Channel strategies for how to work with integration partners in 2025

This event hosted by Sharkdom discusses 'Channel strategies for how to work with integration partners in 2025', featuring Kaushik and Dorian, both experience in partnership domain.

You would found what's the true essence of integration partnerships is for SAAS.

🤝 What more is covered in this event?

Foundations
✅ When is a company ready to treat integration partners as a channel rather than just a feature?

✅ First three things you validate before you invite an integration partner into a reseller or referral motion.

Where channel and integrations meet
✅ Where do channel and integration motions diverge and where should they snap together?

✅ If we integrate with Platform X, how can that unlock their channel in practical terms? Think marketplaces, partner directories, co sell programs, and reseller communities.

✅ What proof points help you earn access to a platform’s partner ecosystem, for example attach rate, a few lighthouse customers, or shared ICP wins?

Incentives and deal flow
✅ Your favorite simple compensation model for early channel with integration partners. Referral vs reseller and why.

✅ How do you set up deal registration so partners feel protected without slowing down the motion?

✅ One quick script to resolve conflict when direct sales and a partner both touch the same account.

Activation playbook and quick wins
✅ One quick win any team can ship this month to unlock channel from an existing integration. For example refresh the marketplace listing, publish a joint recipe, set a co sell trigger like ‘connected account created’.

✅ Enablement assets that actually get used. One pager, demo sandbox, offer sheet, and a short video.

Metrics that matter
✅ If you had to pick one north star for channel with integration partners, what would it be and why?

✅ Choose two to track weekly. Partner sourced pipeline. Partner influenced pipeline. Percent of customers with at least one key integration connected. Time to first registered deal. Active partners ratio.