Behind the SaaS (Retired - Look for PartnerOps Partner!)

This week we clarify the purpose of Partner Ops - delivering strategic value. That's it - skip the episode if you want because that's what we talk about or listen in for a reminder of what you already want/believe.

• Upcoming Changes/Housekeeping
• I got a new mic! Audio quality is improved
• Defining Partner Ops as a Strategic Role
• Strategic Mindset = Asking Questions
• Examples of strategic value add
• How to train other people on your new outlook
• Balancing strategy to higher level OKRs/MBO's/whatever to learn strategy
• Bonus Tips on tracking work: Brag Book and Metrics

Check out the newsletter tomorrow for the write-up that goes two steps further to discuss challenges you'll face in early stage companies as well as the existing, established companies as you grow a career in Partner Ops. Also, check out the archive and touch-base on anything that resonates!

Thanks - Aaron

Although this focuses on Salesforce, the concepts are the same for any CRM with comparable tools. Join me today for a quick discussion on:

• Why we need a partnership app 
• Design principles for building a space 
• Steps on setup 
• Considerations for Home Page
• Custom Pages

As always, this post is available in detail on LinkedIn and now, weekly at PartnerHacker! 

Got questions or thoughts? Shoot me an email and let's chat - aaron@partneropspartner.com. No website, but the email is real... I promise... 

Geez what a title.... but why not be specific? 

In this episode, the value of enhancing your Crossbeam (or really any) Salesforce widget with the power of Spekit, a just-in-time learning platform designed to bring enablement and education to where your teams work in real time. 

I put this tech together for the first time at 6sense and found it incredibly helpful for improving how the organization sees partnership data cross-functionally. Once you see it, it makes sense. 

For images, links, and supporting content, check out my newsletter on Linked or search for me at www.partnerhacker.com where these articles go up every Wednesday. 

NewsLetter: https://www.linkedin.com/newsletters/7003369929953464320/

Building trust with Partners, like with people, takes time. 2023 is going to be a hard year for many and the word of the year is going to be 'Retention.' 

Shift the narrative with your Partners and start measuring what you GIVE instead of what you GET. Tune in for ideas on:

• Leads
• MDF 
• SPIFFs
• Training
• Account Mapping
• Renewals and Retention
• Reporting

The main idea? Give more. Track it. Share it. 

See the write-up on LinkedIn: https://www.linkedin.com/newsletters/partner-ops-digest-from-bts-7003369929953464320/

SaaS has a well established book of metrics as an industry that tend to revolve around a few key pillars of Revenue, Customer Behavior, and Marketing Costs. There's a lot to talk about within that space alone. If you've been listening then you know I tend to drill down toward Ecosystem. I'll come back to a primer on SaaS metrics soon, promise, but today is a conversation around the way I'd love to see Partner metrics evolve. 

There's ongoing conversations around lagging indicators v. leading indicators and I went deep on a concept called Pipeline Velocity over the past few weeks. I think it's really fascinating and would love to see it applied to Partnerships. However, as I worked on a great comprehensive list of leading and lagging indicators FOR Partnerships.... I came up a bit short on the leading side. Even ChatGPT didn't help much. 

I realized that all the metrics  are built around lagging data, things that HAVE happened, and got back to what I really, truly want to see happen. 

I want to see it all... by Program and Partner. 

Another week, another podcast! 

This week we go back to basics and review foundations of Partner Architecture. Yup... I know that's also obvious in the title. 

What do we cover? 

- Why Architecture Matters

- Core Assumptions 

- Ideas for a Good Foundation 

Also, if you're interested in building your network around Partner Operations use this link to sign up for a monthly connection event network thing I'm working on: https://forms.gle/rDA8W5EXLaXkRjh89. 

Finally, get the written details on this podcast at the newsletter page on LinkedIn: https://www.linkedin.com/newsletters/partner-ops-digest-from-bts-7003369929953464320/

To all my loyal listeners - I appreciate the lot of you. Stay tuned as I have high hopes for making 2023 a great year! 

Closing out 2022 with a podcast is just fun. This is far and away my favorite 'thing' outside of work that's still professionally oriented. My apologies in advance as this one goes a couple minutes past my typical 10 minute goal, but there's just a lot of good things to say. 

This week's episode covers the ideas in my weekly newsletter over on LinkedIn (link below). It's all about self-care in 2023! 

Here's the big ideas... 

- Build a brag book.

