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

Want to win in a large ecosystem?

Step one: Make sure your product and execution are excellent.

Step two: Figure out what top leaders care about, then make noise there.

CallRail ran this play to get the attention of top leaders at HubSpot, and it worked.

Since 2018, CallRail has been a part of the HubSpot ecosystem, but the team recognized it was time to build the partnership deeper.

Here’s what
Jenn Keepes, CallRail’s Strategic Partner Marketing Manager, had to say about the campaign they ran:

“The 3,000 user campaign got us a lot of attention and was really successful from brand partnership perspective. We caught the attention of some of the top people at HubSpot, and they were like, ‘Oh, this company's really leaning in. They're a top partner in the calling category. There's value here."

Read CallRail’s
full nearbound story here.

TACTICS

Doing events the nearbound way

There’s a standard playbook for events that looks a little something like this: booth, friendly team, demo, and swag. It works, but people who adopt the nearbound mindset don’t
just rely on the standard playbook.

They find ways to
surround customers with the voices they trust.

A few weeks ago
Logan Lyles
(Evangelism and Content Marketing at Teamwork)
shared a nearbound moment that surprised and excited him at the BABA (Build A Better Agency) Conference.

I asked if he’d be willing to share, and he gave us an exclusive.

Teamwork was having a normal booth experience at the BABA conference. It was great—existing customers and new customers were coming to talk with the team and learn about the product.

But something caught his attention.

A current customer walked a new prospect over to the Teamwork booth and began selling the tool, without Teamwork’s help.

And it got even better! The customer actually pulled out her laptop to show how she uses Teamwork.

Logan learned the story behind this interaction.

This prospect had a problem so they approached someone they trusted. This trusted source was a loyal customer of Teamwork who knew the tool would solve this person’s problem.

That’s nearbound.

In the past, people went to Google to learn
HOW
to solve their problems. Today, buyers go to
WHO they trust.

While Logan’s nearbound story happened organically, companies can create nearbound moments too.

Think about this question—Who does my potential customer trust? How can I surround them with trust and influence at this event?

FROM THE ECOSYSTEM

Announcing Reveal x GTM Partners

We’re partnering with GTM Partners to bring you the best and most relevant GTM content out there.

As Sangram Vajre
shared:

"Gone are the days when GTM was synonymous with Sales and Marketing. Today's sophisticated buyers demand a more evolved and integrated approach to planning and executing GTM strategies that involves every team that touches the customer or revenue.

Reveal shares our vision and also brings a unique perspective. Their concept of "nearbound" is another view of our six GTM motions: Inbound, Outbound, Partner-Led, Product-Led, Event-Led, and Community-Led Growth. Nearbound is not confined to the partnerships department; it is an integrated strategy that involves every department and every GTM motion, aligning them to surround the customer with value.

…This is the future of go-to-market, and we are excited to be at the forefront of this transformation."

Stay tuned for an upcoming announcement!

UPCOMING EVENTS

Stuff you don't want to miss!

• June 12th—Partnerships 101 (What's a Good Partnership)—Join
  Arun Kumar
  (Director of Strategic Partnerships at Incentivio) and
  Scott Pollack
  (CEO at Firneo) where they will explore the building blocks of successful partnerships in the tech industry.
  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

• Target the
  Right Leads
  at the Right Time: A Recap of the Happy Customers Festival by
  Andrea Vallejo
• 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

See you tomorrow

If this email was forwarded to you, sign up here to get the newsletter every week.

nearbound.com is a project of
Reveal.
Join the movement
here.