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Lots happening in the SaaS partnerships Slack

Join for free here

Our popular Slack community for SaaS partnership leaders is growing rapidly. We're over 1600 members now. If you know more partnership leaders who should join, please invite them!

• Share on LinkedIn, with a message like "I recommend anyone working in SaaS partnerships join the Cloud Software Association Slack. It's been really helpful for me!"
• Or send people to our sign-up page here http://www.cloudsoftwareassociation.com/join

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Hot channels in our Slack

Learning

• #general — Ask questions, help your peers, and keep up with news here.
• #reads — Found a useful resource on SaaS partnerships, marketing or leadership? Drop it here.

Oh, this crazy year!

• #jobs We use this to post recent openings!
• #covid19 — Help each other move forward through this difficult time together.

Networking

• #intros  — Introduce yourself. Meet new members!
• #conferences — Attending or hosting a conference? Coordinate conference marketing or find fellow attendees here.
• #meetups — Holding a meetup or a local event? Drop it here.
• #coffee-time — Up your networking. We pair you up every 2 weeks for a virtual coffe with someone else in the community. ?

Go to market

• #salesforce — Need help navigating the Salesforce ecosystem? Get help from your peers.
• #marketing-opportunities Have a marketing opportunity? Looking for cosponsors or collaborators? Drop it here.

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Hot topics in our Slack

Eugene Krimkevich (InVision) How do you get your sales team to bring partners into deals? To be specific, I'm not just talking about bringing partner solutions up on a call, I mean actually having a partner counterpart on the call to drive co-selling wins where applicable. Any pro tips here? How do you overcome sales reps' concerns about slowing down and complicating a deal in the short-run? Any creative incentive structures or other tactics teams here are using? (21 replies)

Aidan Weinrib (WizeHire) Hi guys! This may a sensitive topic, but I'd love some crowd sourced info and ideas! I'm wondering what successful commission structures you've seen for partnership teams? How to reward reps vs director roles? What metrics have you seen considered/measured other than revenue? (11 replies)

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How do you drive revenue from tech partners?

FreshWorks : SignEasy. Thursday, August 13, 10am PT

Integrations always seem like a good strategy. After all, customers demand them. But let’s be honest, how do you measure results? Adoption? Retention?

What really drives a SaaS company is revenue. How do you turn your tech partner ecosystem into a revenue generator?

Forced by COVID to innovate, Rajiv Ramanan at FreshWorks unlocked a powerful new channel this year. Jake Wallace from SignEasy, has been working hand in hand with Rajiv to find revenue in their integrated partnership.

How are SignEasy and FreshWorks driving more sales together? What works? What hasn't?

Register for the live Q&A

Thursday, August 13. 10am PT

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Congrats, Crossbeam on your $25M Series B!

Crossbeam successfuly closed an amazing $25M Series B from Redpoint Ventures to grow their popular account mapping platform. Congratulations, Bob Moore, Sean Blanda, Jess Waldeck and the rest of your amazing team!

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Meet our peer mentors Meet our mentors

Connect with Rajiv and learn from his experience

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#jobs Job board

• Partner Marketing Manager
  Clearbanc, Toronto, Ontario, Canada
• Salesforce Partner Growth Manager
  Formstack, Anywhere
• Director of Marketing
  Smile Software, Lincoln, NE or Remote
• VP, Partner Channels
  Vena, Toronto
• Head of Strategic Partnerships
  Theta Lake, Anywhere
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

.emailview

You're not alone 2021 planning!

We've recruited partnership executives to help you.

We have recruited 2 incredible partnership leaders to help us prep for 2021. You do need to be a SaaS Connect member to benefit.

Join as a SaaS Connect member to benefit

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PARTNER ATTRIBUTION

Adam Michalski (Branch.io) has become a master of partner attribution, given he works at analytics superstar, Branch.io. He’s running a 2-part Mastermind workshop on how to do partner attribution.

• Tuesday, December 1, 10am pt, How Adam set up partnership attribution at Branch.io
• Tuesday, December 8, 10am pt. Deep dive partnership attribution

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EXECUTIVE MANAGEMENT OF PARTNERSHIPS

Mark Brigman, Partnernomics ran strategic partnerships at Sprint, including winning and managing a $5 billion partnership. Yes, billion.

Along the way, he got really curious why only a few of his partnership reps were crushing it, many were middling, and a few never could make a partnership work. He turned this into a popular partnership certification course, Partnernomics

I’ve recruited him to run a 3 part exec bootcamp to prep us all for 2021.

• Thursday December 3, 10am pt. What a $5B partnership taught me was the real truth about partnership management (this is public)
• Tuesday December 15, 10am pt. How to organize a partnership team’s operations as an executive
• Tuesday December 22, 10am pt. How to go from strategy to execution with a new partner

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OTHER EXECUTIVE MANAGEMENT SaaS Connect 1:1s..

Also on the subject of management, we have 2 public SaaS Connects coming up of interest:

• December 14, 12:30pm pt. We’ll be hosting Eric Chan, Chargebee and Joni Deus, Mailchimp to talk through “How Chargebee and Mailchimp organized our partnership teams to scale”

• December 17 10am pt.  Chris Byers, CEO, Formstack talks through “Learning to build a SaaS platform through M&A”

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What will it take for VCs to invest in partnerships?

Tomasz Tunguz, Redpoint Ventures and Bob Moore, Crossbeam

VCs are often sceptical of partnerships in SaaS; but some are willing to invest. What's the secret?

For any partnership leader, understanding how to convince the investment community and the board to invest capital in a partnership strategy is a critical skill.

We asked Tomasz Tunguz, Managing Director at Redpoint Ventures and Bob Moore, CEO, Crossbeam anything. They told their stories from both sides of the table!

• Watch the SaaS Connect 1:1 video

Please like and subscribe!

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Add all our events to your calendar

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#jobs Job board

• Partnerships Manager
  Onna, San Francisco, CA
• DIRECTOR OF BUSINESS DEVELOPMENT
  Current, New York, NY
• Strategic Partnerships Manager
  Pie Insurance, Denver, CO
• Head of Sales
  Klaus, Remote
• Product Marketing Manager
  Conductor, New York, NY
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

Do CEOs only care about partnerships for revenue?

Sendoso : Shopify, Thursday, July 23, 10am PT

How do you convince the CEO to invest in partnerships? Is it all about revenue? Does an ecosystem matter strategically?

Our next two SaaS partnership leaders have built partnership teams from nothing by convincing leadership to invest more and more. In our next SaaS Connect 1:1 live discussion, they'll tell their stories of how they found success.

Brian Jambor, Head of Partnrships, Sendoso has over 10 years of experience building partnership programs. He convinced Sendoso to invest in partnerships by laying out a strong case for additional revenue.

Adrienne Coburn, Strategic Partnerships, Shopify built the service partner program at Uberflip and recently joined Shopify to scaling their strategic partner program. At Uberflip, she found success focusing on what customer problems partners could solve.

What worked? What didn't? Why? What can we learn comparing the two approaches?

Register for the live discussion

Thursday, July 23, 10am PT

p.s. Bring your questions. We'll answer in real-time!

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Microsoft Inspire

Register for free

One advantage of 2020 is that big events like Microsoft Inspire are free and available online. For the partnership community, two sessions are personally recommended by our friends at Microsoft.

• Go-to-market priorities for Modern Work & Security
  Giovanni Mezgec, Microsoft 365 & Security Partner Marketing General Manager
• Leverage partner investments to go to market with Modern Work & Security Katja Kol, Partner Marketing Manager
  Ginny Hoban, Sr. Partner Marketing Manager

Register for Microsoft Inspire for free

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30+ B2B SaaS partner leaders tell their secrets

by Crossbeam

Acccount execs (AEs) not playing ball? Need some inspiration for your next co-marketing campaign? Need an outline for your next partnership agreement?

Crossbeam has put together this 65-page comprehensive book to (finally) provide a playbook for the most common partnership-related questions. The Partner Playbook features insights from 30+ B2B SaaS partner leaders to ensure you remain indispensable part of your team.

Get the Playbook

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Also from the blog

Meet our peer mentors Meet our mentors

Connect with Rajiv and learn from his experience

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#jobs Job board

• Partnership and Integration Manager
  AWeber, Anywhere
• VP of Partnerships
  Coterie, Anywhere
• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

.emailview

What do marketing agencies want from us?!

I asked 10 about good & bad software partnerships

Are marketing agencies hard to partner with? Or do software companies make it hard for them?

All year I've talked to SaaS companies working on their channel programs, both here and at my own company AppBind where I'm solving channel partner billing.

There's a gulf in understanding between both sides. So, I interviewed 10 marketing agencies and asked them 3 simple questions.

1. Who has been your most disappointing software partner?
2. Who has been your best software partner?
3. What should a software vendor say when asking you to partner?

Buckle up. The conversations were deep and honest.

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All she needs is reliable, trustworthy support

Christina Hooper, Sparkitive

Thank you to Christina Hooper, COO at Sparkitive. They are a digital agency that helps professional service leaders grow their audiences and attract more clients.

We talked about her needs to manage non-technical clients. She needs her software partners like Hubspot and WPX for Wordpress to give her strong, reliable support. One was better than the other.

• Hear her break down exactly what she needs

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Need help with your agency program NOW?

