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Harsh Mehta
Transforming customer experience for brands using conversational AI
Harsh Mehta is an experienced professional with a strong focus on business development and Go-To-Market (GTM) strategies across global markets.1 He has expertise in driving revenue growth, securing strategic partnerships, and scaling SaaS products.1 His most recent role at Haptik was Director of Business Development & Partnerships (Global) from August 2022 to December 2023.1
Key points about Harsh Mehta:
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Current role: As of December 2024, Harsh Mehta is working in Business Development & Partnerships at 360dialog (since January 2024).1
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Experience at Haptik:
- Director of Business Development & Partnerships (Global): August 2022 - December 2023
- Head of Business Development & Partnerships (EMEA): July 2021 - August 20221
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Skills and expertise:
- SaaS industry knowledge
- GenAI automation tools (e.g., make.com, clay.com)
- Partnerships development and management
- Strategic market entry and revenue growth
- Consultative sales and business development1
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Previous experience:
- Worked at YES BANK in roles related to Open Banking and Digital Payments
- Held positions at Zone Startups India, including work with Viacom18 Media and Barclays Rise Accelerator1
Harsh Mehta's professional background demonstrates a strong track record in business development, partnerships, and GTM strategies, particularly in the SaaS and AI industries.1
Highlights
💡 Pro Tip for Building a Strong Partnership with System Integrators:
When developing a co-sell partnership with system integrators, one simple but powerful strategy is to run enablement for the implementation team simultaneously with sales enablement.
Here's why this works: 🔹 Implementation Teams as Sales Champions: Delivery teams are on the front lines, overseeing and managing projects where they can immediately spot potential fits for your solution. By enabling them early, they can effectively position your product within ongoing projects, opening up opportunities that might otherwise be missed.
🔹 Accelerated Time to Value: These teams are usually managing multiple projects, and when they see the value your solution can bring, they’re more likely to advocate for you within an existing deal. This significantly reduces the time to value from the partnership.
🔹 Holistic Approach: Aligning sales and implementation enablement ensures that both teams speak the same language, understand the value proposition, and can seamlessly work together to drive success.
Don't just focus on sales—bring the whole team into the partnership from day one! 💪
In my experience working in #SaaS #partnerships, I've noticed a common trend:
Potential co-sell partners are eager to sign an agreement, but then the partnership just fizzles out due to a variety of factors. The truth is, deriving real value from partnerships requires ongoing effort and a clear structure from the start.
One approach that has consistently worked for me is signing a Memorandum of Understanding (MOU) within one week of the signed agreement. While the MOU isn't legally binding, it plays a crucial role in setting the foundation for a successful collaboration.
Here’s what the MOU should include: 🔹 Who: Clearly defined roles for each team, from implementation to sales. Think of it as "man-to-man marking" to ensure accountability. 🔹 What: A high-level Go-To-Market (GTM) plan, outlining the co-sell model. 🔹 How: Structured processes like a RACI scorecard covering Product, Sales, Implementation, Partnerships, Marketing, and Executive teams.
Additionally, the MOU should cover: Account Targeting plan Enablement Training Schedule Rough Marketing plan Revenue Milestones and a Review schedule
By having leadership sign off on the MOU, you create a clear direction and set measurable goals early in the partnership. This structured approach ensures both teams are aligned, engaged, and working towards mutual success helping build partnerships that last and show value 💪
What are some other approaches that have helped you?
Partnership Leaders
