Sunir Shah, President of the Cloud Software Association, discusses the partner as a customer, the disconnect between SaaS and the world, the opportunity for channel sales to expand and more on this episode of The Allbound Podcast

An excerpt…

Question
What are some of the biggest challenges that you see vendor organizations face when it comes to partner collaboration?

Sunir Shah
The companies that are doing really well, view their partners as customers of the partner team. And the ones that do poorly view partners as somehow employees in the sense that they feel that the partners owe them something in order for them to get their respect.

Like, you work for us to make money. And very few SaaS companies give enough money in commissions to a partner to make a difference.

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