Friday 11am pt. Alex Glenn, PartnerPrograms masterclass

Alex Glenn, PartnerPrograms has been running an accelerator helping SaaS companies level up their agency partner programs all year. He's running a masterclass for SaaS Connect members on Friday, December 4 at 11am pt.

I've also asked Alex to give members an end of year deal. PartnerPrograms has agreed to offer CSA members 50% off their training package and 30% off their program accelerator!

This is popular. We're waaay oversubscribed, but I'll open up 2 slots for new members.

Join as a member and get in on this

Full disclosure, I am also an advisor of PartnerPrograms because I <3 what Alex is doing.

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He ran a $5 billion partnership at Sprint

TOMORROW Ask Mark Brigman anything, Thursday 10am pt

While running strategic partnerships at Sprint, Mark Brigman had to manage a $5 billion partnership. That was no small task.

With a partnership that size, he had a large team. He had to figure out the difference between high performing partnership managers and underperforming partnership managers... and fix it.

He's now sharing those lessons with us, which he calls Partnernomics.

Ask Mark anything live

Thursday, December 3 at 10am pt

Mark is following up with 2 more initimate masterclasses later this month for SaaS Connect members

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Add all our events to your calendar

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#jobs Job board

• Partnerships Manager
  Onna, San Francisco, CA
• DIRECTOR OF BUSINESS DEVELOPMENT
  Current, New York, NY
• Strategic Partnerships Manager
  Pie Insurance, Denver, CO
• Head of Sales
  Klaus, Remote
• Product Marketing Manager
  Conductor, New York, NY
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

A new community leadership team

Do you want to join?

We are all figuring out what it means to build a market for SaaS distribution together.

That's why I'm so proud and excited to introduce our incredible new team of community leaders.

They are all expert SaaS partnership leaders. I want to thank them for contributing back to the community.

Give them a shout out and a thank you in our Slack community.

• Cody Jones, Zapier
• Cory Snyder, ActiveCampaign
• Jenna Earnshaw, PartnerStack
• Scott Edison, Bench

Do you want to become a community leader? Ping me to join the leadership team at the CSA to elevate the conversation and engage the wider network.

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Ask Dina Moskowitz, SaaSMAX anything

RESCHEDULED TO NEXT WEEK. May 21, 10am PT / 1pm ET in Slack

As a Top 100 Channel Influencer, very few people can answer your questions about selling through the IT channel as well as Dina Moskowitz, CEO of SaaSMAX (linkedin).

She has brought the traditional IT channel to the cloud and SaaS at SaaSMAX, which has built the first-ever automated partner discovery and profiling BI engine, PartnerOptimizer.

Jay McBain of Forrester recently stated: “I have been a big fan of Partner Optimizer since launch - a much-needed asset for any channel manager looking to grow and learn more about their channel.”

Every time I have a question about how MSPs, distributors, and IT consultants are adopting cloud and subscription software, Dina is the person I ask. Now is your chance too. :)

Add event to calendar

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Also from the blog

Meet our peer mentors Meet our mentors

Connect with Ali and learn from his experience

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#jobs Job board

• VP of Partnerships
  Coterie, Anywhere
• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• West Coast Partnerships Lead
  Coterie, San Francisco
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association
cloudsoftwareassociation.com

.emailview

How did Formstack maximize its Salesforce partnership?

TOMORROW June 18, 10am PT

Partnerships take effort to get the results you need and expect. When you have a partner as big as Salesforce, your effort has to big as well. It can be overwhelming.

Tomorrow, we have a great success story to tell you.

Join Gabe Caldwell, Formstack and Joe Ondrejcka, Salesforce for a candid conversation about what Formstack had to do to make its Salesforce partnership finally achieve incredible 200% YoY growth.

• Build it and they will come?
• Saleforce''s feedback
• How Gabe built the case internally at Formstack
• Executing the plan...
• ...and specifically what worked for Formstack marketing in Salesforce's ecosystem

Register for the livestream here

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Overwhelmed by Salesforce?

I asked Joe from Salesforce where should our CSA members start to wrap their heads around Salesforce AppExchange marketing.

Read the resources for AppExchange Partners

Do your homework and bring questions tomorrow. :)

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Also from the blog

Meet our peer mentors Meet our mentors

Connect with Chris and learn from his experience

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#jobs Job board

• Partnership and Integration Manager
  AWeber, Anywhere
• VP of Partnerships
  Coterie, Anywhere
• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association
cloudsoftwareassociation.com

.emailview

Ask Ty Lingley, Unbounce anything

TODAY. May 7, 10am PT / 1pm ET in Slack

Ty Lingley is the Director of Partnerships at Unbounce, the leading platform for creating high converting landing pages with less work.

Unbounce has mastered the art of acquisition through large-scale co-marketing events (ex. https://unbounce.com/marketing-optimization-week/), had a "rookie of the year" 2019 season with its Partner Program (https://unbounce.com/partner-program/), and is now focusing its partnership efforts on building a new Technology Partner Program.

Ty will be available in #general in Slack to answer any of your questions around building a new technology partner program...

Add event to calendar

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Join me at the Partnerships Power Summit

May 13, virtually hosted by PartnerStack

It’s never easy to admit when you’re wrong — except when you learn something from it! In my session for the Partnerships Power Summit, I’ll be sharing what I’ve learned from the past year of talking to agency partners: their frustrations, their needs, and what it is they truly sell.

Register here

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Also from the blog

Meet our peer mentors Meet our mentors

Connect with Sean and learn from his experience

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#jobs Job board

• VP of Partnerships
  Coterie, Anywhere
• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• West Coast Partnerships Lead
  Coterie, San Francisco
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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#events Event board

• May 13, 2020. Partnerships Power Summit by PartnerStack.

  Proven lessons in driving SaaS revenue from leaders in partnerships management. Register for free.

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Sunir Shah
President, Cloud Software Association
cloudsoftwareassociation.com

.emailview

How to have agencies drive 40%+ of your global revenue

with Henry Prevette, Thursday November 5 10am PT

Every SaaS channel manager dreams of building a program that transforms growth at their company. Henry Prevette, Director of Channel Partnerships at Impact lives that dream.

At Impact, Henry runs one of the SaaS industry’s channel programs, and he should know how. Impact itself is a very successful channel management platform.

Join Henry with host Sue Fernand, Director of Channel Alliances at 8x8 for a deep dive on the secrets Impact has figured out.

ASK HENRY ANYTHING NEXT THURSDAY

Thursday, November 5, 10am PT

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What are the Speaker's Lounges?

After every SaaS Connect talk

We've moved our amazing SaaS partnership conference, SaaS Connect into our Slack community. 

One of the most important parts of the conference is meeting with and talking to the amazing speakers after their talks. We're recreating that.

After every SaaS Connect talk, our paid members can join a Zoom meeting to talk directly with the Speaker.

Join as a full member!

Don't miss out on our SaaS Connect power-networking and learning. :)

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Add all our events to your calendar

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How did Monday.com build a $30M partner channel in 3 years?

Asaf Fradkin, Head of Business Development & Partnerships

Asaf Fradkin (linkedin) made magic happen at Monday.com. He grew a partner channel from 0 to $30M in only 3 years, a revenue figure that by itself would make many startups ecstatic.

Not only did he identify and grow the partners, but he also built a world-class partnership team.

• Watch the video

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#jobs Job board

• Partner Development Manager
  Impact, New York, Santa Barbara
• Product Marketing Manager
  TIPALTI, San Mateo
• Alliance Manager – Strategic ISV’s
  TIPALTI, Sam Mateo
• Alliance Manager – Microsoft (Remote)
  TIPALTI, SAN MATEO
• Developer Relations Advocate
  LeagueApps, New York NY
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

Ask Cory Snyder, ActiveCampaign anything

Thursday, July 2, 10am PT in Slack

Cory Snyder is an accomplished SaaS channel partnership leader with extensive experience at Keap (Infusionsoft) where he grew partnerships to half of their revenue; and now as Director of Channel Sales at ActiveCampaign, where he has been scaling their team to go to market through affiliates, resellers and certified consultants.

If building and scaling a channel program around SaaS is your game, Cory has the playbook. Ask him anything on Thursday!

Add event to calendar

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Survey results: the Cloud Software Association in 2020

We're in this together!

Thanks everyone who have filled out the membership survey. Loud and clear, facilitating introductions and networking between members is the priority.

We also asked people, "What is the biggest business or professional risk facing you right now?". I wanted to share some quotes. Remember, you aren't alone!

• Not having a seat "at the table" for partnerships. Working in a silo.
• The long tail impact of investing in partnerships as a function/team doesn't provide the same immediate results of direct sales, so I foresee some orgs impacted by COVID-19 may pull away from this function in the short term.
• Attributing impact and relevance for partnerships, partner-based outcomes can feel fuzzy at times.
• Job searching.
• Uncertainty. Welcome to the club :)

We're pretty clear now what we need to work on in 2020 and beyond. Now back to work. :)

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How did Formstack maximize its Salesforce partnership?

Recap in case you missed it

Thanks for Gabe Caldwell, Formstack and Joe Ondrejcka, Salesforce AppExchange for a candid exchange last week about what it took to level up Formstack's partnership with Salesforce from 15% YoY growth to 299% YoY growth.

