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How Adobe Scaled Its Partner Program Without Losing Quality
Season 1
Episode 8
Published 1 month, 2 weeks ago
Description
Episode 8 of Business Development with Fexingo digs into the partner ecosystem behind Adobe's explosive growth. Lucas and Luna examine how Adobe evolved from a product-led company to one where 80 percent of new business comes through partners. They unpack the tiered certification system, the margin structure that keeps partners invested, and the recent shift to a partner-first sales motion. Specific examples include the Experience Cloud partner portal launched in 2025 and the revenue split on enterprise deals. The hosts also discuss the tension between scale and quality control, and how Adobe avoided the partner program bloat that has plagued other SaaS companies. A must-listen for anyone building or managing B2B partnerships.