O slideshow foi denunciado.
Utilizamos seu perfil e dados de atividades no LinkedIn para personalizar e exibir anúncios mais relevantes. Altere suas preferências de anúncios quando desejar.

Building the FreshBooks partner integration strategy (George Kyriakis, Freshbooks)

72 visualizações

Publicada em

SaaS Connect 2019 (San Francisco, CA).

Buy tickets for the next SaaS Connect here: http://www.cloudsoftwareassociation.com/saas-connect

VIDEO: https://youtu.be/C_7NCR2G9sE

Building the FreshBooks partner integration strategy
by George Kyriakis, Sr. Director, Business Development & Partnerships, Freshbooks

Publicada em: Marketing
  • Login to see the comments

  • Seja a primeira pessoa a gostar disto

Building the FreshBooks partner integration strategy (George Kyriakis, Freshbooks)

  1. 1. 2Slide Building an Integration Partner Strategy
  2. 2. 3Slide Agenda Why bother? 12 Step process to an integration partner program! What makes a good integration partner Questions to ask yourself... What’s next...
  3. 3. 4Slide Why Bother? CEO’s don’t get it Expectations internally are unrealistic It’s not easy Long term vs Short term play Takes resources
  4. 4. 5Slide 7.5% Lower Churn Lower CAC 20.9% Higher Arpu 30.7% Higher Ltv Why Bother?
  5. 5. 6Slide 12 Steps to an Integration Partner Program Define the need: • Address customer retention • Address acquisition • Extend product features • Improve customer workflows Secure executive buyin (ie. budget, h/c, OKR’s) Define the categories (prioritized) Build your open API library
  6. 6. 7Slide 12 Steps to an Integration Partner Program Website: 1. For Customers 2. For Developers Value prop for developers Target integrations Requested Apps Negotiate value with partner
  7. 7. 8Slide 12 Steps to an Integration Partner Program Consider Outsourcing development (from secured budget) Marketing awareness within customer bases Tracking Acquisition from custom landing pages, OATH reporting Reporting on goals internal and external
  8. 8. 9Slide What can go wrong? 02 Not showing an ROI 04 All take and no give from the partner 01 Poor or broken integrations 03 Outdated website
  9. 9. 10Slide Questions to ask yourself 01 Do I integrate with a competitor? 04 Who builds it? Bigger Fish & Mexican Standoffs 05 How can I afford this? 06 What Should I Expect from my Partner? 02 Is everyone on the bus with me? 03 How can I afford this?
  10. 10. 11Slide Questions to ask yourself Do I integrate with a competitor?
  11. 11. 12Slide Questions to ask yourself Is everyone on the bus with me?
  12. 12. 13Slide Questions to ask yourself Who builds it? Bigger Fish & Mexican Standoffs
  13. 13. 14Slide Questions to ask yourself How can I afford this?
  14. 14. 15Slide Questions to ask yourself What Should I Expect from my Partner?
  15. 15. 16Slide What’s Next? Expand categories • To match FreshBooks growth areas Further Monetize • Value to developers Revise the Website Improve the API library
  16. 16. 17Slide Questions to ask me?

×