How early stage start ups should approach a large software company to get a reseller deal done

1. How To Get A Badass SaaS BD Partnership Done
@SameerPatel
SoftTech CEO
Summit 2017

2. I turned down
6 biz dev
proposals
from start ups
I vetoed 2 biz
dev
partnerships
my peers
wanted to do
I walked away
from one deal
I really
wanted to get
done
I’m supremely un-qualified to share these
five lessons learned with you

3. 1. Understand
how your
economics will
change.

4. 2. Don’t face plant.
Understand how to
approach the
target.

5. 3. Understand timing. Because the partner
is SO not on your clock.

6. 4. Forget the war.
Understand how to
optimize for winning
every battle.

7. 5. Use this lifecycle
blueprint to understand
what it takes to do
badass partnerships.
Executive
Connection
Working
integration
Workshop
Secured
Live
Customers
Open
to BD
Active BD
Discussion
Joint Account
Planning
Lead
Sharing
Sales
Incentive
Co
Selling

8. Executive
Connection
Working
integration
Workshop
Secured
Live
Customers
Open
to BDSameer Patel
sameer.a.patel@gmail.com
@sameerpatel

9. Getting resilient
SaaS BD
partnerships
done
SoftTech VC Summit, 2017