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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.
More about Steve Cross:
His book, Managing SaaS Partnerships (affiliate link, if you’d like to support the show)
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.
More about Bill:
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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082 Steve Cross Why aren’t partners part of your GTM strategy?