Direct Sales Aren’t Enough: Why the Path to SaaS Growth Is Indirect with PartnerStack CEO Bryn Jones
Most SaaS businesses still build their go-to-market strategies around pulling prospects into their funnel and selling to them directly — but the fastest-growing companies have figured out that people don’t want to buy software directly from them. In this workshop, PartnerStack co-founder and CEO Bryn Jones will show you how the modern buyer's journey is shifting towards indirect channels, how partners help you reach those buyers, and how to scale indirect up into one of your largest revenue channels.
0:00 Introduction
0:21 The Great Go-to-Market Shift
2:50 Typical Startup Go-to-Market Model
5:31 Advantages of Indirect Channels
6:48 Three Core Partner Types
7:39 The Partnerships Pyramid
8:56 Getting Started With Affiliate Partners
9:41 Getting Started With Referral Partners
10:43 Getting Started With Reseller Partners
11:12 The Partner Types - Resources Vs. Outcomes
14:16 Takeaways
#b2b #saas #startups
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