Key Takeaways from the Nearbound Summit and How to Action Them

Key Takeaways from the Nearbound Summit and How to Action Them

Multiple Contributors 30 min

What this article has in store for you: 

  • A thank you letter from Jared and Isaac

  • The Nearbound Summit results 

  • The recap of each of the days of the Nearbound Summit

  • A checklist per day recap to action all the knowledge gained from our speakers

  • Extra resources to learn and action the Nearbound Summit content

A quick note from Jared and Isaac

As 2024 gets closer, GTM teams are spending quite a bit of time building their new strategy. They know (or at least they have a vague idea) that traditional strategies are not working the same as they were 5 years ago. 

 

84% of companies report slow sales velocity (GTM Partners).

 

LinkedIn has a new algorithm, outbound is getting grounded with so many new restrictions, and inbound is losing the game against SEO and the sea of information in the market. 

 

So, if you can’t do more of the same, what can you do? 

 

The last two eras (Sales Digitalization and Marketing Automation) capitalized on information saturating the market with noise. Creating customers with a lack of trust in companies and institutions. 

 

Data was the new oil until data lost our trust. Now, trust is the new data.

 

And who best to build, leverage, and capitalize on that trust while delivering value to your customers than your partners? 

  • 80% of sales leaders say agencies, consultants, vendors, and individuals in their network have the biggest impact on a customer’s purchase decision (HubSpot).

  • Integrations with existing tech are a top priority for 76% of buyers  (E&Y).

  • Deals that involve one or more partners have a 41% higher win rate, close 35% faster, and have 43% higher LTV (Reveal).

Buyers are hungry for that human element. They are seeking out people who have been where they want to go, or that they have worked in close proximity with. 

 

Your customer is relying on trust as a main purchase factor. 

 

The truth is that you’ve never been to the place where your buyers are trying to go, but some people have, and you better partner with them if you want to surround your buyer with value. 

 

​​That’s why we and our partners brought to you The Nearbound Summit. We want to help you get to the promised land by connecting you to those who have already done it and those who have your buyers’ trust. 

 

The Nearbound Summit is where those with curiosity, courage, and conviction meet to build a better together strategy. Nearbound is what thousands of GTM leaders are looking to as we move into 2024 because they know that we can only win when trust is at the center of our strategies. 

 

The Nearbound Summit 

The Nearbound Summit brought together 5k people, more than 80 speakers, and 17 sponsors, for four days to reinvent the way all of us GTM. 

 

People from every corner of GTM—VCs, CEOs, Product, Success, Marketing, Sales, and Partnerships teams—got together to learn and connect with GTM leaders to build a better and more efficient GTM strategy. 

 

Shout out to our sponsors Reveal, Zoominfo, Vector, Mindmatrix, Allbound, Splash, Lavender, PartnerStack6senseCommsorPartnership Leaders, Everflow, Orum, Loop & tie, Partner FleetAirmeet, and Tack

 

 

Experts like Jason LemkinJay McBainLaura PadillaJen SpencerKathleen BoothAllison MunroBobby NapiltoniaHenry Schuck (and many more) shared tips, tactics, and plays to build a customer-first GTM strategy and leverage the trust from those whom your buyer already trusts. 

 

They explained how to leverage trust in their particular role and department to surround their customers with the intel, influence, and intros of their trusted ecosystem to win better together. 

 

Some of the key takeaways from our speakers include: 

 

Break down silos in GTM. GTM Teams are more than Sales and Marketing. GTM is moving beyond metrics like pipeline and revenue. To be successful you need to embrace diverse motions like nearbound, events, and products to get richer insights into your GTM value.

 

“When involving partners in your GTM motion you can get 46% higher win rate when it’s partner sourced and a 99% higher win rate when it’s partner influenced.“ - Lindsay Cordell and Sangram Vajre.

 

Place customers at the heart of your GTM strategy. Consider partner value for your customers, factoring in market size, usage, and demand. Adopt customer-centric models instead of traditional sales funnels, prioritizing customer success to build impactful integrations and partnerships for overall satisfaction.

