Web and app developers, along with other small service businesses, often struggle to stand out in a crowded marketplace. The founders of AppEvolve, a web development firm in Boise, Idaho, tackled this challenge by focusing on partnerships to drive growth. By partnering with a giant cloud service provider and becoming the exclusive implementation partner for a software-as-a-service telehealth company, AppEvolve was able to attract new clients and build a sustainable revenue stream. This approach to partner-led sales efforts has proven successful for the company, with referrals from satisfied partners leading to additional clients.
James Sinclair, a coach advising AppEvolve on its growth strategy, emphasizes the importance of relationship-based sales, especially when targeting larger companies like Apple. By positioning themselves as a unique organization that offers transparency and confidence to clients, web and app developers can set themselves apart from the competition and develop a solid pipeline of business. This approach allows businesses to focus on the value of the customer rather than just revenue, adapting to the changing landscape of sales and marketing in today’s digital age.
AppEvolve’s success with partnerships is attributed to starting at the ground level with a larger company and gradually working their way up to bigger projects. By showcasing their expertise and consistently delivering high-quality work, AppEvolve earned the trust and endorsement of their partners, leading to more opportunities with larger organizations. Additionally, the company makes it easy for agencies to partner with them by offering distinct service offerings and partner-friendly rates that allow agencies to make money from the markup on their services.
In order to help partners create a seamless experience for their clients, AppEvolve is willing to work under their brand and use their domain for communication. This approach allows them to tackle bigger clients that may require more meetings and hand-holding than their team can handle on its own. By maintaining open and transparent communication with clients, such as providing weekly status reports, AppEvolve positions itself as an extension of their clients’ businesses, building a strong rapport with them.
While partnering with a major company can bring in a significant amount of work, it’s essential for businesses like AppEvolve to stay diversified and not rely solely on one partner for revenue. Diversification helps mitigate the risk of losing a significant source of income if a partner relationship falters. With industries rapidly changing due to factors like AI, diversifying their client base allows businesses to ensure they always have enough work and remain resilient in the face of uncertainty. Overall, leveraging partnerships and focusing on relationship-based sales strategies can help small service businesses attract new clients and sustain growth in a competitive market.
