Allan Adler’s Post

I hope you enjoy our new video on the 3 Stages of Partner Ecosystem Success. It’s based on 3 value stages which are then associated with three stages. Here’s a summary of the video content 1️⃣ Product Value Stage: - At this stage, a product has achieved product-market fit, and potential partners start noticing it. - Tactical relationships emerge, but they lack strategic depth. - There’s not enough stickiness between your product and the partners’ offerings. - Transition to the next stage requires moving from product value to platform value. 2️⃣ Platform Value Stage: - Companies recognize that becoming a platform outperforms being just a product company. - Co-innovation and joint solutions with partners become essential. - Combining the platform value of development with the platform value of consumption leads to more predictable revenue. 3️⃣ Network Value Stage: - The ecosystem becomes inseparable from the product value. - Customers come for the product but stay for the network effects created by the ecosystem. - Ecosystem value is recognized as an essential part of the business model. 🎯 Remember, reaching the third stage is crucial for long-term success. If companies remain stuck at the first stage, predictable revenue may be elusive. Having a strategic plan to progress through these stages is essential! 😊🌟 #nearbound #ecosystemledgrowth #ecosystemorchestration

Overlooking your Long Tail Partners? If yes then go on reading as to why you shouldn't! In my conversations with partner managers, a recurring theme has been the untapped potential of their long tail partners. These smaller players, often overshadowed by their larger counterparts, are the hidden gems in your ecosystem. What are you missing out on 🤔 ? 1. Aggregate Revenue: Individually small, collectively huge. The cumulative potential of long tail partners can be game-changing. 2. Niche Market Reach: These partners often operate in niche markets, giving us access to segments we might otherwise miss. 3. Innovation: Agile and flexible, they bring unique solutions and fresh ideas. What your enablement strategy needs to excel 😎 🤑 ? 1. Bite-Sized Learning - Provide always-available, bite-sized information that partners can access on the go. 2. Custom Learning Paths: Empower partners to build their own learning journeys, tailored to their unique needs and pace. 3. Automated Support: Leverage AI for efficient, 24/7 assistance and resources. 4. Tiered Engagement: Tailor your support based on partner potential and performance to ensure no one gets left behind. 5. Feedback Loops : Regular check-ins and feedback sessions to stay connected and proactive. The insights gathered highlight a clear missed opportunity. So, let's start paying attention to the overlooked gems in our network! 💡✨ #Partnerships #PartnerEnablement #BusinessGrowth #Innovation #MarketReach

Achieving Ecosystem Success is very challenging. 👉 My experience with clients tells me that success comes down to the marriage between the business platform and ecosystem programs. In the diagram below, consider the two axes of Platform and Programs 1️⃣ Business Platforms are an essential part of ecosystem success because it's very hard to build a community and partner ecosystem without a vibrant business platform. Many partner leaders fail because they don't understand the critical importance of the platform (don't know what it is or how to drive change to build it) or because their partnering efforts are not tied directly to the platform and its underlying business model. Business platforms have two essential ingredients that need to be connected to the ecosystem programs that drive community and partnership success. 🅰️ Innovation & GTM Technology - this is as simple as a PaaS or a UX that individuals and companies can use to co-innovate to build ecosystem solutions and a Marketplace where those solutions can be marketed, sold and transacted. 🅱️ Commercial terms - this is as simple as the way that partners and internal sales reps get paid. Coherent commercial models across partners and internal sellers allows for the creation of Aligned GTMs within Ecosystem Programs. * See the Forbes article in comments to understand how powerfully this combo works for the Hyperscalers. 2️⃣ Ecosystem Programs - this is the combination of the GTM strategy, programs, and partners solutions that create better together solutions for joint customers. 🅰️ Aligned GTM - this is the single most important ingredient of ecosystem success. When it's not there, partner professionals can't drive predictable and scalable revenue, period! For this to work, GTMs need to directly leverage the commercial terms from the business platform. 🅱️ Ecosystem Solutions - the very heart of a business ecosystem are joint offerings and brands delivered to common customers. When solutions are tied together, ecosystems have glue and gain traction, when solutions are just listed on a marketplace, they often fail due to lack of and end-to-end story. This is a simple model, but hopefully captures the strategic foundation for unlocking Ecosystem Success. What do ya'll think, which pieces and combinations in this model have worked for you? #ecosystemorchestration

Great post from Robert Koehler on his takeaways from the revenue operations council at the Scale Venture Partners GTM Summit. Link in the comments. On his point #1 which is that revops is not glorified sales ops or simply a name change has been a problem for awhile. The last thing I wrote at Gartner was to lay out a vision for RevOps as an operating model. Here is how it was defined: "The RevOps operating model enables organizations to run their business as an interconnected, end-to-end revenue process across GTM functions. The model breaks down organizational silos and allows organizations to operate with greater efficiency and predictability. Data is collected across the entire revenue process and made observable through a trusted, communal source that enables insight-led revenue-impacting decisions." IMO, it's a way you work that is supported by a revops lead or function. Check out Roberts post for his takes

