OpenUp: Introduction to Partnership Strategies

Liz Smith

Organizers

Liz Smith

Global Channel Sales/Partnership Sales Leader

Category

Location

On-demand Recording

Leveraging partnerships to help your startup create, penetrate or sell can become a valuable and cost saving measure.

Partnerships are key to many companies’ early success but Entrepreneurs must first be clear about what their goals are and how to prioritize before selecting the who and the how. Entrepreneurs need to know how to leverage partnerships for accelerated growth.

Entrepreneurs face pressure from early stage investors to demonstrate how and when they will monetize their company’s offering and how they will scale the companies’ revenue growth as part of their go to market strategy.

Competing budget priorities in early stages such as product development  requirements and the need for costly engineering resources often present  the entrepreneur with a conundrum of how to fund both product development and build out their sales and marketing infrastructure.

Leveraging partners with existing sales and marketing infrastructures is a great way to accelerate growth into new industries or geographic markets without having to commit huge amounts of initial capital funding.

The founders who join will take a look at how to determine which partners make sense for your company based on first understanding and prioritizing the different benefits that partners and alliances can bring.

From there we will then map out step by step the typical partner lifecycles and discuss what you should be thinking about and doing at each step.

Who should watch this cohort?

All entrepreneurs looking to understand how the right partners can help accelerate growth and what types of partners to consider at different stages.

Homework and Outcome

Complete a partnership planning template to map out the why, the priorities, and then the who and the how of building partnerships into their go to market planning.

Once partner type(s) are identified, we will have you map out what needs to happen at each step of the lifecycle for the partners you have prioritized.

After completing this webinar, participants will be ready to interview prospective partnering companies and know how to control the relationship.

Meet the Expert

Liz Smith
Global Channel Sales and Partnership Sales Leader

With a JD from University of Santa Clara and over 20 years of experience as a Sales and Business Development Executive with multiple leading SAAS software service providers, Liz has built her career helping both mature and startup companies rapidly accelerate their business in new markets by leveraging channel partners as an essential part of their go to market strategy.

As Regional VP of Sales at r4 Technologies, she led the company into sales opportunities in multiple fortune 500 accounts in North America and Latam by recruiting and co-selling with multiple regional consulting partners in Mexico, Colombia and the Western US. Prior to r4, she served as Regional Vice President of Sales, EMEA and later LATAM for SugarCRM, one of the leading CRM software providers in the world.  

Liz led the successful expansion of the brand into both markets while again leveraging partners such as IBM and other regional consulting firms to drive sales at multiple fortune 500 companies, including New York Life Mexico, Quaker State Mexico and Zurich Insurance Italy.

Prior to SugarCRM, Liz served in a variety of strategic senior sales and marketing roles at Oracle Corporation and was instrumental in driving a number of different initiatives focused on growing the Oracle sales channel with ISV’s and strategic alliance partners such as HP and Apple.  Before joining Oracle, Liz had a successful 10-year legal practice at several top California law firms advising fortune 500 and startup companies in areas of trade secret, patent prosecution, construction and business litigation.