“The future belongs to operators who care about Outcomes”
This show is about capturing the stories, the experiences and the tactical advice of those across Go-To-Market who have done the work and have something to say about it.
I believe we learn better, together so I am having a diverse set of conversations with folks across the Go-To-Market space, spanning from #Marketing to #Sales, from #CS to #Product, from #Ops to #Strategy and beyond.
Outcomes - Where Go-To-Market Leaders Gain An Advantage
Join Partnerships Leaders Here:
https://refer.partnershipleaders.com/barrett5
PARTNER DATA MATTERS - How B2B Partnerships Become Data-Driven w/ Naomi Dreifuss, Founder of Zugit
In today's episode, Barrett King welcomes Naomi Dreifuss, Founder of Zugit. Their AI platform uncovers actionable insights you can use to boost revenue, improve customer satisfaction, and optimize how you position your business to your partners.
In most cases having a data-driven go-to-market (GTM) motion means one of two things - either you’re a mature, established company with a large GTM team, or you’re just using the word “data” because it’s trendy. Naomi kept hearing complaints from partnerships teams and upon investigating further she found that even in large partnerships teams there’s really no existing data solution and a big part of the motion is carried out without a ton of evidence that supports decisions.
Let’s be honest - partner success stories can be a bit fluffy and setting false expectations really helps noone. To avoid this pitfall, Naomi recommends that you refine the following 3 strategic angles.
1 - Have a clear Ideal Partner Profile. Naomi has noticed that when asked about partner networks, teams will throw out a huge number. When asked about active and productive partnerships, they immediately shut down. Data will help you find the right path.
2 - Measure satisfaction. You need to actively engage with your partners to hear what’s working and what’s not. Having an open line of communication is key to fruitful partner relationships, otherwise you’ll never see patterns emerge in your channel network and you won’t be able to make huge leaps in your program.
3 - Consolidate your data. When asked about the program, have clear, data-driven answers via a single source of truth that allow you to take out the guesswork and biases that typically exists in a partner motion.
Tune into the full episode to learn more on how to become a data-driven partnerships professional!
Naomi:”If you come and bring it into their world and you try to incorporate as much data as you can and bring it all together to have better, clearer things to show them and to speak on behalf of your work, it will be a lot stronger - so consolidating the data, enriching it, cleaning it up - you shouldn’t have records on partners who haven’t sold for over a year or two years. You should absolutely have a lot of data on those who helped you in your last quarter”
LinkedIn:
https://www.linkedin.com/in/naomidreifuss/ (https://www.linkedin.com/in/naomidreifuss/)
Check out Zugit:
https://zugit.com/ (https://zugit.com/)
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/ (https://www.linkedin.com/in/barrettjking/)
This show is about capturing the stories, experiences, and tactical advice of those across go-to-market who have done the work and have something to say about it.
"Outcomes" - Where Go-To-Market Leaders Gain An Advantage
25 Apr 2024
Welcome to Season 3!
Outcomes is back!!!
This is a quick solo episode with Barrett King that sets the stage for whats to come in Season 3 of Outcomes. We're officially rebranding to "Outcomes - Where Go-To-Market Leaders Gain An Advantage"
Season 3 will feature professionals across all Go-To-Market functions - not just partnerships. Check out the first interview right here!
25 Apr 2024
THE NEARBOUND EVOLUTION - How GTM Teams Should Adopt Nearbound with Jared Fuller
In today's episode, Barrett King welcomes Jared Fuller - Chief Partner & Ecosystem Officer at Reveal and host of the Partner Up podcast.
Jared is one of the leading voices on Nearbound. A Nearbound strategy involves (as the name would suggest) fully utilizing those near you — your ecosystem partners.
His recently released book, “Nearbound and the Rise of the Who Economy (https://www.amazon.com/Nearbound-Rise-Economy-Jared-Fuller-ebook/dp/B0CW2WPBS6)”, managed to reach the top of most best seller lists in the business category, while only falling short 1 spot to Elon Musk’s newly released autobiography.
Partnerships are no longer just two companies deciding to build win-win scenarios while profiting through referral agreements. Jared mentions that his best partners at Reveal are his clients who aren’t gaining direct revenue from the business they send over.
The secret to building a strong Nearbound motion is quite simple - call your best customers and figure out who they do business with. From there you can evaluate potential opportunities and approach your partner motion through a lens of trust.
Tune into the full episode to learn more on how to master Nearbound!
Jared:”..Here’s the trick - call your best customers. Who do they trust? Who are they doing business with? That’s a list, it’s not a hypothetical ICP list. Then go talk to them and be like “hey, do you know we have these customers? Etc etc. and then integrate them into the marketing campaigns like “hey, here’s our quarterly marketing plan and we’d like to involve you.” Make your partners famous!”
LinkedIn:
https://www.linkedin.com/in/jaredfuller/
Check out Reveal:
https://reveal.co/
If you love listening to Outcomes, please subscribe, share, and send us your feedback.
LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/ (https://www.linkedin.com/in/barrettjking/)
This show is about capturing the stories, experiences, and tactical advice of those across partnerships who have done the work and have something to say about it.
"Outcomes" - Where Go-To-Market Leaders Gain An Advantage"
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