Tech partners are GTM force multipliers

Tech partners add value to your product and drive deeper conversation with the customer, which drives new logo acquisition, upsell and cross-sell.
 
Not only do tech partners help with customer conversation, they also help with channel and SI conversations. A joint solution of well-integrated technologies (or even a well-articulated “marketecture”) is a more attractive offering to channel/SI because that gives them a complete story to bring to the customer.
 
Channel/SI don’t want point solutions, which are time consuming on sales and generally won’t solve the customer’s entire problem. A solution that is integrated, documented and validated by partnering companies addresses more customer concerns, creates more sales opportunities and will help you build better go-to-market alliances.

Tech partners add value to your product and drive deeper conversation with the customer, which drives new logo acquisition, upsell and cross-sell.

One great example is a large government customer wanted a more end-to-end identity and governance solution with Okta. We listened, we built governance partnerships and then we took those partnerships to our joint channel. With a customer-defined use case and a quantifiable integration/services component, our channel partners successfully took this solution to their government and enterprise customers.

It was a win for all involved; Okta, our tech partners and our channel partners all got more sales and customers got a more complete, more integration solution.  

More discussion on how tech partnerships help drive channel sales: