Stop Hiring SDRs and Start Building Real Partner Ecosystems Instead with Keith Bossier | Ep. #314

About this episode

Keith Bossier discusses transforming pricing strategies and building partner ecosystems to enhance sales effectiveness.

Are you struggling with misaligned pricing strategies that leave money on the table? Many sales leaders find themselves caught between traditional seat-based models and what customers value. There's a better approach that can increase contract values by over 200% while simplifying your sales conversations. In this episode, Keith Bossier, VP of Sales at SDOCS , shares how his team transformed their entire pricing strategy from user-based to consumption-based models. His insights reveal practical steps for aligning pricing with genuine business outcomes that customers care about most. Keith breaks down the critical misalignments between marketing, sales, and customer success teams that drain revenue potential. He explains how removing traditional barriers—like eliminating SDRs entirely—can create more direct pathways to qualified prospects and accelerate deal cycles. Revenue Operations Framework for Growth Keith discusses implementing a comprehensive revenue operations program that aligns teams around shared goals. He shares how they restructured customer success roles to function more like account managers with implementation responsibilities, creating new revenue streams from…

People in this episode

Host: Mario Martinez Jr

Guest: Keith Bossier

Topics covered

• pricing strategy
• partner ecosystems
• sales alignment
• revenue operations
• customer success
• business outcomes

Keywords

• SDRs
• consumption-based models
• contract values
• revenue streams
• sales cycles
• system integrators
• technology partnerships

Mentioned in this episode

Organizations: SDOCS

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