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Most SaaS businesses still build their go-to-market strategies around pulling prospects into their funnel and selling to them directly — but the fastest-growing companies have figured out that people don’t want to buy software directly from them. In this workshop, PartnerStack co-founder and CEO Bryn Jones will show you how the modern buyer's journey is shifting towards indirect channels, how partners help you reach those buyers, and how to scale indirect up into one of your largest revenue channels. 0:00 Introduction 0:21 The Great Go-to-Market Shift 2:50 Typical Startup Go-to-Market Model 5:31 Advantages of Indirect Channels 6:48 Three Core Partner Types 7:39 The Partnerships Pyramid 8:56 Getting Started With Affiliate Partners 9:41 Getting Started With Referral Partners 10:43 Getting Started With Reseller Partners 11:12 The Partner Types - Resources Vs. Outcomes 14:16 Takeaways #b2b #saas #startups ----------------- Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: / saastr LinkedIn: / 2724976 Quora Group: https://www.quora.com/q/cloud Facebook: / saastr Instagram: / saastr Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8