In this episode of The Revenue Circus Podcast, host Cara interviews Michaela Karapetow, Partner Manager at DEEL, about the importance of partnerships in the pre-sales, sales and customer success process. They discuss how partnerships can generate added value for customers and improve efficiency in marketing and product development. They also explore the collaboration between different departments, such as pre-sales, account executives, and customer success, in leveraging partnerships. Michaela shares insights on how to benefit from partnerships, the characteristics of a successful partnership manager, and the future of partnerships in the SaaS industry.

Takeaways

• Partnerships follow the principle of one plus one equals three, generating added value for customers and improving efficiency in marketing and product development.


• Collaboration between pre-sales, account executives, and customer success is crucial in leveraging partnerships effectively.


• Partnerships can benefit sales development teams by providing access to new customers and increasing conversion rates.


• A successful partnership manager should have a good understanding of sales processes, strong relationship-building skills, and the ability to think strategically.


• Partnerships are becoming increasingly important in the SaaS industry and should be an integral part of the go-to-market strategy.


• Partnerships can improve customer stickiness, increase adoption rates, and lead to long-term relationships and revenue growth.

• The Power of Partnerships in Pre-Sales


• The Role of a Partnership Manager in the SaaS Industry

• "Partnerships follow the principle of one plus one equals three."


• "Partnerships, or partnership as everyone calls it, is not yet fully established, especially in the SaaS industry."


• "Partner deals usually convert with higher conversion rates, often over 30%."

Follow Michaela on LinkedIn: https://www.linkedin.com/in/michaelakarapetow/

Follow Cara on LinkedIn here: https://www.linkedin.com/in/cara-benecke/

Download the Allbound 2024 The Year of Partnerships report here: https://www.allbound.com/resources/2024-the-year-of-partnerships-report

Chapters

00:00 Introduction to Partnerships

08:23 Partnerships and Sales Development

10:35 Partnerships and Customer Success

11:48 Partnerships and Marketing

34:37 Fun Question: Role Swap