What’s the difference between channels, partner programs, and ecosystem orchestration? > Channels are completely siloed business units that never work with direct. > Partner programs (most of the time) are random acts of partnering. > Ecosystem orchestration is the intentional alignment of your GTM strategy around the customer and who they trust. The B2B SaaS industry is shifting and those who orchestrate their ecosystem, and think partnership first, will win. In this new Nearbound Era, companies are directing towards a more connected vision, tech stack, and ecosystems. It’s time to stop thinking in silos. You have to leverage your ecosystem.  Tomorrow at 11 am ET, join hundreds of GTM leaders to learn about the collective power of the ecosystem’s orchestration and witness the live launch of the 360insights Ecosystem—powered by at least 30 companies who want to build and deliver an integrated customer and partner experience. Learn from: 👀 Asher Mathew (Partnership Leaders) about how careers in Partnerships are changing, and the new perspective from the C-Suite about the new CEOs and CPOs. 🧩Allan Adler (Digital Bridge Partners), Simon Bouchez (Reveal), Kenny Browne (Partner Fleet), and Steven W Kellam (StructuredWeb) on how to action your ecosystem orchestration strategy to build integrated solutions by leveraging a nearbound strategy. 🔍Gina Batali-Brooks (Is Inspired) and Aron Clymer (Data Clymer) about why ecosystem data matters to generate proper ecosystem attribution. 🥳 Jared Fuller (nearbound.com and Reveal) about how everything is changing in GTM, and why nearbound is the path forward. This is not just an ecosystem launch—it’s about coming together to improve the customer and partner experience in a way no one's done before. Save your spot here: https://lnkd.in/gjmVgEh6 Hosted by Heather K. Margolis, Jason Atkins, Dave Tod, and James Hodgkinson

💡 Are Your Partners Unlocking Growth Beyond the Sale? 💡 Picture this: a deal closes, the champagne pops, and your team celebrates another win. But what happens next? ❓ In one scenario, the customer is left navigating onboarding on their own, adoption slows, and expansion opportunities fade into the background. By renewal time, they’re questioning the ROI. In another scenario, a trusted partner steps in: 1️⃣ They streamline onboarding, ensuring every system integrates seamlessly. 2️⃣ They train the customer’s team, showing them how to unlock the full potential of your product. 3️⃣ They spot opportunities for upsells and advocate for expansion, all while reinforcing the value of your platform. ⭐️ When renewal time comes, there’s no hesitation—this customer is thriving. For RevOps leaders, this is where the magic happens. Partner influence isn’t just a pre-sale tactic; it’s a post-sale growth engine. ✅ Retention soars when partners drive adoption. ✅ Expansion accelerates when they identify new opportunities. ✅ Renewals become a no-brainer with partners reinforcing your value. The question is: Are you enabling your partners to play this role? RevOps isn’t just about processes—it’s about orchestrating the entire customer journey. And in today’s ecosystem-driven world, your partners are an extension of that journey. #RevOps #PartnerEcosystem #CustomerSuccess #SaaSGrowth

There's a misconception that implementing the latest must-have sales engagement, enablement, or revenue intelligence tool will be a silver bullet for turbocharging growth. But the truth is, no amount of shiny new tech can compensate for a shaky foundation of fundamentals. We often see companies fall victim to bloated tech stacks with overlapping features without solidifying core GTM basics. Without mastering foundational revenue capabilities first, all those expensive tools simply become bandaid solutions that often mask deeper operational flaws. That's where Sunrise Rev can help institute a solid core framework to establish a scalable revenue engine. With a stabilized foundation in place, your tech stack can finally operate as a complementary force multiplier. Drop us a message to learn how we can help your team get back to the basics and strengthen your foundation - setting you up for scalable, predictable growth moving forward. #ProcessImprovement #RevOps #SalesLeadership

Founding a company and growing it can feel like taking on the world. But in today’s landscape, scaling doesn’t have to mean going it alone. Partnerships are becoming the driving force behind real, sustainable growth. Think of it this way: partner-led deals not only close faster, but they also create more trust with customers who value the power of collaboration. Companies with strong partnerships see measurable boosts in both revenue and customer loyalty, proving that growth is more about ecosystems than individual effort. With the right partners in place, founders can focus on what they do best, while their partners bring complementary expertise to the table. This balance allows founders to scale smarter, using resources and connections that multiply impact without doubling the workload. What are you planning to do to take enable your next growth phase? #partnerships #ecosystem #growth

Compromising on products and services strategy can lead to significant business challenges for tech CEOs. Gain insights needed for: 👉 Planning 👉 Making critical product and services go-to-market decisions 👉 Top practices for communication and execution Gartner for High Tech | #GartnerHT #TechCEO #Strategy #Product hashtag #Productleaders #Productstrategy Ron Burns