In this episode of B2B SaaS Talks, Lucas and Luna explore a fast-growing trend in enterprise software sales: selling through partner ecosystems rather than direct outreach. They break down why vendors like Salesforce and Microsoft now generate more than 40 percent of revenue through partners, how the model changes compensation and deal velocity, and what it means for sales teams. Using the example of a $15 million deal closed by a systems integrator, they show how partner-led deals reduce friction and improve net retention. The episode also covers the rise of co-sell motions, partner certification tiers, and why procurement teams often prefer a partner over a vendor rep. A practical look at how the channel is reshaping enterprise sales in 2026.

#EnterpriseSoftware #PartnerEcosystems #ChannelSales #B2BSaaS #SalesStrategy #CoSell #SystemsIntegrator #Salesforce #Microsoft #Procurement #RevenueGrowth #NetRetention #SalesCompensation #DealVelocity #BusinessAndTechnology #FexingoBusiness #BusinessPodcast #SaaS

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