• We've posted the video.
• We created a #salesforce channel in Slack so ISVs can learn from others' experience working with Salesforce as a partner.
• The Cloud Software Association has created the complete integrated partner launch checklist
• Joe Ondrejcka, Salesforce AppExchange has provided resources to get started with the AppExchange:
  • What resources are available to AppExchange partners? The best resource is the overview
  • How to get a Partnership Account Manager (PAM)? Start with the ISV Onboarding Guide. Based on the new program tiers, this will determine the benefits they get access to including a PAM.
• Gabe Caldwell, Formstack is also making himself available.
  • Learn more about Formstack: www.formstack.com
  • Interested in Partnering with Formstack? https://www.formstack.com/partners
  • Reach out to Gabe with questions. gabe.caldwell@formstack.com or CSA Slack

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Also from the blog

Meet our peer mentors Meet our mentors

Connect with Mawghan and learn from her experience

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#jobs Job board

• Partnership and Integration Manager
  AWeber, Anywhere
• VP of Partnerships
  Coterie, Anywhere
• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

---

Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

.emailview

 

How did Monday.com build a $30M partner channel in 3 years?

Ask Asaf Fradkin, Thursday, October 22, 10am PT

Our SaaS Connect speaker series is back in action in our new weekly video format!

Asaf Fradkin made magic happen at Monday.com. He grew a partner channel from 0 to $30M in only 3 years, a revenue figure that by itself would make many startups ecstatic.

Not only did he identify and grow the partners, he also built a world-class partnership team.

Register to ask him anything next Thursday

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Drinks with SaaS partnership leaders

SaaS Connect virtual cocktails Tuesday, Oct 27

Why let the world get us down? As partnership leaders, now more than ever we need to stay connected, stay human.

That's why we're hosting our first quarterly virtual cocktail party on Tuesday October 27. I'll ship you a bottle!

Now more than ever, it’s important to stay connected and learn from others. Registered guests have already suggested “table topics” like:

• Integrating Partnerships into the other areas of the business such as Customer Success, Product Development, Sales and Marketing
• Finding mission-aligned partners who are focused on the same customer segments as we are.
• Internal growth / next career steps

Come to SaaS Connect cocktails and get a full membership to the Cloud Software Association.

Register for SaaS Connect cocktails

First drink orders ship TODAY!

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Crossbeam is now FREE!

Account map with over 1,300 companies

Crossbeam has a made a big change! You can now get instant account mapping in Crossbeam for 100% free.

Crossbeam is popular tool used by over 1,300 partner teams. In fact, in our recent Company.com : RingCentral SaaS Connect 1:1, Drew Quinlan mentioned how RingCentral relies on Crossbeam for account mapping!

Why account map? FreshWorks : SignEasy SaaS Connect 1:1 had an extensive conversation about how they have dramatically changed the revenue opportunity from technical partnerships thanks to account mapping.

Join Crossbeam's network of 1,300 partner teams

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SaaS Connect 1:1s coming up...

Top partnership professionals tell their stories

We're moving our SaaS Connect line up to a weekly Q&A.

Our new format ensures you can sitll learn from the most experienced people in our industry, ask questions, and for paid members, privately connect and network directly with the speakers.

• October 22, 2020 (10am PT). How to build $30M partners channel in 3 years with bold decisions with Asaf Fradkin, Monday.com
• October 27, 2020 (3pm PT). SaaS Connect virtual cocktails!
• October 29, 2020 (10am PT). Taking Aircall from 10 to 60+ integration partners in a year with Raphael Assaraf, Aircall
• November 5, 2020 (10am PT). How to have agencies drive 40%+ of your global revenue with Henry Prevette, Impact

Get your paid membership to the Cloud Software Association for full access, plus introductions between members, roundtables for career development, and an invitation to our quarterly SaaS Connect cocktail party.

Add events to calendar

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What's your biggest challenge as a partnership leader?

Organizing roundtables and mentors for SaaS Connect

I'm organizing our very, very popular roundtables and mentor programs once again. These roundtables connect you with other partnership professionals facing the same challenges, so you can ask and learn from others experiences.

I just need one thing from you to get you sorted. Can you tell me what are the biggest challenges you face as a partnership leader?

Answer this 1 question survey

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#jobs Job board

• Developer Relations Advocate
  LeagueApps, New York NY
• Channel/Partner Manager
  Blended Perspectives, Anywhere
• Sr. Director, Internal Consulting, Business Transformation and Automation
  VMware, Opportunity for working remotely
• Partnership Development Manager (Salesforce Ecosystem)
  Blackthorn, Dallas, TX
• Partner Manager
  Trustpilot, New York,NY
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

Do the Right Thing (1989)

directed by Spike Lee

Some have praised me for my empathetic messaging at the outset of this crisis, which I appreciate, but I've been silent for the past few weeks. I didn't know what to say.

As the reality settled in economically, I admit I needed a break from talking about it. Like everyone, I had to focus my limited energy on changing my plans and expectations for the year. Then I watched two of my staff go to zero personally as COVID touched their families dearly. What rallying cry could I make when I needed one myself? What to say?

Now people are contending with the politics of the day. What to say?

I don't know what to say, but I do know a movie to watch.

There's a movie that has stuck with me since I first watched it that keeps coming back to me, Do The Right Thing (1989, Spike Lee). It feels like an oddly prescient story of 2020. While we have a pandemic creating pressure and they had a heat wave, the rest is the same.

You should watch it. I won't ruin it for you, but you're possibly living through it right now if you're in the United States.

As a young man watching it, the one lesson I have carried from this movie was that no one did the right thing because everyone lacked compassion. It didn't take much pressure (the heat wave) to break society down along lines where compassion lacked.

Is this a Cloud Software Association story? Well, maybe. The stress we're all under is being expressed in many contexts. I'm in the middle of a minor billing dispute where one SaaS company is trying to save cash, another is trying to just survive personally, and no one is seeing one another as a human.

And so I'll just say, we're only going to get through these hard times by digging deep, finding compassion for one another as human beings, and striving to Do The Right Thing. The companies and the people who can do this despite our own pain and suffering will emerge stronger and happier.

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How did Formstack maximize its Salesforce partnership?

TODAY June 18, 10am PT

Partnerships take effort to get the results you need and expect. When you have a partner as big as Salesforce, your effort has to big as well. It can be overwhelming.

Today, we have a great success story to tell you.

Join Gabe Caldwell, Formstack and Joe Ondrejcka, Salesforce for a candid conversation about what Formstack had to do to make its Salesforce partnership finally achieve incredible 200% YoY growth.

• Build it and they will come?
• Salesforce's feedback
• How Gabe built the case internally at Formstack
• Executing the plan...
• ...and specifically what worked for Formstack marketing in Salesforce's ecosystem

Register for the livestream here

---

Overwhelmed by Salesforce?

I asked Joe from Salesforce where should our CSA members start to wrap their heads around Salesforce AppExchange marketing.

Read the resources for AppExchange Partners

Do your homework and bring questions today. :)

---

Also from the blog

Connect with Suneet and learn from his experience

---

#jobs Job board

• Partnership and Integration Manager
  AWeber, Anywhere
• VP of Partnerships
  Coterie, Anywhere
• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

---

Sunir Shah
President, Cloud Software Association
cloudsoftwareassociation.com

.emailview

 

What it will take for VC's to invest in partnerships?

Tomasz Tunguz, Redpoint and Bob Moore, Crossbeam
Thursday, November 19 10am PT

VCs are often sceptical of partnerships in SaaS; but some are willing to invest.

For any partnership leader, understanding how to convince the investment community and the board to invest capital in a partnership strategy is a critical skill.

Ask Tomasz Tunguz, Managing Director at Redpoint Ventures and Bob Moore, CEO, Crossbeam anything next Thursday. They'll tell their stories from both sides of the table.

ASK TOMASZ AND BOB ANYTHING NEXT THURSDAY

Thursday, November 19, 10am PT

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Help review the partnership tech stack

Survey by Pandium

Pandium is compiling an unbiased review of partnership software. The "Partnership Tech Stack: Vendor Review" will be including detailed information on 100+ software vendors. This 9-question survey is designed to get additional insights from practitioners in the field.

Your honest feedback will make this an even better resource for partnership leaders who are looking to improve their tech stack.

FILL THE SURVEY

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Add all our events to your calendar

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#jobs Job board

• DIRECTOR OF BUSINESS DEVELOPMENT
  Current, New York, NY
• Strategic Partnerships Manager
  Pie Insurance, Denver, CO
• Head of Sales
  Klaus, Remote
• Product Marketing Manager
  Conductor, New York, NY
• Senior Partner Marketing Manager
  GoCardless, San Francisco, CA
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

What's happening with SaaS Connect?

A lot! It's a big update. :)

Hear the news straight from me, or read on below!

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What is SaaS Connect?

SaaS Connect is our annual conference for SaaS partnership professionals. Our rescheduled date in October isn't going to work. But why let the world let us down?

Moving forward, online.

• Better than a virtual summit! I heard you. Virtual summits are not working well for our community. We have a better plan fit for partnership professionals.

SaaS Connect is a conference focused only on what partnership people need, which means really 2 things:

1. Getting an instant, industry spanning network.
2. Learning partnerships from the only people who understand you: other partnership professionals.

How are we going to solve those 2 problems?

Focus on our Slack community. Our network has really grown in our very active, 1800+ member Slack community. We will be driving everything in there.

Not only is it a much bigger network than you'd get at SaaS Connect in person, but we will build our introductions, roundtables, and mentorships in the Slack community.

