Despite partnerships being the primary revenue driver in B2B SaaS, the vast majority fail. Jon Mead identifies the root cause as a lack of strategic planning and partner selection, rather than a lack of trying, highlighting a massive, systemic problem in the industry.
For platforms handling complex data, user experience is a critical competitive advantage. Drawing on his experience at FullStory, Jon Mead argues that making vast amounts of data approachable and intuitive—avoiding a "wall of statistics"—is the best way to create a superior customer experience.
An effective product roadmap balances automated feedback with structured human insight. Jon Mead uses PLG tactics like FullStory analytics and in-app feedback forms to identify friction, but complements this with formal user groups that meet independently to provide direct, collective input on future features.
The executive responsible for partnerships evolves with a company's growth. According to Jon Mead, in early-stage organizations, the CRO or Head of Sales typically handles partnerships. As the company scales, this responsibility transitions to a dedicated Head of Partnerships who can build a specialized team.