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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

‍
Nearbound Daily #080: Master the 4 stages of partnerships

Nearbound.com

Move through these stages to become a partnerships master

Here are the stages of partner enablement mastery:

Beginner: Distributing internal sales enablement content to partner sellers.

Intermediate: High touch at the beginning of a partnership but losing momentum after the initial excitement.

Advanced: Find ways to connect the dots between your sellers and your partner sellers to create relational network effects.

Mastery: Using PartnerOps to orchestrate the delivery of relevant content, in context because of curated relationships and detailed partner journey mapping.

Want to get from Beginner to Master?

Start here:

1. Have clear rules of engagement.

2. Have insights into customer journeys and provide them with relevant content to help them close deals and retire quotas.

3. Foster relationships! It’s helpful if you know these people before you try to transact with them. It’s even better if you can help them to foster relationships inside and outside of your organization.

4. Be top of mind. Use technology to nudge them every time you’re relevant to their business.

By following these steps, you’ll be on your way to becoming a partnerships master.

Thanks for contributing to this section of the PhD, Jessie Shipman.

📰 Ford & Tesla created a supercharged partnership

Ford reached an agreement with Tesla to access more than 12,000 of Tesla’s Superchargers across the US and Canada.

Instead of taking years to build its own network of charging stations, Ford is using the partnership to leapfrog into the EV marketplace.

A great product never beats a great GTM.

But a great GTM never beats a great ecosystem.

Ford is choosing to integrate into a flourishing ecosystem that will soon blossom into more benefits for consumers of EV cars.

🏅 Become a certified partner pro

Firneo’s Certified Partnerships Professional program is an 8-week certification program that teaches you the playbook for creating game-changing partnerships.

You’ll learn frameworks and tactics that will help you excel in every facet of your partnerships role.

During the course, you’ll get hands-on practice with negotiations, collaboration with peers, and case studies designed to challenge you to think outside the box.

📅 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), and Isaac Smith (ON24) generate MQLs thru/with partners. Hosted by Kelly Sarabyn (Hubspot).

🗣️ Quote of the Day

I tell my team, we’re gonna paint 🖌 LinkedIn with our company colors. Everybody gets hyped up about it. I send out calendar invites to everyone so that every 30 minutes, we’ve got a batch of 3—4 people posting on social media. — Zoë Hartsfield on the Marketing Together Podcast