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Partnerships 101: ISVs, VARs, SIs, MSPs, and the Glue that Holds them Together

Partnerships 101: What is Cross-Selling?

Partnerships 101: Strategic Alliances Explained (Finally!) Plus Examples

Don’t Fall Behind: Get Your Partner Data in Your Data Warehouse (Part 1 of 2)

What Partner Ecosystem Maturity is and Why it Matters

The nearbound.com manifesto: Trust is the new data

How RingCentral Built an Internal Culture of Partnerships

It’s Happening! Crossbeam and Reveal are Joining Forces to Disrupt Go-to-Market Strategy as We Know It.

Just Because It’s Partnership Tech Doesn’t Mean It’s a PRM

The Beginner’s Guide to SaaS Tech Partnerships

Everything You Ever Wanted to Know About Channel Partnerships

Nearbound Podcast #051: Day Zero Mentality - How Rob Brewster Went from Partner Chief to Company Chief

Navigating Partnership Ecosystems: Channel, Tech, and Strategic

Partnerships 101: What Is a System Integrator (SI), and Should You Partner With One?

How to Build Your Agency Partner’s Reputation While Protecting Your Own

2022 State of the Partner Ecosystem Report

Nearbound Podcast #048: The Fear & Greed Index - Right Now Every Partner Pro Needs to Stand Tall

25 Articles Showing the Business Impact of Partnerships (Bring These to Your CEO)

The Case for a Co-Marketing-First Approach

Growing Your Partnerships Team? Here are 3 Skills You Should Look for in Your New Hires

Does Partnerships Have a Boredom Problem?

A 5-Step Guide for Scoping and Qualifying Your First Tech Partners

Secrets to Building a High-Impact Partner Program

How to Ensure Accurate Ecosystem Data

A recommended ecosystem AI strategy: Take an integrated rather than a top-down approach

A Primer: 3 Things to Lookout for as a Partnership Leader

Your Guide to Preparing for Your Next Partner Pitch Meeting

How to Launch a Strategic Partner Program (And Not Take Forever to Deliver Value)

How to Guide: Partnership Alignment with Internal Stakeholders

How to measure and attribute nearbound impact

Balancing AI, automation, and the human touch in partner management in 2024

Tech Ecosystem Maturity: Scaling Your Integration Program Via Your API

The Inside Track: How to Accelerate Crossbeam Onboarding for Your Partners

Tech Ecosystem Maturity: 4 Ways Most Partner Programs Fall Short

You Have Dormant Partners. Here’s How to Get Their Interest

How to nail co-marketing events in 2024 with nearbound

How to Gain Internal Buy-in to Build New Integrations | Connector Summit 2022

Track Churn and You’re 3.6x More Likely to Have Dedicated Budget for Integrations

The State of the Partner Ecosystem 2022 Webinar

Crossbeam Explains: What are System Integrators?

The Awkward Dance: Should You or Your Partner Build the Integration?

Building the Flywheel Starts with Your Partners

Remote, In-Office, or Hybrid? Where Partnership Professionals Worked in 2021

Four Signs it’s Time to Expand Your API Docs

7 Tips for Co-Selling Like a Supernode

Nearbound Podcast #039: Dancing with Elephants — The Art of Strategic Partnering

Tech Ecosystem Maturity: How to Level Up Your Co-Marketing Motions

20+ Interview Questions for Hiring Your First Tech Partner Manager

3 Reasons to Get Certified in Your Partners’ Tech and Become Indispensable to Your Team

Tech Ecosystem Maturity: How to Level Up Your “Better Together” Messaging

Partner Ecosystems 101

Dave Goldstein: Ecosystem-Led Sales for the Enterprise: How Braze Leveraged Alliances to Fuel Robust Growth | Supernode 2023

8 Times a Partnership Impacted an “Exit Event” (And Why Acquisitions are on The Rise)

5 Signs Your Tech Partner's About to Get Acquired (And How to Prepare for Change)

Tech Ecosystem Maturity: How to Level Up Your Integrations Team

The Inside Track: Crossbeam Security 101 with CISO Chris Castaldo

Six Tips for Expanding Internationally Using Channel Partners

10 steps to develop a co-marketing strategy

How Typeform Went from 30 Integrations to 100+ in Just One Year

How Typeform Improved Their Revenue by 40% with ELG and PLG

Partnerships 101: What Is Co-Selling?

Partnerships 101: Inbound vs Outbound Integrations and Why They Matter for Your Partnerships

How to Communicate Effectively With Your Entire GTM Team and The C-Suite

Partnerships 101: What Is an Ecosystem and How Is It Redefining Partnerships?

The Inside Track: Get to know the Crossbeam Salesforce App

The 7 Metrics That Prove the Business Impact of Your Tech Integrations

8 Times Sales Reps Won the Deal by Co-Selling With Partners

6 Ways Sales Professionals Can Use Partnerships to Advance Their Careers (and Get Promoted)

How Co-Selling & Co-Marketing Build Revenue

How Demandbase Acquired DemandMatrix in Seven Months After Launching a Partnership

The Intersection of Partnerships and Product Development with Pandium’s Cristina Flaschen

The 4 Levels of Tech Ecosystem Maturity

8 Tips for Surfacing the Business Impact of Partnerships and Driving Partner-Sourced Revenue Earlier

Tech Ecosystem Maturity: How to Level Up Your Co-selling Workflows

Despite The Economy, Gartner Projects Double-Digit Growth As Companies Find Ways to Do More with Less

The 5 Things to Do in Your First 90 Days as a Partnership Leader

Ecosystem is Everything: How to Embrace Second Party Data with Crossbeam

Vetting 100s of Channel Partners? Use This Four-Criteria Checklist to Speed Up the Process

