Economics, ROI, and Business Case - Digital Bridge Partners

27 Oct The Direct vs Partner-Led Dilemma

Posted at 11:11h in Economics, ROI, and Business Case by Allan Adler

October 27, 2022 GTM Needs Help Their RevOps teams, functional organizations, and business metrics have been built on a driving process that delivers predictable and scalable process efficiencies, optimized around key functions. That’s a good thing but, unfortunately, the process tactics, such as optimizing for marketing lead...

20 Oct Think Like a CRO and Leverage Account-Based Marketing (ABM) to Drive Partner Revenue

Posted at 11:11h in Economics, ROI, and Business Case by Allan Adler

October 20, 2022 -Do you have a list of top prospects, or target accounts, that overlap with your partners’ customers? -Do you have joint solutions, use cases, and collateral, and have closed ‘joint products’ deals with your most important ICPs? -Do you have a way of running Account...

07 Jul The Case for Investing in Partner Operations

Posted at 11:11h in Economics, ROI, and Business Case by Allan Adler

July 07, 2022 Co-authored with Aaron Howerton Partner Account Managers (PAMs) are the true partner ecosystem heroes, they are the ultimate bridge builders between partners, the program, and the functional orgs that need to support the partner. But any straw poll of PAMs will tell you that they...

02 Jun Is Your SaaS Org an Ecosystem Business?

Posted at 11:11h in Economics, ROI, and Business Case by Allan Adler

We are often asked about the outcomes companies and their CEOs can achieve in transforming to an ecosystem business and what the key dependencies are for success. Our GoToEcosystem Opportunity Matrix summarizes the two main dependencies, including: aligning programs across the organization to increase partner value...

19 May Getting to “All In” – Achieving Cross-Functional Buy-In for Your Ecosystem Strategy and Plan

Posted at 11:11h in Economics, ROI, and Business Case by Allan Adler

May 19, 2023 If you’ve been following the GoToEcosystem movement, you know that delivering ecosystem results is predicated on gaining cross functional buy-in for your ecosystem strategy and plan, and transforming your organization, from your CEO, to product, marketing, sales, customer success, and beyond. Requirements for Transformation Organizational...