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PRINCIPLES
How to apply for a job
The job market's tough right now. So to any of you incredible partner pros looking to stand out, take
Jason Lemkin's
advice.
It's simple:
- Research the company you're applying for.
- Research the people you'll be interviewing with.
- Come with some ideas of how you can create value for the company.
We've always said the best partner pros are like entrepreneurs—they do what has to be done, even if it's a bit hacked together.
Be the person who shows up at 100% in everything from the first interview to the last day on the job.
That's the kind of person people want to work with. That's the kind of person they'll hire.
TACTICS
Intros beat referrals
A referral is not the same thing as an intro.
While a referral might sound something like this,
"Hey, you should check out my friend Jason's software company. He's a great guy."
An intro sounds like this,
"Jason's company helped solve the same problems we faced around XYZ. I think you'd find real value in their platform for A and B reasons. Should I connect you to him?"
Intros:
✅ Are high-intention
✅ Are solution-oriented
✅ Come from a trusted source
✅ Give context and explain why the intro is relevant
Using this example, referrals are more like friendly endorsements, while intros are more like revenue facilitators.
So, how do you get more intros?
Partners.
Here are 9 scenarios in which you should be using partners to help your Sellers get intros:
- Your Sellers got ghosted.
- Your Sellers have an open account but aren't speaking with decision-makers.
- Your Sellers are trying to enter into a new market or industry sector.
- The potential customer is skeptical or unfamiliar with your brand.
- Your product is part of a broader solution ecosystem, and the customer is already using your partners' products.
- Your Sellers are competing with well-established companies.
- The sales process involves multiple stakeholders.
- Your sales cycle is long and you need to accelerate the process to meet revenue targets.
- Your company is targeting large, strategic accounts.
Keep that list handy while you're in the Sales x Partnership meeting so you know when to offer help from partners.
Read more here
to learn how to help your Sales team with intros.
FROM THE ECOSYSTEM
Canalys research shows SaaS growth is accelerated through partners
According to Canalys research,
"The market of SaaS applications (excluding infrastructure software) is expected to grow from US$215 billion in 2023 to US$278 billion in 2024, representing nearly 30% growth year-on-year...SaaS companies aren't achieving this growth alone;
it is accelerated by the strategic use of partners."
And it's not just that partners are important.
The report makes the case for diverse partners: technology, services, channel, strategic alliances, marketing, etc.
"For scalable and efficient growth, SaaS platforms must diversify their partner networks and invest in ecosystems of hyper-specialized partners."
Click here to
read the FREE report.
UPCOMING EVENT
The Happy Customers Festival begins tomorrow 🎉
Join tactical sessions with top HubSpot apps to discover real strategies you can implement to level up your Marketing, Sales, and Customer Success efforts inside HubSpot.
Click here
to register.
UPCOMING EVENTS
- TOMORROW—June 4th—Happy Customers Festival—Join Arrows, HubSpot, Reveal, PandaDoc, Grain, Wistia, Aircall and thousands of GTM leaders to learn how to unlock the full potential of HubSpot.
Register here. - June 5th—The Future of Integrations—The average company uses 130 SaaS products, and counting. Join
Jan Arendtsz
(CEO at Celigo) and
Franz-Josef Schrepf
(Strategic Partnerships at StreamYard) to discuss how customers will integrate their tool stack and workflows in the future.
Register here. - Nearbound Summit 2023 Recordings—The future of GTM is nearbound. Watch the recordings to hear how B2B leaders across departments unite with Nearbound strategies and tactics.
Listen here.
You're all caught up.
RECENTLY PUBLISHED ON NEARBOUND.COM
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Your Sales Team with Intros by
Andrea Vallejo - Leveraging Partnership Data
To Its Fullest Extent Requires Integration by
Shauntle Barley - Howdy Partners #74: Reactive Partner Marketers Are
Salary Wasted
with
Jessica Fewless - Expanding into
New Markets
with Nearbound by
Andrea Vallejo - The GTM Bowtie:
How To Overlay Partners Across the Complete Customer's Journey Part One by
Ella Richmond
and
Will Taylor - How GTM Leaders are Tracking
Nearbound Metrics - Your
Deal Isn't Dead, It's Just Not Partner-Led by
Andrea Vallejo - How Sendcloud Achieved an
80% Increase in New Leads
Sourced From Partners Using Reveal with
Wilson Favre-Delerue - The Elephant
in the Ecosystem by
Chris Messina - The Era of
Ecosystem Orchestration
is Finally Here by
James Hodgkinson - How Fullstory
Builds their Tech Partnerships Program with Reveal’s Help to Increase Their Renewal Rate by 14% with
Nigel Liaw - Nearbound and the
Rhythm of Business
by
Jared Fuller - Rhythm of Business
Checklist
by
Jared Fuller - How Pigment
Increased Win Rates 5-10% with a Nearbound Overlay & Reveal with
Wendy Wen - How to use Reveal for
Co-marketing Events - Unleashing the Power of Nearbound:
The Stats You Need to Know
by
Andrea Vallejo - Howdy Partners #72:
Psychology of Team-Wide Buy-In: The Answer to Partner Program Success with
Maurits Pieper - Mastering the
Nearbound Rhythm
of the Business: Key Takeaways from the Nearbound Book
by Andrea Vallejo
See you tomorrow
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