Partnerships Glossary

A partner manager, also sometimes called a partnerships manager or partner account manager, acts as the bridge between a company and channel partners. A partner manager is responsible for managing partner-led GTM motions at their company by building mutually beneficial relationships with ecosystem partners.

In addition to managing the existing relationships, the day-to-day of a partner manager also involves recruiting new partners, onboarding them effectively and nurturing the relationships over time. Partner managers drive revenue growth through partner channels, while also ensuring partners find value in the collaboration. They excel at communication, negotiation, and possess a strategic mindset to identify and develop successful partnerships.

See more: Skills every partner manager should have to succeed.

Revenue tracking is the process of monitoring and attributing revenue generated through various channels. In relation to partnerships. this involves identifying which partner interactions (referrals, co-marketing efforts, etc.) led to customer acquisition and subscription purchases.

Revenue tracking helps SaaS companies understand the effectiveness of their marketing and sales motions and partnerships, measuring performance and optimize commission structures for channel partners.

Success management is the process of ensuring successful enablement of a software or program. In B2B SaaS, success management is concerned with end customers achieve their desired outcomes using the software. This customer-centric approach goes beyond basic support, involving proactive measures like onboarding, training, goal setting and regular check-ins.

In partnerships, this also includes partner success through similar enablement support. By understanding customer and partner needs and proactively addressing challenges, success management fosters long-term user satisfaction, reduces churn and ultimately drives recurring revenue for the SaaS company.