Leveraging the CS Journey to Accelerate Partnerships
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 aligning people-development with client objectives. Lenovo is, of course, a global technology company. Christy and Andrew met when Christy worked in her previous role at a machine learning artificial intelligence company that successfully partnered with Pariveda. The two partners focused on the whole customer journey, evaluating the touchpoints that made the most sense. They built a lightweight framework from demand gen, sales, implementation and onboarding, customer success, advocacy, KPIs, and so on. Christy and Andrew discuss: The opportunities that crossed the entire customer journey and what worked well. Top findings when designing their partnership to add more value, such as: Recognizing the value of business ecosystems, and that it isn’t necessarily efficiency but rather the ability to capture new knowledge and to learn and innovate across organizational boundaries that’s important. Being really transparent about partner capabilities and incentivizing different roles by what's meaningful to each. Resources mentioned: Crossbeam Thank you to our amazing podcast team at Content Allies. Want to launch your own B2B revenue-generating podcasts? Contact them at https://ContentAllies.com.