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What are the value drivers of a technical alliance team?


A technical alliance team within a SaaS ISV plays a critical role in driving growth and success for the company. A modern-day SaaS ISV is short lived without a well-defined alliance partner strategy. The following are some of the key values of having a technical alliance team:

  1. Expanded Market Reach: By partnering with third-party technology vendors, the SaaS ISV can expand its market reach beyond its core product offerings. This allows the company to reach new customers and markets that it may not have been able to reach otherwise.

  2. Increased Customer Value: Integrating with third-party technologies allows the SaaS ISV to provide customers with a more complete solution that meets their specific needs. This increases customer value and can lead to higher customer satisfaction and retention.

  3. Competitive Advantage: By offering integrated solutions with third-party technologies, the SaaS ISV can differentiate itself from competitors and gain a competitive advantage in the marketplace.

  4. Revenue Growth: Integrations with third-party technologies can lead to additional revenue streams for the PIM SaaS ISV, either through revenue sharing agreements with partners or through increased sales of the core product offering.

  5. Innovation: Partnering with third-party technology vendors can bring new and innovative technologies to the PIM SaaS ISV's platform, which can help drive innovation and product differentiation.

  6. Improved Product Quality: Integrations with third-party technologies can help improve the quality of the SaaS ISV's core product offering by leveraging the expertise and capabilities of partner technologies.

By having a technical alliance team in place, the SaaS ISV can effectively manage partnerships with third-party technology vendors and leverage these partnerships to drive growth and success for the company.


Outcomes must be mutually beneficial


Alliance partner must see a path to:

  • Incremental License revenue

  • True market differentiation and positioning

  • Integration and interoperability between systems

  • No increase in sales cycles

SaaS ISV must see a path to:

  • License revenue

  • Market and channels not otherwise available

  • Increase in brand differentiation

  • Shift from point solution to enterprise value

Mutual customers must see:

  • Business value

  • Broader solution

  • Obvious Choice because 1+1=3




Fractional Partner Management Group helps smaller organizations overcome resource constraints, gain expertise, enhance their visibility, negotiate better partnerships, and improve their overall partnership management capabilities while focusing on growth.

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