164 - Why Your SaaS Partnerships Aren't Delivering - Scott Wueschinski's Solution

Nearbound Podcast

Scott Wueschinski from HTEC, a digital consulting and software engineering company, discusses the unique perspective of being on the consulting side of partnerships and the importance of delivering outcomes for clients. Scott emphasizes the need for transparency, collaboration, and a client-first approach in partnerships. He also touches on the challenges of creating partner programs in the SaaS industry and the difference between selling access to software and selling outcomes. Scott shares his experience in building a partner ecosystem in the retail sector and the criteria he uses to select partners.
Takeaways

• Transparency, collaboration, and a client-first approach are essential in partnerships.
• Selling outcomes is different from selling access to software in the SaaS industry.
• Reducing partner time to value is crucial for successful partnerships.
• Partners need to understand and solve client problems to provide value.
• Building a partner ecosystem requires selecting partners based on their fit in the overall strategy and their ability to deliver outcomes.

Chapters

00:00 Introduction to Partnering with HTEC

01:32 Exploring HTEC's Unique Approach to Digital Consulting

02:08 The Power of Combining Hardware and Software Solutions

03:19 Strategic Partnerships and Delivering Client Value

03:55 Navigating the Complexities of Partner Programs in SaaS

04:29 The Importance of Outcome-Focused Partnerships

08:54 Challenges and Strategies in Building Effective Partnerships

09:54 Leveraging Partnerships for Accelerated Client Success

34:16 The Critical Role of Understanding Client Needs in Partnerships

38:57 Concluding Thoughts and Advice on Partnering with Consultancies