Leading BetterCloud’s partnership strategy is Emily Catalado, VP of Alliances. We had the pleasure of interviewing Emily Cataldo about her experience, best practices, and challenges as an Ecosystem Pioneer. BetterCloud is the leading SaaS Management Platform (SMP) that enables IT professionals to discover, manage, and secure their cloud applications in a best-of-breed world.

While the concept of “Customer Success” has been utilized within SaaS companies for over 10 years, the requirement for a similar model in partner ecosystems is being recognized due to shifting business models and increased emphasis on building a successful partner ecosystem. About 68% of North American technology sales and greater than 80% outside of North America go through partnerships. This shows how important it is to manage your partner ecosystem as effectively and efficiently as you would manage your largest direct customers.