PartnerUp The Partnerships Podcast

HUGE COMPANY MERGER IN B2B SAAS! Tune in to this special episode to hear Jared and Isaac explain why this is such an important event in this industry. They also explore the synergy between ecosystem-led growth (ELG) and Nearbound marketing, emphasizing their positive impact on B2B.TakeawaysThe merger between Crossbeam and Reveal creates a unified network that benefits customers and partners.The concepts of ecosystem-led growth (ELG) and nearbound complement each other and can be used together to drive business growth.Network effects play a crucial role in the value and success of a platform.Cross-functional strategies are necessary for companies to better serve the needs of customers.The merger between Crossbeam and Reveal will lead to a stronger and more valuable network for all stakeholders. Nearbound marketing can elevate credibility and attract opportunities in the B2B industry.Choosing the market first and building a product that aligns with the market's needs is crucial for success.The market is undergoing a major shift, and being part of that shift can lead to growth and opportunities.A movement within a market is like a brush fire, clearing out the old and making way for new growth.The market is an ecosystem that requires periodic clearing to allow for healthy and strong growth.Chapters00:00 Introduction02:46 Language as a Network Effect08:24 The Power of Network Effects13:31 The Importance of Go-to-Market Strategies21:28 ELG and Nearbound: Complementary Strategies23:22 Closing Remarks26:17 Microsoft's Recognition of Market Shift29:33 Conversations Happening Across Industries31:02 The Challenge of Reaching Buyers36:14 Choosing the Market First44:14 The Brush Fire of a Market Movement45:42 The Market as an Ecosystem

Jared and Bobby Napiltonia discuss the current SaaS go-to-market landscape, covering the future of subscriptions, AI in pricing and customer support, and evolving channel dynamics. They highlight AI's impact on industries, the rise of robotics, and the changing review site landscape. Emphasis is placed on adaptation, partnerships, niche markets, vertical SaaS, off-balance sheet resources, system integrators, second-party data, and market-based thinking. Understanding customer industries and building partnerships with conviction and perseverance are key themes.Takeaways:The SaaS go-to-market landscape is undergoing significant changes, and businesses need to adapt to stay competitive.The future of subscriptions is uncertain, and outcome-based pricing may become more prevalent.AI has the potential to revolutionize pricing and customer support, but it needs to be applied strategically and with a focus on customer success.The channel will play a crucial role in the future of go-to-market strategies, and businesses should consider regional expertise and trusted partners.Industries like manufacturing and welding are being disrupted by AI and robotics, leading to changes in labor markets and job requirements.Review sites are losing credibility, and businesses should focus on building trust and leveraging word-of-mouth recommendations. Partnerships and ecosystems play a crucial role in the SaaS industry, enabling companies to reach niche markets and provide specialized solutions.Vertical SaaS is gaining popularity as businesses seek industry-specific solutions that cater to their unique processes and requirements.Off-balance sheet resources, such as partnerships, can provide cost-effective solutions and expertise that companies may not have in-house.Understanding the customer's industry and challenges is essential for effective selling and building successful partnerships.Conviction and perseverance are key in building partnerships and driving success in the SaaS industry.Chapters:00:00 Introduction and Revisiting the Past03:25 The Uncertain Future of Subscriptions06:26 AI's Impact on Pricing and Customer Support09:12 The Role of the Channel in Go-to-Market Strategies11:18 Disruption and Opportunities in Manufacturing and Robotics14:34 The Decline of Review Sites and the Importance of Trust21:32 The Changing Landscape of System Integrators23:41 The Value of Second-Party Data in a Cookieless World26:05 Understanding the Customer's Industry and Challenges31:08 Building Partnerships with Conviction and Perseverance

Peter Caputa explores building successful partnerships and the unique value partners bring. He talks about differentiation, customization, network effects, joint value propositions, unique data access, and turnkey marketing campaigns. Pete also discusses collaborative growth, leveraging customers and partners for effective marketing, and the shift from access-based to outcome-based pricing in SaaS. TakeawaysSuccessful partnerships involve creating a unique value proposition for partners.Differentiation, customization, and network effects are crucial in partner programs.Joint value propositions, unique data access, and turnkey marketing campaigns contribute to successful partnerships. Collaborative growth is a key strategy for effective marketing and business scaling.Leveraging customers and partners can lead to referrals and build effective flywheels within marketing and sales processes.The shift from access-based pricing to outcome-based pricing is a significant trend in the SaaS industry.Professional services firms face challenges in prioritizing and delivering outcomes for their clients in a market with a plethora of options.Chapters00:00 Introduction to Successful Partnerships02:53 The Power of Differentiation and Customization06:02 Joint Value Propositions and Unique Data Access09:07 Turnkey Marketing Campaigns: A Key to Successful Partnerships24:19 Leveraging Customers and Partners for Effective Flywheels32:29 The Shift from Access-Based to Outcome-Based Pricing in SaaS36:10 Challenges and Opportunities for Professional Services Firms

Jeff Cheal joins Isaac and Jared to explain how Optimizely has grown in a competitive market and the importance of partnerships in their success. Optimizely, a leading optimization and experimentation platform, recently announced crossing $400 million in revenue. The company's growth can be attributed to its diversified business model and focus on being known for something specific in a crowded SaaS space. They discuss the value of integrations and being a team player in the MarTech landscape. The importance of executive buy-in and proving the value of partnership approaches is also highlighted.Takeaways:Optimizely's growth can be attributed to its diversified business model and focus on being known for something specific in a crowded SaaS space.Partnerships play a crucial role in Optimizely's success, with over 50% of their revenue coming from solution partners.Being a team player and offering integrations are key factors in the MarTech landscape, where customers prefer unified solutions.The strategic approach to partnerships involves different goals and metrics for solution partners and technology partners.Executive buy-in is important, but it's necessary to continually prove the value of partnership approaches to internal teams and stakeholders. Aligning business goals and partnership goals is crucial for partnership success.Building trust and credibility with other departments is essential for gaining executive buy-in.Quick wins, storytelling, and highlighting the impact of partnerships help build support and engagement.Data plays a significant role in driving partner success, but manual analysis and proactive actions are necessary.Focusing on compelling events and aligning with partners that meet the same buyer's needs can drive success.Managing multiple partnerships requires prioritization and focus on strategic partnerships.Flexibility, adaptability, and continuous evaluation are key to refining partnership strategies. Chapters:00:00 Introduction and Optimizely's Revenue Milestone03:03 Optimizely's Unexpected Growth in a Competitive Market05:14 The Importance of Being a Team Player in the MarTech Landscape09:39 The Strategic Approach to Solution Partners and Technology Partners28:25 The Power of Quick Wins and Impact Highlighting32:29 Data-Driven Partner Success34:14 Focusing on Compelling Events and Strategic Partnerships37:51 Building Trust and Credibility for Executive Buy-In43:38 Flexibility, Adaptability, and Continuous Evaluation in Partnership Strategies

Scott Wueschinski from HTEC, a digital consulting and software engineering company,  discusses the unique perspective of being on the consulting side of partnerships and the importance of delivering outcomes for clients. Scott emphasizes the need for transparency, collaboration, and a client-first approach in partnerships. He also touches on the challenges of creating partner programs in the SaaS industry and the difference between selling access to software and selling outcomes. Scott shares his experience in building a partner ecosystem in the retail sector and the criteria he uses to select partners. TakeawaysTransparency, collaboration, and a client-first approach are essential in partnerships.Selling outcomes is different from selling access to software in the SaaS industry.Reducing partner time to value is crucial for successful partnerships.Partners need to understand and solve client problems to provide value.Building a partner ecosystem requires selecting partners based on their fit in the overall strategy and their ability to deliver outcomes.Chapters00:00 Introduction to Partnering with HTEC01:32 Exploring HTEC's Unique Approach to Digital Consulting02:08 The Power of Combining Hardware and Software Solutions03:19 Strategic Partnerships and Delivering Client Value03:55 Navigating the Complexities of Partner Programs in SaaS04:29 The Importance of Outcome-Focused Partnerships08:54 Challenges and Strategies in Building Effective Partnerships09:54 Leveraging Partnerships for Accelerated Client Success34:16 The Critical Role of Understanding Client Needs in Partnerships38:57 Concluding Thoughts and Advice on Partnering with Consultancies

