The Nearbound Daily is now officially the ELG Insider Daily!
Welcome to the ELG Insider Daily — the #1 newsletter in the world keeping thousands of GTM professionals on top of the latest Ecosystem-Led principles, tactics, and trends. Join the movement here.
SHARE YOUR INSIGHTS
The Future of Revenue survey
As a GTM leader, your experience and insights are crucial to understanding the direction of revenue strategies in our industry.
We’ve partnered with Pavilion to survey GTM leaders, and we’d love it if you could take 7 minutes to share your thoughts.
It’s completely anonymous, and you’ll get early access to the report before its official release this fall.
Take the survey here.
PRINCIPLES
Curiosity killed the cat?
People say "Curiosity killed the cat," but in business, curiosity is one of your greatest assets.
The more you dig, the more opportunities you’ll uncover that others might miss.
Whether it’s catching market shifts before they happen, cracking the code on customer behavior, or finding that one golden data point to back your boldest strategies, curiosity isn’t just a habit — it’s your path to success.
So go ahead, ask those burning (or even boring but useful) questions, dive into the data, and build those dashboards.
Curiosity doesn’t just open doors — it drives the success you’ve been looking for.
TACTICS
Combining PLG and ELG like a pro
We already know that integrations can help reduce churn, increase revenue, and make your customers happy — stats don’t lie:
- Rollworks found out that their customers with four or more integrations are 35% less likely to churn compared with those with just one integration enabled.
- Companies that partner have a 28% higher compound annual growth, attributed to the fact that partnering improves retention and expands your customer base.
- According to Canalys, companies with strong partner programs enjoy a 15% higher renewal rate and a 20% increase in upsell revenue.
So, if your company is only PLG oriented and you’re feeling that some integrations aren’t leveraged as they should, don’t worry — Kristen Habacht, CRO at Typeform, says that PLG and ELG are a match made in heaven.
By combining a PLG and an ELG motion, Typeform was able to improve their revenue by 40%.
So, if like Kristen, you would like to increase your revenue, here are three of her tips that can make the PLG and ELG combo run smoothly:
- Evaluate your GTM maturity: If you don’t have any marketing, product marketing managers, or a solid customer success team, you’ll have a hard time trying to get buy-in outside of your integration strategy — because you have to rely on external sales, marketing, and customer success teams.
- Prepare external material to enable your partners: When you have a solid GTM team, you can rely on them to help you build strong enablement material in order to activate your partners.
- Build your partner team: Once you start your ELG motion, you might need to hire a tech partner manager or partner manager — you need at least a person who is capable of establishing a relationship, driving pipeline, and co-selling / co-marketing motions.
Learn from Kristen how to better leverage PLG and ELG to maximize the benefit of your integrations and drive more revenue.
MEME OF THE DAY
PartnerOps can save your day
Stuff you don't want to miss!
- September 10th — RevOps Playbook for High-Growth Companies — Tessa Whittaker, VP of Revenue Operations at ZoomInfo, and Mollie Bodensteiner, VP of Operations at Sound will share how to start and identify your RevOps approach. Organized by RevGenius. Save your spot here.
- September 12th — Building a Value-Based Partnership Strategy — Asher Mathew, CEO and Founder of Partnership Leaders, and Chad Quinn, CEO and Co-Founder of Ecosystems, will share how to strategically align with partners to drive value, optimize resources, and sustain competitive advantage in a cost-conscious market. Register here.
- September 17th - 20th — INBOUND 24 — Join us in Boston this September at INBOUND to meet the newly merged team, get the most up-to-date intel on the new merged Crossbeam x Reveal product, and attend the most fun after INBOUND parties. Meet the team at INBOUND.
- October 1st — SalesIntel Annual Summit — SalesIntel is organizing a 100% free and virtual summit where you will find specific tracks curated for sales, marketing, and RevOps and roundtable working sessions focused on sharing actionable ways to build pipelines and achieve growth goals. Save your seat here.
- October 1st - 3rd — RevCon — RevGenius partnered with Common Room, Sigma, Avoma, The Juice, and many more to bring you a 3-day virtual conference to reunite your sales, marketing, revops, and cs leaders behind to learn and discuss about the future of SaaS. Save your spot here.
- October 14th - 16th — GTM2024 — Join Pavilion at The Fairmont in Austin, TX to get ahead on your 2025 GTM strategy, learn about market trends, and boost your GTM strategy. Get your ticket here.
You're all caught up
See you tomorrow
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