“You continue to be the only person I’ve ever heard of who sold 40% of the revenue in the history of a company with more than $100M in ARR.
That was the general counsel at Eloqua. We had a good relationship, and he was blown away by the success
How does the new Go-To-Market work?
Outbound = Interrupt
Inbound = Attract
Nearbound = Surround
That about sums it up.
Thanks for contributing to this section of the PhD, Jill Rowley.
Focus on quality and quantity
Channel myth buster: For most companies, it shouldn't be partner quality > quantity...
It needs to be quality
Why salespeople should bring in partners
A salesperson shouldn’t celebrate the ring of the gong when a deal closes.
You just got them to close, not to value. Not to advocacy. Not to being an evangelist. That requires partnerships. That requires an ecosystem working together.
You don’t need