Daniel Zarick  explains the benefits and challenges of building a product on a platform, specifically on the HubSpot ecosystem. He shares how Arrows, an onboarding tool, chose to build on HubSpot and how they focused on creating valuable content for HubSpot users to capture their attention and build trust. Daniel also highlights the value of creating content that not only attracts customers but also helps sales and customer success teams in their roles.Takeaways:Building on a platform allows you to align your product with existing customer workflows and integrate with other tools they use.Understanding customer needs and building integrations that solve their problems is crucial for success.Creating valuable content for users within the platform ecosystem can help build trust and attract customers.Partnerships and collaboration with other companies in the ecosystem can lead to mutual benefits and growth.Focusing on the needs of sales and customer success teams can help drive adoption and usage of your product. Creating value for customers is essential for successPartnerships play a crucial role in go-to-market strategiesBuilding within a single ecosystem has risks and benefitsBeing narrative-obsessed helps in creating successful partnershipsUnderstanding the layers in the stack and focusing on your specific role is importantHiring and company culture are key factors in building a successful companyChapters:00:00 Introduction and Reunion03:03 Choosing HubSpot and Understanding Customer Needs06:02 Creating Valuable Content for the Platform Ecosystem08:24 The Power of Partnerships11:22 Focusing on Sales and Customer Success25:21 Solving the Problem for the Customer28:30 The Greatest Partner Event Ever33:26 Build, Buy, Partner - It's All Three42:20 Being Narrative-Obsessed45:09 Understanding the Layers in the Stack

Tim Cermak discusses the evolution of marketing strategies, stressing the importance of authentic content to build trust and brand recognition. Tim explains "fuzzy ROI" and the challenges of measuring digital marketing effectiveness. The conversation covers the shift from traditional marketing to community-focused approaches, emphasizing partnerships with local businesses and the value of elevating community voices. Tim's success story from a recent event, where client testimonials significantly boosted sales, illustrates the power of Nearbound marketing and the need for genuine endorsements.Key Takeaways:Tim Cermak's expertise in Nearbound marketing for the real estate industryChallenges realtors face in marketing and the importance of building trust with clientsShift towards Nearbound marketing and its importance in standing out in a competitive marketImportance of authentic and organic content in building trust and brand recognitionEvolution of marketing tactics and the need for adaptation in the changing digital environmentEmphasis on community-focused approach and partnership with local businessesSuccess of Nearbound marketing strategy in driving sales and recurring revenueImpact of leveraging customer testimonials and endorsements in marketing effortsImportance of genuine endorsements and trust in building authentic recommendationsLessons learned and the importance of groundwork, trust, and social proof in marketing strategiesChapters:00:00:00 Introduction00:02:54 Nearbound Marketing Principles 00:04:42 Alignment with Nearbound Marketing 00:05:04 Challenges in Realtor Marketing 00:13:38 Long Buying Cycle in Real Estate 00:16:57 Selfie Strategy and Organic Posts00:17:52 Category Marketing and Community Expertise 00:18:42 Partner Marketing and Building Relationships 00:27:21 Impact of Cheap CPMS on Marketing 00:30:45 Challenges in Tracking Marketing Attribution 00:32:19 Importance of Logical Marketing 00:33:26 The guide to rethinking higher education 00:34:18 Email copywriting and human touch 00:39:13 Understanding ad effectiveness 00:41:05 Engagement metrics and trust-building 00:44:02 Sponsorship and trust-building 00:49:52 The impact of customer marketing 00:52:13 Recognizing the power of Nearbound marketing00:52:55 Lessons from successful marketing 00:55:12 Personal revelation about Nearbound marketing

Jared Fuller properly defines Nearbound in this snippet of the Nearbound audiobook. Why Nearbound, why now? Listen to the full audiobook available on Amazon now.Chapters:00:00 What is Nearbound?01:19 Nearbound in a Word07:00 Building Up from First Principles11:06 Why Nearbound, Why Now?20:05 Network Effects Explained27:28 A Brief History of Network Effects40:33 Different Types of Network Effects46:12 The Nearbound Methodology - What You Need To Do Today.

Jared and Isaac discuss the internet's re-platforming towards AI and GPU tech, and potential challenges for SaaS due to automation and consolidation. Listen in to learn how to navigate the "Who Economy" through strategic partnerships and build resilience in a changing market.TakeawaysThe book 'Nearbound and the Rise of the Who Economy' has been well-received, with people implementing the ideas and strategies discussed.Partnerships are an important aspect of marketing, and if people are not talking about you, they are not thinking about you.New terminology, such as 'Nearbound', is necessary to facilitate discussions and explore new strategies.Partnerships play a role in social media and events, and their importance should not be underestimated.Partner-led growth focuses on GTM resources on accounts nearest to the business and its partners. Partnerships are crucial for reaching buyers and should be based on understanding customer preferences and trusted voices.The tech industry is witnessing the emergence of unlikely partnerships, such as Apple and Google, as companies navigate the replatforming of the internet.The SaaS industry is facing disruption and consolidation, with AI and automation potentially reducing the need for certain tools and services.Interdependence and resilience are key in times of disruption, and companies should seek out partnerships that allow them to survive and thrive.The pace of change is accelerating, and companies have a limited time to adapt and create interdependence within their departments.Chapters00:00 The Reception of 'Nearbound and the Rise of the Who Economy'08:49 The Debate and Criticism Surrounding Nearbound25:07 Unlikely Bedfellows: Emerging Partnerships in the Tech Industry38:37 The Re-platforming of the Internet and the Disruption of the SaaS Industry

Clint Oram, CSO of SugarCRM, dives into the origins of the company as an open-source CRM platform and explains the importance of building an ecosystem and community around a product. Clint shares insights on the challenges and benefits of embracing open source and API-first approaches, as well as the value of creating loyal customers through partnerships. They also explore the mindset of successful founders and the need to balance product development with go-to-market strategies.TakeawaysBuilding an ecosystem and community around a product is essential for creating loyal customers and driving growth.Embracing open source and API-first approaches can enable developers to build on top of a product and create value-added solutions.Successful founders understand the importance of letting go and empowering others to drive success.Creating a killer product that solves a real pain point is crucial for long-term success.Balancing product development with go-to-market strategies, including marketing, sales, and customer success, is essential for creating loyal customers. Growing beyond the early adopter market is crucial for sustained growth.Partnerships should be a two-way street, with both sides bringing value and customers.AI has the potential to augment human productivity and solve complex problems.Blockchain can address privacy concerns created by AI.The future will be shaped by AI and blockchain, leading to a more productive and trustworthy world.Chapters00:00 Introduction and Background01:20 The Origins of SugarCRM as an Open-Source Platform08:13 Embracing Open Source and API-First Approaches13:09 The Importance of Well-Designed APIs24:34 Creating a Killer Product that Solves a Real Pain Point25:26 Balancing Product Development with Go-to-Market Strategies26:06 Growing Beyond the Early Adopter Market29:52 The Evolution of Partnerships34:31 The Potential of AI41:57 The Role of Blockchain in Addressing Privacy Concerns48:35 Shaping a Productive and Trustworthy Future

Clint Oram, CSO of SugarCRM, dives into the origins of the company as an open-source CRM platform and explains the importance of building an ecosystem and community around a product. Clint shares insights on the challenges and benefits of embracing open source and API-first approaches, as well as the value of creating loyal customers through partnerships. They also explore the mindset of successful founders and the need to balance product development with go-to-market strategies. TakeawaysBuilding an ecosystem and community around a product is essential for creating loyal customers and driving growth.Embracing open source and API-first approaches can enable developers to build on top of a product and create value-added solutions.Successful founders understand the importance of letting go and empowering others to drive success.Creating a killer product that solves a real pain point is crucial for long-term success.Balancing product development with go-to-market strategies, including marketing, sales, and customer success, is essential for creating loyal customers. Growing beyond the early adopter market is crucial for sustained growth.Partnerships should be a two-way street, with both sides bringing value and customers.AI has the potential to augment human productivity and solve complex problems.Blockchain can address privacy concerns created by AI.The future will be shaped by AI and blockchain, leading to a more productive and trustworthy world.Chapters00:00 Introduction and Background01:20 The Origins of SugarCRM as an Open-Source Platform08:13 Embracing Open Source and API-First Approaches13:09 The Importance of Well-Designed APIs24:34 Creating a Killer Product that Solves a Real Pain Point25:26 Balancing Product Development with Go-to-Market Strategies26:06 Growing Beyond the Early Adopter Market29:52 The Evolution of Partnerships34:31 The Potential of AI41:57 The Role of Blockchain in Addressing Privacy Concerns48:35 Shaping a Productive and Trustworthy Future

