Article
|
7
 minutes
How CoPort Launched their PLM Platform with the Help of ELG
Article
|
6
 minutes
Accelerate innovation and market reach: Why data sharing is a game-changer for ISVs
Article
|
4
 minutes
Your GTM motion isn’t dead — it’s just not partner-led
Article
|
6
 minutes
Let's save your deal, one intro at a time
Article
|
6
 minutes
How Document Crunch used ELG and Crossbeam to achieve 85% of their pipeline goal — and stay on track for 100%
Video
|
28
 minutes
Maximizing Crossbeam: Master Salesforce Reports & Dashboards
Article
|
5
 minutes
How BEMO boosted meetings by 900% using Clay, Crossbeam, HubSpot, and Ecosystem-Led Growth
Article
|
7
 minutes
Turning Clojure code into Temporal gold: Crossbeam’s data pipeline transformation
Article
|
4
 minutes
5 ways to leverage the your partner’s influence and trust
Article
|
3
 minutes
ELG Insider Daily #694: Ditch drag for drive
Article
|
3
 minutes
ELG Insider Daily #693: Turn data into dollars
Article
|
3
 minutes
ELG Insider Daily #692: ELG isn’t just B2B
Article
|
3
 minutes
ELG Insider Daily #691: Stop chasing revenue alone
Article
|
4
 minutes
New data: Involving partners in deals increases win rate for nearly every ecosystem size and type
Article
|
3
 minutes
ELG Insider Daily #689: Lean into your winning niche
Article
|
3
 minutes
ELG Insider Daily #687: The email inbox that ate my productivity 🎃
eBook
Template: Impact of integration tracker
eBook
Template: Tracking your tech ecosystem's impact on churn
eBook
Template: Warm intro emails
eBook
Template: Tech integrations by partner
eBook
Template: Partner tiering checklist
eBook
Template: Partner onboarding workbook template
eBook
Template: Integration questionnaire
eBook
Template: Integration announcement
eBook
Template: Co-marketing checklist
Article
|
3
 minutes
ELG Insider Daily #686: AI is a partner’s partner
Video
|
50
 minutes
Uncovering the Crossbeam Ecosystem Revenue Platform
Article
|
3
 minutes
ELG Insider Daily #685: 43% of buyers don’t want a rep…
Article
|
3
 minutes
ELG Insider Daily #683: How to put your buyer in the driver’s seat
Article
|
4
 minutes
Follow the network: Your path to market expansion
Article
|
4
 minutes
Following to lead: How to win buyer-driven deals
Video
|
 minutes
ARReasons to pay for Crossbeam
Article
|
3
 minutes
ELG Insider Daily #681: The 5S framework is not just for marketing
Article
|
3
 minutes
Incentives: The Key to Activating Your Partner Ecosystem
Article
|
3
 minutes
ELG Insider Daily #680: A lush forest of opportunity
Article
|
4
 minutes
ELG Insider Daily #676: What it really means to scale
Article
|
4
 minutes
ELG Insider #678: The 4 +1 pillars that hold up your partner ecosystem
Article
|
6
 minutes
5 ways to leverage ecosystem data
Article
|
3
 minutes
ELG Insider #677: In business, context is everything
Article
|
1
 minutes
What's better than an open opportunity? 1.6 million of them
Article
|
5
 minutes
ELG Insider #661: Step aside, spreadsheets
Article
|
3
 minutes
ELG Insider Daily #674: Help write the new GTM playbook
Article
|
3
 minutes
ELG Insider Daily #673: I just want to sell, sell, sell
Article
|
3
 minutes
ELG Insider Daily #671: 7 tactics to turn partnerships into pipeline
Article
|
4
 minutes
How to scale your reselling program
Article
|
4
 minutes
ELG Insider Daily #670: Trust the process
Article
|
4
 minutes
ELG Insider Daily #669: The foundation of a $1B partnership program
Article
|
3
 minutes
ELG Insider Daily #668: This is what great sales leaders are made of
Article
|
3
 minutes
ELG Insider Daily #667: When less is more in your partner ecosystem
Article
|
3
 minutes
Good partner managers/ bad partner managers
Article
|
3
 minutes
Good sales leader / bad sales leader
Article
|
3
 minutes
ELG Insider Daily #666: How much power do numbers really have?
Article
|
4
 minutes
ELG Insider Daily #665: Fix your GTM problem
Article
|
4
 minutes
ELG Insider Daily #664: Meet the fresh new ELG Insider
Article
|
4
