In the competitive world of Software as a Service (SaaS), partnerships can serve as a key driver of growth and revenue. However, many companies struggle to build successful partnerships due to a lack of strategic planning and understanding of the partnership landscape. In the first episode of the new Season 7 of the Grow Your B2B SaaS podcast, Joran Hofman sits down with KaraLynn Lewis, a Fractional GTM & Partnerships Leader known for “making friends for a living.” In this episode, KaraLynn explores the different types of SaaS partnerships, the challenges involved, and offers a step-by-step guide on how to build successful partnerships that drive business growth.
Key Timestamps
(0:00) - Introduction to Partnerships in SaaS with KaraLynn Lewis
(0:58) - Guest Introduction: KaraLynn Lewis and Her Expertise in SaaS Partnerships
(1:24) - Discussion on Partnership Failures and Lessons Learned
(2:32) - Defining Partnerships in the SaaS Sector
(3:24) - Common Types of SaaS Partnerships
(4:48) - Distinguishing Between Referral and Affiliate Partnerships
(6:45) - Reasons Why SaaS Partnerships Fail
(9:47) - Steps to Set Up a Successful Partner Program
(12:25) - Who Should Handle the Initial Stages of a Partner Program?
(15:23) - Strategies for Making a Partnership Work
(18:08) - Evaluating Partners Beyond Revenue Generation
(21:18) - Scaling a SaaS Partner Program
(23:03) - Examples of Successful SaaS Partnerships and Best Practices
(25:23) - When to Start Investing in a SaaS Partner Program
(28:30) - Key Advice for SaaS Partnerships: Quality Over Quantity
(29:05) - Trends in SaaS Partnerships for 2025
(30:25) - Advice for SaaS Founders from 0 to 10K MRR
(31:04) - Scaling from 10K MRR to 10M ARR: Key Strategies
(32:35) - Preparing for the Future: AI and Partnerships