More SaaS Connect 1:1 livestreams. Our amazing speaker line up will also still be telling their stories through our popular SaaS Connect 1:1 livestream series (see on Youtube) format, once a week.

This is less overwhelming than a full day of videos in a virtual summit. It also gives you much better access to the speakers to ask questions and connect with them directly.

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Adding paid memberships

I'll even buy you a drink!

Thank you everyone for your feedback. We will be adding paid memberships to give you critical services you'd get from coming to SaaS Connect in person.

However, we won't be closing the Slack community to paid members only. The Cloud Software Association has a mandate to build the market for cloud software distribution. It's important to stay open to keep growing and expanding our network.

Instead, paid members will gain services that you could only get in person at SaaS Connect:

• Introduction service. Connect with or get introduced to other members.
• Private Q&A with speakers and mentors. Connect directly with SaaS Connect speakers to ask them questions or network. Access our strategic advisor network for 1:1 coaching and mentoring.
• Roundtables year-round. Our very popular lunchtime roundtables are moving into private Slack channels. Are you looking to develop your channel sales skills? Your app marketplace strategy? Join a group of peers who are on the same journey. Help each other out throughout the year.
• Quarterly SaaS Connect cocktails starting October 27. We still have to network. And while we can't meet in person, why let the world get us down? I'll even ship you a bottle of wine or a box of cookies. We successfully ran a virtual cocktail party earlier this month and it was amazing. (see Agency Connect below)

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Become a paid member today

And invite your colleagues and peers to join as well.

The Cloud Software Association is your non-profit trade association. Our job is taking the risk out of your difficult job of cloud software partnerships.

• Networking and access across the industry.
• Comarketing opportunities.
• Job board and reverse job board.
• Events board.
• Blog and resources.
• Meetups.

Become a paid member

Only $249/year

 

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SaaS Connect virtual cocktails

October 27, 3-6pm pt / 6-9pm ET

Agency Connect cocktails was amazing.

Last Monday, I hosted our annual Agency Connect cocktails for marketing agencies. While we could not meet in person, I ran a mail order bar service through Postal.io and Rybbon.

Oh, I really missed cocktail parties. So did everyone else it seems as we have had rave reviews.

We're doing it again for Cloud Software Association paid members October 27.

What did attendees think?

• Best remote event I have been to since COVID, really appreciate how often you jumped us into breakout rooms so it felt more personal.
• It was great to connect with people in the marketing industry that bring different expertise to the table.
• The breakouts were great! I got to get insights from very experienced leaders which I don't typically get.

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What did sponsors think?

• We had a simple goal to get in contact with more agencies prior to the launch of our program so this was great timing for us.
• This format was much better than any other virtual event we've done this year (which have had more traditional speaker sessions). It was easier to interact, and nice to hear from everyone in the break outs instead of just presenting to them.
• Great event Sunir! Could interact &. network with a lot more people than I would in a regular networking event:) Thanks for putting this together.

Reply to this email if you'd like to sponsor SaaS Connect cocktails.

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#jobs Job board

• Channel/Partner Manager
  Blended Perspectives, Anywhere
• Sr. Director, Internal Consulting, Business Transformation and Automation
  VMware, Opportunity for working remotely
• Partnership Development Manager (Salesforce Ecosystem)
  Blackthorn, Dallas, TX
• Partner Manager
  Trustpilot, New York,NY
• Channel Development Representative – USA
  Sana, New York, NY
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

.emailview

Communication during the COVID-19 crisis

THURSDAY. April 9. 10am PT / 1pm ET in Slack

Right now, of all times, communications is a critical skill.

How do you talk through the impact of COVID-19 with our partners, customers, internal stakeholders, and the public? When everybody is focused on the pandemic, communications have become especially challenging.

Many of you know Kimberly Jefferson, SVP at BLASTmedia, the only PR agency dedicated to B2B SaaS. She''s spent March navigating her clients through conversations about the COVID-19 pandemic.

She''s jumping into Slack next Thursday to help us all get through this more empathetically and effectively.

Add event to calendar

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It''s #coffee-time!

Monday, 10am PT. Virtual pairings with SaaS partnership leaders

Stuck inside but still need to expand your network? Join the #coffee-time channel in Slack.

Starting every two weeks this Monday April 6 at 10am PT / 1pm PT, we''re using the popular Donut Slack app to pair members of the #coffee-time channel together for a 1:1 meet and greet.

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Let's move #forward

Many of us are trying to move #forward through this crisis together. Join us in our Slack community in the #forward channel.

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Meet our peer mentors Meet our mentors

Connect with Ryan and learn from his experience

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#jobs Job board

• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• West Coast Partnerships Lead
  Coterie, San Francisco
• Strategic Partnerships Manager
  SignEasy, Anywhere
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association
cloudsoftwareassociation.com

.emailview

Is the SaaS channel is shrinking or growing?

I asked Jay McBain, Forrester

We have a really exciting guest, Jay McBain, an analyst from Forrester as he so humbly describes himself.

There’s no one in the industry who has spent so much time over, so many years, with so much depth, talking to so many players, understanding what the market for cloud software distribution and the channel in general. His insight comes from a personal place. He was a startup CEO for 7 years working on the software channel.

We’re talking today about his really excellent report, “What I see coming for the channel in 2020.”

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Join me at the Partnership Power Summit

May 13. Virtually hosted by PartnerStack

PartnerStack is hosting a virtual summit on driving SaaS revenue through partnerships, May 13. I'm honoured to be part of their powerful line up of partnership leaders.

• Register for free.

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A roadmap to product integration partnerships

Pandium compiles wisdom into this ebook

Are you looking for a roadmap to build and launch product integrations? Pandium interviewed several CSA members to compile this ebook of how to successfully build a sustainable product integration partnership program.

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It's #coffee-time!

Monday, 10am PT. Virtual pairings with SaaS partnership leaders

Stuck inside but still need to expand your network? Join the #coffee-time channel in Slack.

Every second Monday, we're using the popular Donut Slack app to pair members of the #coffee-time channel together for a 1:1 meet and greet.

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Also from the blog

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Meet our peer mentors Meet our mentors

Connect with Gabe and learn from his experience

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#jobs Job board

• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• West Coast Partnerships Lead
  Coterie, San Francisco
• Strategic Partnerships Manager
  SignEasy, Anywhere
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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#events Event board

• May 6, 2020. ONUG Live 2020.

  The agenda explores the building blocks critical to your enterprise cloud and digital transformation success. This special edition of ONUG Spring is focused on Automated Cloud Governance.

  Promo code for CSA Members: CSA2020

• May 13, 2020. Partnerships Power Summit.

  Proven lessons in driving SaaS revenue from leaders in partnerships management. Register for free.

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Sunir Shah
President, Cloud Software Association
cloudsoftwareassociation.com

.emailview

Rethinking the Cloud Software Association for 2020

SURVEY. What to prioritize?

We need to adapt to 2020. As the network of SaaS partnership leaders, we need to network with each other, learn from each other, and drink with each other.

As the saying goes, 2 out of 3 ain't bad. While in-person events continue to suffer this year, the Cloud Software Association is focusing on supporting you with more member services.

For you personally right now, what is the most important priority the Cloud Software Association should focus on?

• Introductions to other members
• Member directory
• Job board
• Mentor network
• Content and resources
• Professional development roundtables
• Organizing comarketing opportunities
• ... Or something else?

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Ask Cory Snyder, ActiveCampaign anything

Thursday, July 2, 10am PT in Slack

Cory Snyder is an accomplished SaaS channel partnership leader with extensive experience at Keap (Infusionsoft) where he grew partnerships to half of their revenue; and now as Director of Channel Sales at ActiveCampaign, where he has been scaling their team to go to market through affiliates, resellers and certified consultants.

If building and scaling a channel program around SaaS is your game, Cory has the playbook. Ask him anything next Thursday!

Add event to calendar

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How did Formstack maximize its Salesforce partnership?

Recap in case you missed it

Thanks for Gabe Caldwell, Formstack and Joe Ondrejcka, Salesforce AppExchange for a candid exchange last week about what it took to level up Formstack's partnership with Salesforce from 15% YoY growth to 299% YoY growth.

• We've posted the video.
• We created a #salesforce channel in Slack so ISVs can learn from others' experience working with Salesforce as a partner.
• The Cloud Software Association has created the complete integrated partner launch checklist
• Joe Ondrejcka, Salesforce AppExchange has provided resources to get started with the AppExchange:
  • What resources are available to AppExchange partners? The best resource is the overview
  • How to get a Partnership Account Manager (PAM)? Start with the ISV Onboarding Guide. Based on the new program tiers, this will determine the benefits they get access to including a PAM.
• Gabe Caldwell, Formstack is also making himself available.
  • Learn more about Formstack: www.formstack.com
  • Interested in Partnering with Formstack? https://www.formstack.com/partners
  • Reach out to Gabe with questions. gabe.caldwell@formstack.com or CSA Slack

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Welcome new community leaders!

Thank you to our fellow SaaS partnership leaders who have joined the community leaders team! We're grateful they are willing to share their experience to pay it forward in the community.

