It’s not a walk in the park either

Partnerships isn’t the same as sales and marketing.

Anyone can learn it by adding just a little nuance to what they already know.

I had a 20min chat with a Marketing Leader at a fast—growing SaaS company.

He was struggling with deciding on the right partnerships path to invest in.

First, we got a little context; he shared about:

1. The company

2. Customers

3. Competitive landscape

4. Other companies working with their customers

After talking through his thought process of the 2 options, a few important questions came up:

1. How do they make money today?

2. How do they incentivize their team?

3. Where do they wish they could do more?

💡 What can you do to add fuel to the engine they already have working?

👆 This is what matters!

They already have an engine built to scale. You don’t need to try and get precious resource time to train people to do something new.

Change is HARD!

Take the "easier" path and figure out what you can add fuel to.

Of course, you will have to make sure that they can add to your growth as well. But that doesn’t matter if you can’t answer how you help them first!

Thanks for contributing to this section of the PhD, Adam Pasch.

🗺️ A Nearbound Blueprint to drive sales

The Nearbound Era has just started, and most companies are still figuring out where exactly this motion fits and how to implement it.

Reveal has you covered.

The Nearbound Sales Blueprint is here, and inside lies the cheat codes needed to drive 2—3x more revenue.

Jared Fuller has unlocked the plays (down to email templates you can implement today) for:

• Implementing Nearbound Sales in 3 steps
• Running Nearbound Sales with the 3 I’s: intel, influence, and intros.
• Building partner trust with the 3x5 strategy

You’ll never think about selling the same way again.

Download your FREE blueprint at ELG Insider. 

A co-selling solution for partner teams

Last week, Allan Adler published some mind-boggling stats: out of the colossal $11B spent on outbound marketing, only a meager 3% results in closed business.

Allan says it’s time for a wake—up call. It’s time to get on board with co-selling.

🎯 Here’s his roadmap co-sell success:

1. Prioritize Partners: Carefully select partners with significant account overlaps.

2. Get Co-Sell Alignment: Map partners to Revenue Scenarios. Utilize tools like Reveal and Crossbeam to target accounts.

3. Drive Collaboration: Leverage tools that integrate with Slack to get alerts on assisted co-selling.

📅 Happenings

• July 26th, 2 PM ET – Mastering Power Dynamics in Negotiations — Join Janet Giesen (Principal at JetPath Consulting) and Scott Pollack as they teach effective strategies to leverage power dynamics so you can negotiate from a position of strength. 

Image of the Day

Thanks for the image, Allan Adler.

🤝 Help a partner pro figure out partnerships, share the PhD

Share the PhD and get some PartnerHacker swag while you’re at it.