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.co aimed to bring about the decade of the ecosystem. Join the movement here.
PRINCIPLES
PMs wear too many hats to be effective
As I was learning about PartnerOps and nearbound data from Kelly Sarabyn (HubSpot), Jill Rowley (nearbound.com), Mary Vue (Syncari), Mike O’Neil (Box), and Elliot Smith (6Sense) in their last HubSpot webinar, I asked myself:
Why do Partner Managers still not have a seat at the table?
And then, I remembered a quote from Greg Theriault, Director of Strategic Clients at Alteryx…
“Partnerships go too fast and in too many directions. When you slow down and focus, you see the impact. Stop changing directions so much. You must let things evolve for at least a year, including pay structures.”
It’s not that you don’t know how to build relationships and then capitalize on them. The problem is that you are wearing too many hats. This gets in the way of you focusing on one thing.
Partner Managers need the right team—PartnerOps—and the right tech so they can delegate some of “their hats,” have the correct automation in place, properly track their value, and drive more revenue.
Keep reading to learn how your team can benefit from PartnerOps and nearbound data (with insights from HubSpot, Box, 6sense, Syncari, and Reveal, and the Nearbound book).
TACTICS
3 reasons you need PartnerOps
You might have RevOps on your GTM team, bringing Sales, Marketing, and Customer Service together to drive revenue growth for your business.
But according to Impartner,
“PartnerOps focuses on managing and optimizing the day-to-day activities and processes with your partners. It’s about ensuring that each partnership runs smoothly and productively, supporting mutual growth and success.”
Here are 3 reasons why you need PartnerOps:
1. Become a data-led partnerships team.
PartnerOps helps you leverage your nearbound data, partner tech, nearbound motion, and processes to measure and accelerate revenue.
2. Implement a full nearbound overlay.
PartnerOps seamlessly integrates nearbound data into your GTM motion, so your GTM teams can co-sell, co-market, retain, and close deals better, and your C-level can easily see the value of your nearbound strategy.
3. Prove partnerships ROI.
If you want to understand where and how your nearbound strategy and partners are impacting everything from the build to the sale to the market opportunity, you need PartnerOps on your team.
Learn more about how to leverage nearbound data and PartnerOps.
TRENDS
"THE" strategic role
Aaron Howerton (Sr. Program Manager, PartnerOps & Experience at Samsara) explained why partnering with trusted individuals and companies is key.
He shared how to have a PartnerOps mindset, the tasks of PartnerOps, what can be expected of this role, and four tips that will make any PartnerOps life easier.
Click here to learn why PartnerOps is a strategic role.
UPCOMING EVENTS
Stuff you don’t want to miss!
April 3rd—What Exactly is Partner Experience?—Join Greg Portnoy (CEO of Euler) and Scott Pollack (CEO at Firneo) where they will dive into the essence and significance of partner experience in the evolving world of partnerships. 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
What Top Revenue Leaders Really Think of Partnerships by Shawnie Hame
Nearbound Ops: Leveraging Nearbound Data and Operations to Optimize Revenue
Mastering Nearbound Customer Success: Key Takeaways from the Nearbound Book
The Role of Nearbound Partnerships for Customer Success by Alper Yuder
How Nearbound Can Help Keep and Win Back Customers by Delphine Le Person and Isaac Morehouse
Howdy Partners #69: Why Fractional Partner Management? with Pat Ferdig
Nearbound Podcast #157: 18 Months Until the End of SaaS? Jacco’s Prophecy with Jacco van der Kooij
Partner Up or Perish: A Review of the Nearbound Book by Antonio Caridad
See you tomorrow.
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nearbound.com is a project of Reveal.co
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