Partnerships at Versori aren’t about pushing features, they’re about solving real business problems. Lukas Zibner shares how we enable partners by focusing on outcomes, not tech specs, and co-creating success from the first deal.
At Versori, partnerships aren’t built on PowerPoint slides and product sheets, they’re built on real conversations, real business needs, and shared outcomes.
In a recent conversation, Lukas Zibner, our Head of Commercial and Partnerships, broke down how we think about enablement for our partners. Spoiler alert: it’s not about pushing features or showing off technical specs. It’s about listening first, and delivering value second.
“It’s less about them selling what we can do,” says Lukas. “It’s more about understanding their biggest needs and then figuring out where Versori fits in to bring value.”
Partner enablement is often treated like a one-way street: give them the materials, do the demo, send the deck, and hope for the best. But that’s not how we operate.
At Versori, we see enablement as a two-way process. It starts by immersing ourselves in the partner’s world: their sales cycle, their internal workflows, and the challenges their teams face every day.
“It takes time to understand how they sell their products. How their SDRs, AEs, account managers, and customer success teams actually work,” Lukas explains. “We don’t lead with tech, we lead with outcomes.”
While our platform is powerful enough to support any API protocol or data logic imaginable, that’s not what closes a deal. Our partners’ sales teams care about two things: winning more business and reducing friction.
“An AE will not be interested in the technical details,” says Lukas. “The only thing they care about is: can they win new deals and can we help improve their sales cycle?”
If the answer is yes (and it usually is), that’s where the magic happens.
The Versori partner program isn’t about superficial alliances, it’s about building momentum together. That means working hand-in-hand on the first use case, showing fast results, and making it easy for their teams to say “yes” to integrations.
“It’s purely outcome-based,” Lukas emphasises. “Once they see only the outcome, they’re more willing to work with you. And winning that first customer together? That’s when everything clicks. It moves fast after that, like rapid fire.”
Every partner is different. That’s why we don’t drop a playbook on their desk, we co-create it. We take the time to learn how each organisation operates, where Versori can bring strategic value, and how to align on measurable success.
When enablement is done right, it doesn’t feel like enablement at all. It feels like partnership.
