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Nearbound Podcast #143 - Cracking the Nearbound Code: Secrets to Successful Nearbound Plays - Isaac Morehouse and Will Taylor

Nearbound Daily #471: Uncover Your Shadow Partner Program

Nearbound Weekend 12/09: Fruit Ninja Influencer Drives 600k in Revenue

The Future of Revenue: What You Need to Know

Nearbound Daily #470: Yes, It Really Is That Easy

Nearbound Daily #469: No BS Guide to Revenue 💰

Nearbound Daily #468: Some triggering advice from Jason Lemkin 🤐

Key takeaways: The 2023 state of partner-led growth report

Nearbound Podcast #142 - The Kobe Bryant Approach to Partnerships: A Conversation with Rohan Batra

Nearbound Daily #467: Overcome partnerships negativity

Nearbound Daily #466: Ecosystem revenue times infinite 💰

Nearbound Weekend 12/02: Nearbound synergy 👩‍🔬

Howdy Partners #59: The Secret to Building a Successful Partnership Strategy - Katie Landaal

Friends with Benefits #23: The Power of Storytelling - Priya Sam

Nearbound Podcast #141 - Unleashing the Nearbound Mindset - Jared Fuller

Getting to "All In": Achieving Cross-Functional Buy-In for Your Ecosystem Strategy and Plan

Nearbound Podcast #140- - Revenue Over Relationships: How to Make Money in Every Partnership - Rasheité Calhoun

With ELG, Your Sales Team Needs Fewer Opportunities to Hit Quota

The Future of Revenue 2023

Nearbound Daily #454: Why your GTM determines co-sell strategy 💪

Nearbound Daily #453: TrustRadius on how buyers think and purchase 💰

Cold Outbound Isn’t Dead. Here’s What Sales Leaders Say are the Most Cost-Effective Sales Strategies in 2023

Nearbound Weekend 11/11: Good language produces results

Friends with Benefits #21: A Masterclass in Purposeful Networking - Scott Leese

Session two. Why Sales Teams Need Nearbound by Bobby Napiltonia and Jared Fuller

Session twelve. Phone a Friend: How Nearbound Social Warms Up Cold Calls by Daisy Chung, Avi Mesh, and Adam Sockel

Session three. When the Buzzword Meets the Road: Does Co-Selling Have to be So Hard? by Sam Yarborough, Stephanie Pennell, Xiaofei Zhang, and Rasheité Calhoun

Session thirteen. Beyond the Data: Henry Schuck’s Journey from Bootstrapped to Billions by Henry Schuck and Simon Bouchez

Session ten. Public Ecosystems and Private Ecosystems by Harbinder Khera, Theresa Caragol, and Kevin Linehan

Session six. Level Up Your 2024 Results: The Big Partner Bet by Judd Borakove

Session seven. Go To Network & The 3 Nearbound Sales Plays by Scott Leese

Session one. The Challenge for CROs Thinking Nearbound by Mark Roberge and Jill Rowley

Session nine. The Antidote to More: How Nearbound Rewrites the Better Together Story by Latané Conant

Session fourteen. 30 Minutes to President's Club LIVE at the Nearbound Summit by Nick Cegelski and Armand Farrokh

Session four. Operational Rigor in the Nearbound Era by Cindy Zu and Graham Younger

Session five. When Partner Attach Goes Wrong and How to Coach Your Way Out of It by Aaron McGarry and Cory Bray

Session eleven. Turning Your Company’s Network Into Pipeline by Joshua Perk

Session eight. Real Templates You Can Use to Run Nearbound Sales Today by Will Allred and Jared Fuller

Nearbound Daily #448: 👊 A never-before-seen lineup of top marketers

Session two. Nearbound Surround: How to Reach Buyers in the 'Who' Economy by Isaac Morehouse

Session twelve. The 3 Best Event Types for Driving Revenue by Kate Hammitt and Emily Wilkes

Session thirteen. The Future of ABM: How to Elevate Your GTM Strategy with Intent Data & AI by Deeksha Taneja and Yiz Segall

Session ten. How People-First GTM and Nearbound Will Forever Change How You Grow Pipeline and Revenue by Mark Kilens and Nick Bennett

Session seven. Event Led Growth: Partner Events at Scale by Justin Zimmerman

Session one. The End of the Demand Waterfall bySidney Waterfall

Session nine. The Data is In: It's About 'Who' not 'How' by Vinay Bhagat

Session fourteen. LIVE Freestyle Performance by Harry Mack

Session four. People Trust People: How to Drive Pipeline with Personalities by Adam Ryan and Daniel Murray

Session five. How To Scale Revenue Through Pay-For-Performance Partnerships by Michael Cole and Adam Glazer

Session eleven. What is Nearbound Social? by Logan Lyles

Session fifteen. Marketing Against the Grain LIVE at the Nearbound Summit by Kipp Bodnar and Kieran Flanagan

