Allbound loves inviting guest authors to contribute to our Partner Sales Acceleration conversation, and today’s blog post is from Jill Fratianne, Channel Account Manager of the HubSpot Partner Program. Having worked at HubSpot for the last 6 years, I have had the unique experience of watching us grow from a startup to a 1,500-employee publicly traded company with 3 international offices. One thing is for certain, we would not have gotten there without the strong channel program that our team has tirelessly built and continues to fine tune. Pete Caputa lead the charge in the early stages of our company, going against the advice of even CEO Brian Halligan to focus tremendous efforts on our channel program. We are so grateful he did. The program generates almost 40% of our company revenue. Not too shabby. But how do we get our partners to resell and service accounts for us? How do we develop partner loyalty? For the last 3 years I have focused on developing my own partners as a Channel Account Manager. Here are 5 guiding principles that remain true: 1. Always Be Truthful If you think about promising tools that aren’t out yet, don’t. If you think about promoting pricing or discounts that don’t exist, don’t. Just don’t. Your partners will be with you forever ( or not ) based on the words and promises you make them. Don’t over promise and don’t be tempted to tell them exactly what they want to hear. Just recently, I had…
Read More: 5 Guiding Principles to Promote Channel Loyalty From a HubSpotter’s Perspective
