You will learn 2 things:
1. Learn to build an engaged partner network by aligning right people between organizations to achieve right business results.
2. Mature your partner network using a predictable method.
If you are interested to learn more, join the Smart Partnering Method group on Linkedin. Send me an email if you have questions.
In the presentation we cover how it's important to track the
key metrics within a SaaS sales funnel and how to optimize them at each stage.
Many SaaS tools look at just number of sales and there are many stages both before and after the sale in which saas tools can work more efficiently and produce better results.
We also cover communication strategies and the important of using the behaviour of your consumers to model your sales strategy.
Connect More and Close More Deals Using Content and Video ProspectingInfluence and Co.
These slides cover:
The value content can bring to your outreach.
How to create content that enables your process and helps you in your conversations.
Specific ways to use content for optimal success.
Why video is the future of sales and how to easily incorporate it into your existing cadence.
Best practices for creating prospecting videos.
How to track the success of your video outreach.
7 Steps to Building and Growing an Incredible Partner Program for SaaS Startu...Ben Parr
I shared some of the lessons the Octane AI team has gained from building and growing a partner program in the Shopify ecosystem at the Shopify meetup in Toronto. Many of the attendees asked me if I would send them my slides.
Instead, I've decided to publish the slides from my talk at Shopify, in the hopes that this knowledge will help other SaaS companies -- as well as agencies -- build successful partner programs in their ecosystems. Scroll down and you will find the slides.
Covered in this deck:
- The benefits of a partner program
- How Octane AI grew 20-40% month-over-month by leveraging its partner program
- How to start an agency and tech partner program
- Partner program on-boarding and organization
- Technology stack for managing partner programs
- Integration strategy
- Co-marketing strategy
- Building loyalty and exclusivity
Marketo Success Strategies: Sales and Marketing PartnershipMarketo
What do powerful sales and marketing partnerships have in common?
Hear directly from Marketo’s business strategy experts on how successful Marketo customers are driving accountability and strengthening the partnership across Marketing and Sales.
How to Make the Most of Your Event Strategy in 2022Demandbase
Join Demandbase’s Beki Scarbrough, VP of Account-Based Experience, and Asher Mathew, VP of Data Cloud, as they dive into how to combine data and advertising to ensure you get the most of your 2022 event strategy.
In the presentation we cover how it's important to track the
key metrics within a SaaS sales funnel and how to optimize them at each stage.
Many SaaS tools look at just number of sales and there are many stages both before and after the sale in which saas tools can work more efficiently and produce better results.
We also cover communication strategies and the important of using the behaviour of your consumers to model your sales strategy.
Connect More and Close More Deals Using Content and Video ProspectingInfluence and Co.
These slides cover:
The value content can bring to your outreach.
How to create content that enables your process and helps you in your conversations.
Specific ways to use content for optimal success.
Why video is the future of sales and how to easily incorporate it into your existing cadence.
Best practices for creating prospecting videos.
How to track the success of your video outreach.
7 Steps to Building and Growing an Incredible Partner Program for SaaS Startu...Ben Parr
I shared some of the lessons the Octane AI team has gained from building and growing a partner program in the Shopify ecosystem at the Shopify meetup in Toronto. Many of the attendees asked me if I would send them my slides.
Instead, I've decided to publish the slides from my talk at Shopify, in the hopes that this knowledge will help other SaaS companies -- as well as agencies -- build successful partner programs in their ecosystems. Scroll down and you will find the slides.
Covered in this deck:
- The benefits of a partner program
- How Octane AI grew 20-40% month-over-month by leveraging its partner program
- How to start an agency and tech partner program
- Partner program on-boarding and organization
- Technology stack for managing partner programs
- Integration strategy
- Co-marketing strategy
- Building loyalty and exclusivity
Marketo Success Strategies: Sales and Marketing PartnershipMarketo
What do powerful sales and marketing partnerships have in common?
Hear directly from Marketo’s business strategy experts on how successful Marketo customers are driving accountability and strengthening the partnership across Marketing and Sales.