• Rachel Fisch, Sage
• Kiran Elengickal, RapidValue
• David Thomson, Allbound
• Adam Michalski, Branch Metrics
• Eugene Krimkevich, InVision
• Janine Perro, Teradata
• Greg Plum

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Also from the blog

Meet our peer mentors Meet our mentors

Connect with Mawghan and learn from her experience

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#jobs Job board

• Partnership and Integration Manager
  AWeber, Anywhere
• VP of Partnerships
  Coterie, Anywhere
• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

.emailview

Turn tech partnerships into predictable revenue

TODAY, August 13, 10am PT

Today we''re talking with Jake Wallace, SignEasy and Rajiv Ramanan, FreshWorks. They have taken their integration partnership programmes and found a way to commit to and deliver predictable sales targets.

Come with your questions. We do live Q&A throughout.

Register for the live Q&A

Today. 10am PT / 1pm PT

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Espionage, the wild ride of GDPR, and partnerships!

Thursday, August 20, 10am PT

What does the tumultuous world of data privacy law mean for partnership managers?

As partnership leaders, we sit at the boundary between our software companies and dozens, hundreds and even thousands of others who collect, process, and export data.

Staying compliant is our responsibility as partnership leaders. If we screw up, it could be fatal for our companies.

Privacy Shield, GDPR, TikTok and Edward Snowden. It''s a tough business. Let''s talk through it.

Come with your questions. We do live Q&A throughout.

Register for the live Q&A

Thursady, August 20. 10am PT / 1pm PT

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UPDATE. The SaaS partnership job market grows

25 jobs. 82 candidates.

Three weeks ago, we announced the launch of a a SaaS partnership job market and candidate pool, working with David Claunch, Kaizen Careers.

We have had tremendous success. So far, we have over 25 jobs posted and 82 candidates apply for our confidential matchmaking service.

David has been busy talking to as many candidates and employers as possible. We're working now on scaling the matchmaking process.

How you can help our peers looking this wild, crazy year?

This year has been wild. There are plenty of people looking. If you know of open jobs or candidates looking, please point them at the job board or post in the #jobs channel in Slack.

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Meet our peer mentors Meet our mentors

Connect with Robert and learn from his experience

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#jobs Job board

• Partner Account Manager
  Lokalise, Anywhere
• Director Of Global Systems Integration
  Sisense, United States
• Channel Sales Manager
  Sisense, United States
• Technical Partner Manager
  Hootsuite, Vancouver
• Account Executive
  Chargebee, Sydney, New South Wales
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

.emailview

What is the true meaning of partnerships?

Lessons from 2020 and hope for 2021

I was inspired by A Christmas Carol to tell you The True Meaning of Partnerships.

I hope this ridiculous year has helped you grow as a partnership professional and as a person.

Happy holidays and a happy new year from the Cloud Software Association.

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Plan your integration strategy for 2021

MONDAY 11am PT. Masterclass

We’ve asked Ryan Lunka from Blended Edge to take us though his process to run successful integration partnership strategies, “A Partner Manager’s guide to integration.”

Ryan was COO, head of product and ran integrations for a software vendor who served digital commerce and retail merchants. He built a playbook to launch and operate an integration strategy.

We filled the session with Executive Members already! But we convinced Ryan to add 2 more seats for new members if you register now.

Join Ryan Monday, December 21, 11am PT.

Join as an executive member before Monday

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Why it’s hard to resell SaaS globally

Dimitris Kalantzis, Creative Eye

Dimitris Kalantzis, Creative Eye, is an agency in Greece that spans commercial photography, advertising and social media. For clients, Dimitris will build e-commerce sites doing everything from the positioning, commercial photography, web design, social media and advertising for clients in Greece, Italy and Turkey.

Dimitris explains how difficult global payments make buying US-based software subscriptions from Greece. On the other hand, he's found that managed services are the secret that has helped land and expand with his clients.

• Hear Dimitris explain his agency : software partnerships

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Add all our events to your calendar

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#jobs Job board

• Channel Sales Manager
  Wello, Addison • Remote
• Partnerships Manager
  Onna, San Francisco, CA
• DIRECTOR OF BUSINESS DEVELOPMENT
  Current, New York, NY
• Strategic Partnerships Manager
  Pie Insurance, Denver, CO
• Head of Sales
  Klaus, Remote
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

The dream: a game-changing partner that sells for you

Live Q&A. THIS THURSDAY, October 15, 10am PT

Oh, that dream partner! The one that changes your business forever by bringing you to market at a game-changing scale.

But how is it done? What's the secret?

That's why I've invited two of the best partnership executives to explain what it takes.

• Bill Wade, Company.com has built Company.com into a massive distribution platform reselling SaaS to over 100,000 SMBs.
• Drew Quinlan, VP Strategic Alliances, RingCentral works both sides, selling RingCentral through distribution partners and turning RingCentral into a distribution channel for its integrated partners.

You'll never get another chance to ask such experienced experts how exactly did they negotiate, package up, and execute distribution deals at this level.

Register to ask them questions, live

THIS Thursday, October 15 10am PT

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SaaS Connect 1:1s coming up...

Top partnership professionals tell their stories

We're moving our SaaS Connect line up to a weekly Q&A.

Our new format ensures you can sitll learn from the most experienced people in our industry, ask questions, and for paid members, privately connect and network directly with the speakers.

• October 22, 2020 (10am PT). How to build $30M partners channel in 3 years with bold decisions with Asaf Fradkin, Monday.com
• October 29, 2020 (10am PT). Taking Aircall from 10 to 60+ integration partners in a year with Raphael Assaraf, Aircall
• November 5, 2020 (10am PT). How to have agencies drive 40%+ of your global revenue with Henry Prevette, Impact

Get your paid membership to the Cloud Software Association for full access, plus introductions between members, roundtables for career development, and an invitation to our quarterly SaaS Connect cocktail party.

Join as a full member

Don't miss out. We all need to stay connected.

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What's your biggest challenge as a partnership leader?

Organizing roundtables and mentors for SaaS Connect

I'm organizing our very, very popular roundtables and mentor programs once again. These roundtables connect you with other partnership professionals facing the same challenges, so you can ask and learn from others experiences.

I just need one thing from you to get you sorted. Can you tell me what are the biggest challenges you face as a partnership leader?

Answer this 1 question survey

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#jobs Job board

• Developer Relations Advocate
  LeagueApps, New York NY
• Channel/Partner Manager
  Blended Perspectives, Anywhere
• Sr. Director, Internal Consulting, Business Transformation and Automation
  VMware, Opportunity for working remotely
• Partnership Development Manager (Salesforce Ecosystem)
  Blackthorn, Dallas, TX
• Partner Manager
  Trustpilot, New York,NY
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

Ask Cody Jones, Zapier anything

THURSDAY. April 23. 10am PT / 1pm ET in Slack

Cody Jones is the Global Head of Partnerships at Zapier, the leading platform for integrating and automating your SaaS apps. Zapier has cracked the code on working with partners to distribute their product, with over 6M users and thousands of SaaS partners.

Having spent his entire career in the SMB/Automation space, Cody is passionate about the intersection of technology and small business, and specifically the channels that enable them.

Cody is a “scaler”, having grown Infusionsoft / Keap from 7 to 700+ employees and now Zapier from 30 to 350+, and is a seasoned SaaS executive focused on growth.Cody will be hosting a live AMA via Zoom where he will be available to answer any of your questions about building a thriving partner ecosystem.

Add event to calendar

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A roadmap to product integration partnerships

Pandium compiles wisdom into this ebook

Are you looking for a roadmap to build and launch product integrations? Pandium interviewed several CSA members to compile this ebook of how to successfully build a sustainable product integration partnership program. The book covers the full spectrum:

1. Finding tech partners
2. Building integrations
3. Marketing from launch and beyond
4. Customer support for shared customers
5. Scaling your technical infrastructure
6. Showing ROI

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It's #coffee-time!

Monday, 10am PT. Virtual pairings with SaaS partnership leaders

Stuck inside but still need to expand your network? Join the #coffee-time channel in Slack.

Every second Monday, we're using the popular Donut Slack app to pair members of the #coffee-time channel together for a 1:1 meet and greet.

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Let's keep moving #forward together

Resources from the community to get you through this

We're all in this together. We created the #forward channel in our Slack community (join here) to share help and resources towards moving towards the future.

Here are just some of the resources shared already!

• AWeber wrote an 8-step guide to email marketing during the crisis
• Staffbase has put together a couple examples of communicating internal in times of crisis. https://staffbase.com/blog/coronavirus-at-work-8-examples-of-effective-crisis-communication/
• Steli Efti, CEO at Close.com shared The Expert Guide to Remote Video Sales Calls
• Curated list to help companies survive going remote during the COVID-19 crisis.
• Integromat created an app to track COVID-19 cases in real-time.
• Jobber, made a great post with links to resources for small businesses in the US, Canada, UK and Australia.
• http://www.helpsmallbusiness.com/ was recently launched, an online hub to help boost sales for small businesses.
• Apideck created a quick COVID checklist.
• Sharing in case anyone is “on the edge” about staff reductions: http://deployee.io/ and http://layoffs.fyi/
• Bench.co has been producing a ton of material geared toward SMB finances through this Covid-Recession. https://bench.co/blog/
• Gopersonas put together this list of COVID-related discounts & free SaaS tools for the startup community.

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Also from the blog

Meet our peer mentors Meet our mentors

Connect with Chaitra and learn from his experience

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#jobs Job board

• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• West Coast Partnerships Lead
  Coterie, San Francisco
• Strategic Partnerships Manager
  SignEasy, Anywhere
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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#events Event board

• May 6, 2020. ONUG Live 2020.

