Uncovering the Power of Partner Operations: Strategies, Advocacy, and the State of Partner Tech

As SaaS companies navigate 2025, building integration strategies that drive growth, retain customers, and adapt to evolving partner ecosystems is essential.In this conversation, we spoke with Product Managers and Technology Partnerships Leaders at Justuno, Triple Whale, and Gorgias who’ve successfully tackled integration challenges.Our panelists share:- Why a robust integration strategy important in 2025 including trends to look out for- Frameworks for prioritizing integrations that deliver the greatest impact.- Aligning GTM goals with integration planning --This podcast is hosted by Pandium, the only embedded integration platform that facilitates faster code-first development of integrations, allowing B2B SaaS companies to launch integrations at scale without sacrificing customization and control. Learn more about Pandium here: https://www.pandium.com/To access more resources and content on technology partnerships, integrations, and APIs, check out our blog and resources page belowBlog: https://www.pandium.com/blogResources on Technology Partnerships, Integrations, and APIs: https://www.pandium.com/ebooks

In this episode, we’re joined by integration experts Venkat Iyer (Talkdesk), Shon Urbas (Pandium), and Trevor Schueren (Workable) for a deep dive into the strategies behind successfully scaling SaaS integration efforts. Moderated by Pandium CEO Cristina Flaschen, this conversation highlights real-world experiences and offers insights on building scalable, reliable integration infrastructures that run smoothly while offering customers valuable solutions. You’ll hear about the most common mistakes companies make, strategic decisions that impact long-term scalability, and ways to effectively manage API changes and dependencies. Tune in for expert advice on how to avoid integration pains as your product scales.---Pandium is the only embedded integration platform that facilitates faster code-first development of integrations, allowing B2B SaaS development teams to launch integrations at scale without sacrificing customization and control. Learn more about Pandium here: https://www.pandium.com/To access more resources and content on technology partnerships, integrations, and APIs, check out our blog and resources page below: Blog: https://www.pandium.com/blogResources on Technology Partnerships, Integrations, and APIs: https://www.pandium.com/ebooks

Justuno is a website marketing automation platform that's tried a lot of different strategies for speeding up the development of integrations their customers need.From building integrations in-house to outsourcing to different varieties of embedded integration platforms, Justuno has tried a variety of integration strategies. Their CTO and Director of Partnerships share the pros and cons of each strategy, and what B2B SaaS companies should consider when choosing the best way to scale your integration efforts.-- Launch integrations for customers in days instead of months with Pandium's integration deployment platform.  Learn more about Pandium here: https://www.pandium.com/Pandium is the only embedded integration platform that facilitates faster code-first development of integrations, allowing B2B SaaS companies to launch integrations at scale without sacrificing customization and control.

In this podcast interview we sat down with Marco De Paulis, Director, Ecommerce Partnerships at Ryder. Marco stresses the importance of being prescriptive and detailed in integration proposals. By engaging with customers early on, gathering feedback, and incorporating their ideas, the partnership team ensures a more successful integration development. He also shared the long-term impact on customer retention, emphasizing that its not just about a great launch - it's about making your product stickier, keeping those users around for the long haul.Keep up with Marco here!--To access more resources and insightful content on technology partnerships, integrations, and APIs, explore our blog and resource center:📚 Blog🚀 Tech Partnerships & Product Management Resources

We interviewed Lindsey Traub, the Sr. Director and Head of Partner Programs and Operations @ Simpro Software.  Hear her take on: Making the pitch for resources: How to effectively advocate for the resources your team needs, using data-driven insights and strategic communication.Advocating for partner operations: Why the role of Partner Operations is pivotal from the start to build scalable, robust programs. The state of partner operations tools:  The shift from DIY solutions to sophisticated, ready-to-deploy technologies. ROI in partner operations: How to capture and demonstrate the real value of partnerships and partner operations. --To access more resources and content on technology partnerships, integrations, and APIs, check out our blog and resources page belowBlog: https://www.pandium.com/blogTech Partnerships & Product Management Resources: https://www.pandium.com/resource-center

On this episode of our podcast Between Product and Partnerships we interviewed Swetha Kolli, Head of Integrations Engineering and Technical Services at Bolt. In this interview she shared: Frequently neglected parts of the integration and technology partnerships building process.Her perspective on the partner technology landscape and pain points that remain unaddressed.What to include in an integration proposal for technical teams.Connect with Swetha here: https://www.linkedin.com/in/swethakolli/ --To access more content on integrations, APIs, and technology partnerships, check out our blog and resources page belowBlog: https://www.pandium.com/blogTech Partnerships & Product Management Resources: https://www.pandium.com/resource-center

