A B2B SaaS analytics platform was experiencing healthy growth but unsustainable customer acquisition costs. They needed a channel that could deliver qualified leads at a lower cost while maintaining conversion quality.
Average CAC of $1,850 with 18-month payback period
Heavy reliance on expensive outbound sales and paid ads
Low brand awareness in target market segments
Difficulty reaching decision-makers in mid-market and enterprise
Built strategic partner program targeting B2B influencers, consultants, and complementary SaaS tools
Created tiered incentive structure: trial bonuses + recurring revenue share
Developed partner enablement resources including demo environments, pitch decks, and case studies
Implemented PartnerStack with custom integration to Segment for attribution tracking
Built automated lead scoring system to prioritize partner-referred leads
Established co-marketing program with top integration partners
Reduced average CAC from $1,850 to $1,110 (40% reduction)
Generated 180% increase in qualified trial signups
Achieved 8.2% trial-to-paid conversion rate (vs. 5.8% baseline)
Activated 150+ strategic partners across influencer, integration, and referral categories
Partner channel now drives 28% of new MRR
Integration partners drive 65% larger average deal sizes
The partner program has fundamentally changed our go-to-market. We're acquiring customers at a fraction of the cost while actually improving lead quality. It's the ultimate growth lever.
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