It always starts the same way. A SaaS company signs a handful of partners. There’s excitement. The assumption is sales will follow. But they don’t. Partners don’t wake up thinking about how to sell your product. They wake up thinking about how to hit their own targets. Unless you give them a reason to care, you’ll be waiting a long time.

I work at the sharp end of tenders, frameworks, recruitment tech and MSPs within the recruitment sector. I wanted to write a practical guide to how procurement meets technology and how to pick a partner without tying up cash too soon. My viewpoint is from a staffing perspective but I expect the same considerations apply to any bid where there is a technology element as part of the service.

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