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Tech partners are GTM force multipliers

November 23, 2020

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:

BD by the Bay Webinar

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