Nelson Wang, the Global Head of Partnerships at Airtable, talks about the importance of transitioning from tactics to principles in building successful partner programs. Nelson shares his experience in building partner programs and emphasizes the value of customer interviews and first principles. He also addresses the challenge of long-term thinking in a short-term job market and the importance of assessing customer needs and building trust. TakeawaysTransitioning from tactics to principles is crucial in building successful partner programs.Customer interviews and understanding their pain points are essential for building customer-centric partner programs.Sharing lessons and experiences can help others be more successful and make their lives easier.Balancing short-term wins with long-term trust is important in building sustainable partner programs.Assessing customer needs and building trust are key components of successful partnerships. Being customer-obsessed is crucial for long-term success in partnerships.Helping customers reach their desired outcomes is the key to creating value.Saying no and prioritizing key initiatives is essential for success.Quality is more important than quantity in partnerships.Chapters00:00 Introduction and Teaser of the Book01:10 Using Airtable for Workbook Creation03:06 Transitioning from Tactics to Principles05:39 The Importance of Customer Interviews07:17 The Value of First Principles08:56 Nelson Wang's Motivation to Share Lessons10:38 Balancing Short-Term Wins and Long-Term Trust19:17 The Challenge of Long-Term Thinking in a Short-Term Job Market20:49 Assessing Customer Needs and Building Trust25:31 Customer Obsession and Long-Term Success26:27 Setting Up a Partner Program for Long-Term Success27:04 The Importance of Being Customer-Obsessed28:01 Helping Customers Reach Their Promised Land28:29 Making Hard Asks in Pursuit of Customer Outcomes29:54 Outside-In Approach and Focusing on Customer Outcomes30:15 Being Bold in Pursuit of Customer Outcomes31:32 The Importance of Saying No and Prioritizing32:36 Knowing Your Customers and Partners33:31 Focusing on Key Priorities at Different Company Stages34:31 Quality Over Quantity in Partnerships36:46 Avoiding Shiny Object Syndrome37:12 The Importance of Making Good Decisions38:11 The Power of Compound Interest in Partnerships41:23 Getting Buy-In from Leadership42:20 Presenting Strategy to CXOs and Boards44:17 Sharing Strategy and Getting Feedback46:49 The Importance of Quality in Partnerships

Join Max Traylor, Isaac Morehouse, and Jared Fuller on a rollercoaster ride through the agency ecosystem, where  AI looms large. In this episode, Max unpacks the future of consulting, shares tales from the trenches, and offers a preview of his upcoming book, 'The World's Worst Book for Consultants.' This episode is a MUST listen for those eager to challenge the status quo of the consulting world.TakeawaysBuilding trust and confidence with clients is crucial for agencies.Documenting and recording the process can help agencies navigate challenges and build credibility.Strategic agencies that have experience in implementing new services are more likely to succeed.The rise of AI will disrupt the agency industry, but strong relationships with clients' leadership teams will remain valuable. Building strong relationships with trusted partners is crucial in uncertain times.Humor can be a valuable tool in consulting and building connections.Questioning traditional consulting advice and exploring unconventional approaches can lead to innovative solutions.Breaking into people's physical world and providing tangible, memorable experiences can enhance the impact of consulting services.Chapters00:00 Introduction and Excitement01:13 The Challenges of Agencies06:29 Building Trust and Confidence08:20 Documenting and Recording the Process10:32 Customer Success as the Foundation12:00 The Importance of Experience and Trust13:41 The Role of Strategy in Agency Programs15:05 Balancing Strategy and Implementation21:31 The Impact of AI on Agencies24:52 The Future of Go-to-Market and Trust30:09 Building Strong Relationships32:08 The World's Worst Book for Consultants33:14 The Worst Advice from Consultants36:39 Humor in Consulting38:44 The Secret Project40:19 The Beers of Max41:20 The Pirate Island Problem42:34 Breaking into the Physical World

In this episode,  Jacco van der Kooij joins Jared and Isaac to discuss the importance of selling customers what they want and helping them succeed. He emphasizes the role of recurring revenue in driving impact and the need to focus on long-term profitability. They also explores the tension between AI and trust, with Jacco highlighting the need for time to build trust in AI-driven experiences. The delayed adoption of AI in go-to-market motions is discussed, along with the future of AI and the challenge of predicting its timeframe. Jacco predicts the rise of go-to-market quality management and the role of AI as the 'robot' of the go-to-market industry. The conversation concludes with a discussion on the replacement of SDRs by AI and the importance of passion and expertise in achieving success. Takeaways Buyers are becoming increasingly wary of traditional inbound and outbound strategies, making it challenging to reach them effectively. Trust is the new data, and buyers are more likely to trust voices that have been to the places they want to go. Education plays a crucial role in building trust with customers, but it is important to consider the source and context of the information. Aligning go-to-market motion with the product can lead to faster growth and success. Industry expertise and passion are key factors in building trust and driving sales.Reviews and recommendations from trusted sources are more valuable than ratings alone. Sell customers what they want and help them succeed to drive recurring revenue and long-term profitability. Building trust in AI-driven experiences takes time and requires a focus on delivering value to customers. The adoption of AI in go-to-market motions has been delayed compared to other industries, but its impact will be significant. Predicting the timeframe of AI's development is challenging, but it is important to anticipate changes sooner rather than later. The future of go-to-market will involve the rise of go-to-market quality management and the use of AI as a key tool. AI has the potential to replace certain roles, such as SDRs, in the go-to-market process. Passion and expertise are crucial for success in any field, and individuals should focus on aligning their work with their passions. Embrace change and be prepared to adapt to the evolving landscape of go-to-market strategies. Chapters 00:00 Introduction and Setting the Stage 01:21 The Challenge of Reaching Buyers 06:26 Trust as the New Data 09:21 The Importance of Education and Context 13:39 The Role of Education in Building Trust 19:33 The Challenge of GTM Alignment in Different Industries 20:28 The Importance of Trustworthy Reviews and Recommendations 23:37 The Future of Sales: Experts and Passion 25:53 The Importance of Selling Customers What They Want 28:12 The Tension Between AI and Trust 29:06 The Delayed Adoption of AI in Go-to-Market Motions 30:35 The Future of AI and Predicting the Timeframe 34:57 The Rise of Go-to-Market Quality Management 38:02 AI as the Robot of the Go-to-Market Industry41:41 The Replacement of SDRs by AI 42:57 Passion and Expertise as the Key to Success

In this episode, Jared and Lizzie Chapman discuss the success of the book 'Nearbound and the Rise of the Economy' and the changes happening in the MarTech and advertising industry. They delve into the concept of collaborative go-to-market (GTM) and RevOps Venture, highlighting the need for a cohesive strategy that brings together product, sales, marketing, and partnerships. The conversation explores the different growth motions, including product-led, sales-led, and partner-led growth, and how they can work together to drive success.Takeaways:The days of silos in go-to-market strategies are over, and companies need to adopt a collaborative approach that brings together product, sales, marketing, and partnerships.Different growth motions, such as product-led, sales-led, and partner-led growth, can work together to drive success, and companies should consider a multi-faceted strategy that leverages the strengths of each approach.Language and strategy alignment are crucial in building effective partnerships, and it's important to meet people where they are in their understanding of partnership concepts.The role of partnership leaders is evolving, and they may become more involved in overall business strategy and go-to-market planning.Partnerships require a comprehensive strategy that leverages strengths and considers all aspects of the business.Partner leaders should lean into their background and expertise to drive success in partnerships.The lack of standardization in integrations hinders efficiency and scalability.The network effect of industry standards, such as OpenRTB, can benefit all participants. Blockchain technology may play a role in standardizing integrations and ensuring data accuracy.Chapters:00:00 Introduction and Book Success 01:12 Changes in MarTech and Advertising03:02 The End of Silos and the Need for Collaboration 04:09 Tools and Strategies for Go-to-Market Leaders05:15 Expanding Across Different Growth Motions 06:43 The Convergence of Sales and Product in SaaS 08:31 The Evolving Role of Partnership Leaders 09:34 Different Approaches to Growth: Product-led, Sales-led, and Partner-led 13:09 The Overlap and Interaction of Different Growth Strategies 21:20 The Importance of a Comprehensive Strategy 23:08 Thinking Holistically and Leveraging Strengths 24:35 The Role of Mindset in Partnerships 25:30 The Potential for Growth in Partner Leadership 28:46 Standards in the Ad Tech Industry 29:07 The Wild West of Integrations 33:24 The Need for Standardization in Integrations 37:27 The Network Effect of OpenRTB 38:21 The Potential Exhaust and Network Effects of Integrations 42:15 The Role of Blockchain in Standardization

Calen Holbrooks, VP of Integrated and Partner Marketing at Zoom Info, discusses the role of integrated and partner marketing in driving growth and profitability.  She explains how integrated marketing orchestrates all marketing activities and channels, while partner marketing focuses on creating win-win scenarios with external businesses.Takeaways:Integrated marketing orchestrates all marketing activities and channels, while partner marketing focuses on creating win-win scenarios with external businesses. Partnerships are crucial for breaking into new markets and expanding into the enterprise space. Conversational intelligence and AI can provide valuable insights for informing partnerships and driving growth. Achieving profitability and free cash flow requires a focus on efficiency and leveraging partnerships to maximize resources.Chapters:00:00 Introduction and Background01:25 Defining Integrated and Partner Marketing02:25 Understanding Partner Marketing04:21 Nearbound Marketing05:51 Leveraging Partners in Integrated Campaigns07:23 Strategic Approach to Partner Selection08:25 Measuring Partner Influence10:25 Account Executive Collaboration with Partners11:38 Scaling Partner Collaboration12:49 Breaking into New Markets with Partners14:49 Partnering with Competitors16:32 Navigating Partnerships in the AI Space19:11 Building Expertise in New Industries21:45 Expanding into New Markets with Partners23:16 Leveraging Conversational Intelligence for Insights25:04 Using AI to Inform Partnerships26:00 The Importance of Partnering in the AI Space31:58 Driving Profitability and Growth through Partnerships34:07 Achieving Profitability and Free Cash Flow36:44 Unlocking Growth with Partnerships38:14 Conclusion and Book Plug

