Once your SaaS product hits a certain level of revenue, you'll need to change things up to move past the plateau. One of the ways to do this is to move past your core product and introduce new business streams. If you're strategic about your integrations, you can strengthen your ties to your target market. Join Mandy Howard, Product Manager at ServiceTitan, as she takes you through the three key questions that you need to answer to grow your product with the right partner integrations. Whether you're a start-up, or working on a new product in an enterprise environment, you'll learn how to push through to a new level of growth.

1. Get Growth with Partner Integrations
Mandy Howard Hannah Flynn
With: Moderated by:
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Start With Why
Webinar Series

2. GoodData provides analytics for businesses that need everyone to have data
for better decision-making. Whether you’re a large enterprise looking to deliver
powerful analytics to your employees or a software company that needs to
embed analytics that scale and perform inside your application, GoodData is the
right choice. We allow everyone in an organization to make data-driven
decisions without complicated tools, cumbersome rollout projects, or the
hassles of managing yet another system.

3. More about GoodData
GoodData powers better decisions for 1.5M
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4. What Makes GoodData Different
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Fast time with analytic insights, without breaking the bank via a
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creation and delivery all on the same platform
• Analytics at massive scale
We scale analytics to all users, everywhere, right at where they
need them

5. Click on the Questions panel to
interact with the presenters
https://www.productmanagementtoday.com/webinar-series/start-with-why/

6. About Mandy Howard
Mandy Howard is currently a Product Manager at ServiceTitan where she owns all aspects of product
management for partner integrations from discovery through execution. She is part of a broader team focused on
growth products. Her current role is heavily cross-functional with counterparts in Business Development and
Product Marketing. Mandy works directly with partners throughout the integration process including scoping,
technical feasibility, and go-to-market.
Prior to ServiceTitan, Mandy worked at Comprehend Systems in Product Management and Customer Success.
She also has experience in data management and systems implementation consulting along with inside sales at a
Fortune 500 medical device company. When she is not building integrations to increase value to users, Mandy
enjoys playing softball and tennis and cheering on her favorite sports teams in sunny Los Angeles. Mandy has an
MBA from the University of Phoenix and a BS in Biology from Loyola Marymount University.
About Hannah Flynn
Hannah attended The University of Chicago, where she majored in Environmental Studies with a concentration in
Economics and Policy. She now works with Aggregage on social media strategy and webinar production on sites
such as Product Management Today, B2B Marketing Zone, and Customer Experience Update.
Start With Why
Webinar Series

7. 7
Start With Why
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Agenda
1 Product Readiness
● Industry Research, Trends
● Feedback
● Metrics
2 Product & Partner Fit
3 Partner Relationship

8. 8
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POLL

9. 9
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(1) Product Readiness

10. 10
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Where is the industry headed?
• Impactful tech trends
• Data accessibility (APIs, cloud)
• Mobile payments
• IoT
• Smart Home devices
• AR/VR
• Opportunity to enhance user workflows
• Increase stickiness and engagement

11. 11
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What are your customers saying and asking for?
• Workflow inefficiencies
• Double data entry
• Reconciliation between systems
• Human middleware
• Data Access

12. 12
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What are your company’s goals?
• Grow beyond core product
• Customer Acquisition
• Recurring Revenue

13. 13
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Tactical Readiness +
Data Analytics Example

14. 14
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POLL

15. 15
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(2) Product & Partner Fit

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What Fits? Who Fits?
• Sources
• Customer Feedback/Asks
• Industry thought leaders, best practice associations
• Partner Evaluation
• Opportunity/Business Case
• Connectivity methods
• Technical feasibility
• Scope

17. 17
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(3) Partner Relationship

18. 18
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Communication is key.

19. 19
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Involved Parties
Partner Organization Customer/User
Background Familiar with their own
audience
Familiar with user
experience and the
work put into creating it
Familiar with the UI
Communication
Style
Project management tools
How you want to
communicate
Product
Knowledge
Low High Medium

20. 20
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Relationship Management
• Expectation setting,
management
• Partner alignment
• Context of your
product will be
repetitive
Partnership
Goal
Problem(s)
Solution

21. 21
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Relationship Management
Flow + Integration Points
• Expectation setting,
management
• Partner alignment
• Context of your
product will be
repetitive

22. 22
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Relationship Management
Customer/User Experience - Phase #
1. Partner system does _____
2. Your product does _____
3. User does _____
4. Which results in ______
• Expectation setting,
management
• Partner alignment
• Context of your
product will be
repetitive

23. 23
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Relationship Management
Requirements Summary
Phase Req Owner Effort
1 Build API Partner M-L
1 Integrate to... My Org S-M
2 Develop... My Org M-L
3 Integrate to API My Org S-M
• Expectation setting,
management
• Partner alignment
• Context of your
product will be
repetitive

24. 24
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Relationship Management
Target Roadmap
Jan Feb Mar Apr May Jun
Phase 1
Phase 2
Phase 3
• Expectation setting,
management
• Partner alignment
• Context of your
product will be
repetitive

25. 25
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Project Management
• Project plan
• Roles & Responsibilities
• Provide status regularly, in a consistent format
• Show progress
• Coordinate testing

26. 26
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POLL

27. 27
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Wrap-Up
Remember to
1. Understand user workflows holistically
2. Perform due diligence through partner and opportunity
evaluation
3. Over-communicate; reset the stage in partner
conversations

28. Q&A
Hannah Flynn
With: Moderated by:
Product Manager, ServiceTitan
Linkedin page: linkedin.com/in/howardmandy/
Twitter ID: @servicetitan
Website: servicetitan.com
Mandy Howard
Site editor, Product Management Today
Linkedin page: linkedin.com/in/hannahmflynn
Twitter ID: @prodmgmttoday
Email: hannah@aggregage.com
Website: productmanagementtoday.com
https://www.productmanagementtoday.com/webinar-series/start-with-why/