SaaS Connect - SaaS Partnerships & SaaS Leaders

On this episode, Scott Pollack , Co-Founder & CEO of Firneo , a professional community for business development and partnerships professionals, discusses the paths that lead to impactful partnerships and how to facilitate growth as a SaaS leader. The crux of the matter is that in the SaaS partnership sector, most have “fallen” into partnering and have never received any formal training and men...

On this episode, Brittany Wroblewski , VP, G2 Track & G2 Investor Solutions at G2, discusses what the G2 data shows about the state of the partner stack. G2 is the largest B2B SaaS marketplace and Brittany reports that all Fortune 500 businesses use the marketplace. Brittany shares the 3 trends that G2 is seeing with regard to partner stacks:   1. Partnership teams need budget, and n...

On this episode, Jake Jorgovan , Founder of Content Allies , a marketing agency that helps B2B tech companies launch revenue-generating podcasts and content marketing campaigns, discusses building co-marketing partnerships through podcasting. Jake talks about the value of co-marketing partnerships through podcasting for small businesses compared to larger businesses, as well as the different angle...

On this episode, Daniel Ewing , West Channel Leader at Trend Micro , a security services platform for the cloud, shares how Trend Micro made the transition to building for SaaS sales while maintaining traditional revenue. He talks about how others can build for today’s needs while also building for the future. Daniel explains the difference between the traditional sales model vs. a SaaS model. He...

In this episode, Cory Snyder , VP of Partnerships at Sendoso , shares his methodology for launching a partner program in less than four weeks. Sendoso provides a platform for companies to send the right gift to the right person at the right time to increase customer loyalty. Cory speaks from experience; he’s launched his own partner program in three weeks while building out an entire PRM, generati...

In this episode, Renee Bergeron , Senior Vice President & General Manager AppSmart at AppDirect , discusses how the two-year pandemic accelerated channel transformation. AppSmart is a B2B technology ecosystem powered by the AppDirect platform. Renee speaks about four key elements from the pandemic that fast-tracked channel transformation as businesses needed to reinvent themselves in the digit...

In this episode, Dustin Howes , Sr. Affiliate Manager at PeopleConnect , discusses scaling a SaaS affiliate program. Dustin has 12 years affiliate marketing experience and recently joined PeopleConnect which provides better ways to explore, find and manage information about people. Dustin explains the keys to performance marketing and discusses: What performance marketing is. Establishing realisti...

On this episode, Bryn Jones , Co-Founder and CEO, and Tyler Calder , CMO, both at PartnerStack, discuss future-proofing your business with partner ecosystems. Businesses no longer need salespeople to sell their products. And that, to a large extent, is what this conversation is about. The following points are covered: Why partner ecosystems are important, and why businesses should put serious inve...

In this episode of SaaS Connect by Cloud Software Association , Allan Adler, Managing Partner at Digital Bridge Partners , explains why ecosystems are the best way to grow as well as the best way to help the world. Allan says the term “go-to-market” is broken, and here’s why: Digital technologies are transforming markets because of evolving technologies, networks of actors that work together, and...

In this episode of SaaS Connect by Cloud Software Association, we welcome Laura Padilla , Head of Global Channel, Platform Sales and BD at Zoom at the time of this presentation and now VP, Global Partners and Services at Airtable . Laura discusses: The explosive success of Zoom during the pandemic and how to build for scale and hypergrowth. Zoom’s growth: in 2019 the company had 74,000 customers a...

In this episode of SaaS Connect by Cloud Software Association, Scott Brinker , VP Platform Ecosystem at HubSpot , discusses consolidation vs. aggregation and what makes ecosystems great. HubSpot, one of the first Martech tools on the market, offers software products for inbound marketing, sales, and customer service. The lessons presented by Scott span the last ten years, from the start of Martech...

In this episode of SaaS Connect by Cloud Software Association, David A. Yovanno , CEO at impact.com , a partnership management platform, and author of “The Partnership Economy: How Modern Businesses Find New Customers, Grow Revenue, and Deliver Exceptional Experiences” , speaks about how partnerships revolutionize SaaS sales: Why traditional sales methods no longer work well. Don’t rely only on yo...

In this episode, Bryn Jones , Co-Founder & CEO at PartnerStack , shares lessons learned from building a collaborations platform and failing, then going on to build a successful partnership program based on real partnership insights. PartnerStack was created to connect businesses with software companies; It’s the only partnerships platform built for B2B SaaS that supports affiliate, referral an...

