A B2B marketplace connecting enterprises with specialized software vendors had product-market fit but struggled with awareness and adoption. They needed a distribution strategy beyond traditional sales and marketing.
Long sales cycles (6-9 months) making growth expensive and unpredictable
Limited brand awareness in target enterprise segments
Difficulty reaching decision-makers and building credibility
High cost of sales requiring significant AE resources per deal
Built comprehensive partner ecosystem including technology integrations and consulting firms
Created technical integration program with 25+ complementary SaaS platforms
Developed co-marketing playbooks for joint webinars, content, and events
Implemented PartnerStack with custom deal registration and revenue sharing
Built Zapier integrations enabling no-code workflows with partner platforms
Established partner advisory board for strategic input and advocacy
Partner channel grew to represent 40% of new monthly recurring revenue
Activated 25 strategic integration partners with technical product connections
Generated 800+ qualified leads through co-marketing initiatives
Partner-sourced deals 65% larger on average ($47K vs. $28.5K ACV)
Reduced sales cycle by 30% for partner-referred opportunities
Built ecosystem creating significant competitive moat and switching costs
The partner ecosystem has become our unfair advantage. Integration partners don't just refer leads—they create embedded distribution that makes us essential infrastructure. It's transformed how we go to market.
Let's discuss how we can help you build a high-ROI affiliate program.
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