Where are we in the decade of the ecosystem?
Itâs easy to see how history repeats itself looking backward, but what about in the moment? Could you tell that history was repeating itself if it was happening right now?
B2B legends like Scott Brinker, Jay McBain, Jill Rowley, and Tyler Calder believe weâre at a pivotal point in B2B thatâs similar to the early days of martech.
Tyler Calder explained this ârevenue renaissanceâ last week, claiming this is a huge opportunity for partner leaders.
In the early 2000s, marketers had to rise to the challenge of the digital world.
Now, partner leaders need to rise to the challenge of an interconnected world.
Hereâs where the rubber meets the road.
âThere is a sentiment that the current crop of partnership leaders, the incumbents, donât have what it takes to make the promise of partnerships, ecosystem-led growth, nearbound happen. They see us driving results, but theyâre small and isolated. They want scaled results.â
That sentiment is dead wrong. Letâs build into the decade of the ecosystem, together.

Click here to listen to Tyler Calderâs session on the Revenue Renaissance in B2B and get his slides.
4.7 star syndrome
How do buyers think and purchase? Thatâs the million (or potentially billion-dollar) question in B2B.
Last week Vinay Bhagat, Founder and CEO of TrustRadius, one of the biggest review sites out there shared some of the secrets TrustRadius is learning.
Use this information to make your website, marketplace listings, and review site listings higher converting.
- Buyers are more risk-averse
- Purchase decisions require more information
- Time to close is longer
- Each decision requires more decision-makers.
Scores, demos, or even base-line product, feature, and pricing information isnât enough.
Buyers care about efficiency and social proof. They want to know who is reviewing products (are they relevant and credible), and what context theyâre using the tools.
To get buyers to make purchase decisions you need to give more.
âToday, the brands that embrace the strategy of meeting buyers where they are, giving them what they want, and aligning to their expectations will outperform in the longrun.â
Vinay shared one impressive example. While scanning, pay attention to the information and the delivery of that information.


Click here to watch the recording.
Nearbound overlay versus underlay
You hear about nearbound, and youâre all in.
The philosophy â yes.
The problem â you see it.
But before you plunge in, decide if an overlay or an underlay approach is better for your organization.
A nearbound underlay works when youâre already at ground zero. Itâs where your nearbound tactics come from the answers to questions like: who is our buyer; where do they live; who surrounds them.

A nearbound overlay strategy is different in that you start with what youâre already doing, and you layer nearbound on top of it.
Already writing content? Great, pull in some partners.
Already expanding product capabilities? Awesome, letâs figure out which integrations to build.
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You donât have to start over to do nearbound well. Just integrate it into what youâre already doing!
Listen to Isaacâs full session and get the slides here.

Perfecting your presale GTM strategy is not an easy task. Many pros encounter challenges like:
- Limited impact from sales leads
- Hurdles in effective collaboration, and
- The perpetual quest to raise brand equity and influence the sales process positively.
The good news? Reveal, HubSpot, and Cloud Software Association are here to help.
Join Kelly Sarabyn, Jared Fuller, Jessica Fewless, Sunir Shah, and Alexander Buckles on November 16, 2023, at 2 pm ET / 8 pm CET to learn how to transform your presale challenges into triumphs.
Stuff you donât want to miss!
- November 16th âElevate Your Presale GTM with Tech Partnersâ Learn from industry experts like Kelly Sarabyn (HubSpot), Jared Fuller (nearbound.com and Reveal), Sunir Shah (AppBind), and Alexander Buckles (Forecastable). Evolve your GTM strategy with tech partners.
- Enroll by November 17th âFirneoâs Mastering Partnerships Strategy (4-week course)â Registration is now open! Learn how to diagnose and solve your partner programâs biggest challenges from the worldâs top partnership leaders. Use the code "NEARBOUND" for a 1:1 Strategy Coaching package (worth $1,000) for FREE.