Daxko Partnerships Through COVID
Strategic, referral, revenue, and ISV partnerships for a five-product-line company through the pandemic. Helped grow partnership revenue 7–10x over two fiscal years (FY2019–FY2021), a first-of-its-kind Netchex deal, and the DaxkoExchange marketplace launch.
Daxko sells software to YMCAs, JCCs, gyms, and boutique fitness studios. I joined the partnerships team in early 2020, about a month before every one of those customers closed its doors, and was the sole partnerships lead for ISV, reseller, and referral partners. The plan for the year went in the bin. The job became finding partners who could help members stay members while the buildings were empty.
The first wave was virtual: fitness content, streaming, and engagement partners onboarded fast so a club had something to offer a member who couldn’t come in. I also revived a dormant Conversica partnership for automated member outreach and led the effort to land Silverware. Both mattered more in a year when every club was chasing retention.
The deal I’m proudest of is Netchex. It was the first partnership of its type for the company, a payroll and HR partner on a platform whose customers had never bought that from us, and I negotiated the agreement end to end. It became a large share of the partnership revenue goal. VFPNext was the other long game. The work I did to build that partnership led, after I’d left, to Daxko acquiring them.
Underneath the deals was platform work. I launched DaxkoExchange, the marketplace where customers find integrated partners, and ran the API backlog: discovery sessions with future partners, scoping with partner engineering teams building against our APIs, and the arguments with product about which endpoints were worth building. Over two fiscal years, FY2019 to FY2021, I helped grow partnership revenue 7–10x, with over $6 million in sourced and attributed revenue in the pandemic year, the company’s highest partnership revenue year.