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

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

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

2. Why We Went to Partners

3. This Can’t Be That Hard

4. Approach

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

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

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

8. Key Takeaways

9. “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