164 - Why Your SaaS Partnerships Aren't Delivering - Scott Wueschinski's Solution
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Scott Wueschinski from HTEC, a digital consulting and software engineering company, discusses the unique perspective of being on the consulting side of partnerships and the importance of delivering outcomes for clients. Scott emphasizes the need for transparency, collaboration, and a client-first approach in partnerships. He also touches on the challenges of creating partner programs in the SaaS industry and the difference between selling access to software and selling outcomes. Scott shares his experience in building a partner ecosystem in the retail sector and the criteria he uses to select partners.
Takeaways
- Transparency, collaboration, and a client-first approach are essential in partnerships.
- Selling outcomes is different from selling access to software in the SaaS industry.
- Reducing partner time to value is crucial for successful partnerships.
- Partners need to understand and solve client problems to provide value.
- Building a partner ecosystem requires selecting partners based on their fit in the overall strategy and their ability to deliver outcomes.
Chapters
00:00 Introduction to Partnering with HTEC
01:32 Exploring HTEC's Unique Approach to Digital Consulting
02:08 The Power of Combining Hardware and Software Solutions
03:19 Strategic Partnerships and Delivering Client Value
03:55 Navigating the Complexities of Partner Programs in SaaS
04:29 The Importance of Outcome-Focused Partnerships
08:54 Challenges and Strategies in Building Effective Partnerships
09:54 Leveraging Partnerships for Accelerated Client Success
34:16 The Critical Role of Understanding Client Needs in Partnerships
38:57 Concluding Thoughts and Advice on Partnering with Consultancies
168 episodes