Heidi Tucker (VP of Alliances & Business Development, InsideView) - Selling Through Partnerships
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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.
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Heidi Tucker (VP of Alliances & Business Development, InsideView) - Selling Through Partnerships
- 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. LEADERSHIP RECOGNIZED 350,000 USERS 13,000 ENTERPRISES 30 COUNTRIES ACCOLADES ©2013 InsideView. All rights reserved.
- 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. BUT HOW DO YOU MAKE SENSE OF IT ALL?
- 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. 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. PARTNERS ©2013 InsideView. All rights reserved.
- 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. 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. Partner Program Overview Become a partner. ©2013 InsideView. All rights reserved.
- 11. . ©2013 InsideView. All rights reserved.
- 12. TEAM Sales Ops Marketing Partner Enablmnt Partner Mgmt Shared Channel Contribution CSM Pre-Sales Support Product ©2013 InsideView. All rights reserved.
- 13. VALUE PROP Important to your partner Unique about you ©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
- 14. PARTNER MOTIVATION ➤ ➤ ➤ Competitive Differentiation Fill Product/Service Gaps Revenue ©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
- 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. Thank You. Heidi Tucker VP, Global Alliances heidi.tucker@insideview.com ©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
Editor's Notes
- Objective: Share InsideVIew’s value for marketing.