- Expand your network. 

- Join a community. 

- Do things you like that aren't work. 

I'm also starting up a monthly session for Partner Ops professionals in January 2023, sign-up link below if you're interested in learning more. We'll talk about a lot of things with a goal of keeping it loosely structured and value-add. 

And.. that's it for 2023! 

Partner Ops Monthly MeetUp: https://forms.gle/2HpEWVdYwAe8CRUw9

Partner Experience Digest: https://www.linkedin.com/newsletters/partner-ops-digest-from-bts-7003369929953464320/) 

Continue the journey as I shared where I've landed, why I picked it, what I'm excited about, and why I still have some concerns. 

As always, I approach this with transparency and honest thoughts. I feel fortunate to have landed quickly at such a strong company with a manager that comes with stellar reviews from my personal network and a chance to start before the end of the year. There's a lot to be thankful for in this entire process, including this podcast being born because I'm only just getting started. 

This process was really interesting and opens the door to a different future than I expected.  I see the upside and look forward to... oh.. you know what? Just listen along. It's only 10 minutes after all. 

Aaron, Behind the SaaS 

This week I got a challenging response from a new friend - it's more than Partner Operations. 

I'll admin, I get sucked into existing frameworks pretty easily. I think it's the nature of my personality, lots of fun personal history we can talk about sometime over a beer, but ultimately it's this desire to figure out what IS and work WITHIN that model to drive change. Not wanting to rock the boat, etc. etc. 

It's apparently also got me talking Partner Operations when what I should be saying is Partner Experience. 

Join me for another 10 minute, one-way conversation as I think about this change, why it makes sense, and why hiring Channel/Partnership leaders without an operational background or at least a plan to fill that gap is just a really bad idea. 

Aaron 

Working in SaaS #4: Job Search Update and Offers 

Another lightning fast discussion around my job search! Tune in to learn about: 

• The three different roles I got into process on within a couple of weeks of being laid off
• The disparity between three roles all tied to 'Partner Operations' 
• How I got into those processes (hint: people make the difference!)
• What the processes looked like and why I didn't mind 5+ interviews for some of these roles 
• How the offers were presented (i.e. the main components of each offer) 
• How many offers I got (and didn't get)
• Why I think one fell through - rationalizing 'rejection' after a great process with 100% conjecture on what may have happened
• Which offer I decided to take..... naawwww just kidding. That comes later so you have to come back. 

Here's what I DON'T talk about, but would be willing to chat through in a 1-1:

• The companies I interviewed with 
• Details on the packages (restrictions may apply here, just being fully transparent)
• Detailed thoughts about each process - what I liked and/or didn't like with each role
• My final decision (also coming in a future podcast)

I am having a BLAST putting these together, so I certainly hope you enjoy them, too! Subscribe, like, share, and send feedback! 

Aaron @ Behind the SaaS 

The short answer: A jack of all trades supporting a wide set of initiatives to drive Partnership process deeper into the org they serve. The long answer: It's really not well defined and will largely depend on your organizational maturity around Partnerships. This role could be responsible for the following (non-exhaustive) list of "things" within the organization: 

✅ #PRM Implementation and ongoing management/enhancements (often a driving reason for the initial hire) 

✅ #Reporting and #Dashboards in CRM/Reporting systems 

✅ #Inbound referral process management/enhancements 

✅ #Data hygiene and program modeling 

✅ #Product level reporting for ISVs/OEM utilization/analytics 

✅ Daily support of inbound partner issues for system access, quote support, license allocation, etc. etc. 

✅ #Enablement systems tied to PRM or LMS delivery 

✅ Account mapping solutions and ongoing reporting requests 

✅ #Territory creation/alignment into direct rhythms for affiliates and resellers + conflict resolution 

✅ System training and enablement, internally and externally 

✅ Partner Onboarding - technical and otherwise 

✅ Requirement gathering for Partner based initiatives 

✅ #ProjectManagement for a variety of partner-related projects extending from every program deeper into the organization

✅ #Enterprise Architecture for #ecosystem tools such as LSM, PRM, SSO, etc. 

✅ Turn ideas into scalable solutions to support Partner oriented growth/expansion Basically, your #partnerops role is a #partnermanager without the day-to-day responsibility (or potential financial upside) of managing partners. 

▶ They will #advocate for more support and partner inclusion. 

▶ They will #educate on what Partners do for the business. 

