Lana King: What do Saas Companies Need from the Channel?

Channel Journeys Podcast

I recently had the opportunity to host a live SaaS Partnership Podcast with channel programs and enablement expert, Lana King. We discussed what SaaS companies really want from channel partners, what it takes to be successful, and how to create a better partner experience.

KEY TAKEAWAYS

Here are just a few of the takeaways from my conversation with Lana:

• First, know why you want to attract partners. What do you want from them? Are you wanting partners to grow sales, do you want them to take on implementation or post sales support? It’s probably all three.
• Once you know what you want from partners, determine what you need to do to be effective with those partners. And make sure it’s aligned with your go-to-market strategy.
• Just because you build or rebuild your partner program, don’t expect revenue to come pouring in. It takes cross-functional buy-in and alignment internally to put everything in place to enable the partners to succeed.
• Create a partner journey map, similar to a customer journey, to understand the partner experience at each step.
• Run transactional surveys, measuring and assessing partner experience at different touch points with partners along their journey. Create a baseline and ways to measure the effectiveness of any changes you make.

LINKS & RESOURCES

• Connect with Lana on LinkedIn
• Learn more about the Cloud Software Association
• Check out the SaaS Partnership Podcast
• Lana King on Maintaining Partner Trust through Massive Change
• Lana King on How to Drive Cloud Adoption in the Channel

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