How a top enterprise salesperson and agency went to market together successfully w/ Jill Rowley and David Lewis

How Speargrowth increase revenue by including partners in events

Agency: Speargrowth.com [http://speargrowth.com], B2B marketing, 20 employees CEO: Ishaan Shakunt [https://www.linkedin.com/in/ishaan-shakunt/] Situation: In need of new leads. They were doing all inbound marketing. They decided, after learning about Partnerhub® ironically, to start turning on partnerships. Subsequently, partner-led events. Result: Hundreds of leads, lots of personal thought leadership for Ishaan, and pipeline for the agency. Partner(s) referenced: https://www.vweby.com/ Listener takeaways:  * Setup checklist for a partner event * How to ensure reciprocity from the event partners * Post event strategy * Why use these virtual summit tech platforms like Airmeet and Hubilo versus a meeting room tech like Zoom * Repurposing content post-event Links:  Reveal.co/ [https://reveal.co/?utm_source=MakeThemFamous&utm_medium=Podcast_Paid&utm_campaign=EN_ALL] Partnerhub.app/ [https://www.partnerhub.app/]

How a top enterprise salesperson and agency went to market together successfully w/ Jill Rowley and David Lewis

Situation: It’s early days at Eloqua and David Lewis sees a huge opportunity to build an agency focused on helping companies adopt marketing automation - specifically on Eloqua to start. He allies with Jill Rowley who is a top salesperson at Eloqua at the time.  Result: Together they close huge deals with Eloqua - building David’s agency while making Jill the top salesperson - then shifting focus to Marketo and adding other platforms until David’s successful exit in 2021. Agency guest: David Lewis, Founder of DemandGen [https://www.linkedin.com/in/davidlewis925/] His GTM partner: Jill Rowley, Nearbound Strategist [https://www.linkedin.com/in/jillrowley/]  Companies referenced: DemandGenEloquaMarketo Reveal Listener takeaways:  * Why David decided to launch DemandGen as a power partners * Why Jill chose to sell against “Smart Starts” internal service packages * The partner playbook they created used to succeed * How David’s partners lifted his exit * Why and how salespeople should bring partners into the deals * Why in-house service packages are a bad idea * Pre-selling software with partners * Why your solutions partners are (or should be) the insurance policy for your largest customers Links:  Reveal.co/ [https://reveal.co/?utm_source=MakeThemFamous&utm_medium=Podcast_Paid&utm_campaign=EN_ALL] Partnerhub.app/ [https://www.partnerhub.app/]

How they won a larger client together - Duo Strategy and PBLC Media

Agencies: duostrategyla.com [http://duostrategyla.com] and pblcmedia.com [http://pblcmedia.com] CEOs: Taylor Kratz [https://www.linkedin.com/in/taylorkratz/], Grant McNaughton [https://www.linkedin.com/in/grant-mcnaughton-973362b1/], Jon Farah [https://www.linkedin.com/in/jonfarah/] Situation: Jon needed to grow his client base, and he knew partnerships was the way to get there quickly.  Result: A successful partnership between two agencies that resulted in net new business and higher client retention. Listener takeaways:  * Why Jon went right into partnerships with larger agencies as his growth strategy * How white label vs collaborative strategic partnerships differ.  * How to set up the billing relationship between partners and clients. * Finding and converting a first shared customer. * Creating a shared process to find more successes. * Why it’s important they made Jon client-facing and not  * How Jon’s expertise in marketing and the tech stack enabled their early success. * What they did wrong. Sponsors:  Reveal.co/ [https://reveal.co/?utm_source=MakeThemFamous&utm_medium=Podcast_Paid&utm_campaign=EN_ALL] Partnerhub.app/ [https://www.partnerhub.app/]

A very large rep-driven deal that led to Carabiner Group's “Cocktail of solutions” with their partner Formstack

Situation: A high-profile customer was having a difficult digital transformation off a legacy tech stack. Carabiner and Formstack worked closely to get them through it. Result: A successful digital transformation off of a failing tech stack onto a new reliable stack which  Carabiner group supported them in. The client was able to expand and grow after the transformation was done.  Agency: carabinergroup.com CEO: Seamus Ruiz-Earle [https://www.linkedin.com/in/seamusruizearle/] Partner(s) referenced: Formstack.com Listener takeaways:  * The value of this deal in terms of revenue and other after effects. * Successful digital transformation for a large org.  * How to work with partners when there is a lot at stake. * The importance of process alignment in these larger deals. * What Carabiner Group does to stay top of mind with their partners. * How they are expanding on this deal to get more like it. * How this formed their new “Cocktail of solutions” at Carabiner to bring. * Relationships formed along the way… Links:  Reveal.co/ [https://reveal.co/?utm_source=MakeThemFamous&utm_medium=Podcast_Paid&utm_campaign=EN_ALL] Partnerhub.app/ [https://www.partnerhub.app/] https://www.formstack.com/customer-story/njcaa [https://www.formstack.com/customer-story/njcaa]

How the #1 Eloqua salesperson + the #1 Marketo service partner = GTM perfection

This episode is very special. I interviewed David Lewis [https://www.linkedin.com/in/davidlewis925/] in 2018 on my last podcast about his success in his agency DemandGen [https://www.linkedin.com/company/demandgen/].  My guest, Jill Rowley [https://www.linkedin.com/in/jillrowley/], is a social selling evangelist who was one of the first employees at Salesforce. She met my David Lewis, our guest, while leading sales at Eloqua. David was one of their customers. Soon after their connection, David left his role to build a 7 figure “power partner” agency of Elequa. In this episode, the three of us discuss: * Why david decided to launch DemandGen as a power partners * Their history with Eloqua * How Jill sold against “Smart Starts” service from elequa ($6500) and instead pushed that  * The transition when they doubled-down on Marketo * The partner playbook they created used to succeed * Partner meeting strategies   * How David’s partners lifted his exit * Why and how salespeople should bring partners into the deals * Why in-house service packages are a bad idea * Pre-selling software with partners * Why your solutions partnerss are (or should be) the insurance policy for your largest customers ‍Sponsors: ⁠Reveal⁠ [https://reveal.co/?utm_source=MakeThemFamous&utm_medium=Podcast_Paid&utm_campaign=EN_ALL] - A free account mapping solution. ‍⁠Partnerhub⁠ [https://www.partnerhub.app/]® - for finding and managing your partnerships.