You don't own the account
Nobody owns accounts anymore. Just because your name is next to an account in Salesforce or HubSpot does not mean it's your account.
You're renting space, mindshare, and establishing trust.
You're trying not to get evicted.
There are companies with preexisting relationships – they have service providers, agencies, consultants, and tech vendors – they have a plethora of other accounts that they already do business with.
Go to the people that are already doing business, the residents of the tower that are already there. Build trust and work with them.
The second you stop acting like you own the account then maybe, just maybe you can start working with the account.
Instead of thinking you're the owner, start thinking: I'm renting space and I've got to earn the right to stay and be welcomed.
Boost partner loyalty
When partners center each other’s needs, the result is a mutually enriching network: a win for one is a win for all. – Rob Rebholz
Partnerships isn't a department; it's a strategy that emanates through the entire business model. Rob Rebholz says there's a mindset shift that takes place when you focus on partnerships. It cuts to the heart of the business model.
To achieve long-term wins, you need to become partner-centric.
Check out Rob's Op-Ed:
Rob Rebholz
Happenings
- October 19 - 21, 2022 - ImpartnerCON - Our CEO Jared Fuller will be speaking.
- November 3, 2022 - Crossbeam Connector Summit
- November 7 -11, 2022 - PL[X] Summit, the world’s largest B2B SaaS partnerships event ever!
Quote of the Day
The only way a relationship will last is if you see your relationship as a place that you go to give, and not a place that you go to take. – Tony Robbins
Share the PhD
Know someone who needs to get their PhD in partnerships? Send ‘em this newsletter.
