Rod Moynihan, CEO of B.A.C., joins the show to share insights from his years of experience sitting on both sides of the SaaS partnership table. He offers his perspective on what solutions partners need to operationalize to be ready to engage with corporate, enterprise, and upmarket buyers—and how they can “earn the right” to have a seat in those discussions. We discuss the importance of deeply understanding your customers, domain, and industry—and how those evolve from serving SMBs and midmarket organizations. Rod also shares what partners looking to move upmarket should anticipate on changing—from their service offerings, sales process, and overall go-to-market strategy. We wrap with performance management and how success tends to be defined in upmarket engagements—and how citable % shifts in efficiency gains can go a long way.