Rebel Intrapreneur
Rebel Intrapreneur
082 Steve Cross Why aren’t partners part of your GTM strategy?
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082 Steve Cross Why aren’t partners part of your GTM strategy?

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Atlassian is an exceptionally successful enterprise software company, currently valued at $50 billion. When you look into why Atlassian has been so successful, one thing you will find is scores of articles that talk about how Atlassian had no sales team even well after its IPO. 

While this is technically true, Atlassian did have a gigantic sales force all over the world in the form of resellers, services, and technology partners. Also known as, channel partners.

Steve Cross was one of the first partner managers at Atlassian, who managed a large territory of partners for Atlassian. He documents his experience at Atlassian and his entire career in channel sales in his new book called “Managing SaaS Partnerships.”

We talk to Steve about his career in channel management and why it’s so important to company growth. 

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More about Steve Cross: 

His book, Managing SaaS Partnerships (affiliate link, if you’d like to support the show)

Steve Cross on Linkedin


Today’s episode is brought to you by Figma. Two important tools of the Rebel Intrapreneur are the business model canvas and the value proposition canvas. Figma has templates for both, so you can design your innovation projects fast. I used the value proposition canvas template to design the listener profile and value map for this show. Try Figma for free


Steve Cross Atlassian Partner Program Channel Sales Rebel Intrapreneur Bill Cushard Managing SaaS Partnerships

More about Bill:

Bill Cushard on Linkedin

Bill Cushard on Twitter

Rebel Intrapreneur podcast website

Bill’s book: The Art of Agile Marketing: A Practical Roadmap for Implementing Kanban and Scrum in Jira and Confluence 

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Rebel Intrapreneur
Rebel Intrapreneur
Rebel Intrapreneur is a podcast about a new category of high performing employee. Rebel intrapreneurs further the mission of an organization while simultaneous challenging the system from within. Founders and entrepreneurs are thirsty to find people who believe in their mission as much as they do, and pursue that mission relentlessly. Rebel Intrapreneur is hosted by Bill Cushard, who has reported directly to founder/CEOs four times in his career, which makes him an ideal guide on your intrapreneurial journey.