 

“To identify which integration to build first focus on market share, the readiness of the market, but mainly focus on your customer: who is using your product, how are they using it, what do they want and what they need.” –Karen Ng and Kelly Sarabyn. 

 

Prioritize relationship-building in your GTM strategy. Utilize key nearbound plays (intel, influence, and intros), adapting their implementation based on the partner or initiative. Recognize that co-selling and co-marketing initiatives vary; however, the consistent factor is the significance of prioritizing relationships over revenue for optimal results.

The best part of the Nearbound Summit was you

One of the best things about the Nearbound Summit was the energy, enthusiasm, support, and insights shared by our amazing network. It has been nothing short of inspiring.

 

The nearbound movement is gaining momentum, and we couldn’t be happier to see the positive impact it’s having on professionals from all GTM teams. 

 

Your engagement and participation have been the driving force behind our success, and we are immensely grateful for your support.

 

 

Your stories and feedback deepened the conversations presented by GTM leaders on how to surround our customers with trust to reveal new paths, models, and tactics, deliver more value, and achieve better results. 

 

We have always had one mission: to build a world where everybody can win better together. A world where partnerships aren’t seen as a department, but as a strategy for every department.

 

And with the Nearbound Summit, all of us are one step closer to achieving it. 

 

Thank you for being a part of the Nearbound community. Together, we’re shaping the future of networking, collaboration, and professional growth. 

 

 

 

- Jared & Isaac


 

What exactly happened at the Nearbound Summit? 

Everything happened so fast. 

 

Hours blurred into days, and days into weeks, as the team worked sun up to sun down to create the most valuable (and most memorable!) B2B GTM event. 

 

And alongside our partners, we pulled it off. The Nearbound Summit was one of the greatest online events for B2B SaaS leaders. We brought together 5k GTM leaders from every GTM department, a magician/best presenter ever (we love you Ademola), +80 speakers, and even a freestyle rapper for 4 days of hard-hitting insight on how we can win with trust at the center.  

 

 

But we couldn’t do it alone. All of you created a moment that has changed the way B2B is done, a moment and a momentum that will lead us forward into what is set to be one of the most intriguing years the market has seen in a while. 

 

YOU will be remembered as one of the pioneers of the Nearbound Era. 

 

After implementing +25 nearbound plays like influencer promo, sponsor social promo, referral prizes/incentives, asking champion followers to invite their network, asking attendees to invite their internal team (with a deck), and partnering with communities, we achieved the following: 

  • 17 sponsors

  • 57 sessions

  • +25 hours of content

  • 4,816 registrants

  • 1,470 live attendees

  • +1k workbooks shipped

  • +21k emojis in live sessions

  • 100’s of on-demand viewers

 

Will Taylor’s post on LinkedIn

 

But something that these stats aren’t showing (other than the emoji love), is how much attendees enjoyed the Summit, and how much the Nearbound Summit has changed the way we all think about go-to-market. 

 

 

But an event like this is only as good as its continued impact. So, with that said, let’s take a look at the key takeaways from each day of the event, and how you can action them today. 

The gems from our speakers

At the Nearbound Summit, we were honored with the experience and knowledge from speakers like:

And many, many more!

 

Here’s the recap of what they had to say:  

Day one: Nearbound Startup Day

If you are not achieving the results you were hoping for, let us tell you that is not a marketing or sales problem, but a GTM one. 

 

“Go-to-market is a process, that involves not only a product launch or a channel to sell. It involves every team, Product, Sales, Marketing, Partnerships, and Customer Success. The ultimate goal is to create a path to market to deliver a connected customer experience and boost revenue.” –Sangram Vajre, Co-Founder and CEO of GTM Partners. 

 

The decade of the ecosystem is upon us. Now more than ever GTM is going through a transformational process that looks to deliver a connected customer experience. Companies need to avoid working in silos, and unify their GTM teams, to provide more value and boost revenue. 

 

Historically, there have been six ways you can go to market to hit your quota: inbound, outbound, product, partners, event, and community. 

