In this episode of SaaS Connect, join your host Evan Radisic from Cloud Software Association as he guides a value-packed conversation with Zach Svendsen, Senior Director of Alliances and Business Development at Tipalti. Zach built a team from one to 17, and a partner program of 650.


Listen to the in-depth conversation around how he did it, including:

  • Aligning sales and partner expectations
  • Building up a BDR 
  • Picking the right projects and partners
  • What should be partner deals
  • Key metrics to determine which partners are the best
  • What partners bring to the table
  • Three stages of alliance/BD maturity
  • Partner reseller models
  • Resources for partners and helping them with marketing
  • Partner segmentation
  • Who partners report to
  • Ideal partner profiles
  • Breaking up with partners
  • What marketing campaigns are the most effective for recruiting partners
  • How to make a partner-centric organisation


Resources Mentioned:




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