We interviewed Gary Ballabio, the VP of Technology Partnerships at Cloudinary. In this interview he shared:  *A framework for choosing strategic partnerships optimized for joint value.*Where he believes tech partnerships bring the most business value.*Advice for managing expectations around ROI.--To access more content on integrations, APIs, and technology partnerships, check out our blog and resources page belowBlog: https://www.pandium.com/blogTech Partnerships & Product Management Resources: https://www.pandium.com/resource-center

Richard O'Connell is the Head of Partner Growth at Atlassian, and has been working on product partnerships at Atlassian for a little over a decade.In this interview Richard shares: How he suggests partner managers and leaders objectively assess new partnerships to get ahead of potential problems. What to keep in mind when partnering with competitors and how to structure those partnerships. Why lack of executive alignment shouldn't be a deal breaker for new partnerships. Where partner relationships tend to struggle the most. How to communicate with executives when a partnership needs help. What partner managers should think about as they're working with partners. Read the transcript here:  https://www.pandium.com/blogs/learnings-from-a-decade-in-partnershipsand read more content from Richard at APIPartnerships.com--To access more content on integrations, APIs, and technology partnerships, check out our blog and resources page below:Download the 2022 Guide to Launching an In-App Marketplace: https://www.pandium.com/resources/download-the-2022-guide-to-launching-an-integration-marketplaceDownload the Report on the State of Integrations and APIs at 400 SaaS Companies:  https://www.pandium.com/resources/download-the-report-on-the-state-of-integrations-and-apis-at-400-saas-companiesTech Partnerships & Product Management Resources: https://www.pandium.com/resource-center--To network with others working on building integrated SaaS tech partnerships apply to join our 1300+ member group here: https://www.saasecosystemalliance.com/

In this episode of Between Product and Partnerships, we spoke with Katherine Tooley, a Technology Partnerships Manager at LogicGate, a modern risk management platform. An an engineer turned technology partner manager, she now serves as a liaison between sales, CX, and product teams to collaboratively identify integration solutions that provide value to their market base. In his interview Katherine shares: * What drove her transition from engineering to tech partnerships* The technical understanding she recommends for tech partner managers* Best practices and processes for collaborating with and enabling sales & CX regarding integrations and partners  * Partner API documentation red and green flags * The benefits and drawbacks of reporting under product vs sales Learn more about LogicGate here: https://www.logicgate.com/ Read the transcript here:  https://www.pandium.com/blogs/the-benefits-of-reporting-to-sales-best-practices-for-cross-functional-collaboration --To access more content on integrations, APIs, and technology partnerships, check out our blog and resources page below:Download the 2022 Guide to Launching an In-App Marketplace: https://www.pandium.com/resources/download-the-2022-guide-to-launching-an-integration-marketplace Download the Report on the State of Integrations and APIs at 400 SaaS Companies:  https://www.pandium.com/resources/download-the-report-on-the-state-of-integrations-and-apis-at-400-saas-companies Tech Partnerships & Product Management Resources: https://www.pandium.com/resource-center--To network with others working on building integrated SaaS tech partnerships apply to join our 1100+ member group here: https://www.saasecosystemalliance.com/-- 

In this episode we spoke with Caitlin Teed, an integration partner manager at Ryder Ecommerce by Whiplash, a 3rd party logistics provider for enterprise and fast growing Ecommerce brands. In this episodes Caitlin shares: Skills from her time in customer success that helped set her up for success in as a tech partner manager Skills that new partnership managers should focus on developing early onHow she aligns on, decides, and creates metrics and goals with partnersTools that have been helpful in managing relationships with her partner - including a partner health audit & mutual success plan framework Read the transcript and access the partner health and mutual success templates here: https://www.pandium.com/blogs/auditing-the-health-and-mutual-success-of-tech-partnerships --To access more content on integrations, APIs, and technology partnerships, check out our blog and resources page below: Download the Guide to Launching an In-App Marketplace: https://www.pandium.com/resources/download-the-2022-guide-to-launching-an-integration-marketplaceDownload the Report on the State of Integrations and APIs at 400 SaaS Companies: https://www.pandium.com/resources/download-the-report-on-the-state-of-integrations-and-apis-at-400-saas-companiesTech Partnerships & Product Management Resources: https://www.pandium.com/resource-center--To network with others working on building integrated SaaS tech partnerships apply to join our 1100+ member group here: https://www.saasecosystemalliance.com/