super{set}’s Post

A common challenge in partnerships is prioritization and deciding where to spend limited time and money. Data that reveals what is closing deals and what is driving upsells, cross-sells, and retention helps to optimise that prioritisation. For example, if integration installs with a particular vendor drives significantly more retention than average, then it makes sense to invest in that relationship with more Customer success resource for example. But all Partner types and impact are NOT equal nor do they impact the same areas in the customer journey. Companies need to go deeper in connecting objectives with data to spot the meaningful partner impact, and thats the job of Partner Ops. According to the survey, organisations with more mature partner ops teams drive more revenue from partnerships and that is partly because it enables leaders to focus their team’s efforts on the highest impact motions. Here we share some worrying stats about Partnerships and  insights to reversing them. #Channelpartners #partneroperations #partnerledgrowth Reference: The State of Partner Ops and Programs (Hubspot)

A strong partner program design must not only properly incentivise partners, it should also be supported by the company's internal operation structure. 65% of strategic partnerships fail, with common reasons including unrealistic expectations, failure to agree on objectives and lack of trust or communication. Partner operations is key to moving away from feelings and intuitions around what has the biggest impact on driving revenue into developing a nuanced and accurate understanding of how different partner types, different types of influence, and different times for influence impact the outcomes of deals. 

Building consistency in that pipeline... Yeah, there's some challenges we're all seeing... Last week, that's what Alexander Rainford, MBA (HubSpot) were discussing. We went through 5 steps you can take to bring some of that sales excellence across the board. Quick wins, long-term strategies and of course, some tech. I'm biased, but it's a good watch. And you get to listen to my dulcet tones. Win/Win. You can get the webinar recording here 👇 #revops

Drawing from my experience I’ve seen firsthand how crucial it is to track the right metrics for success of a partnerships channel, especially in a challenging economic climate. Key metrics to consider include: 1️⃣ Partner-generated revenue 2️⃣ Contribution to total revenue 3️⃣ Onboarding and activation rates 4️⃣ Partner satisfaction 5️⃣ Retention rates These metrics provide invaluable insights into the health of the partner ecosystem, highlighting the strength of relationships and areas for improvement. By focusing on these key metrics, businesses can optimize their partner channel strategies, drive growth, and ensure long-term success, even in difficult economic times. #Partnerships #ChannelSales #BusinessGrowth #MetricsMatter

If a deal is closed and nobody is around to track it, did it really happen? 😳 💭 🙅♀️ In short, no. 🙅♀️ (Well... in long, in legal, in technical, no.) ((Basically, no.)) When it comes to tracking, we can go deep. We can track: 👉 Partner logins 👉 Deals registered 👉 Engagement rate 👉 Training completed 👉 Here's a list of 21 metrics if you're curious just how deep it can go: https://lnkd.in/gr29Ghpj But hey, that's not what today's post is about. It's about partnership metrics 101. Partnership success metrics for dummies if you will. (It's me. 👋 ) The questions I have for you all are: ⭐ How are you keeping track of partner-influenced and partner-sourced deals? ⭐ How would you define partner-influenced and sourced? ⭐ Is your c-suite paying attention to influenced? ⭐ Am I overlooking any core, high-level metrics? Looking forward to your insights! #partnermetrics #partnerecosystem #partnerops

Ops teams who use Outreach 🎯🔥  Marco Fortaleza, PMP, Senior Platform Operations Manager, shows us how to use Outreach to operationalize sales plays. When structuring sales plays, he considers three main concepts: ease of use, scalability, and the ability to track and monitor performance. With Outreach’s core features, ops can operationalize the player by using: 1️⃣ Sequences: The foundation of sales plays 2️⃣ Smart Views: Enhancing rep visibility 3️⃣ Performance Monitoring and Tracking: Leveraging sequence performance dashboard It's that easy! Now, who’s ready to optimize your sales plays with Outreach? 😎 #OutreachOnOutreach

Did you know how to tie your shoes on day one? 🍼👶 Of course not! And just like us, #salesmanager don’t begin their careers as a forecasting expert. 🧑🎓 Join Ryan Abts, SVP of Commercial Sales at Salesloft, and Samuel Sunderaraj, a seasoned Sales Exec in early-stage #B2BSaaS on Jan 24 @ 1 PM ET. They’ll share how to help newbie sales leaders by telling us: 📊 Which data points skilled managers watch for ⚖️ How sales managers weigh the quantitative and qualitative ⚽ How to coach new sales managers to up their forecasting game Register today and elevate #revops as a critical business partner to sales 👉 https://hubs.li/Q02f4G9h0 #salesops

If you're building a GTM motion and not incorporating partners and partner data, you're screwing up. The tools supporting this have gotten so much better in recent years. If you want to learn how other revenue execs approach this, join us and Partnerhub's CEO, Alex Glenn at our next VP Sales Lunch on January 17th. Register at the link in the comments! #sales

I've built five partner programs from zero to one and reached $150m+ in ARR. One of the most critical parts of this is having a clear crawl, walk, run strategy to get executive alignment and resource allocation. Here's why a crawl, walk, run strategy can be a game changer: 1. It gives you time in the first phase to lay a solid groundwork for long term partner success. Examples include: - Being able to do enough customer interviews to understand the customer journey - Meeting with and learning from cross functional stakeholders on what's working and what isn't - Building an ideal partner profile and mapping it to the customer journey - Building a process for both inbound and outbound partner workflows - Finding partner market fit with validated customer demand 2. It sets proper expectations around timelines and outcomes 3. It mitigates risk. You don't want to try to scale a partner program when you haven't found partner market fit based on the customer needs. 4. Efficient resource allocation to ensure sustainable long term growth To bring this to life for the partner community, I've built a template (in partnership with Partnership Leaders and Gamma, my new favorite tool for AI driven presentations) for you that includes: - 7 key partnership pillars to consider -75 considerations in moving from current state to future state -3 phase approach with a detailed breakdown by potential timeline -3 key success factors -Case studies template The best part? It's free for the next 5 days. Just comment "Yes" below and I'll send it to you.

🚀 Why Q4 is Crucial for Sales and How Salescode Can Help 🚀 As we dive into Q4, it’s more important than ever to focus on closing deals, hitting targets, and setting up for a strong start in the new year. This quarter is the final opportunity to push towards your annual goals, maximize revenue, and solidify your market position. Here’s why Q4 matters: 1. End-of-Year Budgets: Companies often have remaining budgets to allocate, making it a prime time for closing deals. 2. Decision-Making Urgency: With the year-end approaching, decision-makers are more motivated to finalize agreements. 3. Setting Up for Q1: Success in Q4 lays the groundwork for a strong start in the new year. But the pressure is high—this is where Salescode comes in. Salescode helps you: ✅ Automate and streamline sales processes, allowing your team to focus on closing. ✅ Prioritize high-potential leads with advanced analytics, ensuring you’re targeting the right opportunities. ✅ Optimize strategies with real-time data, helping you make quick adjustments and stay ahead of the curve. Make Q4 your best quarter yet. Let Salescode guide your team to success and set the stage for an incredible year ahead. Lets have a chat and I can explain how we can support you: https://lnkd.in/djtMCxAD #Sales #Q4 #SalesStrategy #Salescode #BusinessGrowth #ROI