▶ They will #collaborate with literally everyone in the org.. 

▶ They will #support... ucate.... (and it was going so well....) all the initiatives needed to make Partnerships successful. 

The trend right now hiring a PartnerOps role between 12-24 months into program development, often tied to a major PRM (or other system) project and without a lot of clarity for the potential scope and influence of the role.

Working in SaaS is not all roses and sunshine, as we're seeing in the news week over week. One big risk for anyone in and around SaaS - layoffs. 

This week, I talk about my first experience with layoffs, how to spot them coming (hint: it's all about growth), and the strange upside around perception that comes from being included in the cut. 

Pull up a saddle and let me bend your ear for a minute... you might just enjoy it. 

I stumbled into SaaS almost 15 years ago after working for low pay as a restaurant manager coming out of college. I got a referral in, underbid the salary, and they took a risk. I'm now here to tell you - there are great things about working in SaaS. 

A few things I talk about in this episode:

• Education requirements for SaaS work (hint: there are basically none)
• Career mobility
• Do you need to know code? (hint: nopers)
• Remote work and flexibility
• Innovation and pace of change 
• Rewards (comp, increasing pay, etc.) 
• The great people
• Where to go for training (hint: www.aspireship.com) 

Special note, this episode was NOT sponsored by Aspireship - I've been on the platform and evaluated the training and think it's a great place to get exposed to thought leaders and the initial ideas that build the framework for SaaS. Other great places include Partnership Leaders, PartnerHacker, RevGenius and other online communities. 

Bonus Hint not in the episode: your best way in is through REFERRALS. We can get into that in yet another episode but it's worth knowing now. 

Come along if you like, but... if not... that's okay, too. 

Oh, I also end this 'good luck partnering' because I'm still looking for a good signoff catchphrase. Send me ideas, please. It's... starting to feel weird. 

You ever wonder what a job search in SaaS looks like following a layoff? 

Yeah.. me either, but here we are and if talking through it offers some encouragement for the people I know recently impacted, why not be open on the journey? 

I was going to talk about the pros and cons of working in SaaS but after a few tries realized those were worth their own shorts, so tune in next week for those. 

Also, a word from one of my biggest sponsors.   ;o) If you only get 30 seconds in, you'll be glad you did. 

Good luck partnering.

If you work in Professional Services AT a software company, your job is not about Professional Services. Yes, that's what you do each day, but you do it in service to the Total Lifetime Value of the customer. The TLV impacts retention, which impacts valuation, which impacts shareholder value. Professional Services itself is wrapped up in the Customer Acquisition Cost so there should be a vested interest in keeping those costs low. 

Enter the ecosystem. 

In todays' cast I talk about the mindset of Professional Services for Ecosystem and the difference between non-partner centered PS teams and partner-centered PS teams. I also talk about Chris Murray over at Lead Forensics, but in a nice way because he spurred these thoughts on this morning. 

Feedback? Find me on linkedin: www.linkedin.com/in/aaronhowerton and let's have a conversation. 

Operations is almost an entirely 'behind the scenes' function for your average SaaS company. Projects in this space invariably touch 'live' environments where people are working and downtime is extremely limited or prohibited, depending on the system. The result is that most of the best moves happening in your ops ecosystem are nearly invisible to anyone outside the team, much less the company. This makes it easy for companies to undervalue operations on the whole. 

In this episode I ramble a bit about these invisible projects, the impact on organizations, and the simple plan to improve that visibility and recognize your ops pros for the value they bring (hint: you just ask and share - boom! Saved you 7 minutes...) 

Thanks for coming along. Let me know what you think over on LinkedIn (www.linkedin.com/in/aaronhowerton) 

In 2022, I was unexpectedly laid off from what I thought was going to be a much longer and more lucrative journey in a SaaS unicorn. This podcast is born from that time, driven to explore the unknown side of SaaS companies and the constant ebb and flow of new technology. It was originally called 'The Partner Syndicate' but... well... I changed it. 

I got to thinking about how many people I know that just don't understand SaaS, or even those within SaaS that still undervalue the complexity of the SaaS model and what it takes to operate well. I wanted to take people behind the scenes, talk about the different operational and business challenges of growing a successful SaaS company based on my own experience working inside these companies. 

So here we are... looking behind the SaaS to discuss all things operations, partners, ecosystems, growth, failure, and success. 

Thanks for taking a minute to check your interest - see you behind the SaaS!