When Things Go Wrong with Florian Otto of Cedar | Summary and Q&A

TL;DR

Partnerships can go wrong in various ways, such as lack of communication, accountability, and mismatched branding, but severing the partnership is not always the immediate solution.

Key Insights

• 🥺 Lack of communication or introduction can lead to silent partnerships.
• ❓ Accountability issues can arise regarding revenue sharing and client introductions.
• ❓ Mismatched branding and discomfort with partner representation can strain partnerships.
• 😣 Severing partnerships is not always the initial solution; investing or setting expiration dates may help.
• ❓ Selling too much through a channel partner rarely causes economic problems in software partnerships.
• 🥺 Failure can lead to wasted time and energy, but reputational damage is a significant concern.
• ❓ Constant evaluation and adjustments in partnership contracting frameworks may be necessary.

Transcript

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Questions & Answers

Q: Can you provide examples of partnerships that didn't go as expected?

Yes, we have experienced partnerships where there was no communication or introduction, partnerships with accountability issues, and partnerships with a mismatched branding approach.

Q: What do you do when a partnership doesn't yield anything?

Depending on the incentive structure, we may continue investing and hope for results. However, at some point, a decision must be made whether to invest more or sever the partnership. Sometimes setting an expiration date for the partnership can help in the decision-making process.

Q: How do you handle partnerships with a mismatched branding approach?

If a partner doesn't align with our brand values, we may not feel comfortable with them representing us. In such cases, we would address the issue and potentially terminate the partnership if the misalignment persists.

Q: Is selling too much through a channel partner a common fear?

While it is a concern, it rarely becomes an issue in software partnerships. Selling too much through a channel partner usually doesn't hinder the economic aspect, but it can affect reputation and waste time and resources.

Summary & Key Takeaways

• Partnerships can fail due to lack of communication and unfulfilled expectations.

• Accountability issues can arise regarding revenue sharing and client introductions.

• Mismatched branding and discomfort with partner representation can lead to partnership challenges.