“Success with a partner means you really need to have your act together from an operational standpoint if you’re going to bring in another company to help you sell and deliver.”
Well-said Megan Macaluso.
When it comes to reseller partnerships, a 3rd part suddenly owns responsibility for our lifeblood as a #saas company:
Renewals.
So what role does #CustomerSuccess play when it comes to driving channel?
For one, they have to externalize the CS program;
Teach it to partners;
And potentially even help tailor it to the partner’s go to market approach.
In other words, CS becomes an enablement team, formalizing the CS methodology and acting like a consultant to help our partners drive retention.
This may be the pinnacle of all customer success careers.
I’m curious to hear from other customer leaders - what role does your team play in driving channel program results?
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p.s. Megan has become a good friend over the past year since Jeff and I met her at CS100.
You can check out the full conversation we had about partner success on the Gain Grow Retain podcast 👇