Jared Fuller's new book "Nearbound and the Rise of the Who Economy" launches today! In today's episode, Isaac and Jared talk through the power of influencer partnerships, with Snoop dogg and Solo Stoves as an example, the future of partnerships, and the cover more detail on the Nearbound book.Takeaways:The official launch of Nearbound and the Rise of the Who Economy is today!Nearbound marketing represents a unified approach to sales, marketing, and partnerships.Partnerships are crucial for business growth, offering a framework for collaboration and mutual benefit.Real-world examples and anecdotes provide insights into successful partnership strategies.The importance of aligning partnerships with business objectives and market demands.Chapters:00:00 - Introduction: Nearbound Podcast Kickoff04:21 - Snoop Dogg and Solo Stoves Partnership: A Case Study07:23 - Influencer Partnerships: What Works and What Doesn't10:25 - Nearbound in Action: Real-World Applications and Strategies14:49 - The Importance of Product and Influencer Alignment16:32 - Lessons from Failed Partnerships19:11 - Strategic Approach to Partner Selection and Collaboration23:16 - The Future of Nearbound: Building a Culture of Partnership26:00 - Nearbound the Book: A Comprehensive Guide to Partnership Success31:58 - Conclusion: The Nearbound Philosophy and Its Impact on Business Growth

Jay McBain and Jared Fuller discuss the decade of the ecosystem, highlighting the shift towards partnerships that are more strategic in nature as opposed to transactional. Jay explains the transformative power of Nearbound strategies, backed by compelling statistics and real-world examples. Explore the shift from transactional to strategic partnerships and the critical importance of integration-first buying behavior. Tune in to grasp the narrative and actionable strategies behind this paradigm shift.TakeawaysTransformative shift towards ecosystems and partnerships, emphasizing the importance of moving from transactional to strategic collaborations.Nearbound strategies are highlighted as essential for companies across industries to navigate the evolving landscape of strategic partnerships and ecosystems successfully.Jay McBain discusses key statistics, such as 75% of the world economy being sold through partners, and shares real-world examples to support the case for Nearbound strategies. The $5 trillion tech industry's role in the ecosystem shift is discussed, with 73.1% of it flowing through partnerships and a focus on the growing significance of tech services. Integration-first The critical importance of integration-first buying behavior, as 91% of customers prioritize products that seamlessly integrate into their lives or workflows. CEOs across various industries, including tech, pharmaceuticals, banking, insurance, manufacturing, and automotive, are reported to be investing more in partnerships, mirroring tech companies' approach to ecosystems. Jay McBain introduces the Nearbound Movement, discussing its momentum and the need for companies to adapt to the changing economics of partnering. The importance of narratives and mental models in understanding and embracing the decade of the ecosystem is highlighted, with Nearbound positioned as a leading framework. The need for a human-centric approach in the era of ecosystems, providing narratives and stories to connect data dots into an understandable arc. Companies are urged to engage in conversations and ideas, leading to a total transformation of business. Nearbound is presented as an actionable strategy guiding this transformative journey.Chapters00:00 Introduction and Book Announcement02:15 Forward by Jay McBain08:17 Discussion on the Decade of the Ecosystem16:25 Examples of Nearbound Strategies19:41 Platform Strategy and Partnerships21:36 The Momentum of the Nearbound Movement23:04 Conclusion and Congratulations

Jared, Isaac, and Chris Walker discuss the shift from the how economy to the who economy, where buyers are more interested in finding trusted individuals to help them rather than searching for the best solutions. They highlight the importance of becoming a trusted voice in the industry and how it can drive business growth. They also discuss the lag between B2C and B2B in adopting marketing strategies and the potential pitfalls of influencer marketing. The conversation touches on the broken metrics and go-to-market strategies in the industry and the limitations of traditional marketing attribution. They emphasize the need to make it easy for others to help and the value of marketing to non-marketers. The conversation explores the shift from SEO tactics to a more journalistic approach in content marketing. It emphasizes the importance of trust in people over search engines and highlights the use of content to build trust and interest. The discussion also emphasizes the need to make people look good and explores the use of new content mediums.TakeawaysThe shift from the how economy to the who economy is driving buyers to seek trusted individuals who can help them navigate the overwhelming amount of information available.Becoming a trusted voice in the industry can drive business growth and establish credibility with potential customers.There is a lag between B2C and B2B in adopting marketing strategies, and B2B companies can learn from the trends and tactics used in the B2C space.Influencer marketing can be effective when done well, but it requires a long-term partnership and a focus on key opinion leaders and evangelists rather than one-off campaigns.Traditional marketing metrics and attribution models may not accurately measure the impact of marketing efforts, and a shift in mindset is needed to better understand the most impactful touchpoints.Making it easy for others to help and collaborating with industry experts can lead to successful marketing partnerships and amplify your message. Content marketers should adopt a more journalistic approach, focusing on interviewing knowledgeable individuals and amplifying their voices.Trust in people is more important than relying solely on search engines for information.Content should be used to build trust and interest in potential customers before engaging with sales.Making people look good and treating them well can lead to increased engagement and willingness to help.Chapters00:00 Introduction and Setting the Stage01:25 The Shift from the How Economy to the Who Economy03:20 Becoming a Trusted Voice in the Industry06:08 The Lag Between B2C and B2B09:59 The Nuance of Influencer Marketing and Evangelism12:27 The Evolution of Influencer Marketing13:45 The Flash in the Pan Phenomenon15:25 The Importance of Word-of-Mouth and Referrals18:39 The Broken Metrics and Go-to-Market Strategies22:43 The Limitations of Traditional Marketing Attribution25:37 Measuring the Impact of Marketing Efforts in the Middle of the Funnel28:06 Making it Easy for Others to Help30:31 Marketing to Marketers vs. Non-Marketers39:02 Shifting from SEO Tactics to Journalism41:09 Trust in People over Search Engines42:03 Using Content to Build Trust and Interest43:21 Making People Look Good44:14 Exploring New Content Mediums

SummaryIn this episode, Jared and Isaac interview Mark Bedard, the founder and CEO of Upsell.io. They discuss the importance of accurate contact information, the shift away from automated cadences, and the value of building relationships and having real conversations. They also explore the challenges of working with partners and the power of cold calls and research in sales. The episode concludes with a discussion on changing the research approach and the playbook for sales and partnerships.TakeawaysAccurate contact information is crucial for effective sales and partnerships.Automated cadences are becoming less effective, and there is a shift towards personalized and meaningful outreach.Building relationships and having real conversations are key to successful sales and partnerships.Curiosity and research are essential for understanding customer challenges and objectives.Cold calls and gathering intel can lead to valuable insights and opportunities.The playbook for sales and partnerships is evolving, and a focus on relationships and personalized outreach is becoming more important.Chapters00:00 Introduction and Congratulations to Mark Bedard02:02 Founding Upsell.io and the Gap in the Market05:36 The Importance of Accurate Contact Information08:09 The Shift Away from Automated Cadences11:28 The Value of Partner Relationships14:49 The Intersection of Sales Development and Partnerships18:08 The Role of Curiosity in Sales and Partnerships21:09 The Importance of Building Relationships and Having Real Conversations25:01 The Rise of Phone Communication and the Skills Gap27:17 The Challenges of Working with Partners29:27 The Power of Cold Calls and Building Trust32:40 The Evolution of Sales and the Importance of Research36:18 The Value of Intel Gathering and Building Relationships40:28 Changing the Research Approach and the Playbook

Summary In this podcast episode, Jared and Nate discuss the impact of AI on business and the opportunities it presents. They explore the role of AI tools and automation in streamlining processes and improving efficiency. TakeawaysThe market is shifting towards a post-SaaS era, where integrations and customization are becoming more important.Integrations are becoming a commodity, but there is still a need for thought leadership and ecosystem support.Partner professionals need to have a technical understanding to effectively manage integrations and partnerships.Partnerships should be strategic and focused on driving value and innovation.The market is experiencing a cycle of consolidation and unbundling, creating opportunities for new solutions and partnerships. AI has a significant impact on business and presents numerous opportunities for innovation and growth.AI tools and automation can streamline processes and improve efficiency.Data and analytics are essential for leveraging AI effectively.AI can enhance customer experience and provide personalized interactions.Innovators should embrace AI and explore the potential for creating new products and features.Chapters00:00 Introduction and Setting the Stage02:05 The Post-SaaS Era07:56 The Current State of the Market10:34 Understanding iPaaS and Integrations13:25 The Nuances of Integrations15:46 Managing the Conversation with Engineering17:51 Defining the Checklist for Integration Strategy22:26 The Power of Integration and Innovation26:06 The Evolving Role of Partner Professionals29:47 The Bundling and Unbundling Cycle38:16 Consolidation and Unbundling in the Market02:30 The Impact of AI on Business10:15 AI Tools and Automation20:45 Data and Analytics30:10 AI in Customer Experience41:58 Unbundling and Innovation Opportunities42:33 Conclusion and Call to Action

