cut cac, raise retention, and supercharge sales with channel partners

Cut CAC, Raise Retention and Supercharge Sales with Channel Partners

Live Webinar – April 28, 2016

Meet the Speakers

Scott SalkinFounder & CEO

Allboundssalkin@allbound.c

om@scottsalkin

Max AltschulerFounder & CEO

Sales Hackermax@saleshacker.c

om@maxalts

IN 2015, THE TAX FOUNDATION OF AMERICA REPORTED THAT+60% OF ALL REVENUE IN THE USWAS GENERTATED THROUGH INDIRECT SALES AND MARKETING CHANNELS – AKA, PARTNERS.“Businesses in any industry, any market can only grow so far with direct sales alone.”Marc Benioff – CEO, SalesforceTech Crunch Article, October 2015

Channel, huh?

1 Direct Rep 1 Channel Rep

A Simple Equation…

Partners Accelerate Growth

ACQUIRINGCustomers

RETAININGCustomers

GROWINGCustomers

Partners Grow Wallet Share

CUSTOMERExpectations

CUSTOMERAdoption

CUSTOMERGrowth

NOWHERE MORE CRITICAL THAN IN SAAS, CLOUD AND SUBSCRIPTION ECONOMY

Where your return is delivered over an extended period of time, meaning CAC, LTV and Churn are life

vs. death KPIs.

So, how do you build a successful partner

program?(And avoid costly pitfalls along the way?)

You’re essentially building a geographically dispersed, volunteer sales team…

So, where do you begin?

It starts with recruitmentStart by building “partner personas” just as you would do for buyers.

• Offers complementary services or solutions• Symbiotic…if both benefit, you’ll have a more

natural partnership, make each other stickier• Provide vertical, topical or service expertise

+

CultureYour partners’ businesses and cultures won’t all be like your own – so it’s up to you to find a way to make them feel appreciated, empowered and engaged.

Build a FrameworkAffiliatePartners

ReferralPartners

Alliance Partners

Service Partners

Technology Partners

Gold Silver Platinum Certified

GOALS // TARGETS // COMPENSATION // MEASUREMENT

CONTRACTS // SYSTEMS // PROCESSES

Tiers?

How do you help partners sell more,

faster?

Manage & Control Enable & Empower vs.

Knowledge TransferBUYERS’

JOURNEY…CONTENT…TRAINING…

RESOURCES…SALES TOOLS…COMPETITORS…

PARTNERS…SUPPORT…

TEAM…

Loading……

Partner Relationship Management

Data & Analytics

Content Management

Incentive Management

Partner Automation

Partner Concierge Marketing Services

MDF Management

Deal Registration

Through Partner Marketing Automation

Mobile Access

Social Selling

Incentives

Referral

Contract Management

eSignature

Proposal Creation

Content Management

CRM Updating

Demo/Screen ShareChannel Layer

List Building

CRM

Guided Selling

Training

Email Tracking

Segmenting

Lead Research

Contact InfoContact

Qualify

Demo

Close

Add a Channel Layer to Your Stack

Incentives

Referral

Contract Management

eSignature

Proposal Creation

Content Management

CRM Updating

Demo/Screen Share

List Building

CRM

Guided Selling

Training

Email Tracking

Segmenting

Lead Research

Contact Info

How do you help partners keep customers happy?

Data and Analytics

Alignment

Technology

Community

ContentThought Leadership

Partnering Post-Sales to Build(Shared) Wallet Share

How do you keep partners loyal, engaged

and accountable?

4 C’s of Successful Partner Engagement

Content

Collaboration

Customer Success

Culture

Data, Analytics and More…• Culture and alignment• Trust and transparency• Collaboration•Micro-moments• Scorecards•Willingness to invest• Be human

myChannelScore

FREE for today’s webinar attendees

Go to:Allbound.com/NeverSellAlone

Discount Code: SalesHacker

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Go to:Allbound.com/Collaborate2016

Discount Code: SalesHacker

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Contact Allbound to learn more

Questions?

Scott SalkinFounder & CEO

Allboundssalkin@allbound.c

om@scottsalkin

Max AltschulerFounder & CEO

Sales Hackermax@saleshacker.c

om@maxalts

Phoenix Headquarters111 W. Monroe, Suite 603Phoenix, AZ 85003

Headquarters Address

hello@allbound.com1.480.685.5470Allbound.com@GoAllbound

Phone & Email

#NeverSellAlone