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.

Business

Secrets To Developing Partnerships for
Hypergrowth:
How to Find and Nurture the Right Partners
1
Jackie Maldonado
AVP of Strategic Cloud Alliances
Turing

3 TIPS
FOR SUCCESSFUL PARTNERSHIPS
FOR HYPERGROWTH
4

Tip #1:
Selection process is kind of a big deal…duh!

$100 Trillion can be
generated by ecosystems
in the next ten years.
[Accenture - Three things ecosystem experts get right.] 6

37% of leaders are
unable to balance the
current business while
exploring new partners
7
[Accenture - Three things ecosystem experts get right.]

Tip #2:
Developing the Partnership: Scales of Justice

Tip #2: Developing the Partnership: Scales of Justice
10

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

Tip #3:
Managing the Partnership:
People do business with people

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]

The side effect of #1 & #2
is building and maintaining
relationships for years to
come
15

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.

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