  The agenda explores the building blocks critical to your enterprise cloud and digital transformation success. This special edition of ONUG Spring is focused on Automated Cloud Governance.

  Promo code for CSA Members: CSA2020

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Sunir Shah
President, Cloud Software Association
cloudsoftwareassociation.com

.emailview

Masters of the channel: Telecom master agents know how to sell subscriptions

Thursday, August 27 at 10am PT

There’s one industry that really knows how to sell complicated, variable cost subscription digital products through the channel: the telecom industry. And they sell A LOT subscriptions.

The telecom channel is adapting to sell more and more cloud software. But are you adapting to sell through the telecom channel?

We’re hosting a live Ask Me Anything with 2 incredible telecom channel titans, Michael Sterl, President of Mobile Solutions and Patrick Oborn, Co-founder of Telarus, a master agent.

p.s. What is a master agent? If you don’t know, you should probably attend. :)

Register for the live Q&A

This Thursday, August 27, 10am PT

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Turn tech partnerships into predictable revenue

A case study from SignEasy and FreshWorks

Jake Wallace, SignEasy and Rajiv Ramanan, FreshWorks delivered a powerhouse conversation on how they are hitting revenue targets from their integrated partnership programmes.

FreshWorks has totally revolutionized how they even look at tech partnerships strategically. Rajiv has repositioned his tech partner strategy from ecosystems to a revenue driver. Jake just joined SignEasy and has immediatey hit it out of the park.

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The complete guide to privacy for partnership leaders

[video] Crownpeak, GDPRplan, iubenda talk through it

Disagree? Have questions? Have something to add? Fire away in the comments on the blog post.

• The wonderful mess we are in as of July, 2020
  • Why should you care?
  • What is the GDPR?
  • GDPR compliance is about more than Europe
  • Is the GDPR actually being enforced?
  • What is personal data?
  • What’s the problem today with the United States?
  • Are we really talking about espionage?!
  • It’s not just the United States
  • Didn’t the Privacy Shield solve this problem?
  • Does this mean the Privacy Shield is dead?
  • Is there hope of a resolution?
• What do you need to do right now?
  • Standard Contractual Clauses
  • Binding Corporate Rules
  • Relocate data to EU data centers
• Privacy-proofing your partnerships
  • What are the core principles of data management and ownership?
  • Technical partnerships
  • Embedded partnerships (OEM)
  • Channel partnerships
    • Don’t make this mistake! Cloud software is not the same as licensed software
    • What you should do
    • Case 1. Customers buy from a Value Added Reseller (VAR)
    • Case 2. Whitelabel reseller
    • Case 3. Customers own their accounts, but hire service partners to implement and/or operate
    • Case 4. Implementation partners hired by you
    • Case 5. Agencies buy master accounts and create subaccounts for customers
  • Partner marketing
    • Lead sharing
  • Partner communications
• CROWNPEAK CASE STUDY

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Meet our peer mentors Meet our mentors

Connect with Adam and learn from his experience

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#jobs Job board

• Partnership Development Manager (Salesforce Ecosystem)
  Blackthorn, Dallas, TX
• Partner Manager
  Trustpilot, New York,NY
• Channel Development Representative - USA
  Sana, New York, NY
• Director, Product Marketing and Partnerships
  Diligent Corporation, New York, NY // Washington, DC
• Marketing Director
  Boostr, New York, NY
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

.emailview

What DO your channel partners really want?

Wednesday, August 5. 11am PT

Working with service partners, marketing agencies, MSPs, VARs, SIs, and channel partners can be challenging. Just look at all the names they call themselves!

The biggest lesson I've had over the past 18 months building AppBind is that your partners don't sell technology. When you treat them like a sales channel, you're going to have a bad time.

So, what DO channel partners really want?

There are few people who are as immersed in making channels work as Daniel Graff-Radford, CEO, Allbound. His company works every day to make software channel programs successful.

Let's find out together what works and what doesn't.

Register for our livestream

Join us next Wednesday, August 5 at 11am PT!

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Do CEOs only care about partnerships for revenue?

Sendoso : Shopify

Did you miss our amazing conversation last week with Brian Jambor, Sendoso and Adrienne Coburn, Shopify? We talked about what it takes to get their CEOs to invest in partnerships, in themselves individually, and later to scale the team.

The conversation had a lot of audience Q&A. Thank you very much everyone for your excellent questions.

So, what was the answer? Do you need a revenue story? Do you need an ecosystem story? There was a twist that I did not expect despite my best laid evil plans.

• Watch the video

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Meet David Claunch, recruiter for SaaS partnerships

A CSA member resource

This year definitely has a turbulent job market. With layoffs and explosive growth from digital transformation, partnership professionals are moving around a lot this year.

As your trade association, we're here help. We have, ahem recruited a recruiter to work on behalf of Cloud Software Association members (that means you!)

Please meet David Claunch, Kaizen Careers (https://kaizen.careers/). He's the only recruiter I know that specializes in SaaS partnerships, and we're happy to have him build a job market for our specific industry.

He's helping us build our job board, reverse candidate pool, and search services.

• Are you hiring? Post a job
• Are you looking (openly or privately)? Apply to our CONFIDENTIAL candidate pool
• Do you need an executive search? Email david@kaizen.careers

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30+ B2B SaaS partner leaders tell their secrets

by Crossbeam

Account execs (AEs) not playing ball? Need some inspiration for your next co-marketing campaign? Need an outline for your next partnership agreement?

Crossbeam has put together this 65-page comprehensive book to (finally) provide a playbook for the most common partnership-related questions. The Partner Playbook features insights from 30+ B2B SaaS partner leaders to ensure you remain indispensable part of your team.

Get the Playbook

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Meet our peer mentors Meet our mentors

Connect with Jeff and learn from his experience

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#jobs Job board

• Senior Backend Engineer
  UpContent, Pittsburgh, PA / Remote
• Channel & Alliances Manager, North America
  Freshworks, San Mateo preferred , not a constraint for the right candidate
• Senior Partner Manager
  Zapier Inc, USA
• Manager, Technology Partnerships
  Zapier Inc, USA
• Partnership and Integration Manager
  AWeber, Anywhere
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

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Can you turn your tech partners into a revenue driver?

Thursday, August 13, 10am PT

Integrations always seem like a good strategy. After all, customers demand them. But let’s be honest, how do you measure results? Adoption? Retention?

What really drives a SaaS company is revenue. How do you turn your tech partner ecosystem into a revenue generator?

Forced by COVID to innovate, Rajiv Ramanan at FreshWorks unlocked a powerful new channel this year. Jake Wallace from SignEasy, has been working hand in hand with Rajiv to find revenue in their integrated partnership.

How are SignEasy and FreshWorks driving more sales together? What works? What hasn't?

Register for the live Q?A

Thursday, August 13. 10am PT

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What DO your channel partners really want?

TOMORROW. Wednesday, August 5. 11am PT

Working with service partners, marketing agencies, MSPs, VARs, SIs, and channel partners can be challenging. Just look at all the names they call themselves!

The biggest lesson I've had over the past 18 months building AppBind is that your partners don't sell technology. When you treat them like a sales channel, you're going to have a bad time.

So, what DO channel partners really want?

There are few people who are as immersed in making channels work as Daniel Graff-Radford, CEO, Allbound. His company works every day to make software channel programs successful.

Let's find out together what works and what doesn't.

Register for our live Q&A

TOMORROW Wednesday, August 5 at 11am PT!

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Do CEOs only care about partnerships for revenue?

Sendoso : Shopify

Did you miss our amazing conversation last week with Brian Jambor, Sendoso and Adrienne Coburn, Shopify? We talked about what it takes to get their CEOs to invest in partnerships, in themselves individually, and later to scale the team.

The conversation had a lot of audience Q&A. Thank you very much everyone for your excellent questions.

So, what was the answer? Do you need a revenue story? Do you need an ecosystem story? There was a twist that I did not expect despite my best laid evil plans.

• Watch the video

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Meet David Claunch, recruiter for SaaS partnerships

A CSA member resource

This year definitely has a turbulent job market. With layoffs and explosive growth from digital transformation, partnership professionals are moving around a lot this year.

As your trade association, we're here help. We have, ahem recruited a recruiter to work on behalf of Cloud Software Association members (that means you!)

Please meet David Claunch, Kaizen Careers (https://kaizen.careers/). He's the only recruiter I know that specializes in SaaS partnerships, and we're happy to have him build a job market for our specific industry.

He's helping us build our job board, reverse candidate pool, and search services.

• Are you hiring? Post a job
• Are you looking (openly or privately)? Apply to our CONFIDENTIAL candidate pool
• Do you need an executive search? Email david@kaizen.careers

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Meet our peer mentors Meet our mentors

Connect with Lars and learn from his experience

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#jobs Job board

• Salesforce Partner Growth Manager
  Formstack, Anywhere
• Director of Marketing
  Smile Software, Lincoln, NE or Remote
• VP, Partner Channels
  Vena, Toronto
• Head of Strategic Partnerships
  Theta Lake, Anywhere
• Head of Strategic Partnerships
  Wing, Palo Alto, CA
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

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Can I buy you a drink? (I miss you, too)

SaaS Connect virtual cocktails, Tuesday, Oct 27

I miss schmoozing and networking with other partnership leaders. How about you?