SummaryIn this episode, Jared and Isaac are joined by Pete, the CMO of AllBound, to discuss the changing landscape of partner relationship management (PRM). They explore the history of PRM and how it is evolving to become more equitable and collaborative. The conversation highlights the importance of building relationships with partners and customers, and how this can lead to mutual value and revenue generation. They also discuss the challenges of translating trust and relationships into revenue and the need for a mindset shift in sales and marketing teams. The conversation explores the difference between building relationships and being strategic in business. It emphasizes the importance of investing in relationships that have mutual value and can drive significant results. The hosts discuss the need for explicit goals and effective execution to achieve desired outcomes. They also highlight the power of creating advocacy between partners to foster long-term collaboration and success.TakeawaysPRM is evolving to become more equitable and collaborative, moving away from the traditional hub and spoke model of partnerships.Building relationships with partners and customers is crucial for creating mutual value and revenue generation.The changing role of partners and the diversification of partner types require a recalibration of the way businesses approach partnerships.Trust and relationships are key in the success of partnerships, and organizations should focus on long-term games with long-term people.The changing dynamics between direct and partner sales require a shift in mindset and a focus on relationship-first approaches.Translating trust and relationships into revenue requires a mutual commercial benefit and a focus on creating value for both parties. Building relationships is valuable, but being strategic in choosing which relationships to invest in can lead to greater benefits for both individuals and companies.Setting explicit goals and effectively executing tasks is crucial for achieving desired outcomes in business relationships.Creating advocacy between partners by aligning with their needs and interests can result in long-term collaboration and success.Investing in relationships that have mutual value and can drive significant results is key to strategic business growth.Chapters00:00Introduction and Football Banter03:00The Changing Landscape of PRM12:23The Changing Role of Partners20:36The Importance of Relationships29:19Changing Partner Types and Activities36:35The Role of Trust and Relationships in Revenue Generation42:13Building Relationships vs. Being Strategic43:22Setting Explicit Goals and Making Them Happen44:22Creating Advocacy Between Partners

Elliot Smith discusses the challenges faced by partner teams in being fully appreciated for their efforts. He emphasizes the importance of having a clear vision and strategy for the partner program, as well as aligning with sales and marketing teams.Elliot also highlights the need for strong technology and operations support for partner teams. In addition, Jared Fuller mentions the importance of campaign-centric approaches and the upcoming episode on partner enablement with Pete Caputo.Key Takeaways:Partner teams often face challenges in being fully appreciated for their efforts.A clear vision and strategy for the partner program is crucial for success.Partner teams should strive to be seen as an extension of the sales team and focus on driving sales impact.Attribution can be a challenge, but the focus should be on pipeline influence, pipeline sourcing, and customer satisfaction.Technology and operations support for partner teams is often lacking and needs to be improved.Campaign-centric approaches and partner enablement are important for long-term impact.Quotes:"Partner programs must be seen as an extension of the sales team and driving sales impact." - Elliot Smith"The best partner people are comfortable in the role of providing the assist and not necessarily getting the full limelight and glory." - Elliot SmithChapters:00:00 Introduction and Welcome00:40 Guest Introduction: Elliot Smith01:44 Discussing Challenges Faced by Partner Teams04:00 The Role of Partner Teams in Sales05:11 The Importance of Sales Attribution15:52 The Impact of Partner Programs on Product Development18:05 The Role of Technology in Partner Programs22:00 The Future of Partner Programs25:21 Programmatic Approach to Partnerships25:58 Understanding Co-Sell Motion26:11 The Hustle Game and Prioritization27:15 Challenges in Co-Sell Motion27:47 The Importance of Pre-Call Preparation28:35 Aligning with Bigger Codes31:46 The Ideal Profile for a Partner Team39:45 Hiring for Partner Teams43:05 Challenges in Partner Programs43:41 The Role of Marketing in Partner Programs47:59 Conclusion: The Future of Partner Programs

TK Kader shares his insights on the power of strategic partnerships in driving business growth. He discusses his experience with partnerships and acquisitions at ToutApp and Marketo, highlighting the importance of understanding the market, building strong integrations, and prioritizing key partners.Cotter offers invaluable advice on data analytics, co-marketing, integration strategy, addressing unique customer needs, revenue share, and prioritizing partners on both sides of M&A deals.TK also emphasizes the value of data-driven decision-making and effective co-marketing strategies in successful partnerships.Key Takeaways:Building strong integrations with key partners is crucial for driving business growth.Prioritize partnerships with platforms that serve your target market and have a large customer base.Data is essential for understanding the impact of partnerships and making informed decisions.Co-marketing can be a powerful tool for generating pipeline and increasing deal sizes.Chapters:00:00 Introduction and Welcome00:39 Guest Introduction and Sponsor Mention01:07 Discussion on Partnerships and M&A01:56 Deep Dive into ToutApp's Journey03:21 The Role of Partnerships in ToutApp's Success13:35 Transition from ToutApp to Marketo17:45 Strategic Alliances and M&A at Marketo22:51 Aligning with Service Partners and Implementing Revenue Share23:29 The Evolution of a Platform and Monetization Strategy24:57 The Role of Strategic Partnerships in Business Growth25:41 Building a Successful SaaS Business: Market, Product, and Go-to-Market Strategy26:54 The Acquisition Journey: From Marketo to Adobe30:52 The Transition to Adobe and the Importance of Data in Partnerships36:45 Tips for Building Successful Partnerships and the Role of Co-Marketing

Norma Watenpaugh joins the podcast to discuss the importance of customer experience in ecosystem economics. She highlights the role of partners in shaping the customer experience and explains how understanding partner revenue streams is crucial for understanding the overall economics of an ecosystem. Norma discusses the significance of building intellectual property with partners and the challenges of measuring partnership influence. She points out that the expectation for time to value has significantly changed in the software-as-a-service (SaaS) model, with customers now expecting immediate value. Norma also touches on the lagging adoption of new trends by partners and the need for a more agile approach in the channel. **Key Takeaways:**- Partners play a crucial role in shaping the customer experience and are essential for driving business outcomes.- Understanding partner revenue streams is crucial for understanding the overall economics of an ecosystem.- Building intellectual property with partners creates stickiness and drives long-term value for customers.- Measuring influence in partnerships can be challenging, but it is important to track the impact of partners on revenue and customer outcomes.- The expectation for time to value has significantly changed in the SaaS model, with customers now expecting immediate value.- Partners often lag behind in adopting new trends, and an agile approach is needed to keep up with market demands.- Integration partners are important for retaining customers and delivering ongoing value.**Chapters:**00:00 Introduction00:39 The Role of Partners in Sales01:31 Guest Introduction: Norma Wattenpah02:27 Understanding Ecosystem Economics03:01 The Importance of Customer Experience in Ecosystem Economics03:18 The Role of Partners in Customer Experience04:04 Understanding Partner Revenue Streams08:05 Building Intellectual Property with Partners25:09 The Challenge of Measuring Influence in Partnerships31:20 The Importance of Customer Value in Software Services32:10 The Role of Partners in Software Implementation32:41 Incorporating Partners into Business Growth Plans33:20 The Shift Towards Post-Sale Consulting34:19 Understanding the Economic Model of Software Services34:53 The Impact of Partners on Business Growth35:57 The Role of Partners in Customer Success37:47 The Evolution of Business Development and Partnerships38:36 Understanding the Different Types of Partnerships40:58 The Importance of Time to Value in SaaS41:48 The Role of Partners in Customer Retention and Growth42:07 The Future of Partnerships in Business Development

Bobby Napiltonia shares his insights and experiences in building channel partnerships. He discusses his time at Salesforce, where he was responsible for building the app exchange and the Salesforce.com practices.Bobby talks about the challenges he faced and the strategies he used to build successful channel programs.He emphasizes the importance of trust, training, and communication in building strong partner relationships. Bobby also shares his thoughts on the future of partnerships and the role of channel programs in SMB and mid-market software companies.Key Takeaways:Building channel partnerships requires trust, training, and communication.Repeatable models and packaged solutions are essential for partner success.Sharing the wealth and making partners famous are key to building strong partner relationships.The quality of leads from partners is often higher and leads to faster close rates.Channel programs are relevant for both enterprise and SMB/mid-market software companies.Quotes:"Everything in this industry is about trust." - Bobby NapiltoniaChapters:00:00 Introduction and Podcast Overview00:39 Introducing the Special Guest and Sponsor01:33 Building [Salesforce.com](http://salesforce.com/) Practices05:39 The Genesis of Global SI Ecosystem Partner07:35 The Role of Training in Partner Success13:12 The Importance of Repeatable Models in Partner Success15:34 The Impact of Verticals on Partner Relationships23:02 Understanding the Importance of Leads23:39 The Role of Trust in Business Relationships24:39 The Challenge of Partner Recruitment25:27 The Struggles of Traditional Partners28:58 The Role of Services in Business31:36 The Importance of Internal Communication32:19 The Power of Making Partners Famous36:24 Understanding the Difference Between Sourced and Influenced Deals43:06 The Future of Partnerships

