If someone has an idea that falls outside of their normal job duties
He likes to hire smart people with good ideas.
If someone has an idea that falls outside of their normal job duties that’s awesome.
He likes to hire smart people with good ideas.
If you can prove that your pet project can work You get Halligan’s blessing to
work on it full time.
Long story short: Pete succeeded. He’s now VP of Sales. But let’s make a long story long. How did he do
it?
Here are the 7 steps that built HubSpot’s channel sales program.
Pete recently shared his process with OpenView Labs.
The interest poured in.
Free webinars targeted specifically to marketing agencies were used to attract potential partners.
The interest poured in. The team never had to contact an agency that hadn’t contacted them first.
Free webinars targeted specifically to marketing agencies were used to attract potential partners.
Free webinars targeted specifically to marketing agencies were used to attract potential partners.
The interest poured in.
(Inbound marketing FTW)
The team never had to contact an agency that hadn’t contacted them first.
At first, reseller leads were put into a lead queue, and called by the next rep in the rotation. That didn’t work so well.
At first, reseller leads were put into a lead queue, and called by the next rep in the rotation. Sales reps spent a lot of time talking to marketing consultants who couldn’t buy the software.
That didn’t work so well.
At first, reseller leads were put into a lead queue, and called by the next rep in the rotation. Sales reps spent a lot of time talking to marketing consultants who couldn’t buy the software.
That didn’t work so well.
They had too many problems to deal with.
“How can we help you solve your problems before we move on to your clients’?”
So the channel team changed the message.
This resonated with agencies.
“How can we help you solve your problems before we move on to your clients’?”
So the channel team changed the message.
Over the years, HubSpot got bigger. The software’s functionality deepened. This was good for partners, as they could provide more bang for their clients on the same buck.
And broadened.
Over the years, HubSpot got bigger. The software’s functionality deepened. And broadened.
They were
happy with the all in one platform.
This was good for partners, as they could provide more bang for their clients on the same buck.
Becoming a partner at many organizations isn’t necessarily hard. (But it does require one little thing).
Becoming a partner at many organizations isn’t necessarily hard. (But it does require one little thing).
But HubSpot took a different tack. No additional costs outside of
those paid by a traditional customer. No limit on support calls.
But HubSpot took a different tack. No additional costs outside of
those paid by a traditional customer. No limit on support calls. This meant even small
agencies could become partners.
Crunch the numbers and make sure the economics work at scale. (Otherwise you might be in a crunch). It took some time, but we were able to prove the model out.
Reselling HubSpot didn’t just help partners.
The team realized channel sales could also benefit direct customers.
Meet HubSpot partners.
We’ll hook you up via the HubSpot Service Marketplace.
So HubSpot customers who’d like marketing services…
Partners do well when their clients do well. So the team decided to reward partners based on client success.
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