As SaaS partnership professionals, we all have the same challenges. We all struggle with managing the risk of running a partnership program. The only people who understand us are other partnership professionals.

That's why we NEED our cocktail parties! We have to stay human.

Join us for our first, quarterly SaaS Connect virtual cocktail party, Tuesday October 27 3-6pm PT. I'll ship you a drink with postal.io or Rybbon!

Register and become a full member of the Cloud Software Association with all the member services we can throw at you.

Register for SaaS Connect cocktails

First drink orders ship this Friday

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The dream: a game-changing partner that sells for you

Live Q&A. THIS THURSDAY, October 15, 10am PT

Oh, that dream partner! The one that changes your business forever by bringing you to market at a game-changing scale.

But how is it done? What's the secret?

That's why I've invited two of the best partnership executives to explain what it takes.

• Bill Wade, Company.com has built Company.com into a massive distribution platform reselling SaaS to over 100,000 SMBs.
• Drew Quinlan, VP Strategic Alliances, RingCentral works both sides, selling RingCentral through distribution partners and turning RingCentral into a distribution channel for its integrated partners.

You'll never get another chance to ask such experienced experts how exactly did they negotiate, package up, and execute distribution deals at this level.

Register to ask them questions, live

THIS Thursday, October 15 10am PT

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SaaS Connect 1:1s coming up...

Top partnership professionals tell their stories

We're moving our SaaS Connect line up to a weekly Q&A.

Our new format ensures you can sitll learn from the most experienced people in our industry, ask questions, and for paid members, privately connect and network directly with the speakers.

• October 22, 2020 (10am PT). How to build $30M partners channel in 3 years with bold decisions with Asaf Fradkin, Monday.com
• October 29, 2020 (10am PT). Taking Aircall from 10 to 60+ integration partners in a year with Raphael Assaraf, Aircall
• November 5, 2020 (10am PT). How to have agencies drive 40%+ of your global revenue with Henry Prevette, Impact

Get your paid membership to the Cloud Software Association for full access, plus introductions between members, roundtables for career development, and an invitation to our quarterly SaaS Connect cocktail party.

Add to your calendar

Don't miss out. We all need to stay connected.

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What's your biggest challenge as a partnership leader?

Organizing roundtables and mentors for SaaS Connect

I'm organizing our very, very popular roundtables and mentor programs once again. These roundtables connect you with other partnership professionals facing the same challenges, so you can ask and learn from others experiences.

I just need one thing from you to get you sorted. Can you tell me what are the biggest challenges you face as a partnership leader?

Answer this 1 question survey

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#jobs Job board

• Developer Relations Advocate
  LeagueApps, New York NY
• Channel/Partner Manager
  Blended Perspectives, Anywhere
• Sr. Director, Internal Consulting, Business Transformation and Automation
  VMware, Opportunity for working remotely
• Partnership Development Manager (Salesforce Ecosystem)
  Blackthorn, Dallas, TX
• Partner Manager
  Trustpilot, New York,NY
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

How did Formstack save its Salesforce partnership?

LIVESTREAM this Thursday June 18, 10am PT

Not every partnership gets the results you hope for. Sometimes you need to make an intervention to save them.

Formstack tried the "Build it and they will come" strategy when it integrated with Salesforce, and unsurprisingly it got mediocre results.

Join Gabe Caldwell, Formstack and Joe Ondrejcka, Salesforce on Thursday for a candid conversation about what went wrong, what Formstack had to do to save its Salesforce partnership, and how they finally achieved incredible 200% YoY growth.

Register for the livestream here

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Also from the blog

Meet our peer mentors Meet our mentors

Connect with Chris and learn from his experience

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#jobs Job board

• Partnership and Integration Manager
  AWeber, Anywhere
• VP of Partnerships
  Coterie, Anywhere
• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association
cloudsoftwareassociation.com

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Meet the new 2020 board!

We're thrilled to announce the new Cloud Software Association board for 2020. As we're renewing in these unprecedented times, we've recruited a team committed to building a resource for all of us who need to be more effective SaaS partnership leaders.

But first, thank you to retiring directors...

First, I'd like to say thank you to Dwight Foster, SkyKick, Dina Moskowitz, SaaSMAX, Chris Generalis, Celigo, Manvinder Singh, Google, and Randy Fahrbach, LogMeIn who are moving on from the board. Your help and support over the years has been amazing.

Please join me in welcoming the new board

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Do great sales leaders make great channel leaders?

Rachel Fisch (Sage)

Question for the group - Do great sales leaders make great channel leaders?

Personally, I think that although sales is a component of channel leadership, there are other critical pieces that a sales leader may not have I.e. innovation, strategy, partnerships, marketing etc. I've disqualified myself from what sounds like great roles because of this heavy sales component, but I'm positive I can deliver on the others. Would welcome your thoughts.

Join the very active debate in Slack

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Ask David Thomson, Chief Sales Officer, Allbound anything

This Thursday, 10am PT

Dave has close to 20 years of experience working in SaaS, helping build and scale multiple companies.

Recently Dave took on the role as Chief Sales Officer at Allbound. In the last 6 months, has helped expand the team and open up offices in both Atlanta and London. Dave has the opportunity to interact with some of the most knowledgeable and successful channel leaders across a wide variety of disciplines every day.

Previous to Allbound, Dave was at List Partners/Winmo for 10 years. Dave lead strategy on multiple acquisitions and was involved in the successful exit to private equity in 2018.

Ask Dave anything about scaling sales, a SaaS business, and selling your company.

Add event to calendar

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20% off SaaStock Remote

Use discount code CSA-20

How do you adapt your SaaS strategy post-COVID? SaaStock has listened to its community's needs. They've put together a very packed virtual conference on how SaaS companies around the world are reacting to keep the lights on and even grow in these turbulent times.

We've secured 20% off for Cloud Software Association members. And we have 3 free tickets if you ping me on our Slack.

Sign up with the CSA-20 20% discount code.

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Meet David Claunch, recruiter for SaaS partnerships

A CSA member resource

This year definitely has a turbulent job market. With layoffs and explosive growth from digital transformation, partnership professionals are moving around a lot this year.

As your trade association, we're here help. We have, ahem recruited a recruiter to work on behalf of Cloud Software Association members (that means you!)

Please meet David Claunch, Kaizen Careers (https://kaizen.careers/). He's the only recruiter I know that specializes in SaaS partnerships, and we're happy to have him build a job market for our specific industry.

He's helping us build our job board, reverse candidate pool, and search services.

• Are you hiring? Post a job
• Are you looking (openly or privately)? Apply to our CONFIDENTIAL candidate pool
• Do you need an executive search? Email david@kaizen.careers

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Hiring? Never reference check without permission

CRITICAL

Twice in the past quarter I've had hiring managers reach out to me for references without asking the candidate first. This is a terrible practice. Please don't do this.

Looking for work as a partnership professional is a uniquely challenging problem because you negotiate for a living. Shopping your résumé signals to our gossipy industry something is wrong with your negotiating position. If you're in a bad situation, this will make it worse.

Always ask for references. Never "check up" on a candidate's contacts on your own. You'll burn your candidates in their day jobs. That's just unethical.

Are you worried as a job candidate? David is a confidential resource to help you. He's here to negotiate this awkward situation.

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Do CEOs only care about partnerships for revenue?

Sendoso : Shopify, TODAY, July 23, 10am PT

How do you convince the CEO to invest in partnerships? Is it all about revenue? Does an ecosystem matter strategically?

Our next two SaaS partnership leaders have built partnership teams from nothing by convincing leadership to invest more and more. In our next SaaS Connect 1:1 live discussion, they'll tell their stories of how they found success.

Brian Jambor, Head of Partnrships, Sendoso has over 10 years of experience building partnership programs. He convinced Sendoso to invest in partnerships by laying out a strong case for additional revenue.

Adrienne Coburn, Strategic Partnerships, Shopify built the service partner program at Uberflip and recently joined Shopify to scaling their strategic partner program. At Uberflip, she found success focusing on what customer problems partners could solve.

What worked? What didn't? Why? What can we learn comparing the two approaches?

Register for the live discussion

Thursday, July 23, 10am PT

p.s. Bring your questions. We'll answer in real-time!

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30+ B2B SaaS partner leaders tell their secrets

by Crossbeam

Account execs (AEs) not playing ball? Need some inspiration for your next co-marketing campaign? Need an outline for your next partnership agreement?

Crossbeam has put together this 65-page comprehensive book to (finally) provide a playbook for the most common partnership-related questions. The Partner Playbook features insights from 30+ B2B SaaS partner leaders to ensure you remain indispensable part of your team.

Get the Playbook

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Also from the blog

Meet our peer mentors Meet our mentors

Connect with Rajiv and learn from his experience

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#jobs Job board

• Senior Partner Manager
  Zapier Inc, USA
• Manager, Technology Partnerships
  Zapier Inc, USA
• Partnership and Integration Manager
  AWeber, Anywhere
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

---

Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

.emailview

Ask Dina Moscowitz, SaaSMAX anything

TOMORROW. May 14, 10am PT / 1pm ET in Slack

If there's anyone who can answer your questions about the challenges and opportunities marketing SaaS through the IT channel, it's Dina.

Very few people know the IT channel as well as Dina Moscowitz, CEO of SaaSMAX (linkedin). She has spent the past 7 years investing her incredible energy in bringing the traditional IT channel to the cloud and SaaS through the reseller marketplace, SaaSAMX.