Asher Mathew, founder of Partnership Leaders, joins Isaac Morehouse and Will Taylor to discuss the emergence of the Chief Partner Officer (CPO) role in companies. He explains that as partnerships become more important for businesses, there is a need for a leader who can focus on optimizing relationships and driving value from partnerships. The CPO role is responsible for managing partnerships, enabling partner success, and aligning partner strategies with overall business goals. The role is becoming more prevalent in enterprise-level companies, but there is still a lack of understanding and readiness for the role in mid-market and SMB companies. Mathew believes that more partnership leaders need to develop their business acumen and gain experience in order to be ready for CPO roles.**Key Takeaways:**- The CPO role is emerging as partnerships become more important for businesses.- The CPO is responsible for managing partnerships, enabling partner success, and aligning partner strategies with overall business goals.- Currently, only a small percentage of partnership leaders are ready for CPO roles, especially in mid-market and SMB companies.- Partnership leaders need to develop their business acumen and gain experience to be ready for CPO roles.**Quotes:**- "The CPO role is responsible for optimizing relationships and setting up partnerships for success."- "Partnerships can be a strategic advantage for businesses, and the CPO role is crucial in driving value from partnerships."- "More partnership leaders need to think about their company's interests rather than just their partner's interests."**Chapters:**00:00 Introduction01:00 Discussing the CPO Report and Role02:23 Exploring the Genesis of the CPO Role02:36 Understanding the Growth and Impact of Partnership Leaders03:12 The Emergence of Chief Partner Officers06:01 The Role and Importance of a CPO07:34 The Evolution of C-Suite Roles14:31 The Future of CPO and Its Impact on Business Strategy24:29 Understanding the Role of Rev Ops Teams24:57 The Role of a CRO in Revenue Routing26:36 The Impact of Demand Generation on Marketing and Sales27:34 The Shift in Seed Level Roles28:17 Layoffs by Role in 2023: A Data Analysis29:11 The Importance of Partner Relationships in Business30:15 The Role of Engineering Resources in Business31:44 The Future of CPO Roles45:55 Closing Remarks and Future Predictions

Isaac Morehouse and Will Taylor reflect on the year 2023 and the impact of partnerships in the world of nearbound marketing. Will highlights the importance of partnerships in the buyer's journey and introduces the concept of the bow tie model, which maps out the stages of the buyer's journey and identifies the best types of partners for each stage. Isaac and Will emphasize the need for partner people to take the lead in implementing nearbound plays and driving the success of partnerships within their organizations. They also discuss the importance of data and tactical execution in moving the needle and the value of social networking platforms like LinkedIn in B2B marketing.Looking ahead to 2024, they discuss their plans for the Nearbound podcast, the release of the Nearbound book, and the evolution of [nearbound.com](http://nearbound.com/).**Key Takeaways:**- Nearbound marketing is highly valued by companies looking for efficient growth.- Partner people play a crucial role in driving nearbound plays and need to take the lead in implementing them within their organizations.- Companies are still investing in partnerships despite economic challenges.- Ops data and tactical execution are key to proving the value of partnerships and securing resources.- Social networking platforms like LinkedIn are undervalued in B2B marketing and offer opportunities for demand creation and trust-building.**Quotes:**- "Nearbound marketing works, whether it's for pipeline generation or brand recognition." - Will Taylor- "Running nearbound plays has to be driven by partner people." - Isaac Morehouse- "Just because your company is not investing in you doesn't mean they don't want to or won't invest in nearbound." - Isaac Morehouse- "Companies are still investing in partnerships because they see the efficiency and value it brings." - Will Taylor- "Ops data and tactical execution are what's moving the needle in partnerships." - Will Taylor- "LinkedIn is still undervalued in B2B marketing and offers opportunities for demand creation and trust-building." - Isaac Morehouse**Chapters:**00:00 Introduction and Year-end Reflection02:17 Takeaway 1: Nearbound Marketing Works08:11 Takeaway 2: Nearbound Plays Driven by Partner People22:38 Takeaway 3: Companies Still Investing in Partnerships36:46 Takeaway 4: Ops Data and Tactical Execution41:44 Takeaway 5: Value of Social Networking, Specifically LinkedIn46:02 Building Trust and Connection through Nearbound Marketing47:20 Key Takeaways from 202348:32 Looking Ahead to 202449:55 Exciting Plans for 202451:06 Phase Two: Proving and Validating Nearbound52:36 Getting Rubber on the Road in 202452:44 Fun Teasers for 202453:12 Closing Remarks and Call to Action

Rohan Batra, Global Head of Partnerships at Pigment, joins Isaac Morehouse and Ella Richmond to discuss the importance of building a strong partner program. Rohan shares his career journey from Accenture to Pigment and explains how his experience in professional services has shaped his perspective on partnerships. He emphasizes the need for a clear strategy and goals when building a partner program and highlights the importance of collaboration and transparency with other departments. Rohan also discusses the challenges of working with different departments, such as sales and services, and shares his insights on hiring for a successful partner program.

If you want to succeed in partnerships, you need a Nearbound mindset. Jared talks about the importance of the Nearbound Mindset and its impact on the future of partnerships at Catalyst 2023.He emphasizes the need for leaders to have a customer-centric mindset and unite their teams around a common mission. Jared shares stories of successful entrepreneurs who took risks and had the courage to challenge the status quo. He also highlights the power of language and the role it plays in creating a unified vision. 

Relationships are important, but they're not as important as revenue!Rasheité Calhoun joins the podcast to discuss the importance of prioritizing revenue over relationships in partnerships. She emphasizes the need to be honest and transparent about the goal of driving revenue and how this approach can lead to more successful partnerships.She believes that the ultimate goal of partnerships is to drive revenue. Rasheité also discusses the grassroots approach to partnerships, where success is built from the ground up by finding wins and leveraging them to create more opportunities.

Jared Fuller joins the 30 minutes to President's Club Podcast with Armand Farrokh and Nick Cegeleski, live at the Nearbound Summit. Jared shares strategies for salespeople to close more deals by working with partners and running nearbound plays. He emphasizes the importance of tapping into your ecosystem and partner networks to win more deals. Jared discusses three nearbound plays: the Intel Play, the Influence Play, and the Intro Play. He explains how to leverage relationships with vendors and partners to gain insights, influence decision-makers, and secure high-performing leads. Jared also highlights the power of multi-threading and the importance of making yourself helpable.**Key Takeaways:**- Implement nearbound plays to tap into your ecosystem and partner networks for more deal opportunities.- Use the Intel Play to gather insights from vendors who have already closed deals with your target accounts.- Leverage the Influence Play to get endorsements and support from influential decision-makers in your target accounts.- Use the Intro Play to request specific introductions from partners and make yourself the most helpable person in the room.- Multi-threading is crucial for building strong relationships and gaining buy-in from multiple stakeholders.******************Chapters:******************00:05 Introduction and Welcome00:18 The Importance of Sales Partnerships02:25 Top Three Actionable Takeaways02:32 Deep Dive into the Intel Play03:29 Exploring the Influence Play04:26 Unveiling the Intro Play08:59 How to Start Leveraging Relationships12:50 Using Partner Channels to Influence Active Deals13:35 Validating and Testing Your Champions15:40 The Power of Resonance in Nearbound Plays16:09 The Art of Convincing People to Advocate for You16:37 The Importance of Building Relationships with Partners16:56 The Art of Writing Effective Introduction Emails17:45 The Power of Context in Communication18:29 The Importance of Making Yourself Helpable18:36 The Art of Ghost Writing Notes22:19 The Power of Multi-Threading in Sales22:53 The Importance of Transparency in Sales Processes28:47 The Power of Curiosity in Sales

