Your SlideShare is downloading. ×
ARE YOU CRAZY???
TOP 10 REASONS NOT to PARTNER

Heidi Tucker
VP, Global Alliances
heidi.tucker@insideview.com
©2013 Inside...
LEADERSHIP
RECOGNIZED
350,000 USERS
13,000 ENTERPRISES
30 COUNTRIES

ACCOLADES
©2013 InsideView. All rights reserved.
SALES CHALLENGE
‣
‣

‣

92% of buyers ignore unsolicited contacts
70% of buyers decide without sales contact
Engaging B2B ...
BUT HOW DO YOU
MAKE SENSE OF
IT ALL?
SOCIAL
FINANCIAL

INSIDEVIEW CRM
INTELLIGENCE PUTS
REAL-TIME ACCOUNT
INFORMATION FROM
30,000+ SOURCES
INTO YOUR CRM
™

MED...
CRM INTELLIGENCE
INSIDE MICROSOFT
DYNAMICS CRM
‣

Company Info

‣

News Alerts

‣

Social Profiles

‣

Credit Flag

‣

Fin...
PARTNERS

©2013 InsideView. All rights reserved.
WHY PARTNER?
➤

➤
➤

➤

Exponential distribution
Rapid entry into new markets
Added value to product/service
Brand buildin...
PARTNER
OPTIONS
Affiliate
‣ Referral
‣ Pre-Sale
‣ Re-Sale
‣ Integration/OEM
‣

Keep it simple
Online registration
Self-Ser...
Partner
Program
Overview

Become a
partner.
©2013 InsideView. All rights reserved.
.

©2013 InsideView. All rights reserved.
TEAM

Sales
Ops

Marketing

Partner
Enablmnt

Partner
Mgmt

Shared
Channel
Contribution

CSM

Pre-Sales

Support

Product
...
VALUE PROP
Important to your
partner

Unique about you
©2013 InsideView. All rights reserved.
©2013 InsideView. All rights...
PARTNER MOTIVATION
➤
➤
➤

Competitive Differentiation
Fill Product/Service Gaps
Revenue

©2013 InsideView. All rights rese...


BUILD.
BUY.
PARTNER.










Simple. Lucrative. Risk-free.
Know your value to partner
Long term commitment
Rec...
Thank You.

Heidi Tucker
VP, Global Alliances
heidi.tucker@insideview.com
©2013 InsideView. All rights reserved.
©2013 Ins...
Upcoming SlideShare
Loading in...5
×

Heidi Tucker (VP of Alliances & Business Development, InsideView) - Selling Through Partnerships

381

Published on

Heidi Tucker is the VP of Alliances & Business Development at InsideViews and was previously a sales or BD executive at Bank of America, First Research, and Hoovers.

What you will learn:
-Sizing up potential partnerships that make sense.
-Getting noticed and sticking out when dealing with large entities.
-Developing business development channels and creative partnerships.

Visit SalesHacker.com for more sales hacks, tips, and tactics.

Published in: Technology, Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
381
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • Objective: Share InsideVIew’s value for marketing.
  • Transcript of "Heidi Tucker (VP of Alliances & Business Development, InsideView) - Selling Through Partnerships"

    1. 1. ARE YOU CRAZY??? TOP 10 REASONS NOT to PARTNER Heidi Tucker VP, Global Alliances heidi.tucker@insideview.com ©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
    2. 2. LEADERSHIP RECOGNIZED 350,000 USERS 13,000 ENTERPRISES 30 COUNTRIES ACCOLADES ©2013 InsideView. All rights reserved.
    3. 3. SALES CHALLENGE ‣ ‣ ‣ 92% of buyers ignore unsolicited contacts 70% of buyers decide without sales contact Engaging B2B buyers requires value based, relevant messages and (if possible) a connection – and that requires information ©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
    4. 4. BUT HOW DO YOU MAKE SENSE OF IT ALL?
    5. 5. SOCIAL FINANCIAL INSIDEVIEW CRM INTELLIGENCE PUTS REAL-TIME ACCOUNT INFORMATION FROM 30,000+ SOURCES INTO YOUR CRM ™ MEDIA DATA INSIGHTS Find More Leads Win More Deals CONNECTIONS Grow Accounts
    6. 6. CRM INTELLIGENCE INSIDE MICROSOFT DYNAMICS CRM ‣ Company Info ‣ News Alerts ‣ Social Profiles ‣ Credit Flag ‣ Financials ‣ Family Tree ‣ Industry Profiles ‣ Connections ‣ List Building ‣ Sync to CRM ©2013 InsideView. All rights reserved.
    7. 7. PARTNERS ©2013 InsideView. All rights reserved.
    8. 8. WHY PARTNER? ➤ ➤ ➤ ➤ Exponential distribution Rapid entry into new markets Added value to product/service Brand building ©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
    9. 9. PARTNER OPTIONS Affiliate ‣ Referral ‣ Pre-Sale ‣ Re-Sale ‣ Integration/OEM ‣ Keep it simple Online registration Self-Service Onboarding Monthly webinars. ©2013 InsideView. All rights reserved.
    10. 10. Partner Program Overview Become a partner. ©2013 InsideView. All rights reserved.
    11. 11. . ©2013 InsideView. All rights reserved.
    12. 12. TEAM Sales Ops Marketing Partner Enablmnt Partner Mgmt Shared Channel Contribution CSM Pre-Sales Support Product ©2013 InsideView. All rights reserved.
    13. 13. VALUE PROP Important to your partner Unique about you ©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
    14. 14. PARTNER MOTIVATION ➤ ➤ ➤ Competitive Differentiation Fill Product/Service Gaps Revenue ©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
    15. 15.  BUILD. BUY. PARTNER.        Simple. Lucrative. Risk-free. Know your value to partner Long term commitment Recruit broadly, focus on results Self-Service Partner Portal Enable a partner champion Dedicated channel team Partners v Friends. Reference accounts. Logos. Win wires. ©2013 InsideView. All rights reserved.
    16. 16. Thank You. Heidi Tucker VP, Global Alliances heidi.tucker@insideview.com ©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.

    ×