Strategies for Driving Sales through Partner Networks: Introducing Nearbound Plays.
Use this influence play to drive sales
Most partnering motions are built for partner managers to work with partners. But what about sellers working with partners?
That’s a big part of Nearbound — partner pro’s creating plays for the sellers to engage your partner network and drive revenue.
The 3 Nearbound plays all sellers should be using right now - I call them “The Three Is”
1. Intel
2. Influence
3. Intro
Last week I shared the “Intel,” play. This week, here’s an “influence” play:
Hey [Partner Contact Name - AM], I’m talking to [Opportunity Contact] over at [Opportunity Account] next week.
I noticed [they just renewed with you] last quarter. They mentioned in their last call how important [Company Name] was to [their strategy].
A part of the success plan I put together for them next week is our [integration]. This is my first time talking with their [Contact Title] and I wanted to see if you’d be able to put in a good word with [Contact Name] about our partnership and the [integration] over email or a call prior to then?
If so, I put together an email below that you can use that should highlight our joint value proposition.
Take a look and if you don’t mind sending it over, will you let me know?
In partnership,
[Seller Name]
[Email to be forwarded copy]
P.S. It looks like you share a couple accounts with upsell opportunity that I recently sold as well like [Account Name 1 & 2]. Happy to discuss or help there if that’s valuable, just lmk.
This email is a play your AE’s can leverage today if you are committed to a Nearbound strategy.
Partners are optimistic about AI opportunities
According to Canalys Chief Analyst, Jay McBain, more channel partners are feeling optimistic about AI.
320 partners were surveyed, and it revealed that 41% see positive opportunities associated with AI.
Read the full report here.
Relationships drive ROI
Listen to Jason Yarborough on the Howdy Partners Podcast.
Value breeds trust, trust creates relationships, and relationships create ROI.
Jason Yarborough joined the Howdy Partners posse last week to discuss the importance of developing trust in your GTM motion.
📅 Happenings
- June 14, 12 PM ET — How to Be a Partnerships MVP: Firneo Summer 2023 Cohort Program Preview.
- June 15, 12 PM ET — No B.S. Guide to Co-Selling Millions with Partners (from partnership people who’ve really done it).
- Chris Lavoie, Rob Rebholz, and Justin Zimmerman will share the real-world sh*t that works.
- Jun 23, 1 PM ET, Unf*ck My Funnel — There is no funnel too f*cked! Join Jared Fuller & Jared Robin as they team up to right go-to-market wrongs and improve the lives of revenue pros everywhere.
- June 27, 17:00 - 21:00 CET — Partnership Leaders x Reveal: Elevation Tour - Europe – Aircall’s Office, 11 Rue Saint-Georges, 75009 Paris, France.
- June 28, 2 PM ET — HubSpot is hosting "The Co—Marketing Playbook" for Tech Partners! Learn how Justin Zimmerman (Partner Playbooks), Michael Cole (Everflow), Cori Kendrick (Clickup), Isaac Smith (ON24) generate MQLs thru/with partners—hosted by Kelly Sarabyn (Hubspot).
🤝 Share a Nearbound play, send the PhD to a partner pro
Share the PhD and get some PartnerHacker swag while you’re at it.
