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
Stop wasting time
Parkinson’s law states:
Work expands to fill the time you set aside for it.
In partnerships, there are so many things to do. When one task takes longer than it needs to, that takes away from other necessary tasks.
So here’s your friendly reminder: The most successful partner pros have clarity on what work is most important. Then they do that work as effectively as possible.
TACTICS
Greg Portnoy's tough lesson learned
And he was extremely successful.
Just to paint the picture:
- By his 4th quarter at the company, partners drove $5M ARR
- By EOY, his small team was driving 25% of total revenue
He explains,
Yet, despite beating all the goals our CRO gave us, my team wasn’t getting the resources, support, or (frankly) the appreciation they deserved.
He went to the CEO to understand, and it turned out, his CRO had been filtering communications.
That’s when Greg learned a key lesson: Make sure you have a direct line to your CEO.
Partner pros, this can’t be stressed enough: Make sure you’re directly communicating wins, setting expectations, and ensuring alignment with your stakeholders, especially your CEO.
Why? Because there's a lot at stake.
Perception of partnerships company-wide, resources, adoption of the nearbound overlay company-wide, your role, and your teammates’ roles, just to name a few.
Don’t lose the game before you start playing.
EVENT OF THE DAY
Are your customers happy?
Companies are starting to realize that one of the best ways to keep their customers happy is to integrate their entire customer journey into one connected platform.
Why? Because it eliminates friction and makes solving complete problems easier.
✅ Step #1: understand the consequences of disconnected customer-facing teams.
✅ Step #2: invest not only in your own platform but also in your ecosystem to become a truly connected customer platform.
Yamini Rangan (CEO of HubSpot) and Daniel Zarick (CEO of Arrows) will be discussing HubSpot’s journey as a connected customer platform on June 4th.
This event is for you if you want to know:
- Where HubSpot is going in the future
- How leveraging app integrations supports HubSpot’s vision
- How organizations today are scaling with HubSpot
RESOURCE OF THE DAY
Why Arrows went all-in on one ecosystem
Daniel Zarick (CEO of Arrows) joined Jared Fuller and Isaac Morehouse on the Nearbound Podcast to explain why Arrow chose to build its product on the HubSpot platform.
Listen to the episode to learn:
- Arrow's story
- The challenges associated with building on a platform
- Why this was an effective growth strategy
Watch the episode here.
UPCOMING EVENTS
Stuff you don't want to miss!
- TODAY—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 how to recruit partners that win new revenue for their companies, and retain current revenue by driving value to customers. Register here.
- May 29th—Roles on a Partnerships Team—Join Antonio Hidalgo (Senior Director of the Channel Programs at Megaport) and Scott Pollack (CEO at Firneo) where they will dive deep into the various roles crucial to building a successful partnerships ecosystem. 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.
- 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
- 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
- Unleashing the Power of Nearbound: The Stats You Need to Know by Andrea Vallejo
- Howdy Partners #72: Psychology of Team-Wide Buy-In: The Answer to Partner Program Success with Maurits Pieper
- Mastering the Nearbound Rhythm of the Business: Key Takeaways from the Nearbound Book by Andrea Vallejo
See you tomorrow
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