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  4. Empowering the Channel Partner-led GTM motion with Shruti Ghatge of Zomentum

Channel Partner-led GTM is one of the strong pieces in SaaS
customer acquisition. Unlike the digital marketing and sales
driven customer acquisition, this mode is under leveraged. 


Find out how Shruti Ghatge (Co-founder & CEO, Zomentum) and
her team is flipping Partner Relationship Management, and adding
more power to the Channel Partner-led GTM with Zomentum.


Zomentum's end-to-end Revenue Platform enables both Channel
Partners and SaaS vendors to earn, grow, and manage revenue
quickly and cost-effectively. From finding Partner customers on
Reddit forums in its early days, Zomentum has grown into a
company with almost 3500 partners. In 2021, they raised $13
Million in Series A funding. 


Shruti speaks to us about Zomentum’s founding philosophy,
navigating early product market fit challenges, some very
interesting ‘guerrilla research tactics’ like eavesdropping on
office conversations, meeting geeky customers on Reddit forums,
and requesting Partner customers if they could work from their
offices,  and how her experience as a VC investment analyst
came as a leverage.


Tune in for an entertaining and unusual conversation.


Key Takeaways: 


2:03 - What is Zomentum and what is its role in the SaaS
world? 


2:42 - Where did the idea for Zomentum originate? 


4:56 - Shruti’s early days of building the company and its
founding philosophy 


6:21 - Ideal customer profile.


10:53 - What are some examples of a 100% channel-driven sales
motion? 


12:51 - How does Zomentum recruit partners for the marketplace
and what is its value proposition?


13:04 - How do you solve the chicken egg problem?


18:20 - Navigating product-market fit and challenges.  


24:49 - What is their go-to-market strategy and how does it
reflect on their organizational structure? 


26:03 - Unconventional Wisdom - Reddit threads and Facebook
communities to find customers. 


33:09 - Why did Zomentum choose to acquire a company in its early
days? 


36:15 - Fundraising journey.


37:53 - Tips on recruiting and retaining talent. 


39:22 - Managing a cross-geographical team and shaping culture.


40:33 - Practical tactics and takeaways in the area of sales and
marketing.


42:40 - Hiring practices in Zomentum’s early days.


43:06 - Meeting her co-founder, Rahil Shah, and deciding on
equity. 


45:51 - Learnings for founders about dealing with investors/board
in the early days of the company. 


Happy Listening!


 

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