Building Partner Acumen Flashcards
Marketing Companies
Typical Services:
- Full service digital
- SEO
- Social Media
- Creative & branding
- Public Relations
- Traditional Marketing
- Marketing Emails
HubSpot Product Alignment:
- Marketing Hub
- CMS Hub
Web Services
Typical Services:
- Website Design
- Website development
- SEO
- User Experience (UX)
- User Interface (UI)
- Website Hosting
- Link Building & PPC
HubSpot product alignment:
- Marketing Hub
- CMS Hub
IT/Tech Integrator
Typical Services:
- CRM Implementations
- Managed IT Provider
- Cloud Services
- HelpDesk
- System Integrations
- Middleware Development
HubSpot Product Alignment:
- Sales Hub
- Marketing Hub
Sales Services
Typical Services:
- Marketing to Sales handoff
- Consulting
- Training
- Coaching
- Enablement
- Copywriting
HubSpot Product Alignment:
- Sales Hub
- Marketing Hub
Strategy & Consulting
Typical Services:
- Strategic Growth
- Growth Consulting
- Business Advisory
- Customer & Market
- Growth Tracking
HubSpot Product Alignment:
- All Hubs!
Partner Prep Call Snippet
partnerprepcall
PDM
Partner Development Manager
PDM’s: Alignment
- PDM’s often take the lead in making sure the partner and GS are aligned on the shared selling opportunity and understand their roles and responsibilities.
- This includes coordinating introductions, sharing information/notes, and understanding what each party needs from the other to move the deal forward.
PDM’s: Internal Process
They have insight into the partner’s internal processes and can provide insight into how they approach clients.
- For example, many partners have a set of questions they ask to scope a HubSpot project. PDM’s can help set expectations on what that looks like and the reasoning behind it.
- PDM’s also know the bandwidth and expertise of partners. Having the appropriate partner introduced on a deal leads to better results for all parties.
PDM’s: Demand Generation
- PDM’s are strategic advisors to their partners and routinely work with partners on creating campaigns that generate new opportunities - which in turn, will benefit the GS.
- It is worth synching with PDM’s on where shared target accounts may lie and explore options on how to address these jointly with the partner.
PDM’s: Partner Capabilities
The PDM can confirm the partner has the capability the prospect needs.
- For example, some partners have expertise in construction, others in finance. Some are better at Marketing Hub and others Sales Hub. Some can do it all!
- They key is transparency for all so that the customer has the best experience and the best results.
How PDM’s Help Partners:
- Alignment
- Internal Processes
- Demand Generation
- Partner Capabilities
How PDM’s help Growth Specialists
- Partner Alignment
- Strategize
- Interpersonal Relationships
PDM’s: Partner Alignment
- The PDM helps the Growth Specialist by ensuring the partner is aligned with HubSpot in regards to where the deal stands and how to move it forward.
PDM’s: Strategize
- They can help the Growth Specialist strategize with the partner on closing and understanding the implementation/project timeline.