Jeff Breunsbach and Jay Nathan of the Gain Grow Retain Podcast join Jared Fuller and Isaac Morehouse on the Nearbound Podcast for a special live crossover episode. They discuss the importance of partnerships in customer success and how to bring the customer voice into planning meetings. They also explore the challenges and opportunities in B2B tech companies and the power of community in customer success. The conversation highlights the need to focus on helping customers and building trust, as well as the role of technology and data in planning for the future.**Key Takeaways:**- Scaling customer success efforts through community and partnerships is essential for success in 2024.- Building trust and delivering value are key to turning customers into advocates.- Understanding the business goals and needs of customers is crucial for effective customer success.- Integrating with partners and leveraging their expertise can enhance customer success efforts.- Taking a customer-centered approach and focusing on their journey can drive retention and growth.**Quotes:**- "Be the DJ, not the talent." - Jay Nathan- "Helping people get where they're trying to go builds trust and advocacy." - Jared Fuller- "Know your customer's business and market to deliver value and create win-win situations." - Jeff Breunsbach******************Chapters:******************00:05 Introduction00:31 The Importance of Partnerships in Customer Success01:07 The Importance of Customer Success in Business01:19 Looking Forward to 2024: Strategies and Predictions01:54 The Challenges and Opportunities in B2B Tech Companie03:04 The Concept of Scaling in Customer Succes03:29 The Power of Community in Customer Success04:40 Turning Customers into Advocates: Strategies and Examples04:46 The Power of Customer Advocacy11:49 The Importance of Trust in Customer Relationships20:24 Leveraging Consulting Partners for Customer Success20:55 Building Partner Communities to Enable Customer Success21:37 The Role of Integration Partners in Customer Retention22:05 Understanding Partner Attach Rate22:42 The Importance of Business Strategy in Partnering22:52 Segmenting Customer Base for Effective Partnering28:46 The Role of Partner Leaders in Driving Connections29:23 The Black Swan Moment in Strategic Alliances31:31 The Power of Understanding Your Customers' Business33:40 Planning for FY24: A Community-Driven Approach

Kipp Bodnar, CMO of HubSpot, and Kieran Flanagan, CMO of Zapier, join Isaac and Jared to discuss four radical truths of marketing: distribution is undefeated, storytelling is unconditional, marketers flourish with AI, and marketers are creators.**Key Takeaways:**- Distribution is a key factor in marketing success, and marketers should prioritize partnerships.- Storytelling must be authentic.- AI can help marketers own more of the customer journey by automating tasks and providing personalized experiences.- Marketers should embrace their role as creators and focus on building their personal brand and audience.**Chapters**01:39 The Importance of Distribution in Marketing13:04 The Power of Storytelling in Marketing21:05 The Role of AI in Marketing22:04 Marketers as Creators35:54 The Future of Marketing: AI and Creators

The Nearbound Summit 2023 is LIVE, and we've recorded a special episode straight from the Nearbound Summit house. Jump into the summit here: https://www.airmeet.com/e/7d1feef0-c1f0-11ed-9a45-5382b7a1e084P.S. We just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

Anthony Kennada, founder and CEO of Audience Plus, joins the Nearbound Podcast to discuss the power of owned media and the importance of building relationships with customers. Jared, Isaac, and Anthony explore shifting from traditional marketing tactics to creating ongoing conversations through communities and owned media.They also discuss the challenge of balancing short-term results with long-term investment in building an audience. The conversation highlights the need to market WITH customers rather than at them and the importance of creating a high-quality media experience. Highlights:0:01:00 Pressure to have amazing production quality in media0:03:32 Easier to turn attention into capital than vice versa0:04:50 Importance of building relationships and ongoing conversations0:07:29 Starting conversations before launching a product0:08:56 The next generation of marketing focuses on engagement and belonging0:10:01 The traditional marketing playbook doesn't work anymore0:11:04 Owned media provides a place for belonging and revenue generation0:12:15 Trust comes from helping people reach their goals0:14:52 Supporting experts to contribute to online conversations0:16:28 Balancing short-term results with long-term investment0:18:04 Owned media can have a faster feedback loop0:20:37 Compounding effect of owned media over time0:29:56 Isaac challenges the idea of focusing solely on rented media platforms and asks why not just do all content there.0:32:05 Anthony explains the need for rented media distribution but highlights the importance of owned media and exclusive content.0:33:43 Anthony suggests deplatforming listeners and viewers from rented media to an owned context for building relationships and business value.0:35:59 Leveraging partners and community members for third-party validation0:38:46 Using the trust already earned to deepen relationships0:40:41 Bridging the gap between dark social and first-party data0:41:06 The value of pushing traffic to owned properties0:43:30 Overlooking the importance of human engagement in B2B marketing0:48:01 Isaac Morehouse mentions the benefits of treating vendors as partners.0:48:17 The power of private communitiesP.S. We just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

Harry Mack, the freestyle rapper, drops a sick beat on today's Nearbound Pod! Harry gained popularity through his YouTube channel, where he performs live freestyle rap on the fly for strangers.Harry joins Isaac and Jared to discuss the power of collaboration and authenticity. Harry shares his technique of using set-up punchlines to create anticipation in his freestyles. He emphasizes the importance of improvisation and the ability to adapt in the moment, making each performance unique and engaging.Highlights:00:00:00Introduction to Harry Mack.00:01:58The collaborative nature of Harry Mack's freestyle rap.00:03:41The deliberate use of set up punchline technique in Harry Mack's rhymes.00:06:48Recognition of the unique live experience of watching Harry Mack perform.00:07:34Highlighting collaborations with Marcus Veree and other musicians.00:08:24Appreciation for the improvisational nature of collaborations in Harry Mack's work.00:09:04Harry Mack expresses his openness to collaborate with artists from different genres.00:09:40Harry Mack mentions jazz artists he would like to collaborate with.00:10:11Harry Mack jokes about collaborating with Isaac and the Near Bound Summit.00:11:14Isaac asks Harry Mack about his deliberate approach to incorporating personalized elements into his freestyles.00:12:18Harry Mack explains how he incorporates real-time elements to prove the authenticity of his freestyles.00:13:37Harry Mack discusses the concept of freestyling as a language and the repetition of certain phrases.00:15:04Jared and Isaac discuss the first principles and marketing lessons they learned from Harry Mack's approach.00:16:07Jared introduces the idea of doing a live version of Omega Bars with Harry Mack.00:16:34Harry Mack agrees to do a live version of Omega Bars and asks for words.00:17:09Jared and Isaac provide the words “Near Bound” for Harry Mack's freestyle.P.S. We just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

How do you partner with Salesforce, one of the biggest SaaS companies in the world? Xiaofei Zhang, head of Platform and Strategic Partnerships at ActiveCampaign tells how ActiveCampaign became the #1 marketing automation app on Salesforce's AppExchange. And she spills the deets on how ActiveCampaign optimized its listing in the AppExchange.Xiaofei also shares the framework she uses to help partners solve problems, choose the right partners, and co-sell with a PLG company.Highlights:01:21 Greatest partnership of all time03:19 From Salesforce and ActiveCampaign10:21 Partner up to help solve problems12:31 Becoming the #1 marketing automation app on the Salesforce app exchange14:10 Framework for choosing partners16:51 Becoming the number 1 app in the Salesforce app exchange21:25 How to optimize your listing23:32 Building a network within Salesforce27:29 Partnerships decision matrix30:38 Helping others is instrumental to growth33:49 How to individualize how you treat each partner38:28 Co-selling with a PLG companyP.S. We just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

Before you implement a Nearbound strategy, you need to diagnose what's gone wrong in outbound.Leslie Venetz joins the show to talk about why outbound strategies aren't working like they used to. She shares why focusing on a repeatable sales process is so important. It's not just about new terms like Nearbound; it's about putting into the best practices that actually work, and Nearbound is one of them. To win in this B2B dystopia, you must find strategic ways to connect with customers. Leslie shares insights on achieving sustainability goals, understanding your ICP, and the importance of a well-defined target list and personas. P.S. We just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

Are you helping your customers achieve their goals across an entire platform and ecosystem? Alexandra Zagury, VP of Partner Managed as-a-service, at Cisco drives $9B+ partner-managed revenue. With the changing landscape of go-to-market, we can no longer simply sell products to help save money.She focuses on forming strategic alliances so businesses can tap into new markets, access new resources, and create more value across the ecosystem.Alexandra says you need a platform mindset to thrive in today's market. You've got to go beyond offering a single product or service and creating an entire ecosystem of value. Just as successful musicians have built communities and monetized their talents, businesses can leverage platforms to diversify offerings, engage customers, and generate multiple value variations.Join Isaac, Jared, and Alexandra as they discuss navigating partnerships and platforms in the Nearbound era.00:54 Intro to Alexandra Zagury02:15 Partner Managed as a service03:43 The SaaS industry is at a turning point09:24 Venture-backed vs. ecosystem-backed16:49 Time preferences change with cheap money19:57 It's not just about deals; it's about customer outcomes25:46 Platform thinking and Crossfit29:32 Music industry and SaaS parallels32:19 Ecosystems and Beyonce34:03 You need to find multiple ways to reach your customer40:09 Bundling and unbundling SaaS productsP.S. We just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