Session eight. Revenue Renaissance: Why Marketing & Partnerships Will Lead Revenue in 2024 by Tyler Calder

Session two. How Our Product Team Is Thinking About Partnerships in 2024 by Simon Bouchez

Session two. Bringing Champions Into Your Nearbound GTM by Jeff Reekers

Session three. Empty Platform Promises: Delivering on 1+1 = 3 by Chris Trudeau and Russell Dwyer

Session seven. An Ecosystem Strategy to Evolve from a Product to a Platform by Kenny Browne and Cody Sunkel

Session one. Unleashing the Power of Partnerships: Driving Product Innovation and Performance by Katie Landaal and Sophie Cheng

Session one. You Work for the Customer: Remembering the 'Why' of Partnerships by Jill Rowley and Jared Fuller

Session four. Partner Led Product Strategy by Bryan Williams and Ben Wright

Session four. How to Attach Partners to Customers so Everyone Wins by Jen Spencer and Rich Gardner

Session eight. Platform Vs. Product: How Product and Partner Teams Can Shape the Future of an Ecosystem by Karen Ng and Kelly Sarabyn

Building Successful Partnerships with Phil McKennan from Qualtrics

Chapter 2: Nearbound Defined

Session two. GTM Unplugged: 5 Easy-to-Use Frameworks That Make GTM Simple by Sangram Vajre and Lindsay Cordell

Session twelve. The Top 10 Biggest Mistakes I See Revenue Leaders Making in 2023/2024 by Jason Lemkin

Session three. Alliances: Becoming a Number 1 App Partner as a Startup by Mike Stocker, Marc Ginsberg, and Madelyn Wing

Session ten. Play Bigger with Nearbound: A Conversation with the Best Selling Author of "Play Bigger" by Kevin Maney and Isaac Morehouse

Session six. Venture Capital Through the Nearbound Lens by Justin Gray, Josh Wagner, and Sean kester

Session nine. Collaborative Growth: Building a Fast-Growth, High Margin Business Through Partnerships by Peter Caputa

Session four. Nearbound Starts with You: Why Personal Networks are the Backbone of the 'Who' Economy by Mac Reddin

Session five. Build, Buy, or Partner: How to Navigate Strategic Growth Decisions by Laura Padilla, R.J. Filipski, and Iris Ng

Session eleven. How Far are We into the 'Decade of Ecosystems'? by Jay McBain

Nearbound Daily #445: The Summit keynote breakdown 😎

Howdy Partners #58: Navigating Big-Fish Small-Fish Partnerships - Juraj Pal

Leverage AI to Build Your Partner Program

Download the PartnerHacker Handbook

Don’t Waste Your Prospect’s Time on Discovery. Speed Up the Sales Qualification Process With Partners.

Nearbound Daily #440: All aboard the influence train 🚂

Howdy partners #56: Unleashing partner tech- Greg Portnoy

The Official 2023 ‘Boundie Award Nominees!

You've Got a Friend in Crossbeam: Tips for Finding Your Next Best Partner

The Perfect Storm: The Demise of “Growth At All Cost” & The Rise Of Ecosystem-Led Growth

Roadmap Review: See What's New and Upcoming at Crossbeam

Playbook: How Twilio 8x’d Partner-Sourced Pipeline with a Single Partner

Playbook: How Everflow’s Ecosystem-Led Referral Marketing Wins 37% More Customers in 2023

Capture Every Dollar: Strategies to Optimize Partner-Influenced Revenue

Attn Ex-Salespeople: Here Are Four Ways to Change From a Sales to Partnerships Mindset

Before you build: The Crossbeam guide to launching integrations people want

Nearbound Daily #437: Be a partner-worthy company 👊

Friends with Benefits #20: The Power of Networks and Relationships - Justin Gray

How to Reference Your Prospects' Tech Stacks in Your Outbound Sales Emails

How to Properly Leverage a Rebrand To Expand Your Ecosystem

Nearbound Podcast #133: Navigating Strategic Alliances - Xiaofei Zhang

Howdy Partners #55: Taking an Entrepreneurial Approach to Partnerships - Dorian Kominek

Friends with Benefits #18: Scaling Partnerships - Jill Dignan

The ultimate KPI smackdown: Partner-sourced vs. partner-attached

Nearbound Daily #428: Always factor in the humanity 💞

Nearbound Podcast #132: Making Outbound and Nearbound Work Together - Leslie Venetz

The Future of Revenue Preliminary Findings | Crossbeam x Pavilion

Nearbound Daily #427: Products & platforms in the nearbound era 👨‍💻

ELG Insider Newsletters

October 14, 2024

minutes

‍

ELG Insider #661: Step aside, spreadsheets

Andrea Vallejo

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

1726147529165 — Thanks Gong for the meme.

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.