 

 

But from the six mentioned before, the best way to GTM is by leveraging nearbound. Here’s the proof: 

  • You can close deals with a 46% higher win rate (when partner-sourced) and a 99% higher win rate (when partner-influenced). (GTM Partners)

  • PartnerStack and Monday.com had a 200% growth in Partner-led revenue. 

  • Apollo.io and PartnerStack had a 432% increase in partnership revenue. 

  • The B2B SaaS industry has a total addressable IT market value of $4.7 trillion, and from that, 73% goes through and to the channel. (Canalys estimates, July 2023)

  • 82% of CEOs are investing more in partnerships. (McKinsey)

 

“The biggest deals in the market are going to happen through partnerships." –Sangram Vajre, Co-Founder and CEO of GTM Partners.

 

The main reason companies are considering partners as a “new” way of going to market, is because B2B buying is changing. You need to recognize, adapt, and act on this psychological, behavioral, and technological change in the market. 

 

This new buyer has a new way of purchasing, and it includes different moments that influence their buying behavior. Buying data is not an option anymore—you need to start considering second-party data. 

 

“There’s a lot going on in our industry. There are tons of podcasts, social groups, associations, watering holes, communities, and the people who drive those communities, all of those are super connectors and influencers that decide who and how we’re going to partner.” –Jay McBain, Chief Officer Analyst at Canalys

 

The average tech buyer uses 7 partners, is influenced by 14 spheres of influence, and goes through 28 touch points during the purchase journey, and you barely own 4 of them. And you better partner with them in order to “own” your customer’s journey.

 

 

If numbers are not enough, VCs are prioritizing investments in companies that have a partnership program. 

 

“Organizations need more than capital to grow. The success criteria is a unified GTM strategy. Today the most powerful motion in customer retention and expansion is partner relations.” –Justin Gray, Co-Founder and
Managing Director at InRevenue Capital

 

The key elements VCs are looking for in companies to invest are: 

  • That they are B2B, and have a vertical in SaaS or AI solution

  • The explanation of a product-market-fit aligned with a GTM-fit

  • An existent partner ecosystem strategy

The latter one should include a description of the type of partners, how much of your strategy is partner-led and how much of it is sales-led, how are you identifying and prioritizing partners, how your partner is improving your solution, and your enablement program. 

 

Those elements don’t have to be perfect; at the end of the day, VCs are also here to help you partner better. 

 

VCs are focusing on helping you improve your CAC, retention, CLTV, pipeline velocity, top of top-of-pipeline (MQLs, SQLs, NQLs), and all of these metrics automatically improve if you attach a partner to your existing strategies. 

 

 

Nearbound enables companies to test the market and new verticals through partnerships. It gives organizations the lever of GTM without building inbound or outbound companies from scratch and gives them access to the expertise of those partners. 

 

“If we want to explore enterprise, midmarket, or international, we always lead with a partner-first mentality. Partners already have the connections in those markets, and they can help with intros, and accelerate the revenue growth.” –Sean Kester, Partner at InRevnue Capital

 

Partners help you to surround your customers with best-in-class products. Partners can help you inform all the other GTM motions. You can think about the partners you can bring to an event, the partners that can help you enter a new market, or the partners that can give you intel, influence, or intros to close your deals. 

 

They even help you shorten your acquisition return period from (15-25x) in the first 24 months. 

How to action

You have the stats, you have the theory, and now it’s time for you to build or restructure the way you build your GTM motion. 

 

To help you with that task, we have taken key learnings from Sangram Vajre and Lindsay Cordell, Jay McBain, Justin Gray, Sean Kester, and Josh Wagner’s Nearbound Summit sessions to build a checklist you can leverage to build your own GTM motion:

 

Nearbound Startup Checklist: Building your own scalable GTM motion

 

Resources to build a better GTM strategy

Here are some other key resources that can help you build a better GTM strategy by implementing nearbound.

Matt Cameron, CEO of SaaSy Sales, knows that to succeed, your GTM motion needs to be customer-centric. In this episode, Matt, Jared, and Isaac guide you through the market challenges that are taking place this year, how to implement a nearbound motion, how to enable sales, and share some nearbound plays.  

