Ecosystem, AI and the new economics of B2B SaaS - Peter Lorant (HubSpot)

Build, Buy ou Partner - Charlotte Gounot (Defacto), Arnaud Dessein (Pennylane), Philip Schneider (Chift)

Dans ce nouvel épisode d'Alliances, je réunis trois partenaires et grands experts autour d'une des décisions les plus difficiles dans une organisation: faut-il construire, s'associer ou acheter ? Arnaud dirige la Connectivité chez Pennylane, la plateforme financière B2B des entreprises et de leurs experts-comptables. Charlotte est DGD chez Defacto, la fintech du financement du BFR, avec près de 20 000 entreprises financées pour plus d'1,5 milliard d'euros. Philip pilote les Partenariats Stratégiques chez Chift, la plateforme d'intégrations financières et comptables qui propose une API unifiée Dans cet épisode, nous abordons : * La vraie matrice de décision build vs partner vs buy : le time-to-market et le core business comme axes qui décident de tout * Pourquoi le choix n'est jamais figé : un partenariat s'internalise, une commodité se rebuild, et c'est sain * Comment Pennylane a cassé les silos en réunissant produit, engineering et partenariats dans une seule BU * Les différents niveaux d'intégration de Defacto, du redirect simple au natif, pour s'adapter à chaque partenaire * Ce que la réforme de la facturation électronique change vraiment : la conformité comme commodité à brancher * Pourquoi l'IA fait shipper plus vite mais élève les enjeux de gouvernance, et pourquoi les alliances resteront humaines Une conversation cash sur les intégrations, les écosystèmes et l'avenir des partenariats dans les 18 prochains mois. ▬▬▬▬▬▬▬▬▬▬ Cet épisode vous a plu ? 👉 Likez, commentez et abonnez-vous 👉 Partagez-le à votre réseau 👉 Notez le podcast 5 étoiles Vous pouvez aussi voir cet épisode sur Youtube : https://youtu.be/DVv1EGx7mVc [https://youtu.be/DVv1EGx7mVc] ▬▬▬▬▬▬▬▬▬▬ - Retrouvez Charlotte : https://www.linkedin.com/in/charlotte-gounot-30464783/ [https://www.linkedin.com/in/charlotte-gounot-30464783/] - Retrouvez Arnaud : https://www.linkedin.com/in/arnauddessein/ [https://www.linkedin.com/in/arnauddessein/] - Retrouvez Philip : https://www.linkedin.com/in/philipsch/ [https://www.linkedin.com/in/philipsch/] Vous pouvez me retrouver ici : https://www.linkedin.com/in/maximeimbert-partnerships [https://www.linkedin.com/in/maximeimbert-partnerships] Hosted on Ausha. See ausha.co/privacy-policy [https://ausha.co/privacy-policy] for more information.

Réforme de la facturation électronique : Alliances entre PA et éditeurs - Romain Goueffon (Qonto)

Dans ce nouvelle épisode d'Alliances, j'ai reçu pour la seconde fois Romain Goueffon, Head of Partnership et Field Sales chez Qonto, pour parler d'un sujet critique pour des milliers de SaaS qui ont un module Facturation : la réforme de la facturation électronique. Qonto compte déjà plus de 600 000 clients, dont 300 000 qui ont choisi leur plateforme agréée, et plus de 100 000 factures électroniques sont déjà passées par leur canal. Le sujet de fonds de cet épisode, c'est l'alliance entre les plateformes agréées (PA) et les éditeurs de logiciels. Devenir PA soi-même coûte entre 2 et 5 millions d'euros, plus 1,5 million par an de maintenance. Pour un SaaS vertical avec un module de facturation, ça n'a aucun sens. La bonne stratégie, c'est de s'adosser à un partenaire régulé. Ce que Romain partage dans cet épisode : * Pourquoi un éditeur qui ne se met pas en conformité avant septembre risque tout simplement de disparaître, ses clients allant choisir une autre solution * Comment bien choisir sa plateforme agréée : fit technique, fit humain, fit marché et surtout solidité du partenaire, avec l'exemple mexicain où 30 à 35% des acteurs ont disparu en quelques années * Le modèle Qonto Embed et la logique d'embedded finance : intégrer la conformité en deux clics via API sans refaire toute son infrastructure * Pourquoi Qonto a fait le choix de ne facturer ni ses clients ni ses partenaires sur la facturation électronique, et comment ça booste l'acquisition et la rétention * Le rôle clé des experts comptables dans l'éducation du marché : 9 sur 10 recommandent leur outil, mais seulement 1 client sur 3 a choisi sa plateforme * Comment structurer une équipe partenariats de 8 personnes entre business developers, partnership managers et une équipe field sales qui fait remonter les insights terrain au produit Forcément, on termine sur l'IA, et là c'est passionnant. Qonto est devenue une boîte AI first, c'est un OKR de l'entreprise. Romain explique comment ses équipes cherchent et testent des cas d'usage IA, comment il bloque deux heures chaque vendredi matin avec ses équipes pour expérimenter, et pourquoi pour lui c'est autant un gain de qualité qu'un gain de vitesse. Certainement un troisième épisode à venir avec le GOAT des Partnerships... Tu as aimé cet épisode ? Pour le voir sur Youtube : https://youtu.be/saZheDi3JA4 [https://youtu.be/saZheDi3JA4] 👉 Like, commente, abonne-toi et note-nous 5 étoiles ▬▬▬▬▬▬▬▬▬▬ Romain : https://www.linkedin.com/in/romain-goueffon-6a5472a9/ [https://www.linkedin.com/in/romain-goueffon-6a5472a9/] Maxime : https://www.linkedin.com/in/maximeimbert-partnerships [https://www.linkedin.com/in/maximeimbert-partnerships] Hosted on Ausha. See ausha.co/privacy-policy [https://ausha.co/privacy-policy] for more information.

