Secrets to Developing Partnerships for Hypergrowth: How to Find and Nurture the Right Partners with Turing
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Jackie Maldonado, AVP of Strategic Cloud Alliances @ Turing SaaS companies who have built their organizations on the cloud already have a leg up on their competition who are desperately playing catch up by modernizing their apps and migrating their data to the cloud. SaaS companies need to realize that it doesn't stop there. If they don't continue to pursue and develop their cloud partnerships with the hyper scalers, their advantage will soon diminish and they will become obsolete in just a few years. Jackie's presentation will cover what SaaS companies can gain by developing deep partnerships with hyper scalers that can lead to more top line growth as well as lowering their total cost of infrastructure ownership.
![65% of partnerships fail.
[The Art of Strategic Partnering: Dancing with Elephants by Mark Sochan]
20% of business leaders say their partner programs are not effective.
[2022 Channel/Partner Marketing Benchmark Survey by Demand Gen Report]
45% claim the biggest challenge is keeping partnerships active and mutually
rewarding.
[BPI Network]
2](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)
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Secrets to Developing Partnerships for Hypergrowth: How to Find and Nurture the Right Partners with Turing
- 1. Secrets To Developing Partnerships for Hypergrowth: How to Find and Nurture the Right Partners 1 Jackie Maldonado AVP of Strategic Cloud Alliances Turing
- 2. 65% of partnerships fail. [The Art of Strategic Partnering: Dancing with Elephants by Mark Sochan] 20% of business leaders say their partner programs are not effective. [2022 Channel/Partner Marketing Benchmark Survey by Demand Gen Report] 45% claim the biggest challenge is keeping partnerships active and mutually rewarding. [BPI Network] 2
- 3. 3 TIPS FOR SUCCESSFUL PARTNERSHIPS FOR HYPERGROWTH 4
- 4. Tip #1: Selection process is kind of a big deal…duh!
- 5. $100 Trillion can be generated by ecosystems in the next ten years. [Accenture - Three things ecosystem experts get right.] 6
- 6. 37% of leaders are unable to balance the current business while exploring new partners 7 [Accenture - Three things ecosystem experts get right.]
- 7. Tip #2: Developing the Partnership: Scales of Justice
- 8. Tip #2: Developing the Partnership: Scales of Justice 10
- 9. Tip #2: Developing the Partnership: Scales of Justice What is the WIN-WIN ● Partner Benefit ● Your Benefit ● Meet in the middle for WIN-WIN Start Backwards ● What needs to be done by both? Milestones? Timeline? ● Determine X: “If we hit X we will go all in” ● Data driven ○ “ We are going to do XYZ…” ● Metrics based on use cases ○ Engage ○ Implement ○ Show Benchmark ○ Model revenue ● Go all in if X is met (X marks the spot!) 11
- 10. Tip #3: Managing the Partnership: People do business with people
- 11. 38% of leaders blame file partnerships on lack of trust and communication 14 [Improving the management of complex business partnerships by Ruth De Backer and Eileen Kelly Rinuado]
- 12. The side effect of #1 & #2 is building and maintaining relationships for years to come 15
- 13. WIN-WIN 17
- 14. Partnerships are hard. And some will fail. But The Key to Success is to ensure you have confidence with what the WIN-WIN is, and the right people managing the relationship for success.
- 15. THANK YOU