 minutes
ELG Insider Daily #663: Every GTM motion is a fact-finding mission
Article
|
5
 minutes
How I Present Partner Strategy to CxOs & the Board for Decacorns ($10B+) and a Unicorn ($3.8B)
Article
|
4
 minutes
ELG Insider Daily #662: When your own GTM team is your ICP
Article
|
3
 minutes
ELG Insider Daily #660: Decode your deal
Article
|
3
 minutes
ELG Insider #658: The new high-performing seller
Article
|
4
 minutes
ELG Insider Daily #651: Use this easy account mapping win for customer retention
Article
|
6
 minutes
Maximize your existing accounts: 3 proven ways to boost revenue
Article
|
4
 minutes
ELG Insider #657: Who is the MVP of your GTM motion?
Article
|
4
 minutes
ELG Insider #656: Money, money, money, must be funny
Article
|
4
 minutes
ELG Insider #655: How to develop a top skill of the best sellers
Article
|
6
 minutes
How FullStory increased client retention using Ecosystem-Led Growth tactics
Article
|
5
 minutes
ELG Insider #654: What sets high-performing sales teams apart
Article
|
6
 minutes
ELG Insider #653: Curiosity killed the cat?
Article
|
3
 minutes
ELG Insider #652: Cheers to outreach success
Article
|
4
 minutes
ELG Idols: Meet the enterprise sales veteran who turned commercetools’ ecosystem into a revenue machine
Article
|
7
 minutes
How to Win with Partner Marketing
Article
|
1
 minutes
Nearbound.com is now ELG Insider!
Article
|
4
 minutes
ELG Insider Daily #650: How to boost your Ecosystem-Led Customer Success wins
Article
|
5
 minutes
ELG Insider Daily #649: ELG for and by marketers
Article
|
3
 minutes
ELG Insider Daily #648: The Google + HubSpot story
Article
|
4
 minutes
ELG Insider Daily #646: EQLs, the gifts that keep on giving
Article
|
5
 minutes
What can B2B SaaS companies learn about Ecosystem-Led Growth from a solo entrepreneur?
Article
|
4
 minutes
ELG Insider Daily #645: Where is the AI in ELG?
Article
|
3
 minutes
ELG Insider Daily #644: Three easy ELG plays
Article
|
3
 minutes
ELG Insider Daily #642: Make the money follow you
Article
|
5
 minutes
When sales and partnerships partner up
Article
|
3
 minutes
ELG Insider Daily #640: Do not let anybody ghost you
Article
|
4
 minutes
ELG Insider Daily #639: Do not be an ordinary seller, instead do this!
Article
|
4
 minutes
ELG Insider Daily #638: The secret to customer retention
Article
|
4
 minutes
ELG Insider Daily #636: Speed up deals with this warm intro email template
Article
|
3
 minutes
ELG Insider Daily #635: How to Make the Right Noise at INBOUND
Article
|
4
 minutes
ELG Insider Daily #632: To win in sales, Always Be Collaborating
Article
|
4
 minutes
ELG Insider Daily #631: How to turn frenemies into power partners
Article
|
8
 minutes
Everything you need to know to build a reseller program
Article
|
6
 minutes
Every Stat We Have That Proves The Value Of Partnerships
Article
|
5
 minutes
ELG Insider Daily #630: Give your prospects the gift of time
Article
|
5
 minutes
ELG Insider Daily #628: Boost integration adoption by knowing your customers tech stack
Article
|
4
 minutes
ELG Insider Daily #627: 3 tips to master co-selling with partners
Article
|
4
 minutes
ELG Insider Daily #623: Cold email is not dead, it is just not partner-led
Article
|
4
 minutes
ELG Insider Daily #626: Shorten your enterprise sales cycles by 44%
Article
|
3
 minutes
ELG Insider Daily #625: The sales vet who turned an ecosystem into a revenue machine
Video
|
50
 minutes
The Crossbeam x Reveal merger: Watch Bob Moore and Simon Bouchez give the inside scoop
Article
|
5
 minutes
The story behind the merger: A recap from ELG Con London
Article
|
3
 minutes
ELG Insider Daily #622: To the infinity and beyond of channel partners
Article
|
3
 minutes
ELG Insider Daily #621: Focus on market trends, not just on product demand
Article
|
3
 minutes
ELG Insider Daily #620: How Cloud GTM is Transforming Legacy Partnerships
NU - The Ultimate Partner Manager Library
Meet your new partnerships mentor
by
Nelson Wang
SHARE THIS