8 Ways to Treat Your Co-Selling Partners With R-E-S-P-E-C-T

Nearbound Podcast #026: Building Trust in Channel Partnerships

Partnership KPIs For Marketing, Sales, Customer Success + More

No More Silos: 4 New Ways to Use Partner Data

Account mapping. How to (finally) do it without giant, cumbersome spreadsheets

15+ Questions to Help Your Sales Reps Master Their Co-Selling Motions

How We Foster Collaboration Remotely at Crossbeam

21 Partnerships People You Should Follow on LinkedIn

A Fill-in-the-Blanks Exercise for Evaluating Your Partner Program

How to Use CRM Data & Automation to Nurture Your Co-Selling Relationships

How to Use Partner Data In Your Sales and Marketing Dashboards (Part 2 of 2)

How CallRail Increased Integration Adoption by 167% Through Strategic Partnership with HubSpot and Reveal

3-step strategy for partnership managers

How to Execute an Effective Nearbound Channel Strategy

Don't Try To Fit Ecosystem Partners into a Channel Hole

Nearbound Podcast #022: Build, Buy, or Partner

You Should be Account Mapping at Every Stage of the Customer Lifecycle

5 Ways to Incentivize Your Sales Team to Live, Eat, and Breathe Partnerships

How to Learn the Partnerships Love Languages

How to Learn Your Customer’s Tech Stack and Increase Integration Adoption by 17%

The 9-Step Partner Impact Score Methodology for Strategic Co-Selling With Partners

Catherine Brodigan: Effective Co-Selling* (*because you have no other choice) | Supernode 2023

ELG Insider Newsletters

January 20, 1970

minutes

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Nearbound Daily #461: The CRO: B2B's master code breaker 🕵️

Micaela Richmond

The expertise of a CRO: cracking market enigmas

The market is a puzzle. It’s an enigma, difficult to crack and understand.

If you’re a fan of history or ever watched The Imitation Game with Benedict Cumberbatch, you’ll remember the Enigma machine.

In World War II, Alan Turing, a mathematical genius set out to crack the German enigma code. The stakes were high and if successful, the English would be able to decipher intercepted intel and use that intel to end the war.

B2B SaaS isn’t as high-stakes as World War II and the market isn’t as tough to crack as the German enigma, but there are some similarities.

At the Nearbound Summit, Bobby Napiltonia (ex-Salesforce, ex-Twilio, and SaaS advisor) and Jared Fuller (Chief Revenue Officer at Reveal) shared the number one thing CROs need to be thinking about in 2024.

Bobby Napiltonia explained it like this,

The market is correct and we have to figure out this puzzle.

Like Alan Turing, every great CRO must become obsessed with breaking a high-stakes code. For CROs that enigma is the market, and the stakes are “winning” at go-to-market.

Most of the industry implements worn-out playbooks prescribed by ivory-tower-intellectuals with no skin in the game.

Great CROs on the other hand use their knowledge of the market and the various routes to market to create company-specific strategies for their go-to-market teams.

Cracking the market enigma is a CRO’s most important work because through that a CRO can build an effective strategy and direct their teams.

You may not be Alan Turing cracking the German enigma in World War II, but as a CRO, you have the incredible challenge of cracking the market enigma.

It’s daunting, rewarding, and your route to a better FY’24.

Listen to the full session with Jared Fuller and Bobby Napiltonia to learn more about what CROs need to be thinking about in 2024.

Listen to the full session with Xiaofei Zhang.

Use the 5 T’s Framework

Judd Borakove then introduced the 5 T’s Framework, a better way to think about alignment.

The 5 T’s are:

Terminology: What does co-selling mean for your GTM strategy and how can partners help your Sales team close more deals?
Tools: What platforms and data are going to help you build an efficient motion and relationship?
Tactics: What are you going to do and how are you and your partner going to win together?
Team: How are your Sales, Marketing, Product, and Customer Success teams working? What’s the current GTM strategy? How do you plan to align all GTM teams?
Target partner: Who is your IPP and how can you build a win-win relationship? What are your overlap and common open deals?

Instead of ending up with a misaligned partnership, do a bit of pre-work.

It makes buy-in easier and it sets the partnership up for collaborative success.

How to set partner efforts free

Partner efforts are trapped.

GTM Partners put it like this,

Too often, partner efforts get trapped in a department and run in isolation from other Go-to-Market motions and teams.

Isolating partner efforts isn’t how you unlock their full revenue potential. On the contrary, it’s how you stifle partner revenue potential.

In their recent report on understanding Partner-Led Growth, GTM Partners shares four key concepts:

The five partner types
How to measure and track performance
Determining which programs are best for you
Using GTM O.S. to go from program to growth motion

Get the full report here to find stats and frameworks, and listen to Sangram Vajre (CEO and Co-Founder at GTM Partners) and Lindsay Cordell (Partner at GTM Partners) explain the research at the Nearbound Summit.

GTM Partners built this 2x2 model to help you decide which partner-led program is right for you! Download the report now.

Stuff you don’t want to miss!

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.
Nov 29, 2 PM EST —WTF is a System Integrator?— Join Omair Rana, Former Microsoft Director of Partner Strategy, and Scott Pollack, CEO at Firneo, and get ready to demystify System Integrators (SIs) and their pivotal role in the tech world.
Nov 30, 1 PM - 4 PM EST —The CRO Playbook: How to fix sales in 2024— The old sales playbooks don’t work. Join GTM Partners for their Leadership Summit. CROs, CEOs, and sales leaders will unite to define how to fix sales in time for 2024 SKO.