Unlocking Revenue: The Power of Partnerships in Business

Name: Unlocking Revenue: The Power of Partnerships in Business
Uploaded: 2024-12-26T13:04:24+00:00
Duration: 50 s
Channel: Jason M. Lemkin
Description: In this segment, Jason M. Lemkin highlights how a substantial portion of revenue for leading SaaS firms—Klaviyo, HubSpot, Shopify, and ServiceNow—comes…

26 Dec 2024 · 1 min

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In this segment, Jason M. Lemkin highlights how a substantial portion of revenue for leading SaaS firms—Klaviyo, HubSpot, Shopify, and ServiceNow—comes from agencies and partner channels, often ranging from 40% to a majority of total sales. He warns that founders who rely exclusively on a direct‑to‑customer sales motion risk being outmaneuvered when competitors adopt robust partner strategies. Lemkin urges entrepreneurs to prioritize building and leveraging partnership ecosystems to unlock significant revenue streams and avoid being left behind.

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Klaviyo gets 40% of its $1 billion in revenue through agencies and partners. I don't know what, I don't know if Bill discloses it, but I do think the majority of their revenue is influenced or comes from accountants and others. And we touched on it. It's a super important topic and we should have done a lot, a lot more of it because way too many founders learn the direct motion and then they just get their ass kicked when their competitors figure out the channel and partner strategy, right? HubSpot, over 40% of their revenue comes from partners, agencies that deploy HubSpot. So if you think you're going to compete with HubSpot and you're going to all go direct, you're going to lose the fact that these agencies just deploy HubSpot. Shopify, I don't know what it is, 40, 45% of the revenue from agencies. Okay. ServiceNow, the majority of the revenue, right? And Klaviyo, I wanted to ask Andrew, but I think it's in the 40s. And Bill, they may not, I think at least partially it's probably 90%, right? Our account, our accounting firm, I love Bill, but our accounting firm put it in.