EULER

When should you invest in partner tech? One of the mistakes I see a lot of partner team make is to implement partner tech too early. 🏰 They build castles in the sky. ⚙️ Spend months on tech and workflows. 💸 Only to realize that partners don't engage. I asked Greg Portnoy, CEO of partner tech startup EULER, when is the right time to invest in partner tech. And why he has turned away customers in the past. #partnerships #partnertech #partnerprograms

Building a customer base for a stealth startup is a wild challenge. You’re not selling a product, you’re building trust. The best tools to do it? A beginner’s mindset and genuine connections. Let me explain... When you’re early in a project, you often have little (or no) product. So when you go to acquire early customers, you’re not selling a product. You’re selling trust in you and your vision. Trust you understand their problems. And that you have the solution. How do you do this? Ask questions. Listen to the answers. Solicit genuine feedback. Here’s how that played out with EULER: I had over a decade of partnerships experience before I started building Euler. We could have assumed I knew all the problems. We could have worked on a solution in a dark room until it was “ready”. Instead, we just used my 10+ years of experience as context. We started having conversations with every partner leader I knew. We asked tons of questions, listened to the answers and solicited feedback on the: - Problems we saw partnerships - Gaps we saw in partner tech - Prototype we mocked up - Alpha product - Beta product - GA Product The result? We signed our first Alpha customer before we ever wrote a line of code. And we’ve been consistently bringing on customers ever since. First Alpha, then Beta, then soft-launch, and now GA. The best part? All of the partnership leaders I asked for feedback became invested in our solution to their problems. They became advocates, customers, partners, and friends. That’s the secret. That’s how you build a customer base in stealth. Approach it with a Beginner’s Mindset. Create genuine connections with the people you’re building for. They’ll help you build it.

🔴 Recording Now Available! The keynote from the Partner Sourced Summit Session is now available. See the future of partner-sourced revenue from Crossbeam CEO Bob Moore. Get the answers to... 1️⃣ What's the plan for integrating the two networks? 2️⃣ After combining networks, what we can expect? 3️⃣ See Bob's "Crazy Data" view into the whole partner ecosystem 4️⃣ What Partner Sourced Plays Are Now Possible, That Weren’t Before? Get the high-level view on the future of partnerships (ahem - Ecosystem Led Growth) ⬇️ https://lnkd.in/g9m6RdKQ Also in comments you'll find links to a special 20% off this year's Partnership Leaders Catalyst event and Bob's 41-page Ecosystem Lead slide deck.

If you’re a partnership leader focused on growing revenue (or your career) and you haven’t registered for #Catalyst24 yet, here’s why you need to do it ASAP: Catalyst is bringing together over 600 of the top partner leaders in tech. 40% have VP titles and above. 40% are women in partnerships. 85% are people managers. If that weren’t enough, there are 60+ sessions with over 100 partnerships experts sharing experiences, playbooks, frameworks, tactics, and case studies on how to succeed in partnerships. I’ll personally be leading a main-stage talk on “Convincing Your CEO of the Strategic Value of Partnerships” where I’ll be joined by > Rich Gardener - former SVP of Partnerships from Klaviyo > Dai Vu - Managing Director, Cloud Marketplace & ISV GTM Initiatives from Google Here’s just a few of the other experts you’ll have the chance to learn from: - Alan, Braun - Managing Director, Technology Partnerships and Marketplace - AWS - Greg Sarafin - Global Managing Partner - Alliance Ecosystem - Ernst & Young - Rachel Skaff - Managing Director, America's Channel & Partner Sales - AWS - Jason Eichenholz - SVP, Global Head - Ecosystems & Partnerships - Wipro - Sofia Tulchinsky - Global Leader, Partner Programs - Snowflake - Alden Hultgren - VP of North America Alliances - Quantexa - Christiana Christenson - GVP Partnerships - Camunda - Olga Lykova - Head of Partnerships - Monday(.)com - Scott Brinker - VP, Platform Ecosystem - HubSpot - Mekaela Davis - Chief Partner Officer - Trintech - Alan Chhabra - EVP, Partnerships - MongoDB - Jay McBain - Chief Analyst - Canalys - Godard Abel - CEO - G2 If you’re going to be there, COMMENT below, I'd love to meet up. Get tickets before they sell out at joincatalyst(.)com