Phil McKennan, Senior Director, Product Partnerships at Qualtrics shares his insights on Tech Partnerships, including how to target the right tech partners, value partner, and customer experience, and grow a high-quality partner ecosystem.

Stuart Wasilowski, Senior Partner Relationship Manager at Cornerstone, lays out the best plays to drive deals faster. From introducing your nearbound strategy to enabling your teams on your Nearbound Revenue Platform to influencing and sourcing deals, Stuart has the best tips for you. 

Day two: Nearbound Product and Success Day

Nearbound it’s not only for sales and marketing. It’s an important point Product leaders need to consider as they build their product roadmap. In this case, nearbound has two branches, the technical (integrations) and the partners (feedback). 

 

And both are crucial for your go-to-market success. 

“Partnerships are key to ensuring that our customers aren’t dealing with siloed systems or data. Very often customers will leverage multiple vendors to solve one problem.” –Sophie Cheng, VP Product & Customer Marketing at Zoominfo

 

First of all, data partners and tech integrations help you close a gap in your product, and help you expand on your core service or product. Partners can help you get a foothold in a market, with more tractions, while providing a seamless and excellent customer experience. 

“In today’s market there are thousands of different solutions, and the best way to differentiate yourself in the market comes down on how are you branding yourself, what is your maturity, the types of companies you’re partnering with, and your joint value proposition” -Katie Landaal, SVP Global Alliances & Ecosystem at Zoominfo

 

Another thing a partner can help you with is sharing intel or feedback. They have access to your market and customer voice, they know what your shared customers need. 

 

 

However, none of that matters if you don’t build a solid core product. 

“You need time to build integrations, but there’s no way to scale a platform from 0 to 50, or 50 to 500 if you don’t have more product depth or other players in the space. You have to do your core set well, and identify what’s happening around your ecosystem that is important.” –Karen Ng, SVP Product at HubSpot

 

Your roadmap needs to be based on three questions: how can I best help my customers achieve their goals and where are they going? What is my in-house capability? How can I best partner to build the best integrations? 

 

“When you think about integrations, you need to weigh your current customers vs your future customers, and who are you trying to attract. Identify where are you and where you want to go.” –Kelly Sarabyn, Platform Ecosystem Advocate at HubSpot

 

When building your product roadmap, you need to start with a strong core product, make data live and accessible, and then, integrations will naturally flow. Make sure you prioritize integrations based on market share, total usage, the readiness of the API, and most importantly customer data—it can be in the form of feedback. 

 

 

Customer feedback is key to building your product roadmap. It helps you identify and prioritize what should be built or integrated first. Getting intel from customers and partners can help you reduce churn and deliver more value to your users.

 

They need to speak the same language and have similar KPIs: usage, retention, and satisfaction.  

 

“Customers renew when they get the outcomes they bought that technology for. So rather than managing risks and hoping to get outcomes, you should start building a strategy that balances both.” - Mark Kosoglow, CRO at Catalyst 

 

All companies have revenue as their main metric, but if you’re not focused on client end-value in any partnership or any feature you build, there won’t be success.  Therefore is crucial that Customer Success, Partnerships, and Product teams know how to work together. 

 

 

How to action

You know why partner and customer feedback are important to build your product roadmap, now it’s time to start building it with a nearbound mindset. 

 

To help you with that task, we have taken key learnings from Katie Landaal, Sophie Cheng, Karen Ng, Kelly Sarabyn, Mark Kosoglow, and Kevin Chiu’s Nearbound Summit sessions to build a checklist you can leverage to find the perfect balance between what your customer needs, integrations, and your core product. 

 

Nearbound Product and Success Checklist: Building my product roadmap. 

 

Resources to build a better product roadmap

Here are some other key resources that can help you build a better product strategy by implementing nearbound.

Mark Brigman, CEO of Partnernomics, will guide you through the main reasons for partnership failure, how to avoid them, and how to best design your product roadmap by leveraging partners. 

Cristina Flaschen, CEO and Founder of Pandium, dives into partner ecosystems, data sharing, and how Pandium is facilitating the connection between product development and partnerships. 

