The importance of a shared economic buyer with partners
Sep 23, 2023
One of the most important criteria that drives successful SaaS partnerships:
Having the same economic buyer.
Why?
The partner:
1. Understands the customer's business challenges
2. Already has a practice, center of excellence or adjacent technology set up to help the customer with those specific challenges (or ones that are tied to it)
3. Can influence existing relationships and prospects that can sign off on the deal
4. Can articulate the business outcomes your platform will drive for the economic buyer because they understand their needs
How do you find your partner's economic buyer?
1. Research their case studies
2. Look at their technology partners portfolio and identify their EBs (look for patterns)
3. Ask during the meeting
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