Less than 90 days after launching, EULER is supporting 11,000 partnerships, across 3 continents, driving over $100M in pipeline and revenue. Some might call this an “overnight success”. Here’s why it’s not: We started doing market research for Euler in January 2023. We started signing design partners (Alpha customers) in February. We started writing code in March. We started bringing on Beta Customers in October. We soft launched in January 2024 (and started signing up early adopters). We launched our website, brand, and GA Platform publicly in May. And before all of this… I spent over a decade in the trenches, building partner programs. I experienced so many challenges and made tons of mistakes. The idea for Euler spawned from this 10+ years as a partnership leader. As you can see, far from an “overnight” success. Anyone that’s built a successful business will tell you there’s no such thing. There’s always more to the story. Go write yours!

Over 1,200 partnership leaders have registered for the Partner-Sourced Summit on July 31st. I’ll be speaking there, alongside Bob Moore from Crossbeam, and 12 other revenue leaders. Here’s a sneak peak at the all-star lineup: 🔹Katie Landaal, SVP Global Alliances at ZoomInfo 🔹Rob Rebholz, Co-Sell Expert at Superglue 🔹Cody Sunkel, Marketplace Expert at Partner Fleet 🔹Asher Mathew, CEO at Partnership Leaders 🔹Lizzie Chapman, VP Partnerships at NextRoll 🔹Christine Li, VP Partnerships at G2 🔹Samantha Duncan, Head of Partnerships at Intelligems 🔹Alexis Bonavota, Sr. Manager, Partner Success G2 🔹Tanner Lacey, Head of Sendoso Partnerships 🔹Brain Jambor, Partnership x-Uberall These incredible partnership leaders will be sharing a cornucopia of tips, tricks, plays, and case studies on how to maximize partner-sourced revenue. This FREE event is on Wednesday, July 31st at 12pm eastern. We’d love to see you there, but if you can’t make it… Justin will send you a recording if you sign up. In addition, when you sign up you can get all 4 of these guides and slides. - My 56-page slide deck on launching programs from "Zero to $30,000,000" - Bob Moore's 41-page Ecosystem-Led Sales & Marketing Slide Deck - Rob Rebholz's 100+ ways to "Automatically Engage Partners" Sequence - Cody Sunkel's 33-page pitch guide to "Getting Partner Budget From C-Suite" Register here: https://lnkd.in/gTFNwZeA

Enterprise tech has a serious time-to-value problem. A VP friend of mine signed a $115,000 SaaS contract with a PRM vendor over 6 months ago. As of today, they’re still 3+ months away from going live. Why is this acceptable? This “top 3” vendor sold their software as being “powerful” and “flexible”. Yes, they’re used by Fortune 500’s and are in the right Gartner Magic Quadrant. But that’s not an EXCUSE for why customers can’t use it for 9+ months. What's worse… They charged an additional $65,000 implementation fee! 🤯 In 2024, business moves fast. Requirements, use cases, and teams can change in 9 months. MAYBE this made sense in the days of on-prem software. Not in the era of the cloud. ____ Here’s the bottom line: If a product takes this much time and money to implement, the company that sold it to you doesn’t care about you. They just care about your money. Their "interest" in your success evaporated the moment your check hit their account. This approach to software is lazy. Yes, it’s hard to build great integrations. It’s even harder to create a white-glove onboarding process. Both of these things are resource intensive. But that’s the investment a good software company makes. An investment in great customer experience and positive-ROI. So next time you’re buying critical business software, dig into their implementation timelines. Get commitments. Then validate it with customer backchannels. See if they actually lineup. At the end of the day, if you’re still not live after $200k and 9 months, it doesn’t matter how good their G2 reviews are.

