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Howdy Partners #15: Your Partner Team Tech Stack

Five Soft Skills You Need as a Partnerships Leader

Nearbound Podcast #091: Going-To-Market through Community with Kathleen Booth

The Four Main Sales Pain Points From 2022 and How To Beat Them

Meet the Startup Choosing Ecosystem-Led Growth Over Direct Sales

Partnership Success Checklist: How to Start the Year Strong

Sunday Stories: The Unseen Cost of Not Integrating

Howdy Partners #11: Revenue Generating Activities

Nearbound Podcast #088: Building Partner Relationships, A CrossPod Takeover with Ecosystem Aces

Nearbound Podcast #087: Ecosystems Expansion and Enablement: The How Behind Growth and Partner Engagement

Driving Deals Faster: A Nearbound GTM Strategy Amplifies Revenue

Andreessen Horowitz’s Sarah Wang: The best performing companies are prioritizing partnerships | Supernode 2022

IRL Partnerships and Ecosystem Conferences to Attend in 2023

Introduction to Partner Manager

The Secret to Partner Retention: Treating your Partners Like Customers

Nearbound Podcast #085: Integrating Partnerships Into Products: A Crosspod Takeover with Mark Brigman

Partners Contribute to 58% of the Revenue of Top Performers (And 5 Other Sales Stats)

Foreword of the Nearbound and the Rise of the Who Economy Book

Getting Your Frogs Out of the Pot to Incubate Packaged Ecosystem IP

4 Parts of the Sales Cycle Where Partnerships Can Help

Building Your Dream ELG Tech Stack

ELG Insider Daily #695: Connected selling = connected customers

Nearbound Podcast #083: Building Partnerships from the Ground-up

Four Tips for Launching a 30-60-90 Day Enablement Program for Your New Sales Hires

The Secret to a Successful Second Sales Call: Involving a Partner

How Sales Teams Leverage Their Ecosystems to Enter Every Deal With Confidence

First Friday: Partner Success Maturity Model

Hunting for Leverage Points in Partnerships

Howdy Partners #75: Prioritizing Operations or Relationships? Striking the Balance in Partnerships with Coriena Hipple Merejo

The Direct vs Partner-Led Dilemma

How to Win Over Your Strategic Partner’s Customer Success Team Right Away

How to Build a Partner Program From the Ground Up

Want To Up Your Integration Game? Adopt A Product Mindset.

Building a Partnership Program That Works - with Donagh Kiernan

The Inside Track: Top Partnership Plays from Chris Lavoie at Gorgias

Your Services Partners Can Help Close the “Impossible” Deal (And Make Your Customers Happier)

Why Co-innovation Between Tech Partners Is So Hard

Sharing Partner Data Used To Be Scary. These New Best Practices Can Help

WorkSpan Raises $30M Series C

School of Partnerships - Recordings

Using Composable Ecosystem Management To Break Down Market Silos

Nearbound Daily #010: Creator economy in B2B

3 Companies on Building Their First Partnerships Team (And Hiring From Within)

Howdy Partners #37: Conference Strategy

Howdy Partners #28: Positioning With Your Partners is More Important Than Working On Your Co-Sell Pitch

The 5 Phases of Co-selling for Rolling Out Your New Tech Partnership

18 Partnerships People You Should Follow On LinkedIn In 2022

The Power In GoToEco Bundles

Tech Ecosystem Maturity: Are You Influencing Your Company’s Product/Feature Roadmap?

Overcoming the Homelessness Problem in Tech Partnerships

Nearbound Podcast #072: F*ck the Funnel - The Beginning of the End, with Allan Adler

Email Service Providers

Why is GoToEcosystem Necessary for B2B SaaS, Part II

Every Stat We Have That Proves The Value Of Partnerships

Why is GoToEcosystem Necessary for B2B SaaS?

How Box Uses Reveal Everyday to Power Their Nearbound GTM

Nearbound Podcast #070: Xero to Hero — Building a World-Class Platform Ecosystem

Partnerships 101: Sandboxes (And Why You Should Consider Building One)

Strategic partnerships create competitive advantages and accelerate growth

Howdy Partners #9: Tiering Your Partnership Programs

Size Isn't Everything: How Small Programs Win Big Partners

Everything You Should Know About Launching a Startup Partner Program

Nearbound Podcast #122: Category Design and Trust

The Era of Second-Party Data is Here. Are You Ready?

Nearbound Podcast #067: Be a Gardener, not a Builder - Platforms, Ecosystems, and Complexity

Your Vision, Mission and Core Values Are Foundational to a Successful Partnership Organization

The Relationship-First Engagement Model, Part II

Get Your Sales Team Excited About Co-Selling With a 50% Faster Time to Close

Nearbound Podcast #066: What Complex B2B Marketing Can Learn from Simple B2C Partnerships

The Community Mindset: How Building a Customer Community Empowers Partnerships

Crossbeam Explains: The Three Partnership Types

What Symbiotic Relationships In Nature Teach Us About Partnerships

Two Ways Partner Data Can Inform Your Product Strategy and Improve Retention

Partnership Manager or Master Politician?

Nearbound Weekend 07/02: Driving the bus

Everything You Didn't Know You Could Do With Partner Data

Nearbound Daily #005: Dear reader

A Hiring Manager’s Guide to Partnerships Roles and Job Titles

How VC Firms Are Using Crossbeam to Grow Their Portfolio Companies at Scale

Six Partnerships Team Org Charts (So You Can Plan Ahead for Your Team’s Growth)

How to Source and Convert Pipeline in HubSpot | Connector Summit 2022

Confessions of a GSI: Here's What GSIs Look for in an ISV Partner

Confessions of an ISV: How to Be a Good Channel Partner

Sales Leadership and Partner Enablement: Part 3

The Partner Tiers Cheat Sheet: Benefits, Drawbacks, and Checklists

Reflections on 'The Age of Connected Work'

Is ELG Right For Me? Find Out With the ELG Readiness Matrix

Sales Leadership and Partner Enablement: Part 1

The growing importance of partner attach across the buying cycle

Getting Primed for Account Mapping with Partners in Crossbeam | Connector Summit 2022

Crossbeam Product Drop Webinar: New Features Worth Buzzing About

How to Become the Beyoncé of Your Ecosystem

Nearbound Podcast #057: What Your Agency Partners Won't Tell You

How to be a customer-obsessed partner manager

Six Tips for Strengthening the Bond Between Your CSMs and Partners

SAS Gets IPO Ready via Partnerships

Nearbound Podcast #055: The Partner Manager Playbook — Managing the Front Lines

Partnerships 101: What Is Partner Marketing

Partnership Secrets: Enable Sales Teams and Hit Revenue Goals

SaaS Reseller Partnerships: What they Are & How They Work

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.