David Chao ex Claroanalytics, now Lead Consultant Cloud Practice Builder at TD SYNNEX, shares his experience and advice of 20+ years of partnerships to help you organize, prioritize, and advocate for partnerships to the C-suite. 

 

Day three: Nearbound Marketing Day

Google’s and Yahoo’s new spam and security regulations for 2024, CAC increasing up to 60%, SEO getting gamed, and CPC increasing 50% on average are only a few indicators that going to market is getting harder and harder. 

 

We’re all fighting to be seen in a flooded inbox, to stand out from all ad impressions, and to build SEO-friendly content, but none of these is working, customers are tuning out, because there’s too much noise. 

 

To win in this new era, you have to do things differently. Inbound and outbound are not enough, you need to find those GTM experts who are already winning, and partner with them–cut through the noise. 

 

“Partner-led growth and ecosystem-led growth is cheap CAC. And if you’re looking for cheap and efficient ways to acquire customers and revenue, you have to look in the places where there are trusted relationships. And who are best to trust than your partnerships who can share intel, influence, and intros.” –Sam Jacobs, CEO at Pavilion and WSJ Bestselling Author

 

The customer journey starts when the potential customer is a lead, but the hard work starts once they buy your solution. All GTM teams need to align in the post-sale funnel, because here’s where you can create revenue, and to do so, you have to deliver value and surround your customer with partners. In this stage, all GTM need to optimize customer value and retention. 

 

“Revenue comes from optimizing both sides of the bow tie, and seamlessly integrating partners, communities, and other elements that drive nearbound, leverage your ecosystem in every stage of your revenue model.” –Kathleen Booth, SVP Marketing and Growth at Pavilion

 

And the first thing you need to do is align on your buyers’ journey. Build a data layer that touches all teams, identifies the “aha” moments, and leverages tech to identify customer success metrics. 

 

Surround your customers with value, and work with CSMs to know more about what your customer wants and needs. Focus on optimizing the pre-sales and post-sales steps of the journey by adding influence touchpoints throughout the funnel—leverage your partners and communities. 

 

 

Adding nearbound to your revenue mix means leveraging existing relationships. To that point, you can do two things: Affiliate marketing or ABM

 

“This nearbound motion tries to surround your buyers with trust, so they can see your brand mentioned everywhere, and the pay-for-performance side, is all about how to do nearbound at scale.” –Michael Cole, CEO and Founder of Everflow. 

 

The first thing you can do is implement an affiliate marketing strategy. It’s a referral partnership that helps you leverage the partners (that doesn’t qualify as a channel) to share intros, intel, influence, or just promote your content. 

 

Affiliates can be influencers, content creators, experts, consulting firms, and agencies, that get paid based on their performance. If they send you a lead they will receive a certain amount of money, but if they help you influence the deal, they can get paid much more. 

 

“I think what is going to drive real growth is what we call modern partnerships, and those are influencers, creators, subject matter experts, search providers, consultants, and agencies, who have huge networks, and they use their personal channels to distribute their offers.” - Adam Glazer, President of PartnerCommerce

 

And if you don’t feel like starting a program with partners, leverage your best brand advocates, aka happy customers. 

 

 

The second thing you can do is implement an ABM strategy–build 1:1 relationships through data. This means that you are going to use intent data like demo requests, content engagement, or website visits to create a specific list of people, who are going through a specific phase of your customer journey, to send a specific and personalized message. 

 

“ABM is more than technology and intent data. It needs to start off and be about the exclusive focus of building 1:1 relationships within your target accounts. AI, intent data, and ad campaigns are tools that you use to achieve that end result.” –Yisrael Segall, Sr. Demand Gen Manager at floLIVE. 

 

As you craft this messaging, getting data from your website helps, but integrating nearbound data like technographical data, or opportunities, and AI data like forecasts, or personalized segments according to previous engagement, can be what takes your ABM strategy to another level. 

 

What also helps is mapping the engagement journey, to identify the key touch points that you can help your Sales team with, or where you need influence from your partners. 

