On this episode, Lauren Salanitro, Co-Founder of Women of Customer Success, and Partnerships Lead at Vanta, an organization that helps companies achieve compliance quickly and easily, talks about laying the foundations of a partnership program. She also expands on identifying strategic partners, the important questions to ask when vetting partners and measuring the effectiveness of strategic partners.
Lauren offers advice for SaaS businesses wanting to start a partner program. She recommends the following for the foundational stage: a deep understanding of their niche, laying out the lifecycle of customers, identifying when a customer needs their solution and determining partner categories.
She elaborates on identifying the first strategic partners and provides a partner discovery question formula, sharing how Vanta vets strategic partners.
Lauren explains the metrics that matter and talks about what has really worked for them, treating partners like customers and how to do it.
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