Closing the Deal: How Atlassian Partners Help Grow Your User Base
Solution Partners deliver and implement customer solutions through consulting, sales, and technical services for Atlassian products. They should be an integral part of your add-on marketing strategy. In this talk, you’ll learn how to reach these influential partners and how best to get your product in front of their customers. A few years ago, Brikit decided to leverage the Atlassian Solution Partners to drive additional customer reach and revenue. Darryl Duke, Brikit CEO and Founder, worked closely over several months with Steve Cross, Americas Channel Manager, to share ideas, structure an approach for Brikit, and build a go-to-market strategy for Partner acquisition and conversion. Brikit then implemented a Partner Program that now drives 45-50% of product revenue through Atlassian Solution Partners. Come and find out how they did it, what were the wins, and more importantly, the pitfalls along the way. Steve Cross, Channel Manager, Americas, Atlassian Darryl Duke, Co-founder and CEO, Brikit
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Closing the Deal: How Atlassian Partners Help Grow Your User Base
- 1. Closing the Deal How Atlassian Partners Help Grow Your User Base DARRYL DUKE | CEO | BRIKIT STEVE CROSS | AMERICAS CHANNEL MANAGER | ATLASSIAN
- 3. 400 Solution Partners with 1,000’s of Customers THE OPPORTUNITY
- 4. How do we get to these folks? THE REAL PROBLEM
- 5. The usual (really wrong) Solution Call or email every Solution Partner
- 6. Do Target the right partner What your tool does for them Ignore your technology Call only who would benefit Don’t Reach out to everyone Focus on what your tool does or how it integrates with Atlassian
- 7. Provide a single point of contact, respond quickly to their requests and provide a single package of marketing materials Make it Easy!
- 8. Keep it clear No technology, just the benefits Focus on their needs Highlight what the Solution Partner gets out of the deal. More billable hours, higher revenue… Keep it short Don’t Dazzle Them With Brilliance, or Baffle Them With Bullshit WIIFM?
- 9. Proper target: call only them Keep it simple: 5 slides focused on partner benefits One contact: who can they call? Finished Product: Give a complete package Stay in touch! Remember!
- 10. Why Do Solution Partners Want To Sell Your Add-On? THE ONLY QUESTION
- 11. They Don’t THE PROBLEMATIC ANSWER
- 12. What Solution Partners Want Grow their business == More service and license revenue
- 13. Solution Partners sell 2 to 5 euros in services for every license euro REVENUE PERSPECTIVE
- 14. Solution Partners keep 100% service revenue vs. tiny% license revenue REVENUE PERSPECTIVE
- 15. Tiny fraction of revenue from licenses RESULT: BAD NEWS w00t! why?
- 16. It’s All About The Services Services are high risk
- 18. Every moving part can break TECHNOLOGY RISK
- 19. Add-ons hurt the bottom line FINANCIAL RISK
- 20. You Can Overcome This But it’s not easy
- 21. 47% of total 2016 Brikit product sales by solution partners
- 22. Establish proof points Make sure Atlassian and your customers are saying all the right things about you. Tackle solution partners Learn to think like a solution partner and solve their problems. Succeed with direct sales Demonstrate that your add-on is useful and commercially viable. Prepare
- 24. Establish proof points Make sure Atlassian and your customers are saying all the right things about you. Tackle solution partners Learn to think like a solution partner and solve their problems. Succeed with direct sales Demonstrate that your add-on is useful and commercially viable. Prepare
- 25. Really? All of that? First? YOU’RE THINKING
- 26. Establish proof points Make sure Atlassian and your customers are saying all the right things about you. Tackle solution partners Learn to think like a solution partner and solve their problems. Succeed with direct sales Demonstrate that your add-on is useful and commercially viable. Prepare
- 28. What You Can Do Case Study: Brikit
- 29. Access to source code. Black box problem. RISK SOLUTION
- 32. Free licenses for partners. Dog fooding solution. RISK SOLUTION
- 33. Priority support for partners. Service delivery is time critical. RISK SOLUTION
- 34. Product roadmap visibility and input. Safe long- term bet for my customers. RISK SOLUTION
- 35. Define and train on new services. Loss of service revenue. RISK SOLUTION
- 36. Define “service package” approach. Services take a long time to close. RISK SOLUTION
- 37. Learn Their Business BOTTOM LINE
- 38. Do the hard work YOU’LL BE AWESOME
- 39. Two Last Things
- 40. Atlassian Channel Managers SECRET WEAPON
- 41. Conferences & Events DANGER ZONE
- 42. Thank you! DARRYL DUKE | CEO | BRIKIT STEVE CROSS | AMERICAS CHANNEL MANAGER | ATLASSIAN