Interviews with the partner team lead.
"Just having a connection is not a partnership. It's when you work together to do more with the integration or the content, together, that makes it a partnership.
When your solutions partners ask and need referrals back from you in order to continue sending you referrals, here are some ways to keep that reciprocity engine going, in a manageable and scalable way.
The foundational ideology between the two roles is that one is closer to the customer than the other.
"It's light lift. It's open. And it keeps those lines of communication open..."
"IF you want to go even further, offer to create the content for them..."
"Hire a strong operations person early on."
It comes down to three things: Alignment, impact and clarity.
You will save so much time if you try this with two or three partners first...
If you can't show $10K in reciprocal value for your partners in the first 6 months, you shouldn't be asking for partnership.
"If we can get our partners into our marketing activities and drive recognition, that's always the goal."
Adding value to something that they are doing as a business.
You can't focus on all of them a hundred percent of the time. Instead, each quarter take one spotlight partner per quarter.
Listen to this if you are interested in skipping to the meat of this season.
“Day one week one, see that as an immediate opportunity to help your partner out.”
"When you are talking to your board, it is way different than talking to your team."
"Probably a lot of folks who are listening to this podcast know that when you do start a partnerships department, it takes a lot of effort to show the value that you bring to the organization."
“We want to get every team thinking about partners and how they can leverage partners and how they can drive value.”
“Partnerships are successful when both sides approach them as give to get.”
“The burden of support and training these merchants doesn't fall back on them necessarily. We can take that into our own hands.”
"How can we develop these co-marketing opportunities that combines our insights from other Klayvio customers to create awesome content that's branded for the partner and get it in front of potential new business."
“The number one thing to do is to find out the personal goals of the partner owner.”
“ I'm leaning on these partners to help me demonstrate the value of agencies to implement things. Case studies that are focused on teaching other agencies, how to leverage your product, to drive more revenue into the agency, all kinds of different backlinks, sharing, blogs, sharing ways of going to market that don't necessarily involve having a day-to-day experience.”
It has to be done with almost like an account-based marketing approach where it's. Highly customized and tailored. They're significant reciprocity on both sides of the table to support meeting those objectives. That's where the magic partnerships happen.
"First and foremost, understanding exactly what their go to market is and how HubSpot enables them to do their services and what they sell and how they sell it."