Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

Unlocking Revenue: The Power of Partnerships in Business

26 Dec 2024 · 1 min

Watch on YouTube

0:48

This is an excerpt from a YouTube conversation (Jason M. Lemkin and another speaker) about how partnerships and channel strategies drive a large share of revenue at several companies. The speakers claim Cleveland receives ~40% of its $1B via agencies/partners, HubSpot gets over 40% from partners/agencies, Shopify derives roughly 40–45% from agencies, ServiceNow gets the majority via partners, and Klaviyo is "in the 40s." The clip emphasizes that direct-only go-to-market approaches often lose to competitors who leverage channels and agencies.

Cleveland 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 the 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.