The Partnership reset: Why AI is rewriting inbound, tooling & services - Peter Lorant & Chris Lavoie

I sat down with Chris Lavoie (Partnership Mastermind) and Peter Lorant (ex-HubSpot, Zendesk, Google, Workday and SAP ) to have an open discussion on AI and the impact on partner teams Chris runs Partnership Mastermind, training 500+ partnership pros. Peter spent 30+ years at the biggest tech companies. He's seen every tech revolution. This one's the biggest. Here's what hit different: * Inbound is dead, partners is one of the answer: Marketing boards are panicking. The pipeline from inbound? Gone. Companies are flipping couch cushions for demand. Partnerships is the only channel with real conversion. But here's the catch: no more hiring sprees. Revenue per FTE is king. Lovable does $3-6M ARR per employee. You do more with less, or you're out. * AI tooling is eating partner tech: Partner tools always got the scraps. Marketing gets $2, Sales gets $3, Partnerships gets $1. Now Salesforce launched headless agentic experiences. The future? No logging into 20 tools. Agents run workflows, partner tech becomes APIs. If your moat is UI, you're cooked. * SI partners are in freefall: 71% of CIOs cut SI budgets to fund AI (Anthropic, OpenAI). The $100K implementation projects? Agents do that now. SIs used to wait for vendor playbooks. That's over. No handbook anymore. Workflows change weekly. Get technical fast or lose 30-40% * The top 1% go all in: Peter's HubSpot playbook: let a thousand flowers bloom. Everyone experiments, documents, votes every 2 months on top 3 use cases, codifies, trains everyone. Mass personalization unlocks the long tail. Chris's advice: audit your month. What took 10 hours AI does in 10 minutes? Copywriting, follow-ups, prioritization. * The messy middle: We overestimate short-term, underestimate long-term. Everyone works harder, not less. But efficiency gains are real. Experiment, don't freeze. This isn't hype. This is the reset. Did you enjoy this episode? 👉 Like, comment, subscribe and rate 5 stars Watch at the episode on Youtube: https://youtu.be/7nWDmv70Z3U [https://youtu.be/7nWDmv70Z3U] ▬▬▬▬▬▬▬▬▬▬ * Chris: https://https://www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/ [https://https//www.linkedin.com/in/chris-lavoie-phd-aaaa4111b/] * Peter: https://www.linkedin.com/in/palorant/ [https://www.linkedin.com/in/palorant/] * Maxime: https://www.linkedin.com/in/maximeimbert-partnerships/ [https://www.linkedin.com/in/maximeimbert-partnerships/] ▬▬▬▬▬▬▬▬▬▬ #partnerships #AI #partnerstrategy #SaaS #agenticAI #inbound #gtm ▬▬▬▬▬▬▬▬▬▬ I'm Maxime Imbert, Operating Partner Partnerships. I help B2B SaaS, AI native companies and Fintech build partnership strategies that actually drive revenue. Strategy call: https://calendly.com/maxime_imbert/30min [https://calendly.com/maxime_imbert/30min] Hosted on Ausha. See ausha.co/privacy-policy [https://ausha.co/privacy-policy] for more information.

