Welcome to the
Nearbound Daily Newsletter—the #1 partnerships newsletter in the world keeping thousands of partner professionals on top of the latest industry principles, tactics, and trends. nearbound.com is a project of
Reveal.
Join the movement here.
And
ask NearBot a question here.
PRINCIPLES
You have one boss
"There is only one boss: the customer. And he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else." —Sam
Walton,
Founder of Walmart
Whether or not agree with Walton's business model, the fact remains that Sam Walton transformed the retail industry with his innovative business practices.
How? He was committed to providing value to customers.
This is the most important business principle any person can adopt.
That's why it's the crux of the nearbound mindset.
Once you live and work by that principle, everything else becomes simpler—strategic decisions, prioritization, and innovation.
TACTICS
Report on buyer preferences: 100 top SaaS companies reviewed
Chili Piper and Navattic were curious: what do buyers really want? So they sent
Arthur Castillo
and
Natalie Marcotullio to figure it out.
After interviewing B2B professionals, three common themes emerged.
Buyers want it to be easy to:
- Schedule a demo
- Get access to the product from the website
- See prices for the product on the website
Next, Arthur and his team reviewed the top 100 SaaS companies (defined by company size) to evaluate whether or not they actually made it easy for buyers to buy.
The team was looking for:
- Direct calendar links
- Interactive demos
- Public pricing pages
- Time it took for companies to respond to a demo request
In a world where everyone throws around the term "customer-obsessed," the results were shocking.
For example, this stat show that only 17% of the top 100 companies use a click-through or interactive demo on their website...which means
82.8% of companies don't.
This is why nearbound is
imperative
in the Decade of the Ecosystem.
While this report focuses on the early stages of the buying experience, customers want ease across their entire journey, from buying to
onboarding to achieving success.
And every leader in every department is struggling to figure out how exactly
to adapt.
Partner pros, this is your opportunity to lead your company to its promised land.
At every stage of the buyer's journey there are opportunities to decrease friction, and surround customers with trust and influence.
Simple things like
integrations, multi-partner events, partner-led onboarding sessions, or emails with trusted partners to earn a warm intro to a deal.
Customers want to see that the people they trust also trust you.
Learn how to help your Marketers run nearbound plays with
The Nearbound Marketing Blueprint, and learn how to help
your Sellers with
The Nearbound Sales Blueprint.
ARTICLE OF THE DAY
Sam Yarborough on breaking down silos
A few weeks ago,
Sam Yarborough
discussed with Salesforce how partner teams garner executive alignment and buy-in. Without it, partner motions will remain siloed and never execute their full value to the company.
One of her favorite takeaways from this conversation was asking partner leaders:
“Are you adding value to your company?”
Most would answer yes, hopefully.
But the follow-up question is a bit trickier:
“Does your Executive Leadership Team (ELT) think you're adding value?”
Partner pros often assume ELT is aligned on why and how partners can impact the business.
But this assumption can cost incredible partner pros meaningful results, impair their ability to drive impact, and in some cases, cost them their jobs.
Keep reading Sam’s thoughts, and check out the event she and Jason Yarborough are throwing for partner leaders.
UPCOMING EVENTS
Stuff you don't want to miss!
- June 18th—Too Early To Hire Partner Ops—Join
Sonya Jamula
(VP of Partnerships at Gusto) and
Franz-Josef Schrepf
(Strategic Partnerships at StreamYard) to discuss the perfect time to hire partner ops.
Register here. - July 22nd-25th—Arcadia Leadership Conference—Discover the best of your partner program and the best of yourself through an intentional gathering in Bozeman, Montana. This is not a conference, this is a fully immersive experience - with luxury glamping, actual fireside chats, fresh mountain air, and an elite community to help you tactically scale your program.
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
- The
GTM Partners x Reveal
Partnership by
Sangram Vajre - Partnership
Value Modeling
by
Linkon Axon - How CallRail
Increased Integration Adoption
by 167% Through Strategic Partnership with HubSpot and Reveal by
Shawnie Hamer - How to Help
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
See you tomorrow
If this email was forwarded to you,
sign up here to get the newsletter every week.