Jill Rowley, Head of Strategy and Evangelism at Reveal, shares insights from implementing Nearbound strategies before Nearbouond was a word.Jill discusses the importance of seizing the moment and taking risks. She tells how companies like HubSpot and Box have been using the power of partnerships and ecosystems to work together for better outcomes.Jared and Jill hit on the significance of strategic alliances, and the value of partnerships. Most importantly, Jill encourages us to keep the customer at the top of mind in all business strategies.01:22 Isaac's pulse on the market 05:15 Putting Nearbound into practice 11:02 Jill leads strategy and evangelism at Reveal 11:48 Why Jill Rowley joined Reveal as Head of Strategy and Evangelism 12:13 Be first and take risks 12:41 Do what is best for the customer 14:40 Growing Nearbound movement 17:29 Making sense of signal from noise 28:15 You need insight plus strategy 32:05 It's not enough to help 32:10 Have an entrepreneurial mindset 32:40 Box is talking about Nearbound 41:35 Lock in the joint value proposition 42:20 Nearbound Summit 44:02 Harry Mack drops the mic on NearboundP.S. We just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

Matt Cameron, CEO of SaaSy Sales, joins Isaac and Jared to dive into the Nearbound Sales Mindset. Matt says that one key missing element in sales is customer centricity. To succeed, sellers need to understand their customers at a deeper level and shift their go-to-market plays to reach them through trusted channels.But it's not just about changing strategies—it's a personal journey. Matt shares his personal journey in sales. He emphasizes the need for personal growth. You need to combine emotional intelligence and selling skills in order to build trust with buyers.00:00 Intro00:12 PartnerUp is now The Nearbound Podcast01:39 Why Nearbound.com?02:56 Did Jared get his sales skills from Matt Cameron?04:02 Jared shares what he's learned about sales from Matt05:06 Sales happens through people06:13 What is different about 2023?07:01 Outbound is dying07:20 We're at the cusp of a new sales motion 09:00 How do you implement a Nearboudn motion?11:42 Building the Nearbound Mindset18:12 Testing your Nearbound market plays22:02 Sellers need to have case studies of themselves24:02 Sales needs tangible storytelling 27:55 How to build your Nearbound muscles31:00 Customer centricity is the key to Nearbound success42:15 Nearbound, the book is coming...46:27 Ideas are cheap, execution is everything P.S. We just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

In today's episode, we have a special guest joining us: Jeff Reekers. He's the former CMO of Aircall, Co-Founder of Champion, and an advocate for customer centricity. Jeff is obsessed with the customer experience. He sees the customer experience as the main driver for business growth. Jeff shares his unique approach to dealing with the angriest customers. He tells how caring about customers is the ultimate competitive advantage. Let's dive in!P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.P.P.S. If you haven't heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

What is up PartnerUp!Today we're bringing you interviews live from the Catalyst Media Booth. Jared and Isaac sit down with Michelle Eatherton (Vice President Global Partner Strategy at Hubspot), Michael Cole (SVP of Marketing at Everflow), Alexis Petrichos (Director of Strategic Partnerships and Ecosystem Marketing at Chili Piper), Bryan Williams (CEO at Hockey Stick Advisory), Melissa Blatt (Founder and CEO at indipop), Mike Davis (CRO at InVisory), and Vaughn Mordecai (Senior Vice President Partner and Business Development at Mindmatrix).Each guest brings perspective on their company's current Nearbound perspective. From Everflow's successful referral strategy to navigating the Salesforce app exchange, tune in to understand key takeaways from the Catalyst conference.Never miss an episode of the world's number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you're a visual person, sub to our YouTube, and see the full recording of us learning out loud.Share the episode with your commentary on LinkedIn or Twitter and we'll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We're real people. You can check out all past and future PartnerUp episodes and subscribe to the world's number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.P.P.S. If you haven't heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.P.P.S. If you haven't heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

What is up PartnerUp!Katie Landaal, AVP, Global Partnerships and EcoSystem at ZoomInfo, discusses career trajectories, knowing your stats, keeping things simple, AI, and more. Katie, Jared, and Isaac dive into the importance of being willing to be an agent for change. Katie shares relevant stories from her time at ZoomInfo and at previous organizations, giving you a combination of tactical insights and an understanding of the overall strategy.Katie, Jared, and Isaac highlight the importance of knowing the right partners to focus on and being willing to cut those who aren't driving a meaningful impact. Katie and Jared even dive into a bit of controversy surrounding Jared's recent LinkedIn post, which, at the end of the day, underlines the importance of being able to be an agent for change.Never miss an episode of the world's number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you're a visual person, sub to our YouTube, and see the full recording of us learning out loud.Share the episode with your commentary on LinkedIn or Twitter and we'll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We're real people. You can check out all past and future PartnerUp episodes and subscribe to the world's number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.P.P.S. If you haven't heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

What is up PartnerUp!Sangram Vajre, Co-Founder and CEO at GTM Partners, joins the show to discuss ecosystem, Nearbound, and category creation. He shares insights he learned while building Terminus, which was an early company in the ABM space. Sangram, Jared, and Isaac discuss how partner people can interface with CEO's. They dive into how to show that partnerships can fit into the larger vision of the company. Sangram gets specific on what he is seeing with events, community, and AI in the market. He divulges how GTM Partners is taking advantage of those trends, and Sangram, Jared, and Isaac discuss the importance of embracing change.Never miss an episode of the world's number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you're a visual person, sub to our YouTube, and see the full recording of us learning out loud.Share the episode with your commentary on LinkedIn or Twitter and we'll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We're real people. You can check out all past and future PartnerUp episodes and subscribe to the world's number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.P.P.S. If you haven't heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

What is up PartnerUp!Matt Sobel, Partnerships Manager at Writer, joins Jared and Isaac to discuss how Writer is using partnerships to enhance their AI implementation for enterprise customers. If you're wondering how AI will affect the future of B2B, this is the episode for you. Matt shares how his passion for AI led him to Writer, the skill-development goals that led him to partnerships, and how Writer is working to understand the AI market.Matt, Jared, and Isaac dive into various project management frameworks, including ‘stock and flow.' Jared emphasizes that he thinks effective project management can help partnership teams get ahead based on the conversations he's been having with prominent partnership leaders.Never miss an episode of the world's number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you're a visual person, sub to our YouTube, and see the full recording of us learning out loud.Share the episode with your commentary on LinkedIn or Twitter and we'll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We're real people. You can check out all past and future PartnerUp episodes and subscribe to the world's number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.P.P.S. If you haven't heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

What is up PartnerUp!TrustRadius CEO Vinay Bhagat joins the show to share his insights on what buyers actually care about when it comes to ratings and reviews. He emphasizes how much buyers care about reviews from people with similar use cases. He gives tips for how companies can better leverage reviews and emphasizes the importance of a “radius of trust.”Never miss an episode of the world's number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you're a visual person, sub to our YouTube, and see the full recording of us learning out loud.Share the episode with your commentary on LinkedIn or Twitter and we'll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We're real people. You can check out all past and future PartnerUp episodes and subscribe to the world's number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.P.P.S. If you haven't heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

What is up PartnerUp!Christopher Lochhead, author, podcaster, advisor, and category design teacher, joins the show to discuss many hot topics, including personal branding, AI, and the future of work. He dives into category design, the importance of language as it relates to innovation, and the difference between gut reactions and true thought. He berates social media for creating mindless chatter and urges listeners to think critically about their digital media diets. As Christopher puts it, word of mouth isn't a volume game: “It's all about the right words in the right mouths.”Never miss an episode of the world's number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you're a visual person, sub to our YouTube, and see the full recording of us learning out loud.Share the episode with your commentary on LinkedIn or Twitter and we'll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We're real people. You can check out all past and future PartnerUp episodes and subscribe to the world's number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.P.P.S. If you haven't heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last. 

What is up PartnerUp!This week, Jared and Isaac are joined by Qualtrics Chief Ecosystem Officer Aaron McGarry (AKA AMG) who breaks down the most difficult revenue market in a decade, why SDRs are getting crushed, and how to heroically fill the gap.He and Jared go ALL-IN on partner attach rate (PAR) as “the only number that matters,” and defend the claim from all-comers. We get into some supporting data, and walk through how to start moving the needle now with some Nearbound plays - even if your company isn't fully bought in yet.Aaron knows his stuff, so get ready to take some notes!Never miss an episode of the world's number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you're a visual person, sub to our YouTube, and see the full recording of us learning out loud.Share the episode with your commentary on LinkedIn or Twitter and we'll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We're real people. You can check out all past and future PartnerUp episodes and subscribe to the world's number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.P.P.S. If you haven't heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last. 

What is up PartnerUp!This week, Jared and Issac dive into everything going on in B2B sales right now. To put it bluntly, s*** is hitting the fan - and everyone knows it. How come everyone is problem aware but solution wary? If you're a partner pro, you have a huge opportunity to bring nearbound plays to the table and generate increased revenue for your company. Jared and Isaac discuss the hundreds of conversations they've been having in the market. These conversations have led to development of the nearbound blueprint for driving revenue NOW using partner intros and influence. Listen in to find out more!Never miss an episode of the world's number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you're a visual person, sub to our YouTube, and see the full recording of us learning out loud.Share the episode with your commentary on LinkedIn or Twitter and we'll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We're real people. You can check out all past and future PartnerUp episodes and subscribe to the world's number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.