The Law of Attach Rates: Why Strategic Partners Alone Cannot Drive Significant Revenue Growth

Jason Lemkin analyzes why individual strategic partnerships in SaaS rarely generate substantial direct revenue despite their importance. Using the concept of 'attach rates'—the percentage of a partner's customers who adopt your product—he demonstrates that even best-case scenarios with major platforms like Salesforce yield limited returns. The article argues that while partnerships are necessary, they require multi-faceted strategies and cannot alone move the needle for most vendors.