How to Make the Most of Your Event Strategy in 2022Demandbase
Join Demandbase’s Beki Scarbrough, VP of Account-Based Experience, and Asher Mathew, VP of Data Cloud, as they dive into how to combine data and advertising to ensure you get the most of your 2022 event strategy.
Everyone’s talking about Account-Based Marketing – but is it the right approach for your organization? And, if it is, how do you create an end-to-end process for identifying, managing and marketing to target accounts? Part 1 of DemandGen's ABM webinar series details whether or not ABM is right for you.
Best Practices in Marketing Budgeting for Improved ROI with IDC, VMWare and A...Allocadia Software
Watch a best practices webinar in marketing budgeting with leading industry analyst IDC and billion-dollar tech cloud and virtualization software company, VMWare.
3 Key Takeways:
1: Best Practices in Marketing Budgeting: Best practice insights and industry trends from the Head of IDC's CMO Advisory Council on managing marketing operating budget allocations
2: Global Budgeting Case Study: How VMWare manages their global marketing investments and budgets across their worldwide marketing organization
3: Building Alignment & ROI: How you can build alignment across your marketing organization to increase marketing's credibility, drive better ROMI, and impact the bottomline
Prove Your Marketing Impact: The Fundamentals of Marketing AttributionMarketo
Every marketing team faces the challenge of proving direct impact to the bottom line, but it’s no longer enough to show email metrics or the number of leads generated. In order for marketing to earn its seat at the table, the C-suite needs to know how it translates to revenue for the business.
You'll learn:
-Why attribution is essential to modern marketing teams
-How to establish marketing KPIs that align with business objectives
-How to think like the C-suite in your marketing strategy and reporting
Lead Scoring Model PowerPoint Presentation SlidesSlideTeam
In general, most of the leads are not leveraged properly resulting in huge marketing program dollars loss. This template is about optimizing lead scoring mechanism by assessing leads based on their fit, demographics, behaviors, buying tendency. Leads to be qualified, prioritized and scores assigned to leads help sales representatives in focusing on leads with highest scores as it helps in improving sales effectiveness. Marketing team will collect leads and their crucial information through various promotional events and website registrations. The information comprises of lead s demographics and behavioral. The team will analyze the information and assign scores associated to leads. It will implement two types of scoring model explicit and implicit scoring model. Explicit scoring comprises of information which prospect shares directly in the form of job title, name, company name, contact information, etc. Implicit scoring comprises of information that team will observe and infer about lead in the form of online behaviors associated to lead. With the help of lead scoring model, firm will be able to deliver value to their leads and will help in identifying different types of leads and emphasis on them through different mechanisms. The model helps in understanding the conversion chances. It helps in identifying qualified leads that are ready to engage with salesforce team, leads that are to be nurtured and rest leads that needed to be disqualified. https://bit.ly/3bG4cOs
Demand Generation New Year Planning Session: How to Stand Out in 2021Marketo
An ever-changing environment can shift business priorities in an instant, but one thing remains the same — demand generation has a significant impact on the bottom line.
So, what happens in 2021? And how can we prepare?
In this webinar, you'll learn:
• How to achieve growth with limited resources
• Why and how intent data can be a core part of your strategy
• Simple tactics and optimization techniques to move the needle
* How to use your event's premium content to compete with free content online
* 10 ways to slice your event's content into value-add content
* Measuring the effectivenss of your content marketing
Looking at the three foundational phases of marketing—Plan, Engage, Measure—there is a tremendous bias in terms of effort, resources, and technology spent on the Engage phase. And while it is critical, the dramatic imbalance throws off the marketing machine and hampers marketing’s ability to have a greater impact on the business.
70%-80% of B2B Marketing content goes unused. Why does this problem exist? What are marketers supposed to do about it? We'll give you practical tips for pulling that content out of the trash bin.
Full Funnel Forecasting: Pipeline Metrics, Sales Process and Opportunity Qual...Sales Hacker
Revenue Summit 2018 San Francisco
Full Funnel Forecasting: Pipeline Metrics, Sales Process and Opportunity Qualification
Speakers:
Jaimie Buss - VP of Sales in Americas, Zendesk
Ran Xiao - Director of Sales & Customer Operations, Zendesk
Check out SalesHacker.com for the most up to date sales strategies, tactics, and hacks.
