“Tinder on Customers” is the monthly Cloud Wars Live podcast series featuring Bonnie Tinder. Bonnie is the founder and CEO of Raven Intelligence, an independent B2B peer review site that’s amplifying the voice of the customer. She focuses on software customers, consulting partners and software vendors, and helps identify the best partners for their needs. In this episode, Bonnie talks about the importance of partner-project fit and shares seven no-cost tactics for software vendors looking to earn “favored partner” status among their customers.
Episode 22 | Earning Favored Partner Status
The Big Themes:
- Great software alone isn’t enough: For success in a digital transformation project, choosing the right partner to help implement software is just as important as choosing the right software itself.
- Partner-project fit: The most important factor to consider in picking an implementation partner is project fit, and making sure that the team members assigned to work with you are well versed in the software, in your industry, etc.
- Why being a “preferred partner” matters: Bonnie estimates that the top 25% of software vendors get around 80% of the opportunities and projects.
The Big Quote: “To the extent that you can tell them something they did not know… or you have a level of expertise or intelligence that competitively they could take advantage of, if you can be that person to them, that trusted advisor, that’s really key.”
Stream the audio-only version of this episode:
More from Bonnie Tinder:
- Connect with Bonnie on LinkedIn.
- Explore “voice of the customer” insights and send Bonnie a message via her Acceleration Economy Analyst page.