How Zazu leverages Banking partnerships to accelerate growth

In this episode, I sit down with Germain Bahri, co-founder and Chief Growth Officer of Zazu, a neobank for SMEs in South Africa and Morocco. We go deep on how to build a fintech from scratch in emerging markets and why partnerships aren't optional, they're survival. Germain spent years at the core of Europe's fintech wave, Bankable, Solaris Bank and saw models like Qonto, Pleo, and Shine scale from the inside. He and his co-founder took everything they learned, packed their bags, and moved to South Africa to build the Qonto of Africa. A bet in markets where the infrastructure is half-built, the banks are 20 years behind, and the playbook doesn't exist yet. Zazu launched in South Africa first: 3M SMEs, formal economy, solid payment rails. Then they expanded to Morocco to own the MENA region. They're now scaling to thousands of customers through one strategy: partnerships. Because in these markets, you can't brute-force growth with ads and sales teams. You need distributors who already own the trust and the base. Here's what Germain breaks down: * Why they partnered with Access Bank as their Baas provider * The distributor playbook: payment providers, legal/accounting tech, e-commerce platforms embedding Zazu into platforms with hundreds of thousands of merchants. * The reality of building in Africa: PCI DSS compliance ignored by local partners, banking UX still need to be improved, education hurdles around neobanks * How they hired an AI agent startup in South Africa. They loved the use cases so much they joined Zazu full-time * Key advice for fintech founders: find the C-level decision maker early, make sure incentives are aligned, quantify everything (no press release partnerships), and start with a small POC to build inertia Did you enjoy this episode? 👉 Like, comment, subscribe and rate 5 stars ▬▬▬▬▬▬▬▬▬▬ * Germain: https://www.linkedin.com/in/germainbahri/ [https://www.linkedin.com/in/germainbahri/] * Maxime: https://www.linkedin.com/in/maximeimbert-partnerships [https://www.linkedin.com/in/maximeimbert-partnerships] * Zazu: https://www.get-zazu.com [https://www.get-zazu.com] ▬▬▬▬▬▬▬▬▬▬ #partnerships #fintech #africa #neobank #zazu #distributors #banking #growth #southafrica #morocco Hosted on Ausha. See ausha.co/privacy-policy [https://ausha.co/privacy-policy] for more information.

How to partner with a VC?

In this episode, I sit down with two people who've lived on both sides of the VC partnership game. Abhishek Lahoti, Head of Platform at Highland Europe, and Roman Lobas, former VC platform operator and now co-founder of Icebreaker. Abhishek spent 6+ years at Dropbox, then moved into VC at Sapphire Ventures before landing at Highland Europe, where he runs the full platform operation from talent and events to partnerships and enablement. Roman has led partnerships at growth-stage companies specifically targeting the VC channel, and has made every mistake in the book so you don't have to. The VC partner motion is massively underestimated. A lot of companies either never touch it or blow it in the first call. Done right, 10 solid VC relationships can generate a sustainable, high-quality revenue stream with better close rates, faster sales cycles, and lower CAC than almost any other channel. No fluff, just the raw, honest playbook for how to actually crack this channel. Here's what they break down: * The right timing to contact a VC and Who to contact in the firm * The discount conversation: 15% minimum, 20-25% sweet spot, 50%+ kills your pricing credibility * Never kick back revenue to a VC: give them deal flow and senior introductions instead * Pipeline is the real KPI, not number of VCs signed and don't expect anything in month one * The biggest mistakes: sending a hit list on call one, expecting a 30-min intro to generate 50 warm leads overnight * Be a sniper, not a machine gun: 5 deeply researched targets beat 200 cold blasts every time This episode is a straight shot of reality for any partnerships person who wants to build a VC motion that actually drives revenue. Did you enjoy this episode? 👉 Like, comment, subscribe and rate 5 stars Watch at the episode on youtube: ▬▬▬▬▬▬▬▬▬▬ Abhishek's LinkedIn profile: https://www.linkedin.com/in/alahoti/ [https://www.linkedin.com/in/alahoti/] Roman's LinkedIn profile: https://www.linkedin.com/in/roman-lobas/ [https://www.linkedin.com/in/roman-lobas/] Maxime's LinkedIn profile: https://www.linkedin.com/in/maximeimbert-partnerships [https://www.linkedin.com/in/maximeimbert-partnerships] #partnerships #venturecapital #VC #b2bsaas #partnermotion #ecosystem #growth #alliances #startups I'm Maxime Imbert, Fractional Head of Partnerships. I help B2B SaaS and Fintech generate revenue by leveraging strategic partnerships. Strategy call: https://calendly.com/maxime_imbert/30min [https://calendly.com/maxime_imbert/30min] Hosted on Ausha. See ausha.co/privacy-policy [https://ausha.co/privacy-policy] for more information.