Content Marketing World 2015 Survey ResultsWorkfront
Content marketers occupy a place all their own in the marketing space—including their own unique organizational and productivity challenges. To better understand these challenges, we here at Workfront hit the floor at Content Marketing World 2015 to ask random respondents five simple questions. Their answers might surprise you…
Learn strategies you can implement to ensure business growth and get as much as possible out of your budget.
You'll learn:
- How to utilize search partner and display ads the right way.
- How to segment your target audience for effective reach.
- How to understand and improve your ad campaign structure.
Everyone’s talking about Account-Based Marketing – but is it the right approach for your organization? And, if it is, how do you create an end-to-end process for identifying, managing and marketing to target accounts? Part 1 of DemandGen's ABM webinar series details whether or not ABM is right for you.
Best Practices in Marketing Budgeting for Improved ROI with IDC, VMWare and A...Allocadia Software
Watch a best practices webinar in marketing budgeting with leading industry analyst IDC and billion-dollar tech cloud and virtualization software company, VMWare.
3 Key Takeways:
1: Best Practices in Marketing Budgeting: Best practice insights and industry trends from the Head of IDC's CMO Advisory Council on managing marketing operating budget allocations
2: Global Budgeting Case Study: How VMWare manages their global marketing investments and budgets across their worldwide marketing organization
3: Building Alignment & ROI: How you can build alignment across your marketing organization to increase marketing's credibility, drive better ROMI, and impact the bottomline
Prove Your Marketing Impact: The Fundamentals of Marketing AttributionMarketo
Every marketing team faces the challenge of proving direct impact to the bottom line, but it’s no longer enough to show email metrics or the number of leads generated. In order for marketing to earn its seat at the table, the C-suite needs to know how it translates to revenue for the business.
You'll learn:
-Why attribution is essential to modern marketing teams
-How to establish marketing KPIs that align with business objectives
-How to think like the C-suite in your marketing strategy and reporting
Lead Scoring Model PowerPoint Presentation SlidesSlideTeam
In general, most of the leads are not leveraged properly resulting in huge marketing program dollars loss. This template is about optimizing lead scoring mechanism by assessing leads based on their fit, demographics, behaviors, buying tendency. Leads to be qualified, prioritized and scores assigned to leads help sales representatives in focusing on leads with highest scores as it helps in improving sales effectiveness. Marketing team will collect leads and their crucial information through various promotional events and website registrations. The information comprises of lead s demographics and behavioral. The team will analyze the information and assign scores associated to leads. It will implement two types of scoring model explicit and implicit scoring model. Explicit scoring comprises of information which prospect shares directly in the form of job title, name, company name, contact information, etc. Implicit scoring comprises of information that team will observe and infer about lead in the form of online behaviors associated to lead. With the help of lead scoring model, firm will be able to deliver value to their leads and will help in identifying different types of leads and emphasis on them through different mechanisms. The model helps in understanding the conversion chances. It helps in identifying qualified leads that are ready to engage with salesforce team, leads that are to be nurtured and rest leads that needed to be disqualified. https://bit.ly/3bG4cOs
Demand Generation New Year Planning Session: How to Stand Out in 2021Marketo
An ever-changing environment can shift business priorities in an instant, but one thing remains the same — demand generation has a significant impact on the bottom line.
So, what happens in 2021? And how can we prepare?
In this webinar, you'll learn:
• How to achieve growth with limited resources
• Why and how intent data can be a core part of your strategy
• Simple tactics and optimization techniques to move the needle
* How to use your event's premium content to compete with free content online
* 10 ways to slice your event's content into value-add content
* Measuring the effectivenss of your content marketing
Looking at the three foundational phases of marketing—Plan, Engage, Measure—there is a tremendous bias in terms of effort, resources, and technology spent on the Engage phase. And while it is critical, the dramatic imbalance throws off the marketing machine and hampers marketing’s ability to have a greater impact on the business.
