Sell through other people

Partnerships and alliances

Tech and integration partners, co-selling, co-marketing, when a partnership is real, and your first partnerships hire.

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Founding AE Growth and demand gen Product marketer RevOps Sales leader Agency or consultant

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What does a partnerships person actually do all day? Mostly three things: finding companies whose customers overlap with yours, getting people at those companies to trust you enough to make introducti... Breaking into GTM 4 resources → Referral, tech partner, reseller, SI: someone offered us a partnership, which one is it? Ask one question: who owns the customer relationship and who takes the money. A referral partner sends you a name and takes a cut while you do ever... Breaking into GTM 4 resources → A much bigger company wants to partner with us. Should we say yes? Usually the honest answer is yes to a pilot, no to a program. Big companies sign a lot of partnerships and staff very few, so the announcement cost... Breaking into GTM 4 resources → I have just been handed partnerships as my job. What do I do in the first 90 days? Do not launch a program. Spend month one finding the five to ten companies that already show up inside your won deals, because your customers have ... Breaking into GTM 4 resources →
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