Ep. 13 - How do you set OEM pricing?

Interview with Kim Fennell, venture partner at True North Fund and Angel Investor in dozens of companies via Fleet Hill Ventures. Kim serves as a director on the boards of several companies and had held a number of CEO positions. In this episode Kim shares his experiences from both an investor perspective and as an operator at companies like Uber. Kim led led 8 teams across Uber's verticals, doing deals with companies like Google, Apple, Live Nation, Amazon, major airports and pro sports teams & venues. The video version of this episode can be found here:https://youtu.be/8tg2wc6stxE

Interview with Harpal Gill, a sales and alliance leadership veteran who was most recently General Manager of the Data Group at Mobilize, which was acquired by Snowflake. Harpal shares his secret to sales success leveraging partners and how to drive acquisition exit value via multiple bids from strategic partners. Check this episode out to hear about these valuable insights from Harpal and more!The video version of this episode here:https://youtu.be/VY7yMW2_bXg

Gaurav Sharma is the head of strategic partnerships at Hubspot. Gaurav shares his expertise and learnings on partnerships covering some of the biggest challenges large companies face in their partner programs. Many companies think first about what partners can do for you and Gaurav explains a better mindset for planning out how to achieve your partner goals. This episode is packed with insights from Gaurav backed by a tremendous amount of partner experience.  Check out the Youtube video version and join the conversation on the Partner Strategy Network LinkedIn group. 

Revenue is an obvious measure of partner development progress. But what kind of revenue is most relevant? And what should you track if you're just getting started and don't have much revenue yet? 

You need to maximize every revenue source and that often means firing up a resale partner channel alongside a direct sales strategy. Ever wonder how long it takes to start getting revenue? Check out this episode to learn what a realistic time frame looks like and why. Come join the discussion at the Partner Strategy Network LinkedIn Group

Should you distribute your product under a partner company's brand? Mark has some very strong opinions on this. Check out this episode to hear the pros and cons. Come join the discussion at the Partner Strategy Network LinkedIn Group. 

Ever wonder how legal agreements work when there's a reseller between the software vendor and the end customer? How does the end customer agree to the vendor's license agreement and who do they commit to pay? Check out this episode to hear how it works for both resale and OEM transactions. 

Unlike resale partnerships, OEM royalties may be only distantly related to your normal product pricing.  Check out this episode to learn about several key factors to consider in determining how to set the royalties for an OEM product offering. 

Are you building out a partner program or negotiating discounts with partners? In that case it can help to know the typical range of partner incentive rates for enterprise software partner programs. Check out this episode to find out what the strongest brands in the business offer. Come join the discussion at the Partner Strategy Network LinkedIn Group. 

Having negotiated over 200 deals, Mark Sochan has learned some hard lessons about strategic product partnership deals. In this episode he summarizes his top 5 tips so you don't have to repeat the mistakes that others have.  Have your own tips? Come join the discussion at the Partner Strategy Network LinkedIn Group.