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
Master ops and data
PartnerOps is related to data, workflows, processes, and automation. They’re the ones who bring the science into partnerships.”
—Jill Rowley
Greg Portnoy
(CEO of Euler) made the same point recently: for partner pros to be successful, they need to integrate relationships and processes.
As a partner pro, a lot is expected of you, and the only way you’ll succeed is if you figure out ways to do more, faster.
That means,
✅
Automate the things that can be automated
✅
Make templates where you can
✅ Don’t reinvent the wheel with every partnership
If your goal is to not only survive but to thrive, you need to become an expert in operations and data.
TACTICS
How Sendcloud increased new leads sourced by 80%
“I come into the office in the morning. I open my calendar. I open my inbox. I open my bookmarks and then I open my Reveal. It’s Tab 4 and I open it every day before going into deals, documents, models, or anything else because it’s the tool that underpins my strategic partnerships strategy.”
Wilson Favre-Delerue, Head of Strategic Partnerships at Sendcloud, has been building Sendcloud’s strategic partnerships for two years and in that time, he’s earned buy-in, integrated nearbound data into the company’s workflows, and seen an 80% increase in new leads sourced from partners.
When he joined the team in 2022, he used his very first conversation with leadership to set expectations—partnership success wasn’t going to come quickly, it’s built overtime.
He’d focus on and celebrate small wins along the way (and you should), but real partnership success must be built up.
So Wilson built out a strategy, with account mapping as a core piece of it.
He explained,
“Account mapping software makes my strategy actionable. It makes it reportable to leadership.”
Here are 6 steps he took to successfully get buy-in for Reveal:
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Start with the free plan.
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Identify a partner with a very strong better-together story.
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Quantify the revenue potential without Reveal.
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Quantify the revenue potential with Reveal.
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Build out a list of plays to action this revenue potential using Reveal.
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Repeat with 2-3 more partners.
Wilson said it best:
“When you can bring to your leadership team the fact that you might have a way to action tens or even hundreds of thousands of CRM entries through a partner or with a partner. I think that’s really a game changer.”
Keep reading to get the exact plays he used.
And here’s a free resource
to help you pitch Reveal to your leadership teams.
Read the full story here.
ARTICLE OF THE DAY
Your deal isn’t dead, it’s just not partner led
If you’re in sales then you’ve for sure felt the pain of a deal slipping from your grasp when you needed it to close most.
It’s the final week of the quarter, and you’re one deal away from hitting quota.
Suddenly you get ghosted...And the worst part? You don’t know why!
Thinking nearbound sooner rather than later will give you the intel and influence that you need to unstick even the most complicated deals. Tap into who that buyer already trusts and hit your quota, the nearbound way.
p.s. Send this article to a Sales pro!
Continue reading here.
UPCOMING EVENTS
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May 23rd—From Recruitment to Revenue: How to Turn Your Ideal Partner into ARR—Join
Will Taylor
(Head of Nearbound Partnerships at Reveal), Nelson Wang
(Founder of Partner Principles), and Margaret Adam
(Head of Product Marketing at Allbound) to learn to win new revenue for their companies, and retain current revenue by driving value to customers. Register here. -
May 30th—Driving Revenue Through Technology Partners—Learn from
Kelly Sarabyn
(Head of Product Partnerships Advocacy and Enablement at HubSpot),
Asher Matthew
(CEO at Partnership Leaders), and
Robbie Ptaszynski
(Director of Strategic Pursuits and Priority ISV Co-sell at Microsoft) as they discuss the revenue impact partnerships teams can have and evolving from re-selling to co-selling.
Register here. -
June 4th—Happy Customers Festival—Join tactical sessions with top HubSpot app partners to discover real strategies you can implement to level up your marketing, sales, and customer success efforts in HubSpot. Register here.
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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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How Sendcloud Achieved an 80% Increase in New Leads Sourced From Partners Using Reveal
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The Elephant in the Ecosystem by
Chris Messina -
The Era of Ecosystem Orchestration is Finally Here by James Hodgkinson
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How Fullstory Builds their Tech Partnerships Program with Reveal’s Help to Increase Their Renewal Rate by 14%
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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 by Shawnie Hamer
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How to use Reveal for Co-marketing Events
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Unleashing the Power of Nearbound: The Stats You Need to Know by Andrea Vallejo
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Howdy Partners #72: Psychology of Team-Wide Buy-In: The Answer to Partner Program Success with Maurits Pieper
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Mastering the Nearbound Rhythm of the Business: Key Takeaways from the Nearbound Book by Andrea Vallejo
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A Deep Dive Into the Nearbound Book, with Mike Midgley, Part 3
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What’s an IPP—and (when) do you need one? by
Martin Scholz and Bernhard Friedrichs -
The Future of Sales Enablement:
Integrating the Nearbound Strategy in Your Cold Outreach Efforts by
Jeremy Chatelaine
See you tomorrow
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nearbound.com is a project of Reveal.co
