:07:21] Give back to your partners.

[00:09:41] Building Channel Partnerships

[00:12:22] Partnering with payroll companies.

[00:15:27] Building profitable partner programs.

[00:17:39] Creating a connection with partnerships.

[00:20:28] Building Partner Programs and Winning Business

[00:23:33] Partner support and training.

Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away

When scaling up to larger customers, there are five key areas that require attention. The first is winning business, which involves attracting and securing new customers.

The fourth key area Give more than you get. This shows you mean what you say and want to win together. Don’t just ask for leads.

The fifth key is partner under sales. To build a valuable partner ecosystem for your business, you need to have an old-school way of doing business.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

[00:01:26] Channel partnerships under sales.

[00:03:36] Partner program under sales.

[00:07:21] Give back to your partners.

[00:09:41] Building Channel Partnerships

[00:12:22] Partnering with payroll companies.

[00:15:27] Building profitable partner programs.

[00:17:39] Creating a connection with partnerships.

[00:20:28] Building Partner Programs and Winning Business

[00:23:33] Partner support and training.

Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away

Previous Episode

Sales Strategies for Growing B2B SaaS Companies with Jakub Hon

Duane Dufault and Jakub Hon discuss the importance of hiring individuals with a proven track record and experience in the industry. They emphasize that hiring someone who has already been successful in a similar role increases the probability of success for the company.

Jakub emphasizes the importance of establishing a solid foundation and process early in a business. They mention that many businesses struggle because they lack a clear process. Without a solid foundation, businesses may find themselves using multiple overlapping tools, leading to confusion. They may also struggle to keep track of important information, such as past interactions with prospects.

The process allows sales reps to focus on understanding the needs of the prospect rather than simply selling to them. This approach reduces haggling and negotiation and increases the likelihood of closing deals. Additionally, having a well-defined process in place can result in better business practices, leading to scalability and ultimately higher profits for the founder.

[00:01:15] Starting an outsourcing sales company.

[00:03:48] Different sales team skillsets.

[00:05:40] Type of salesperson for formalizing sales process.

[00:08:15] Finding the right sales stage.

[00:13:33] Scaling too quickly is a mistake.

[00:15:22] Scaling sales team effectively.

[00:17:04] Scaling company processes iteratively.

[00:20:32] Hiring for outbound sales experience.

[00:22:11] Technology and sales reps.

[00:26:10] Training vs. Tools for Sales.

[00:29:27] Pipeline cures all.

[00:31:49] Buyer intent and customer knowledge.

[00:33:25] Focusing on the prospect.

[00:36:13] Sales process and saving millions.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away

Next Episode

How Are You Unleashing the Full Power of Your business? Tap into the Ultimate Success Factor with Lloyed Lobo

Lloyed emphasizes the importance of building and leveraging a community for personal growth and success. They highlight that communities provide a sense of connection and camaraderie that is often lacking in business environments. He defines community-led growth as the connection among people with shared values who come together to learn and support each other in a specific topic or area.

****AND get Lloyed's new book: "From Grass Roots to Greatness" <<<<

Lloyed emphasizes that the focus should be on building genuine connections with others rather than solely creating communities for the purpose of making money. They argue that if individuals genuinely focus on building a great community and genuinely care about their customers, financial success will naturally follow. He also emphasizes the significance of prioritizing people and their success beyond just the product or service being offered.

Overall, this episode highlights the profound impact that building and leveraging a community can have on personal growth and success. Engaging with others who share similar experiences and learning from their stories can provide valuable insights and support in navigating challenges and achieving goals.

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[00:02:39] Capital gains exemption.

[00:06:33] Life after stepping down.

[00:09:40] Funding innovation with Boast AI.

[00:12:26] Life-threatening experience and reflection.

[00:14:23] Work-life balance struggles.

[00:18:39] Friction between execution and strategy.

[00:19:04] Overcoming personal and professional setbacks.

[00:34:58] The importance of companions.

[00:37:30] Building a community for growth.

[00:40:11] Building a flourishing community.

[00:43:49] Building iconic brands with community.