 

 

How to action

Marketing alone is no longer an option, to cut through the noise you need to surround your buyers, users, and potential customers with the voices they trust. Co-marketing has different styles, but the most important ones are Affiliate and ABM, and to win you have to start implementing them now. 

 

To help you with that task, we have taken key learnings from Michael Cole, Adam Glazer, Kathleen Booth, Sam Jacobs, Deeksha Taneja, and Yisrael Segall’s sessions to build a checklist you can leverage to power up your marketing strategy with nearbound. 

 

Nearbound Marketing Checklist: Scale your nearbound marketing motion.

 

Resources to boost your marketing campaign

Here are some other key resources that can help you build a better marketing strategy by implementing nearbound.

Co-marketing is a powerful tool that can enable you to delight your audience and reach new customers who would have otherwise never discovered your business. Learn how to pick your co-marketing partners, and how to plan a co-marketing strategy.  

Explore with Blake Williams, founder of Ampfactor and PartnerGTM AI, how nearbound marketing can harvest existing demand and close the gap between unmet expectations and potential solutions. Plus, Blake shares the specific ABM marketing tactics he’s used to target specific accounts, and how to leverage AI to improve your marketing efforts. 

Your network is your best brand evangelist, and if you fit it into your Nearbound GTM motion, you will drive more revenue and change the way your company operates. Logan Lyles, Evangelism and Content Marketing at Teamwork.com will tell you how to leverage the Who Economy and Nearbound. 

Day four: Nearbound Sales Day

When selling with partners you have 2x more channel efficiency and +25% more pipeline, than when using traditional channels. Leveraging your partners and ecosystem is not an option anymore, it’s a must. 

 

“Being able to partner and integrate with providers who your customers also partner with, also work with, then that can give you a great advantage in the way you deliver your product and service to your customers.” –Henry Schuck, Founder, and CEO at Zoominfo

 

Success has two elements: a good product and a good GTM strategy. To get the first one right, you have to build your core product to solve complex problems for your customers, and then integrate with tech partners to get that competitive advantage and create a better customer experience.

 

To nail the GTM strategy, you have to identify where are your leads coming from, and how are you going to allocate resources to boost that performance. Whether they are coming from inbound or outbound, make sure you attach a partner to them, in this way, you can get access to intel, influence, and intros that will help you close that deal 33% faster

 

 

In Nearbound Startup Day, Sangram and Lindsay shared that Nearbound helps empower both Partnerships and Sales teams on both sides to:

  • Get aligned and execute the plays that reduce your sales cycle by 33% 

  • Close deals with a 46% higher win rate (when partner-sourced) and a 99% higher win rate (when partner-influenced).

However, that won’t happen unless you start to proactively reach out to partners and have a give-first mentality. This way, you won’t be co-selling “alone”, and you will start leveraging your partner relationships to surround your customers with influence, get the intel you need to connect with them, and the intros you need to actually have that customer connection. 

 

“Don’t wait around. You have the power to be proactive about co-selling. It’s not going to come to you. Go and build internal champions. Go to your partners and build relationships first.” –Sam Yarborough, VP Salesforce Ecosystem Evangelist at Invisory

 

Once you have built a relationship with your partner, you can ask them to introduce you to some other members of their internal teams. This makes collaboration and enablement easier—plus, you can also grow your market share of that partnership, and of course, gain more revenue.

 

 

The more people are indirectly involved in the deal, the better chances you have to close it. Going back to what Jay McBain said, there are 28 touchpoints and 14 spheres of influence that you can leverage to close the deal. It’s not about involving 20 AEs in the same deal but about building those intangible assets–nearbound relationships–that can help elevate the value of your solution.

 

“Nearbound and your partner ecosystem are a good way to create intangible assets. This means you’re investing in your customer base and your community, including your partner ecosystem to deliver more value.” –Latané Conant, CRO at 6sense

 

Build extra value for your customers. Sometimes you won’t have the answer, but if you leverage your network, it’s only a matter of connecting dots, or in this case connecting customers to customers, or even customers to partners to create stickiness and move customers through the sales cycle

 

 

Your ecosystem and your network are the places where you’ll find what your customers want to know, and who are they leveraging to sort tasks out. Here is also where recommendations take place. Your network is a sphere of influence you need to leverage if you want to start co-selling.