70%-80% of B2B Marketing content goes unused. Why does this problem exist? What are marketers supposed to do about it? We'll give you practical tips for pulling that content out of the trash bin.
Full Funnel Forecasting: Pipeline Metrics, Sales Process and Opportunity Qual...Sales Hacker
Revenue Summit 2018 San Francisco
Full Funnel Forecasting: Pipeline Metrics, Sales Process and Opportunity Qualification
Speakers:
Jaimie Buss - VP of Sales in Americas, Zendesk
Ran Xiao - Director of Sales & Customer Operations, Zendesk
Check out SalesHacker.com for the most up to date sales strategies, tactics, and hacks.
Content Marketing World 2015 Survey ResultsWorkfront
Content marketers occupy a place all their own in the marketing space—including their own unique organizational and productivity challenges. To better understand these challenges, we here at Workfront hit the floor at Content Marketing World 2015 to ask random respondents five simple questions. Their answers might surprise you…
Learn strategies you can implement to ensure business growth and get as much as possible out of your budget.
You'll learn:
- How to utilize search partner and display ads the right way.
- How to segment your target audience for effective reach.
- How to understand and improve your ad campaign structure.
14 steps to build a professional reseller partner programDaniel Nilsson
Learn how to sell and promote your product / solution efficiently through a reseller partner network. The presentation gives you 14 detailed steps on how to build your own professional reseller partner program including tips and tools.
I created this presentation after doing extensive research on how to create professional partner programs. The data I have reviewed are from marketing experts, Gartner, reports, vendors and my own personal experience building several global partner programs.
The purpose of the presentation is to share my conclusions on how to build a successful partner program that works for any type of organization.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hear from you.
Some pictures can be a bit blurry when you view the presentation directly from the web. To see a high quality version of the presentation simply download it. If you have any questions please don't hesitate to contact me at www.daniel-one.com
business development & growth workshop for startups
we will talk about
1: what is business development?
2:business development management
3: Business Development tools & strategies
4: Deal structure "in 7 steps"
During this session, we team up with CSO Insights to discuss why great coaching is critical for a successful sales organization. We will also examine CSO Insights metrics that show revenue gains enjoyed by organizations with great sales coaches.
LinkedIn Talent Insights Launch Guide for Program ManagersPamela Foo
The way to a successful launch. This playbook will set your organization up for success as it rolls out Talent Insights.
1) Build awareness and support
2) Set your team up for success
3) Track and measure success
4) How we can work together
360insights' Webinar: 8 Essentials for a Successful MDF & Co-Op Marketing Pro...360insights
How can we as incentive program managers increase channel satisfaction with our MDF and Co-Op marketing efforts? Diane Krakora, CEO of Partner Path and 360insights' VP of Alliances, Steven Kellam recently got together to shed light on this very topic. We had so many questions that the webinar went quite a bit over its allotted time window, but that's good – it shows that channel marketing professionals are engaged. They want to know more, and they want to do better work. You can watch the replay of the webinar in its entirety by searching for the blog post on our site of the same name as this deck.
Our Lead Generation Plan Playbook is a consulting methodology that highlights our premium tool-kit of tools & templates to help you develop a comprehensive lead generation plan.
NextGen Customer Engagement - An Extension from Dave McClure's Pirate Startup...Dalia Asterbadi
NextGen Customer Engagement - An Extension from Dave McClure's Pirate Startup Metrics Presentation
Key note from innovation summit in 2015. Dalia was asked to take on the 2008 presentation and expand based on the work done with realSociable and her career as a technology-driven marketer and engineer. Keeping the pirate theme, the presentation walks through an adaptation to the framework by Dave McClure.
How to implement an Integrated Lead EngineVanillaSoft
This presentation is a case study, presented at the SiriusDecisions Summit 2018, that shows how VanillaSoft and Virtual Causeway worked together to implement a scalable lead engine built upon the Demand Center and Demand Waterfall frameworks.
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization. Creates an environment with customers to maintain a positive long term relationship Manages process for aligning human capital with organizational goals.
Sales Training Workshop Series 12 Module Workshop by TetrahedronSagar Sangam Sahu
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization. Creates an environment with customers to maintain a positive long term relationship Manages process for aligning human capital with organizational goals.
