Episode 31: The Salesforce Ecosystem - Tech vs. Service Partner Perspectives | Michael Jed Lantis

Howdy Partners

Michael Jed Lantis, Sr. Alliances Manager at Delegate, shares the things tech partners think service partners care about are not always actually that important. Formerly the Channel Partnerships Manager for the Salesforce ecosystem at Chili Piper, Michael knows the ins and outs of the Salesforce app exchange from both the tech and services partners’ perspectives.
Michael unpacks how service partners choose partners and the challenges presented by enablement requirements. He shares that service partners often aren’t incentivized greatly by rev share or commissions and would rather have co-marketing assistance for customer success stories, webinar hosting, and other initiatives. We discuss the importance of having separate ecosystem managers to address the nuances of large ecosystems like Salesforce and Hubspot.