SaaStr Annual 2024: Professional Services: Lessons from Scaling Services Through Delivery Partners with Smartsheet

saastr 33 views 10 slides Sep 27, 2024
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About This Presentation

SaaStr Annual 2024: Professional Services: Lessons from Scaling Services Through Delivery Partners with Smartsheet


Slide Content

Lessons from Scaling Services through Delivery Partners Mohit Goel Director, Professional Services Smartsheet

Why We Went to Partners

This Can’t Be That Hard

Approach

Lessons Learned What Worked What Worked WIIFM The Who Partner enablement What Didn’t Partner Sprawl ”Hands-off” delivery Internal enablement

Outcome ~1.5yrs to stabilize Margin accretive, kind of Enablement is ongoing Feed the engine

Takeaways Answer the “Why” and the “Who” Manage expectations Not a side hustle Organization Change Management

Key Takeaways

“Type” of Partners Affiliates System Integrators (SI) Consultants Managed Service Providers (MSP) Resellers Distributors Value Added Resellers (VAR) Independent Software Vendors (ISV) Contractors Delivery Partners