We saved you a spot!

Nearbound Summit 2023 is a 4-day virtual event covering Nearbound strategies and tactics for every department. Register here.

Proving value means driving results for the customer

You work for the customer, not the company.

Jill Rowley reminded us of this in a recent Nearbound podcast episode.

When she was working at Eloqua, she gave so much attention to the customer she was asked, "Who do you work for? Us or them?"

Her answer? "I work for the customer. Period. Full stop.”

Why?

Because the customer pays the bills.

The customer ensures you get paid and helps the company grow.

The customer is the real boss.

Make sure all of your activity drives back to the customer, and you’ll never have a problem proving value. 

After all, the only reason partners are relevant and important in the first place is because customers value them.
 

The great Nearbound awakening

66% of sales reps are expected to miss quota in 2023.

And some estimates expect this number to be almost 80% of sales reps.

A go-to-network and Nearbound strategy is required to close big $.

In 2019, Scott Leese closed a $2.6 million dollar deal without doing cold outbound.

He did it by running a Nearbound play.

It’s not a coincidence that most sellers value their network. The game changes when a seller finally realizes all of the ways she can tap into her network for intel, intros, and influence.

It’s their “Nearbound awakening."

And yet, even though the best sellers lean into their network, the average seller is told cold outbound is the only way.

Learn how to tap into the power of your ecosystem at the Nearbound Summit 2023.

Scott Leese will share the secret Nearbound mindset and plays only the best of the best sellers have been tapping into.

Register here.

P.S. Share this session with a seller in your department! Let a seller talk to a seller about Nearbound. :)

Shoutout to Box for doing Partner day right

Box is doing partnerships right. Shoutout to Daniel O’Leary and team!

Recently Box held Partner Day where they brought together their ecosystem.

In front of that group of CEOs, stakeholders, department heads, and ICs, they made an optimistic, customer-first invitation to their ecosystem:

We’re going to be coming to you for intel, influence, and intros (in that order) and here’s how you can interact with us for intel, influence, and intros.

I’ve seen companies go to their ecosystem with demands. That never works. No one wants to give you something when you bombard them.

Box did the opposite. They invited their ecosystem to participate — this is how we want to leverage our ecosystem. If you’re up for it, we’d love to collaborate.

Stuff you don’t want to miss!

• Join the official Nearbound Summit community brought to you by Partnership Leaders — Partnership leaders’ goal is to connect people interested in learning about partnerships around the world. Join here.

• TODAY — Oct 4, 2 PM EST — How to Partner with Your Product Team — Join Katharine Moore (Former Chief Business Development and Digital Product Officer at Vivante Health) and Scott Pollack (CEO at Firneo) as they’ll be pulling from her own experience having transitioned from BD to a product leadership role. Register here.

• Oct 11th, 10 AM EST — Women in Alliances Summit — Join the FREE global summit featuring speakers like Jay McBain, Tina Gravel, Christine Bongard, Allison Munro, and more. They’ll touch on AI’s impact on the ecosystem, how partnerships are changing, and tips to boost your career. Register here.

• Oct 12th, 11:30 AM EST — Direct is Dying — Join two CMOs, Isaac Morehouse of Reveal and Pete Rawlinson of Allbound, for a 30-minute discussion diving into the implications of a pivot from direct to partner-led demand generation. 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.

Give someone their Nearbound awakening

Share this NbD with someone who still needs to realize the power in their network. They’ll thank you for it, I promise.