It’s not that your CEO, CFO, and Board don’t care about Partnerships. It’s that they genuinely don’t understand it. Here’s how you (partnerships leaders) can fix this: BACKGROUND The unfortunate fact is that 99% of CEO’s don’t understand partnerships. The CFO doesn’t understand it. Their boards certainly don’t understand it. And this is partnerships leaders’ biggest problem. No matter how well you produce. Or how much revenue you drive Or how low your CAC/LTV ratio is. Partnerships is misunderstood. Why? I’ve spent a lot of time thinking about this. And discussing it with other partner leaders. Here’s what we came up with: These stakeholders, who ultimately decide the fate of partnerships teams, are incredibly busy. They don’t have the time to truly understand the nuances of how (and why) partnerships works. They have to make quick decisions with the limited information they have. So here is the solution… We need to start speaking their language. That language? ROI. Incidentally, ROI is the most conspicuously absent term in Partnerships. But ultimately it's all that matters to your CEO, CFO and Board. All other business KPI’s lead to ROI. ROI is built on data. And data is a weakness for almost all partnerships teams. The only solution is to build consistent tracking and measurement into our programs. This is how we get that data. If we can validate the ROI of partnerships to CFO’s, CEO’s and Boards then they will invest in it. And we need that investment to buy us the time to educate them on partnerships. So next time you feel misunderstood, go back to the fundamentals. Ask yourself, what’s the ROI? Then prove it.

If you’re in Partnerships, you’re 100% going to want to see this… Announcing the Partner-Sourced Summit. If there’s one KPI that most partner teams are measured by, it’s Partner-Sourced Revenue. Often, if this KPI isn’t strong the other metrics won’t even matter. There’s so much to cover on this topic that a webinar just wouldn’t do. So, Justin Zimmerman assembled an all-star group of GTM leaders to share a wealth of tactical strategies to drive partner-sourced revenue. On July 31st at 9 am PT / 6 pm CET, you’re going to get the opportunity to hear from experts like Bob Moore ‎(CEO of Crossbeam), Katie Landaal (SVP Global Alliances at ZoomInfo), Christine Li (VP Partnerships at G2) and many others! Here’s what you'll learn: - The easiest ways to measure your partner program, accurately attribute leads, and scale up your operations (without messy spreadsheets). - The “3 co-sell signals” you can use to help more customers install more apps and measurably boost your NRR in just a few weeks. - How to “stay top of mind” with 100’s of partners - or just a few - so they send referrals, without feeling like a nag or spammer. Plus, you get a few bonuses for signing up: - 56-page slide deck on launching programs from "Zero to $30,000,000" - 33-page pitch guide to "Getting Partner Budget From C-Suite - 100+ ways to "Automatically Engage Partners" Sequence Register here: https://lnkd.in/gTFNwZeA

Partner-sourced is one of the best ways to drive more revenue. But how are you supposed to have partner-sourced revenue if you don’t involve partners in all aspects of your GTM motion? To help you with that, Justin Zimmerman is gathering the best GTM leaders at the Partner Sourced Summit ’24 to share tactical plays to drive partner-sourced revenue. On July 31st at 9 am PT / 6 pm CET, learn how to attach more partners to your GTM motion to drive larger deals and shorter sales cycles. The lineup includes GTM experts like: 👉 Bob Moore‎, Co-Founder and CEO of Crossbeam 👉Katie Landaal, SVP Global Alliances at ZoomInfo‎ 👉Rob Rebholz, CEO and Co-founder of Superglue 👉 Greg Portnoy, Co-founder of EULER 👉Cody Sunkel, VP of Growth at Partner Fleet 👉Asher Mathew, CEO and Co-Founder of Partnership Leaders 👉Christine Li, VP Partnerships at G2 👉Alexis Bonavota, Sr. Manager, Partner Success at G2 👉Taylor Pyle, Sr. Manager, Enterprise and Commercial Sales at G2 👉Dane Running, Enterprise AE at Crossbeam 👉Lizzie Chapman, VP Tech Partners at NextRoll Spoiler alert: In GTM Partners’ report “Understanding Partner-Led Growth” they found out that partner-sourced opportunities have a 46% higher win rate. Want a piece of that cake? Save your spot for free and access the world’s best tech and co-sell programs. https://lnkd.in/gi6UvSjY