System Integrator (SI) Partnership Playbook with Jay Mcbain

Jay McBain, a renowned analyst, emphasized the importance of partnerships for SaaS companies, highlighting that 80-90% of products are never resold and thus require a global, digital, and partner-centric approach. He also discussed the role of system integrators in enterprise and mid-sized company deals, the importance of collaboration and teamwork in the sales process, and the challenges faced by startups in the enterprise sector. Lastly, he stressed the need for strategic partnerships and alliances in today’s competitive business environment, and the importance of understanding different partner types and identifying the 7 trusted partners at every prospect.