Add event to calendar

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Join me at the Partnerships Power Summit

TODAY, virtually hosted by PartnerStack

It’s never easy to admit when you’re wrong — except when you learn something from it! In my session for the Partnerships Power Summit, I’ll be sharing what I’ve learned from the past year of talking to agency partners: their frustrations, their needs, and what it is they truly sell.

Register here

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Also from the blog

Meet our peer mentors Meet our mentors

Connect with Igor and learn from his experience

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#jobs Job board

• VP of Partnerships
  Coterie, Anywhere
• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• West Coast Partnerships Lead
  Coterie, San Francisco
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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#events Event board

• May 13, 2020. Partnerships Power Summit.

  Proven lessons in driving SaaS revenue from leaders in partnerships management. Register for free.

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Sunir Shah
President, Cloud Software Association
cloudsoftwareassociation.com

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UPDATE. The SaaS partnership job market grows

25 jobs. 82 candidates.

Three weeks ago, we announced the launch of a a SaaS partnership job market and candidate pool, working with David Claunch, Kaizen Careers.

We have had tremendous success. So far, we have over 25 jobs posted and 82 candidates apply for our confidential matchmaking service.

David has been busy talking to as many candidates and employers as possible. We''re working now on scaling the matchmaking process.

How you can help our peers looking this wild, crazy year?

This year has been wild. There are plenty of people looking. If you know of open jobs or candidates looking, please point them at the job board or post in the #jobs channel in Slack.

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Can you turn your tech partnerships into predictable revenue?

THIS THURSDAY, August 13, 10am PT

I just got off a call with Jake Wallace, SignEasy and Rajiv Ramanan, FreshWorks prepping for this Thursday''s call.

Oh, they were holding back on me when we booked it. It''s going to be a hot discussion.

FreshWorks has totally revolutionized how they even look at tech partnerships strategically. Rajiv has repositioned his tech partner strategy from ecosystems to a revenue driver.

For years I''ve been looking for answers to turn partnerships from unpredictable revenue into predictable revenue. I think they''ve figured it out.

Register for the live Q&A

This Thursday, August 13. 10am PT

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Our Slack is 1676 members and growing!

Join for free here

Our popular Slack community for SaaS partnership leaders is growing rapidly. We're over 1600 members now. If you know more partnership leaders who should join, please invite them!

• Share on LinkedIn, with a message like "I recommend anyone working in SaaS partnerships join the Cloud Software Association Slack. It's been really helpful for me!"
• Or send people to our sign-up page here http://www.cloudsoftwareassociation.com/join

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Hot channels in our Slack

Learning

• #general — Ask questions, help your peers, and keep up with news here.
• #reads — Found a useful resource on SaaS partnerships, marketing or leadership? Drop it here.

Oh, this crazy year!

• #jobs We use this to post recent openings!
• #covid19 — Help each other move forward through this difficult time together.

Networking

• #intros  — Introduce yourself. Meet new members!
• #conferences — Attending or hosting a conference? Coordinate conference marketing or find fellow attendees here.
• #meetups — Holding a meetup or a local event? Drop it here.
• #coffee-time — Up your networking. We pair you up every 2 weeks for a virtual coffe with someone else in the community. ?

Go to market

• #salesforce — Need help navigating the Salesforce ecosystem? Get help from your peers.
• #marketing-opportunities Have a marketing opportunity? Looking for cosponsors or collaborators? Drop it here.

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Hot topics in our Slack

Eugene Krimkevich (InVision) How do you get your sales team to bring partners into deals? To be specific, I'm not just talking about bringing partner solutions up on a call, I mean actually having a partner counterpart on the call to drive co-selling wins where applicable. Any pro tips here? How do you overcome sales reps' concerns about slowing down and complicating a deal in the short-run? Any creative incentive structures or other tactics teams here are using? (21 replies)

Aidan Weinrib (WizeHire) Hi guys! This may a sensitive topic, but I'd love some crowd sourced info and ideas! I'm wondering what successful commission structures you've seen for partnership teams? How to reward reps vs director roles? What metrics have you seen considered/measured other than revenue? (11 replies)

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#jobs Job board

• Account Executive
  Chargebee, Sydney, New South Wales
• Account Executive
  Chargebee, US
• Sales Enablement Specialist
  Chargebee, Chennai, Tamil Nadu
• Presales Consultant
  Chargebee, Chennai, Tamil Nadu
• Technical Account Manager- Strategic Accounts
  Chargebee, Salt Lake City, UT
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

---

Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

.emailview

What you NEED to know about privacy and SaaS partnerships

Live Q&A today 10am PT

You can't avoid it. You need to understand privacy and data compliance as a partnership leader because you're negotiating agreements that moves data in and out of your company.

Honestly, this issue drives me insane too. However, with the help of William Littman, Crownpeak and Micky Khalla, GDPRplan.com we've put together a complete, living guide to help you navigate this difficult problem.

See below for the guide.

It's a lot to read, so we're talking through it today at 10am PT / 1pm ET.

Register for the live Q&A

This Thursday, August 20. 10am PT / 1pm PT

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The complete guide to privacy for partnership leaders

Disagree? Have questions? Have something to add? Fire away in the comments on the blog post.

• The wonderful mess we are in as of July, 2020
  • Why should you care?
  • What is the GDPR?
  • GDPR compliance is about more than Europe
  • Is the GDPR actually being enforced?
  • What is personal data?
  • What’s the problem today with the United States?
  • Are we really talking about espionage?!
  • It’s not just the United States
  • Didn’t the Privacy Shield solve this problem?
  • Does this mean the Privacy Shield is dead?
  • Is there hope of a resolution?
• What do you need to do right now?
  • Standard Contractual Clauses
  • Binding Corporate Rules
  • Relocate data to EU data centers
• Privacy-proofing your partnerships
  • What are the core principles of data management and ownership?
  • Technical partnerships
  • Embedded partnerships (OEM)
  • Channel partnerships
  • Partner marketing
  • Partner communications
• CROWNPEAK CASE STUDY

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Meet our peer mentors Meet our mentors

Connect with Matt and learn from his experience

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#jobs Job board

• Channel Development Representative – USA
  Sana, New York, NY
• Director, Product Marketing and Partnerships
  Diligent Corporation, New York, NY // Washington, DC
• Marketing Director
  Boostr, New York, NY
• Senior Manager, Strategic Alliances
  Smartsheet, Bellevue, WA
• Product Manager- API and Integrations
  Unbounce, Vancouver, BC, Canada
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

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Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

.emailview

How are you?

An antidote to Partnership Poker

Well, this crazy year continues to progress. One question that has become awkward is, "How are you?"

I had a client from Estonia that always joked they didn''t understand this question. Do I really want to know? Yes, I do.

I always try to answer honestly. I connect with people deeper; I learn how other people live; I''ve expanded my sense of compassion; and yes, I''ve made more money.

I see more people opening up this year, and that''s a good thing.

The biggest reason deals fall apart is the game of Partnership Poker. When fear your counterpart can''t handle rejection makes you keep your cards close to your chest. Communication falls apart and the deal falls apart.

But really partners are in the same position, each trying to assess if a risky deal makes business sense.

If you''re willing to be honest about yourself, it goes a long way towards letting your counterpart know you''re emotionally mature enough to drop the game of Partnership Poker so you can just make the right business decision together.

If you have also started to truly answer "How are you?", pay attention. Is it yielding a truer, more honest way to live and work? Maybe you can make it a habit too.

How am I?

Last quarter was a lot, no doubt about it. It wasn''t painless. People died. Children were trapped at home. Business risk went way up.

But things are looking up. Canada is coming out the other side, it appears. I''m worried schools won''t reopen and the US border won''t reopen.

I''ve gotten the Cloud Software Association to a sustainable place. We have recruited a new board, a wonderful community leadership team, a calendar of expertise, and more surprises coming.

My own startup, AppBind has been growing. We''re making it easy for SaaS companies to activate their value added reseller channel, like marketing agencies and service partners. We''re adding VARs, we''ve signed SaaS launch partners, and we''re almost done closing our pre-Seed financing round.

So, I got through the first quarter somehow.

How are you?

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Ask Cristina Flaschen, Pandium anything

Thursday, July 16, 10am PT in Slack

Cristina Flaschen has 10 years of experience working in technology partnerships, helping to execute integrations at multiple different SaaS companies.

Most recently, Cristina is the founder and CEO of Pandium, an integration platform specifically designed to power in-app integration marketplaces. Previous to Pandium, Cristina managed integration projects and technical implementation teams for over a decade, including at Handshake (acquired by Shopify), Booker (acquired by MindBody), and Arbela Technologies.

If you have any questions on developing a technology partnership program, she probably has the answer. Ask her next Thursday. :)

Add event to calendar

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Also from the blog

Meet our peer mentors Meet our mentors

Connect with Laura and learn from her experience

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#jobs Job board

• Partnership and Integration Manager
  AWeber, Anywhere
• VP of Partnerships
  Coterie, Anywhere
• Head of Technology Partnerships
  Automattic/WordPress VIP, Remote
• Community Partnership Director
  Products That Count, San Francisco
• Senior Partner Manager
  Omnisend Inc., NYC
• SEE MORE JOBS…

Recruiting partnership professionals? Post a job

---

Sunir Shah
President, Cloud Software Association and CEO, AppBind
cloudsoftwareassociation.com

.emailview