In this episode of SaaS Connect, your host Sue Fernand, Channel Director-Alliances/CPaaS at 8×8, leads a value-packed presentation from Henry Prevette, Director of Channel Partnerships at Impact, about how the company drives 40% of global revenue through agency partners.

Impact, founded in 2008, currently employs 620 people globally, who work across 13 offices. They handle around $25 billion in e-commerce sales for their merchants. About 35% of their enterprise brands work with agencies which bring in, on average, 50% of Impact’s global revenue.

In this frank and open presentation, listen to how Impact grew their partner channel, and get helpful advice to set up or expand your own based on what this company did. Topics covered:

  • What type of partnerships are the best fit
  • How they dropped the ball, and what they learned from it
  • Staffing an agency channel
  • Sourcing new partners and learning from mistakes
  • What they did to improve their partnership channel, and the actions they took in order to expand
  • Support and onboarding
  • Getting buy-in from decision makers
  • Advice for your partner program
  • Why agencies refer business
  • Agency partner incentives and resources
  • Best methods of recruiting and qualifying partners 
  • The importance of regular feedback
  • The importance of internal partnerships



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