64 - Unlocking Success in Channel Partnerships - Rob Sale

Howdy Partners

Rob Sale joins the Howdy Partners podcast to discuss the importance of trust in partnerships and the shift towards value-oriented partnerships.
He highlights the need for SaaS companies to integrate partners into their customer success strategies and emphasizes the role of agencies in driving growth and customer satisfaction.
Rob also shares insights on building trust with partners and the importance of transparency and communication in partnerships.
**Key Takeaways:**
- Trust is the foundation of successful partnerships, and agencies play a crucial role in building trust with customers.
- SaaS companies should integrate partners into their customer success strategies to drive retention, upsell, and customer satisfaction.
- Building trust with partners requires transparency, open communication, and involving partners in key decision-making processes.
- Partnerships should be focused on delivering value to customers and solving their problems, rather than solely focusing on revenue generation.
- SaaS companies should provide access to their product and success teams to enable partners to deliver value and build strong relationships with customers.
**Quotes:**
- "Partnerships is about trust, and I wanted to be at the center of the trust equation." - Rob Sale
- "Partnerships are becoming more partner-aware, and agencies are in a powerful position to drive growth and value for customers." - Will Taylor
- "Partnerships should be focused on delivering value and solving customer problems, not just generating leads." - Tom Burgess
**Chapters**
00:00 Introduction and Welcoming Guests
01:14 Introducing the Special Guest
01:32 The Excitement of Reconnecting
02:05 Reflecting on Partnership Growth
03:12 Discussing the Transition to Service World
03:28 Exploring the Reasons for the Switch
04:38 The Role of Trust in Partnerships
13:08 The Importance of Integrating Partners into the Value Equation
21:27 The Importance of Scaling Partnerships
22:08 The Power of Customer Validation
22:44 The Shift Towards Value and Retention
25:34 The Role of Partners in Product Development
29:10 The Importance of Trust in Partnerships
36:31 The Future of Partnerships: Building for Lasting Value