By Walt Rossi, Vice President Business Development
I have led many business development teams over the years and what I have learned is that there are three main reasons to partner with a company, and three questions to ask, every single time.
Companies create strong ecosystems to address a challenge that they could not solve on their own. The majority of those challenges fall into one of three categories:
1.) Need to offer the customer a "whole product" solution that you cannot deliver on your own
2.) Need for a more efficient sales process to help the customer buy your solution more easily from a trusted advisor and via a process they are familiar with
3.) Need to differentiate your brand strategy and enhance your reputation with the target customer
The three things to ask when considering partnering with another company are:
For example, Five9 is partnered with CRM providers such as Oracle, Salesforce, Zendesk allowing our customers to easily integrate Five9 with the solution used by their contact center agents.
The goal after all, is to enhance each other's business and by doing so, provide the best possible offering to your customers. The best partnerships are built on solid relationships, respect for each other as a company and a desire for mutual success and growth.
Walt Rossi is responsible for Five9’s ecosystem of technology partners and strategic alliances. Since joining Five9 in 2014, Walt has built partnerships with leading companies including Salesforce, Oracle, Microsoft, Zendesk and ServiceNow influencing over half of Five9’s new business. Before joining Five9, Walt has led marketing and business development teams for rapid growth companies including IBM/Demandtec, HP Software, Questra, Valdero, Kana, and Teredata. Walt holds a B.A. in economics from Boston College and serves on the Executive Committee of the Boston College Technology & Entrepreneurship Council.
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