Grow Your B2B SaaS S7E1 - How to Build SaaS Partnerships That Actually Drive Revenue with KaraLynn Lewis
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Aug 12, 2025 KaraLynn Lewis, a Fractional GTM & Partnerships Leader, shares her expertise in building successful SaaS partnerships. She discusses the common pitfalls that lead to partnership failures and the importance of mutual value creation. KaraLynn explains the different types of partnerships, including referral and affiliate models, and offers actionable strategies for establishing effective partner programs. She emphasizes the significance of accountability and understanding partner goals to foster enduring relationships that drive revenue.
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Give First To Earn Partner Commitment
- Give first: show partners value early and set realistic shared targets and follow-through plans.
- Hold each other accountable and prioritize follow-through over initial enthusiasm.
Seed Early Deals To Enable Partner Independence
- Help partners sell initial customers for you, then transition to joint selling and independent partner sales.
- Let partners crawl before they can walk by smoothing early kinks together.
Measure Partners With Diverse KPIs
- Track partner KPIs beyond revenue: engagement, successful activities, champions, leads and joint customers.
- Use PRMs and CRM integrations to measure partner-sourced and partner-influenced metrics.