Sales, let us introduce you to your new BFF, PartnerOps. They will help you ditch the spreadsheets, master your metrics, and boost your sales cycle!
The Nearbound Daily is now officially the ELG Insider Daily!
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PRINCIPLES
Be the liaison
A successful ELG strategy hinges on strong internal alignment.
PartnerOps is the glue that brings SalesOps, Product, Legal, Marketing, and other teams together.
By creating shared processes and transparent communication, PartnerOps ensures that partnerships aren’t just an add-on — they become a seamless part of your company’s revenue engine.
As Latané Conant, CRO at 6sense, wisely states, "It’s not about the size of your Partner team. It’s about the infrastructure. PartnerOps isn’t an extra — it drives the process."
SHARE YOUR INSIGHTS
The Future of Revenue survey
As a GTM leader, your experience and insights are crucial to understanding the direction of revenue strategies in our industry.
We’ve partnered with Pavilion to survey GTM leaders, and we’d love it if you could take 7 minutes to share your thoughts.
It’s completely anonymous, and you’ll get early access to the report before its official release this fall.
Take the survey here.
TACTICS
Things to know to setup your
PartnerOps cadence
You have an OKR (maybe more than one) to achieve, it’s the beginning of your quarter, you know you got this — because you know your ELG motion is going to drive revenue.
But how are you going to track your progress? Are you good at building dashboards and reports?
If your answers to the previous questions were either no, or IDK, Aaron Howerton, COO at Partner Foundations and Founder of PartnerOps Partner, has the answer to your prayers: PartnerOps.
PartnerOps will help you empower your partner team and finally prove the value of your Ecosystem-Led Growth (ELG) strategy.
Here are Aaron Howerton’s four steps to set up your PartnerOps cadence:
Step #1: Identify key internal stakeholders
Build strong relationships across your company, particularly with SalesOps, Product, Legal, Finance, Customer Success, and Marketing teams.
Understand who the main stakeholders are and establish ongoing communication. PartnerOps is the bridge between the partnerships team and the rest of the organization.
Step #2: Optimize partner processes — don’t become the bottleneck
Regularly meet with other teams to gather their expectations and discuss how partners can contribute.
Enable your team on both existing and new processes, while adapting workflows to include partnership needs.
Streamline processes by moving away from manual tasks (e.g., spreadsheets) and ensuring metrics are aligned with company KPIs.
Step #3: Showcase data once relationships and processes are established
Before presenting dashboards or data, build internal trust and optimize the foundational processes.
Collect metrics that demonstrate partner program impact, such as partner-sourced revenue, time to revenue, and partner retention.
Step #4: Establish a recurring cadence of communication
Schedule regular meetings with stakeholders to align on progress, share updates, and ensure everyone is on the same page.
Maintain and nurture these relationships to make adjustments and integrate partnership insights seamlessly into existing company processes.
Read our article on ELG Insider to learn about the role of PartnerOps, the metrics you need to focus on, and the tech stack you need to get started.
MEME OF THE DAY
Don’t let an email template beat you
Stuff you don't want to miss!
- TODAY, September 17th - 20th — INBOUND 24 — Join us in Boston at INBOUND to meet the newly merged team, get the most up-to-date intel on the new merged Crossbeam x Reveal product, and attend the most fun after INBOUND parties. Meet the team at INBOUND.
- September 24th — GTMNow Live: The Future of Outbound: An Ecosystem-Led Approach — Outbound is changing and ecosystems have never been more important. Join go-to-market leaders from Crossbeam, Pattern, and Atlan as they discuss the shift towards an ecosystem-led approach in outbound sales. Register now.
- September 26th — Dueling Perspectives: The Great AI SDR Debate — Join Sangram Vajre, Co-Founder and CEO of GTM Partners, and Matt Milen, Co-Founder and President of Regie.AI, as they share the real potential of AI in sales development and its implications for your GTM strategy. Register now.
- October 1st — SalesIntel Annual Summit — SalesIntel is organizing a 100% free and virtual summit where you will find specific tracks curated for sales, marketing, and RevOps and roundtable working sessions focused on sharing actionable ways to build pipelines and achieve growth goals. Save your seat here.
- October 1st - 3rd — RevCon — RevGenius partnered with Common Room, Sigma, Avoma, The Juice, and many more to bring you a 3-day virtual conference to reunite your sales, marketing, RevOps, and cs leaders behind to learn and discuss about the future of SaaS. Save your spot here.
- October 14th - 16th — GTM2024 — Join Pavilion at The Fairmont in Austin, TX to get ahead on your 2025 GTM strategy, learn about market trends, and boost your GTM strategy. Get your ticket here.
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