How to start a partner strategy

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The second is "Can you cross-sell to your main business negotiations?" Not only upselling, but also the ease of cross-selling is a reason for partners to sell. In other words, it is also important to propose highly relevant products that whatsapp lead match the partner's field of expertise and customer base. In the example above, it would be relatively easy to propose a service related to cost reduction along with a smartphone. In this way, proposals that can comprehensively meet the needs of customers are also attractive to partners.


The third is to "become a commodity that your company handles." Partners are generally focused on selling their own products and services. Therefore, when it comes to selling products from other companies, their motivation tends to be low. Therefore, if you can get the partner to treat the proposed product as their "own product," you can increase their motivation to sell.

For example, in the case of SaaS products, signing an OEM contract to provide the product under the partner's brand makes it easier for the partner to think of it as their "own product." However, since creating an OEM requires deep business collaboration and investment, it is best to first propose it in a way that it can be easily incorporated into the existing product lineup, and gradually build a deeper connection.

Figure 17: Creating a sense of inevitability for partners to sell
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Part 3: Discussion:


In the third part, Komatsu from Medics and Kubo from Highway discussed the key points to consider when starting partner sales for SaaS companies.