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How to build motivation into your Nearbound motions

The reality of humanity is we’re driven by our psychology.

That includes our partners, customers, teammates, managers, and stakeholders.

In Daniel Pink’s book Drive: The Surprising Truth About What Motivates Us, he introduces the traditional if-then reward.

It says: If you do this, then you get this.

We set up a large portion of our society to run on if-then rewards, including our businesses. 

The problem is, if-then rewards can extinguish intrinsic motivation, crush creativity, crowd out good behavior, encourage cheating, and foster short-term thinking.

Intrinsic motivation is the drive to do something because it’s interesting, challenging, and absorbing. Extrinsic motivation is the drive to get something. 

Another way to explain the difference is like this:

Extrinsic motivation makes the destination the goal. Intrinsic motivation makes the journey the goal.

Nearbound works well when most of its motions are tied to intrinsic motivation because it’s inherently long-term and collaborative. 

Intrinsic motivation applied to Nearbound motions leads to stronger partnerships, well-executed campaigns, and communicative collaboration. 

If you’re building Nearbound motions, extrinsic motivation should be strategically (and sparingly) utilized. 

Keep this in mind as you read the next section.

A big partner payout debate

Partner payouts.

When two words cause such an uproar, you know you’re onto something.

Recently I read an article by Alex Glenn in which he explained,

I’m not a fan of paying partners. I believe it creates the wrong relationship with your partners - they become vendors and debt collectors, not partners.

That got me interested. I wonder what other people have to say about this.

I went to LinkedIn, asked my network, and got some amazing replies (thank you for replying!).

Some agreed with Alex,

There is a strong correlation with payout-based programs hosted solely on a portal and how fast I churn out…it doesn’t feel very collaborative. Partnerships should have more depth. — James Bohrman.

Some disagreed, seeing payouts as a great value-add for certain partners.

But the majority of partner pros believe it depends.

It seems like to answer the partner payouts question, you have to first ask yourself:

1. Are affiliates partners?

2. What’s the long-term goal of [X] partnership?

What do you think? Reply with your thoughts.

Stuff you don’t want to miss!

• Sept 20, 2 PM EST — Comparing Partner Programs: Justworks vs Greenhouse — Join Molly Cavanaugh, Former Director of Business Development at Justworks, Jillian Trubee, Former Partner Program Manager at Greenhouse Software, and Scott Pollack as they’ll explore the differing partnership strategies of two companies working in the same industry. Register Here.

• Apply by September 22nd for Firneo’s Certified 8-WeekCohort — Learn the frameworks and tactics to excel in every facet of your partnerships role. Apply here.

• September 28, 12 PM EST — Game Changers: Isaac Morehouse — Isaac will join Oana Manolache to talk about how to use content creation to define a category. He’ll share the 3 elements to help you build brand awareness, drive pipeline, and unite your team. Register here.

• November 6-9th — Nearbound Summit 2023 — The future of GTM is Nearbound. Join us for the biggest-ever remote experience in GTM where B2B leaders across departments unite to share how they’re winning with Nearbound strategies and tactics. Register here.

Intrinsic motivation

You’re a part of the Nearbound movement, thank you! Help others be a part of the movement, too!