This session answers the why’s and how’s of effective strategic design and illustrates the power of credible results measurement for meetings, events and incentives. Learn to use an approach that is effective with stockholders, employees, other key stakeholders and the media. Delivering measurable results answers the questions around your program’s survival, and, often, your organization’s success. You will take away tactics to:
Design incentives and meetings intelligently
Measure results credibly, including deliverable and believable ROI
Justify past and defend current programs
Successfully gain support for new programs
What are your business growth expectations and plans, how can Sales Channels help?
What are your expectations and your assumptions regarding sales channels?
Would like to validate your assumptions?
Thinking About or Starting in Partnering
● How do you decide if it's right for your business?
● Are you ready? What do you need to get started in partnering?
Established, Reviewing and Growing
● How will you take what you've built to date and develop for growth in many international markets?
● How are you phasing sales channels into your direct sales organisation?
Your channel partners are an extension of your company, how can you:
Align your channel with your internal organisation?
Implement standard support structures across all partner types and regions?
Standardise sales pipeline data management and reporting across all partners & partner managers?
Standardise and forecast through the channels?
Create and manage a progress rhythm with each partner and with your channel network?
Learn where and with which partners to invest to get the best return in the coming year?
What are marketing leaders doing to shore up their marketing strategies as we are likely headed into a recession? Nichole Kelly interiewed marketing and agency leaders to find out. She will share the strategies she's deploying at her company and what other thought leaders like yourselves are doing to make sure they are prepared for the shift. There is no question that marketing is changing and technology will be at the forefront. The question is which strategy will work and how do you make sure you are positioned to take advantage of the opportunities a down market offers.
Key Takeaways:
- Learn what marketing strategies are gaining attention for recession-proofing
- Understand what may or may not work as you look ahead in your own marketing strategy
- Discover the key leadership strategies that will help you keep team morale and productivity high
2. Opening Slide Hi, I am chaitravedullapalli, Sr. Director at Microsoft. I lead the information workplace for Microsoft Sales Force. I lead the strategy and investment planning for self service experience for Microsoft Partner network In my past life at Oracle, I lead the design and implementation of partner incentives I released my book called PartnerTweet to raise money for Children’s hospital Personally I am involved in the community to help children contribute their time and creativity to help Children’s hospital.
3.
4. What to expect today Top Insights on Rookie to Rockstar report 5 focus areasto smart partnering How to mature my partners Next steps
5. V = N(N-1) “The value of a network is proportional to the square of the number of users of the system.” Robert MetcalfeTechnology pioneer, co-inventor of Ethernet, and founder of 3Com(circa 1980)
6. What to expect today? From Rookie to Rockstar Smart Partnering Method Partner Maturity – How? Next Steps
8. Partner maturity is not a linear process Maturing partners is a critical process Spend smarter on support resources Focus on engagement Top Insights – Rookie to Rockstar Report
12. Lead The Change Define Burning Need A Compelling vision Engage your company Smart Partnering Model – 5 Key Areas Focused Segmentation Give as Good as you Get Focus on Maturity Focus on “Winning Together” Vision alignment decision makers Go To Markets Make your assets work Incent them well Invest in marketing Mature their competency Make them successful Keep them engaged RIGHT CUSTOMERS One EXPERIENCE Right KNOWLEDGE Focus Topics
13. DEFINE PAINT ENGAGE BURNING NEED COMPELLING VISION ENTIRE COMPANY IDENTIFY CHANGE LEADERS LEAD CHANGE
14. SECURE DEFINE LAUNCH COMMITTMENT JOINT VISION NEW Create a Business Case Build a Pitch Deck Secure Executive Leadership Commitment Identify the RIGHT people from key organizations Conduct Leading Change Workshop (1 week) Agreement on Burning Need (WHY) Define Collective Vision (WHAT) and Game Plan (HOW) Define Success KPIs Program Brand Partnering Model Network Engagement Incentives Products Services BUILD GOVERANCE Implement engagement rhythm Track your KPIs every week Implement personalized marketing and communication Make decisions together on critical topics LEADING CHANGE DELIVERABLES
15. PARTNER MATURITY MODEL Grow Partner Nurture Partner 4 Maturity Levels 10 Business Functions
16. LEVEL 4 DYNAMIC LEVEL 3 Ideal LEVEL PROACTIVE LEVEL 2 REACTIVE LEVEL 1 BASIC *IAMCP Model developed by Per Werngren Methodology
17.
