6. Replicate your process. Building a process for working with partners from an early stage is critical. Without a replicable process, precious resources will be consumed and the cost of sale in working with partners will be too high. Having a simple and repeatable onboarding process for activation and enablement is particularly important to not only use resources wisely, but also to reduce time to revenue and a successful partnership. 7. Set clear margins. When setting margins, consider the gives and the gets. What are you giv- ing to partners and what are you expecting to get in return? Understanding this gives you a clear idea of the cost of sale for the partner and therefore impacts margins. For SaaS sales, think longer term—how will the margin change in Year 2, Year 3, and beyond? To find out more about how to incorporate partners into your sales strategy, read Caroline’s white paper. 41