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ARE YOU CRAZY???
TOP 10 REASONS NOT to PARTNER

Heidi Tucker
VP, Global Alliances
heidi.tucker@insideview.com
©2013 InsideView. All rights reserved.
©2013 InsideView. All rights reserved.
LEADERSHIP
RECOGNIZED
350,000 USERS
13,000 ENTERPRISES
30 COUNTRIES

ACCOLADES
©2013 InsideView. All rights reserved.
SALES CHALLENGE
‣
‣

‣

92% of buyers ignore unsolicited contacts
70% of buyers decide without sales contact
Engaging B2B buyers requires value
based, relevant messages and (if possible) a
connection – and that requires information
©2013 InsideView. All rights reserved.
©2013 InsideView. All rights reserved.
BUT HOW DO YOU
MAKE SENSE OF
IT ALL?
SOCIAL
FINANCIAL

INSIDEVIEW CRM
INTELLIGENCE PUTS
REAL-TIME ACCOUNT
INFORMATION FROM
30,000+ SOURCES
INTO YOUR CRM
™

MEDIA

DATA

INSIGHTS

Find More
Leads

Win More
Deals

CONNECTIONS

Grow
Accounts
CRM INTELLIGENCE
INSIDE MICROSOFT
DYNAMICS CRM
‣

Company Info

‣

News Alerts

‣

Social Profiles

‣

Credit Flag

‣

Financials

‣

Family Tree

‣

Industry Profiles

‣

Connections

‣

List Building

‣

Sync to CRM
©2013 InsideView. All rights reserved.
PARTNERS

©2013 InsideView. All rights reserved.
WHY PARTNER?
➤

➤
➤

➤

Exponential distribution
Rapid entry into new markets
Added value to product/service
Brand building
©2013 InsideView. All rights reserved.
©2013 InsideView. All rights reserved.
PARTNER
OPTIONS
Affiliate
‣ Referral
‣ Pre-Sale
‣ Re-Sale
‣ Integration/OEM
‣

Keep it simple
Online registration
Self-Service Onboarding
Monthly webinars.
©2013 InsideView. All rights reserved.
Partner
Program
Overview

Become a
partner.
©2013 InsideView. All rights reserved.
.

©2013 InsideView. All rights reserved.
TEAM

Sales
Ops

Marketing

Partner
Enablmnt

Partner
Mgmt

Shared
Channel
Contribution

CSM

Pre-Sales

Support

Product

©2013 InsideView. All rights reserved.
VALUE PROP
Important to your
partner

Unique about you
©2013 InsideView. All rights reserved.
©2013 InsideView. All rights reserved.
PARTNER MOTIVATION
➤
➤
➤

Competitive Differentiation
Fill Product/Service Gaps
Revenue

©2013 InsideView. All rights reserved.
©2013 InsideView. All rights reserved.


BUILD.
BUY.
PARTNER.










Simple. Lucrative. Risk-free.
Know your value to partner
Long term commitment
Recruit broadly, focus on results
Self-Service Partner Portal
Enable a partner champion
Dedicated channel team
Partners v Friends.
Reference accounts. Logos.
Win wires.
©2013 InsideView. All rights reserved.
Thank You.

Heidi Tucker
VP, Global Alliances
heidi.tucker@insideview.com
©2013 InsideView. All rights reserved.
©2013 InsideView. All rights reserved.

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Heidi Tucker (VP of Alliances & Business Development, InsideView) - Selling Through Partnerships

Editor's Notes

  1. Objective: Share InsideVIew’s value for marketing.