Nearbound Daily #602: We Can Do Better With Partner Onboarding
When your partners win, your customers win. While every company likes to say they're customer-obsessed, being customer-obsessed means being partner-obsessed too.
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. Join the movement here. And ask NearBot a question here.
PRINCIPLES
Integrated > not integrated
Data helps us automate and create efficiencies. Data helps us find, track, and target customers.
But we’re now awash in data. And when your data is divided among multiple sources of truth, you run the risk of something falling through the cracks.
The solution? Integrate your data into one platform.
The best partner pros create a single source of truth for themselves.
Instead of worrying about keeping track of information, they think about leveraging the data, building the right relationships, and enabling the rest of their go-to-market teams to tap into partners.
TACTICS
5-box checklist for running events
Partner pros can run events better than almost any other go-to-market professional.
Why? Because they have a nearbound mindset. They think about driving value to customers and surrounding customers with those they trust.
Everything from promotion to run of show to post-event is smoother because of that mindset.
Here are 5 important things to remember if you’re a partner professional running or helping to run events.
- Identify relevant changes and state your POV
Start by pinpointing a significant and relevant change in the world. Present your point of view clearly. This not only sets the stage for your narrative but also establishes you as a thought leader in the industry. - Focus on people, not just products
Your narrative should center on the people you are helping, not just your product. If you need to mention your product, position it as an enabler in your customers’ journey, not the hero. This approach resonates more deeply with your audience, making your message more relatable and impactful. - Use stories to paint the picture
Share stories of how others have successfully navigated their challenges and reached their goals with your product and narrative. This paints a vivid picture of success and provides concrete examples of your product's impact. - Adapt to your partner’s capabilities
Not every company has a robust partner program or extensive resources. Be flexible and adjust your approach based on who you're working with. If an in-person event isn't feasible, consider partnering on a blog, webinar, or video series instead. Flexibility ensures that you can still collaborate effectively, regardless of resource constraints. - Leverage your partner’s channels
Maximize the reach of your co-marketing campaign by leveraging your partner’s channels and audiences. Provide them with ready-to-use promo kits that include email templates, social media posts, visuals, and other promotional materials. This makes it easy for your partners to support and amplify your campaign.
Read more to learn about targeting the right leads at the right time.
FROM THE ECOSYSTEM
Partner onboarding...we can do better
Rob is right. When your partners win, your customers win.
While every company likes to say they're customer-obsessed, being customer-obsessed means being partner-obsessed too.
Let's raise the bar.
Give your partners a first-class experience.
UPCOMING EVENTS
Stuff you don't want to miss!
- TOMORROW—June 12th—Partnerships 101 (What's a Good Partnership)—Join Arun Kumar (Director of Strategic Partnerships at Incentivio) and Scott Pollack (CEO at Firneo) where they will explore the building blocks of successful partnerships in the tech industry. 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
- Target the Right Leads at the Right Time: A Recap of the Happy Customers Festival by Andrea Vallejo
- The GTM Partners x Reveal Partnership by Sangram Vajre
- Partnership Value Modeling by Linkon Axon
- How CallRail Increased Integration Adoption by 167% Through Strategic Partnership with HubSpot and Reveal by Shawnie Hamer
- How to Help Your Sales Team with Intros by Andrea Vallejo
- Leveraging Partnership Data To Its Fullest Extent Requires Integration by Shauntle Barley
- Howdy Partners #74: Reactive Partner Marketers Are Salary Wasted with Jessica Fewless
- Expanding into New Markets with Nearbound by Andrea Vallejo
- The GTM Bowtie: How To Overlay Partners Across the Complete Customer's Journey Part One by Ella Richmond and Will Taylor
- How GTM Leaders are Tracking Nearbound Metrics
- Your Deal Isn't Dead, It's Just Not Partner-Led by Andrea Vallejo
- How Sendcloud Achieved an 80% Increase in New Leads Sourced From Partners Using Reveal with Wilson Favre-Delerue
- The Elephant in the Ecosystem by Chris Messina
- The Era of Ecosystem Orchestration is Finally Here by James Hodgkinson
- How Fullstory Builds their Tech Partnerships Program with Reveal’s Help to Increase Their Renewal Rate by 14% with Nigel Liaw
See you tomorrow
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