Nearbound Daily #554: Inverta's Jessica Fewless On How to Fill Your Pipeline With Nearbound Leads
Everyone struggles to fill their pipeline with valuable leads that will drive impact for their companies. So, why not start with the leads hiding in your ecosystem?
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.co aimed to bring about the decade of the ecosystem. Join the movement here.
PRINCIPLES
Converting customers without partners
Think about why your company has partnerships:
- Integrations make your product more powerful so customers can solve their problems completely.
- Partnerships influence retention because when your customers succeed, they don’t want to churn.
- Partnerships can be a channel to sell your product through because customers prefer an easy buying experience.
- Partnerships are a source of information and introductions to customers.
The reason you have partners is because your customers want and need them.
It’s honestly that simple.
TACTICS
How to fill pipeline with better leads
Everyone is struggling to fill their pipeline with valuable leads that will drive impact for their companies.
So, why not start with the leads hiding in your ecosystem?
Jessica Fewless (Director of Partnerships, Client Partner at Inverta) shares exactly how you can do this using Reveal’s new Lead Gen Package.
Here’s what’s included in the package:
- New Prospects
- Deal Influencers
- Lead Gen Weekly Digest
- Webhooks and API
RESOURCE OF THE DAY
Build better targeted account lists
There are so many ways you can leverage partner data but, for building a nearbound ABM campaign, you will need partner data to build your targeted account list for official co-marketing campaigns. Your goals will dictate the way you build your lists.
“By leveraging partner data, not only do you speed up the process of assembling your list, but it also helps you build a more informed target account list, leading to a higher conversion rate.”
—Jessica Fewless (Director of Partnerships, Client Partner at Inverta)
Here are some questions you need to ask yourself before building your targeted account list:
- Who is in the market?
- Who has already engaged with you?
- Who do my customers trust?
- Which accounts have a partner attached?
Jessica adds,
“70% to 80% of your annual revenue comes from your existent current customers. They are your original and most important account-based list, treating them with an account-based approach can help you increase retention, upsell, and cross-sell.”
Get a detailed explanation here.
IN THE ECOSYSTEM
This community’s power is UNREAL
You know the partner community is powerful, and then you see something like this and you’re double-y reminded just how powerful it is.
Read the comments to find opportunities and leave a comment if you know of any!
Huge shoutout to Greg Portnoy for leading this!
UPCOMING EVENTS
Stuff you don’t want to miss!
- April 10th—Setting up Partnerships Amongst Mission-Aligned Companies— Join Nicolas Alexander (Head of Partnerships & Policy at Thallo) and Scott Pollack (CEO at Firneo) where they will dive deep into aligning commercial terms with your company’s values for sustainable partnerships. 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
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- Nearbound Ops: Leveraging Nearbound Data and Operations to Optimize Revenue
- Mastering Nearbound Customer Success: Key Takeaways from the Nearbound Book
- The Role of Nearbound Partnerships for Customer Success by Alper Yuder
- How Nearbound Can Help Keep and Win Back Customers by Delphine Le Person and Isaac Morehouse
- Nearbound Podcast #158: Why Agency Programs are the HARDEST. The Pirate Island Problem, with Max Traylor
- Partner Up or Perish: A Review of the Nearbound Book by Antonio Caridad
See you tomorrow
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nearbound.com is a project of Reveal.co