In this episode of SaaS Connect by Cloud Software Association , Sunir Shah, CEO at AppBind, shares lessons learned going from zero reseller signups to hundreds. AppBind, created in 2020, is a subscription and service billing management tool for agency owners. The software produced no sales at first. Today, by listening instead of selling, they have hundreds signed up. Here are some of the lessons...

In this episode of SaaS Connect by Cloud Software Association , Dustin Howes, Sr. Affiliate Manager at PeopleConnect, who boasts more than 12 years experience in the industry, shares the pillars for starting a SaaS affiliate program in 2022. PeopleConnect is a company that develops tools to connect people. The conversation includes: The first step when acquiring a new program. Determining whether...

In this episode of SaaS Connect by Cloud Software Association , Cristina Flaschen, CEO and Founder at Pandium shares her experience about how to build a tech partner program. Pandium is an integration marketplace that provides a service to help launch integrations six times faster and with 70 percent less engineering. In this discussion, the following points are covered: The most important metrics...

In this episode of SaaS Connect by Cloud Software Association , Dominic Dinardo, CEO and Co-Founder of Aforza, shares his wealth of experience in becoming a successful SaaS company. Aforza, leveraging the Salesforce platform, helps consumer goods businesses sell more and grow faster through a suite of cloud and mobile apps built for the industry. The conversation centers on how world-class and vis...

In this episode of SaaS Connect by Cloud Software Association , Andrew Porter, Principal - Alliances & Ecosystems at Pariveda, and Christy Dockendorf, User-Device-Service (UDS) Business Development Partner Manager - Cloud & Software at Lenovo, discuss building SaaS partnerships with services firms. Pariveda is a consulting firm that solves complex technology and business problems by aligni...

In this episode of SaaS Connect by Cloud Software Association , Shreyas Sadalgi, Chief Business Strategy Officer at BetterCloud, explains how to build SaaS ecosystem partnerships and overcome hurdles. Shreyas has spent the last 15 years building partnership ecosystems primarily around product and technology integration and, in this episode, offers lessons, strategies, and tips to build mutually be...

In this episode of SaaS Connect by Cloud Software Association , Paul Magnaghi, Global ISV Program Leader at Zoom, shares how partnerships rocketed Zoom’s growth and explains that ecosystem-led is the next stage in growth for many technology companies. Zoom is a digital platform that powers communication, such as online meetings, chat, phone, webinars, and online events. Pre-Covid, the software com...

In this episode of SaaS Connect by Cloud Software Association , Sunir Shah, CEO at AppBind and President of Cloud Software Association, discusses the value of partnerships and solving SaaS challenges together. Cloud Software Association is a nonprofit trade association; a SaaS partnership network that helps partnership people develop relationships, close deals, and learn from other people inside t...

In this episode of SaaS Connect by Cloud Software Association , Jimmy Riordan, Chrome Strategic Partnerships Manager at Google, shares how the Chrome Enterprise team is building out a brand new ecosystem of partners for Chrome Enterprise Recommended Apps and Solutions. Chrome Enterprise Recommended is Google’s partner program for third-party solutions that have been optimized and certified on Chro...

In this episode of SaaS Connect by Cloud Software Association , we dive behind the scenes of the journey of LastPass, a very hot startup. Rachael Stockton, at the time Senior Director of Product Marketing at LogMeIn (that acquired LastPass) and now Senior Director of Product Marketing at Transmit Security, shares what worked well, what didn’t, how partnerships were so critical to their strategy mo...

In this episode of SaaS Connect by Cloud Software Association , Shilpi Kapoor, CEO of BarrierBreak, discusses how SaaS can make business accessible to everyone — even those with disabilities, and why that’s important. BarrierBreak is an accessibility consulting firm that provides end-to-end accessibility solutions for SaaS companies, whether it is doing a one-time audit on your product, or creatin...

In this episode of S aaS Connect by Cloud Software Association , Erik Harbison, Chief Marketing Officer at AWeber Communications, Inc. at the time of this presentation and now Co-Founder and President at The Marketing Help, shares lessons from 15 years of driving growth through affiliate programs. Aweber is an email service provider started in 1998 with three people. It was one of the first of its...