18. Joint Business Planning A 12-month plan with monthly follow-up LEVEL 4 Activity based LEVEL 3 DYNAMIC Ad-hoc PROACTIVE Takeaways Sit down with partners and just explore opportunities Identify the gaps in your offerings Create a circle of trust and meet in a rhythm Quarterly good Monthly great Weekly is Nirvana! LEVEL 2 Not at all REACTIVE LEVEL 1 BASIC
19. Pipeline Shared with defined rhythm + in-person meetings + Core DNA of sales teams LEVEL 4 Sharing specific campaigns LEVEL 3 DYNAMIC Ad-hoc sharing Takeaways Two way street Bad partnering is when someone takes and never gives Share pipeline on the web Buy in from the top – VP of Sales need to meet in a rhythm Make partnering an agenda item in sales team meetings LEVEL 2 PROACTIVE No sharing REACTIVE LEVEL 1 BASIC
22. Don’t make it exclusiveLEVEL 2 PROACTIVE No template LEVEL 1 REACTIVE BASIC
23.
24.
25. Readiness & Certifications Scalable process to certify people, create awareness in the marketplace, revenue potential LEVEL 4 Provides standard certification and readiness curriculum LEVEL 3 Train one partner at a time DYNAMIC Takeaways People are your brand ambassadors, educate them well. Teach your partners to ALWAYS see the big picture from the customer point of view. Create value in your education & certification program, great monetization model if implemented well LEVEL 2 PROACTIVE No Plan REACTIVE LEVEL 1 BASIC
26. Market Messaging Fully Integrated Marketing within partner circles – one effort LEVEL 4 Reactive, Adhoc messaging, basic recognition of partners and capabilities LEVEL 3 DYNAMIC Adhoc, only tell when people ask or opportunity occurs Takeaways Even lawyers do it! Fly each others logotypes on your website Tell the story of partnering on your website Business cards should tell about partnering Consider naming your circle of trust LEVEL 2 No messaging PROACTIVE LEVEL 1 REACTIVE BASIC
27.
28. Resource Utilization Pre-defined rate cards for sharing resources + Access to Architects for Sales activities LEVEL 4 Pre-defined rate cards for sharing resources + Access to Architects for Sales activities LEVEL 3 Partner on a case by case basis when there are opportunities DYNAMIC Takeaways Commit to a pricelist or revenue sharing model - Goes both ways… Be clever and narrow your own specialization Try to help out on bench sharing Priority to your own circle of trust LEVEL 2 Some times being the subcontractor PROACTIVE LEVEL 1 REACTIVE BASIC
29. Customer Service Automate the process and provide insights to partners to improve their experience with customers LEVEL 4 Proactive measure customer satisfaction and collect references LEVEL 3 Do 1:1 meetings with customer to understand their experience with partner engagement DYNAMIC Takeaways Delighted customer are the only advertisement everyone believes – Take it seriously Listen to your customer to innovate and build the right and lasting partnerships Customer Intimacy is very important to growing your business. Ensure your partners take it very seriously. LEVEL 2 PROACTIVE Not at all LEVEL 1 REACTIVE BASIC
30. Assess your partners systematically Assess your partnership with vendors Assess your partner program 3 Uses of Partner Maturity Model
34. Maturing partners is a not a linear process Inspire and Lead change Give as Good as you Get Final Takeaways
35. How to get connected? Chaitra Vedullapalli Sr. Director, Microsoft Corporation Email : chaitrav@microsoft.com | Phone : 510-579-4945 Follow me on Twitter | Check out My Blog | Connect me on Linkedin
Editor's Notes
Amazon Consulting Research - – From Rookie to Rock Star