SaaS Partnerships Insights

Ask ten SaaS leaders where partnerships sits in their company and you'll get ten different org charts. Sometimes it reports to sales. Sometimes to marketing. Sometimes it floats near the CEO as alliances and surfaces twice a year with a logos slide. For a long time that ambiguity was tolerable. Partnerships was a channel, one of several ways to source pipeline, and if it had a slow quarter, the direct motion carried the number. That arrangement is ending. The evidence from th

Autonomous vehicles are usually discussed as a technology story. That makes sense. The technology is impressive. A car moving through Miami traffic without a human driver is not a small thing. It is the kind of product experience that still feels slightly unreal, even after years of hearing that self-driving transportation was coming. But the more interesting question is not whether the vehicle can drive. The harder question is whether the company behind it can earn enough tr

If you work with partners long enough, one pattern becomes hard to ignore: the teams with the biggest partners do not always get the best results. In fact, some of the strongest partner outcomes come from smaller portfolios run with much more discipline. The partner list may look less impressive from the outside, but the underlying motion is stronger. Priorities are clearer. Follow-through is tighter. Risks surface earlier. The relationship has shape. That is usually the diff