I'm here to share my lessons with you after being in partnerships for 17+ years.

by
Nelson Wang
SHARE THIS

In this article

Join the movement

Subscribe to ELG Insider to get the latest content delivered to your inbox weekly.

Hey Everyone! 

 

I’m here to share my lessons with you after being in partnerships for 17+ years at companies like Airtable, Miro, Box, VMware, Optimizely and Cisco in both leadership and IC roles. I’m incredibly passionate about passing the torch forward so that partnerships will be a huge success for you and so that you don’t have to go through the same painful lessons I did in my 17-year career. 

 

Along my journey: 

  • I’ve met hundreds of partnership ICs and leaders from many of the top tech companies and startups to baseline partner programs and strategies and want to share the best with you. 
  • I’ve built partner programs from zero to $150M+.
  • I’ve worked with CxOs and the board directly at startups that have had decacorn valuations.
  • I’ve had a wide variety of mentors that have taught me lessons across principles, strategy and frameworks that will help you be successful, no matter where you go.

 

In many of my conversations with other partnership professionals, I’ve also heard a lot about the challenges we all face. 

 

Some of the most common challenges I’ve heard are: 

  • Companies struggling to understand the value of partners and what roles they play.
  • Not knowing which partner types and specific partners to prioritize and invest in.
  • Not knowing how to build a partner strategy from 0 to 1.
  • Not knowing how to scale a partner strategy.
  • Needing help with a framework to help consistently build partner pipeline and revenue Learning how to enable partners to prosper over the long term.
  • Negotiating resource allocation effectively for partner programs.

And one of the toughest parts? 

 

It can often be really hard to find a great mentor and support system to help you solve these challenges. That’s why I’m writing these posts. 

 

I want to be that mentor and guide for you. I want to share the core principles and frameworks that have driven my success, so that you can crush it with partnerships at your company too. 

 

I want to make sure that you don’t go through the same pain I went through when I first started my career in partnerships or when I ventured into new partnerships areas on my own (like a 0 to 1 build for the first time). 

 

And I’m proud I can get this message out to you in partnership with Nearbound.com, one of the most trusted partnership media platforms in the industry. I wanted to partner with them because we have the same fundamental shared belief that having strong partner principles is critical to the success of a partner program. 

 

In the spirit of giving back, I want to be able to pass on all the lessons and learnings I’ve had over the last 17 years.

 

That’s why I’m starting a newsletter called Partner Principles. Each week, I’ll share one of my most important lessons on partnerships with you. I’ve spent the last few years slowly batch-writing a year’s worth of content. 

 

To kick off my first post, I’m sharing with you (in partnership with Partnership Leaders and Nearbound.com) a package of free slides I’ve created that highlights the value of partners. 

 

This is the #1 question I’ve heard over the last 17 years of my career in partnerships:

 

"What value will the partner add?"

 

In those moments, I would have loved to show a visual slide on how the partner would add value. 

 

Could I explain it? Of course. 

 

But visuals hit home. They give clarity. Complex concepts become simple ones.

 

That’s why I’ve built a 20+ slide bundle called “The Value of Partners”:

 

In it you’ll find slides that cover: 

  1. Partner Reach
  2. Partner Capabilities
  3. Partner Knowledge
  4. Why Partners
  5. Partner Access
  6. Solution Selling with Partners
  7. Partner Value Internationally
  8. Partner Frameworks
  9. Partners & Cost Efficiency for Services
  10. Partner + Vendor Sweet Spot: Economic Buyer Overlap
  11. Partner Swim Lanes
  12. Partner contractual value
  13. Technology partner value
  14. Marketplace partner value
  15. Value of resellers
  16. Value of distributors

You can download it here for free: https://www.partnerprinciples.com/the-value-of-partners 

You’ll also be interested in these

Article
|
3
 minutes
An open letter to partnerships, from sales
Article
|
3
 minutes
Article
|
3
 minutes
5 Ways to Align Customer Success Teams with Your Nearbound Strategy