Greg Portnoy’s Post

Timing is everything in partnerships. If your direct sales and marketing aren't firing on all cylinders yet, partnerships might struggle too. Before you expect partners to drive leads and revenue, ensure you have clarity on how to do that yourself. Your partners will rely on the pitch, materials, and processes that have proven successful for you. And let’s be honest—if you’re under a time crunch (like needing to show results in a month), it might be time to reset expectations. Focus on what works now, even if it means pivoting away from partnerships for a bit. In tight timelines, the goal isn't necessarily to drive revenue through partnerships—it's to drive revenue, period. Adapt, reset, and focus on the immediate growth that can save your job and demonstrate your value.

A lot of companies think that once you sign a partner, the revenue will just start rolling in. But the real work begins *after* the signature. Partnerships thrive on ongoing collaboration, alignment, and most importantly—enablement. Are you equipping your partners with everything they need to succeed? - Do they understand your product as well as your sales team does? - Do they have co-marketing resources to drive demand? - Are they trained to qualify leads and handle objections? If you’re not investing in your partners' success, don’t expect them to invest in yours. Partnerships aren’t just a channel—they’re a relationship that needs constant nurturing. The better you enable your partners, the more value they bring to your business. #partnerships #growth

🚀 Building Successful Channel Partnerships A strong partnership isn’t just about closing a deal – it’s about aligning with partners who share your vision and can grow with your company. Here’s my approach to evaluating and negotiating partnerships that are truly impactful: Alignment on Vision and Values: I start by ensuring there’s a shared understanding of long-term goals. A partner’s values, approach to business, and vision should resonate with ours, creating a foundation for collaboration. Assessing Market Fit and Capabilities: A great partner is one that understands the target market inside out. I look for distributors or resellers who bring local insights, industry knowledge, and a clear strategy for reaching the right customers. Transparent Negotiation and Clear Expectations: A strong agreement goes beyond financial terms. By being transparent and discussing expectations openly, both parties know their role and contribution toward achieving shared KPIs. Building for Flexibility and Growth: Market conditions change, and so do partnership needs. Structuring agreements with flexibility in mind allows us to adapt and grow together over time. Ultimately, the best partnerships are those that grow alongside you, creating value that lasts. What strategies do you use when evaluating channel partnerships? #ChannelSales #Partnerships #BusinessDevelopment #SaaSGrowth #ChannelStrategy

🔍 Exploring the Limitless Power of Strategic Partnerships: A Deep Dive 🌊 Is it possible to liken the impact of strategic partnerships to a well-built bridge, connecting one success point to another? The astonishing stats from a recent article on Breezy.io's blog certainly make a compelling case. 💡 Here's a glimpse at the revelations: - Partnerships exceed paid search as a growth channel, with high-maturity programs generating 28% of revenue. - 82% of B2B leaders planned to add partners in 2022, showing the growing importance of collaborations. - Partner websites play a crucial role in consumer decision-making, with 74% of US shoppers visiting multiple sites before purchasing. These statistics challenge conventional beliefs, offering a fresh perspective on the profound impact of strategic collaborations in business growth and innovation. The article dives into various sectors, from affiliate marketing and loyalty programs to supply chain and joint venture partnerships, unveiling noteworthy insights every step of the way. Dive into the complete article to unravel the transformative impact of strategic alliances on the business landscape and discover how these findings can reshape your approach to partnership initiatives. Let's embrace the potential of collaboration to elevate our businesses to new heights! https://lnkd.in/gcGyqZm3

First rule of partnerships: Don’t screw your partners. Seems basic and common-sense. If a partner introduces you to a potential customer, don’t then bring the partner’s competitor into the deal. Don’t try to sneakily decrease the size of your partner’s deal so that you can get a bigger slice. Trust is slowly built over time. But it can be lost in an instant. Do right by your partners and they will do right by you. That’s how you build for the long-term.

Ever wonder why some companies struggle to generate real revenue from partnerships? It’s not because partnerships don’t work. It’s because they underestimate what it takes to make them successful. Partnerships aren’t just about signing deals and hoping for results. They require deep integration into your business—from product to marketing, and even customer success. The truth is, if you’re not ready to give your partnerships team the resources, alignment, and time they need to thrive, you’re setting them up to fail. So before you dive into partnerships, ask yourself: Is my team ready to fully commit? Because partnerships aren’t a shortcut—they’re a strategy that pays off with the right investment. The payoff? Long-term growth, increased customer loyalty, and a major boost to your bottom line. #partnerships #growth #businessdevelopment

Have you heard of the 51% rule? I always give 51% in a partnership, by default, slightly more than I receive. Your partners should feel they've gotten an extra, unwritten benefit. This could be: • Valuable introductions • Additional time and attention • Creative value-adds like free trainings One thing that has substantially changed at PreSales Collective and wherever I go is the approach to partnerships. As CAC (Customer Acquisition Cost) goes up and Retention is shorter than ever, it's the long-game that works. Your partners should feel they've gotten an extra, unwritten benefit. This could be: • Valuable introductions • Additional time and attention • Creative value-adds like free trainings In a relationship it could be picking up the thing on the ground (that isn't yours). The biggest opportunity to do this is when something goes wrong. If a product doesn't deliver, do twice as much to make it right. If an event falls short, offer another one. Take that opportunity and go 51%. What's your approach to build (next level) partnerships? Share your thoughts below!

Last week I spoke with a CRO who has built three $1B+ unicorns. He told me there are 8 reasons why he creates a Partnerships strategy at every company: 1. You can go to market FAST if you partner with those already established with your ICP 2. Partners can piggyback on each other’s learnings and successes 3. It can have the lowest customer acquisition cost of any channel 4. There’s many different partnerships types to fit any business 5. It can build your trust and reputation in the market quickly 6. Increases stickiness of your customer relationships 7. It can create great M&A opportunities 8. It deepens your competitive moat He also provided critical context: "Partnerships has an expiration date." The more companies that partner in a specific vertical, the harder it becomes. Businesses can only go deep with so many partners. Once they do, it will prohibit others from joining. That means those who move quickly will reap the biggest rewards. My takeaway? The time for partnerships is now.