On this episode, Sudhir Nambiar, Co-Founder and CEO of xAmplify, talks about the prevailing discussions on effective partner programs and engagement strategies within the SaaS industry. With a rich background in partnerships, including owning a boutique analytics company, Sudhir understands the nuances partners face in their collaborative journeys.
Misalignments can arise between strategies companies employ and the realities that partners experience. A partner’s reduced activity often isn’t due to a lack of willingness but rather a disconnect in the approach.
The elusive art of revenue forecasting is behind some of the challenges companies face in accurately predicting revenue flows. Channel conflicts, while common, could significantly hinder the collaborative process if not managed adeptly.
Sudhir dives into the partner’s perspective on the deal registration process, emphasizing the delicate balance partners must strike between sales influence, customer qualification and coordination with direct sales representatives.
The partner’s journey is filled with complexities due to partner payouts and the trust dynamic between partners and companies. The intricacies of local geographical constraints and their influence on partnership dynamics added further complexity.
In the end, empowering partners through effective sales enablement creates a solid foundation that will address numerous challenges and drive collaborative growth.
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