 

“You’ll never know who you know that matters to somebody else. Build a network and leverage it to gather intel, gain influence, and get introductions. That’s the path forward to run your regular sales motion.” –Scott Leese, Founder of Scott Leese Consulting

 

How are you planning to surround your customers with influence if you don’t have any network you can leverage? 

 

In this Nearbound Era, networking is not a nice-to-have, it’s a must-have. If your buyers are no longer answering the phone or opening emails, and you have less budget, how are you planning to contact them? The key lies in your network and the relationships you build. 

 

 

How to action

Only 27% of sales reps achieved their quota, there are between 1k to 14k touches to create an opportunity, and win rates have decreased by 15%. You can’t fix this problem by doing the same, the way you go to market has to change. 

 

To help you with that task, we have taken key learnings from Xiaofei Zhang, Rasheité Calhoun, Stephanie Pennel, Sam Yarborough, Scott Leese, Latané Conant, and Henry Schuck’s sessions to build a checklist you can leverage to build 3x more pipeline with nearbound. 

 

Nearbound Sales Checklist: Building a successful co-selling motion. 

 

Resources to boost your win rate

Here are some other key resources that can help you build a co-selling strategy by implementing nearbound.

The Nearbound Sales Blueprint is the step-by-step tactical playbook that answers “how do you execute a Nearbound strategy systematically in your sales cycle?” Jared Fuller dives into the granular tasks (down to the email templates) that Sales Leaders, AEs, and Partner Managers can start using today to drive 2-3x more revenue with Nearbound.

 

‍You’ll learn how to set a target, attach the target, and run the activities to hit the goal.

 

GTM leaders like Darin AlpertLeslie DouglasJudd BorakoveScott LeeseSaad KhanNick Bennett, and Tom Slocum shared their most successful stories of how GTM leaders are winning with nearbound. These narratives paint a vivid picture of how the nearbound principles can transform the landscape of B2B sales.

Loryn Ferreira, Manager of Partnerships and Alliances at Punchh, shares her secret ingredients to leverage partnerships to positively impact close/won rates, and align with and enable your key internal stakeholders to drive impact. 

Discover how Nearbound revolutionizes revenue generation by aligning GTM teams and tracking key performance indicators effectively. Spoiler alert, key metrics include partner attach/partner influence, average deal size (with and without partner involvement), and average close rate (with and without partner involvement). 

 

The beginning of a new era

The journey through the Nearbound Summit traversed startups, Product, Success, Marketing, and Sales teams, each day provided valuable insights and actionable strategies. 

 

From Sangram Vajre’s assertion that "The biggest deals in the market are going to happen through partnerships" to the importance of integrations and feedback in building a robust product roadmap, the Nearbound Summit covered the entire spectrum of GTM strategies.

 

As we move forward, the impact of the Nearbound Summit 2023 is not confined to mere statistics; it has sparked a movement, turning attendees into pioneers of the Nearbound Era. In an era where the traditional approaches are decreasing efficiency, nearbound emerges as a beacon, illuminating the path to successful, collaborative, and transformative go-to-market motions. 

 

It was not just an event; it was a catalyst for change in the ever-evolving landscape of B2B.

 

Now is your chance to immerse yourself in the wealth of insights, strategies, and success stories shared at the Nearbound Summit. 

 

Click here to access the on-demand sessions of the Nearbound Summit, and take the next decisive step toward winning better together. In 2024, nearbound won’t be considered as a nice to have, but as a defining force in redefining your gp-to-market success.

 

Get onboard before it’s too late. 

 

Take me to the summit!

 

 


See how you can action these nearbound plays directly in Reveal. 

 

 

Multiple Contributors 30 min

Key Takeaways from the Nearbound Summit and How to Action Them


The Nearbound Summit is only as good as its continued impact. Find here all the key takeaways from each day of the event, and how you can action them TODAY.


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