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2

HubSpotPartner Success

WorkshopsThursdays, Bi-Monthly @ 2pm EST

Your Host:Nick “Sal”vatorielloSenior Inbound Marketing Consultanthttp://nicksalinbound.com/nick-sal

http://nicksalinbound.com/nick-sal

Recognition

Guest Speaker

Skillz Training

VAR Announcements/Calendar

1

2

3

4

Our Agenda

Attitude/Final Thought53

Partner Success Workshop Archive Page

http://bit.ly/VARPSW

http://academy.hubspot.com/Partner-Classes/var-training-overview/partner-success-workshop/partner-success-workshop-archive-page/




PC

MAC

CHAT WITH US!MESSAGE ME USING THE QUESTION PANEL:-1.) Who you are, where you’re calling from-2.) Name of business-3.) What you’re excited about

1Recognition…

Recognizing [Movers + Shakers!]

3

PR Success: What VARs are Making Headlines?

2Inbound Marketing Success: What content have you been creating in HubSpot?

On-boarding success: What VARs recently were certified?

Sales Tiers Success: Who are our newest leaders on the rise?

4

1

[Webinar]: The

Art & Science of Selling Agency Services: How to Stop the Churn

1 Which VAR Featured on

HubSpot’s VAR Webinar Series?

http://www.hubspot.com/partner/pr2020-client-services-webinar/






500 Registered Attendees….

Question:Why aren’t there

more partners making

headlines?

….Do you have an inbound-oriented event coming up

you’d like to promote?

Who has begun

publishing on

HubSpot?1st Offer1st Email1st Blog

2

13

13

Current Section TitleHighlight the current section if using agenda slides as section breaks

1

2

3Who published a Hubspot Blog Post for the first time?

Recognizing:CONTENT CREATION SUCCESS

Who on the call published a lead-gen offer for the first time?

Who on the call published a marketing email in HUBSPOT for the first time?

VAR All-Star Board:

Leaders in…Activation

+Usage

+Results

2

Your Partner All-Star Product Usage Leader Board: 10-12-2012

Question:If you haven’t

begun, when will you start? What can we help you

with?

Which VARs just

got HubSpot Certified since last meeting?

3

3

Anchor Mobile, (IMC = Tim Dearlove)

2 RocketFuel, LLC (IMC = Nick Sal)

Crocodile Marketing, Austrialia VAR! (IMC = Tim Dearlove)

Fruition Interactive (IMC = Al Biedrzycki)4

1

http://www.anchormobile.net/

http://www.gorocketfuel.com/

http://www.gorocketfuel.com/

http://crocodilemarketing.com/faq/how-can-hubspot-help-you

http://www.fruitioninteractive.com/

Month 1

Month 2

Month 3

Months 4-8

Months 9+

VAR Training Overview

Campaign Building: Lead Generation

How to Run a 6 and 12 Month Check In Goal Setting &

Planning

Campaign Progress Assessment

Goal: Review Advanced Campaign Performance

Goal: Integration & Lead Generation

Landing Pages Session

CTAs and Thank You Pages Session

Email Training Session

Goal: Campaign Development & Execution

Contacts and Prospects Training

Campaign Building: Promote

Campaign Performance

Driving ROI Session

Analytics & Sources Session

Growing Your Business with HubSpot

Winning with a Consultative Sales Process

Making Happy and Successful Clients with HubSpot

Onboarding Strategy

How to Renew & Retain your HubSpot Clients

Goal: Selling & Onboarding

Ongoing Product Training

Goal: Account Management & Retention

VAR Orientation Session

Question:Have you

completed the

VAR Campaign Courses

?If not now, when?If not you, who?

http://academy.hubspot.com/Partner-Classes/hubspot-partner-training-main-page/



Sales Tiers Success

MOVIE

4

http://www.youtube.com/watch?v=on_eaRb66hM

2LeadershipSpeaker… MOVIE

http://www.youtube.com/watch?v=on_eaRb66hM

VAR On-Boarding Success Training:

GUEST STAR…

The Case for Staying Small – Building a

Successful HubSpot VAR

Presented by:Todd Hockenberry, Top Line

ResultsGOLD Tier HubSpot VAR

#inbound12#inbound12

Things we will discuss….

• Top Line Results – Who we are

• Why we did it the way we did

• Thinking small• Building big• Picking the right clients• Structure for success


1WHO WE ARE

27

Top Line Results

3

2

1 HubSpotter Since: 2010

www.top-line-results.com Todd Hockenberry – Owner, Founder, Salesman

Number of HubSpotter Powered Clients: 17 New Accounts, 28 HS customer projects

Visits and Leads Generated with HubSpot: way more for our customers than for us!

http://www.top-line-results.com/

28

TLR’S G P C T

3

2

1 Goals For HubSpot

Plan/Strategy

Challenges You Faced Before HubSpot

Use it to add value for our clients – not to reach a certain revenue level for TLR

Integrate HubSpot with our marketing and sales expertise to deliver extraordinary value to B2B clients

Lead generation for B2B clients

TimelineAs long as HubSpot is the industry leader


Our value statement

We help B2B companies grow their top line by helping people implement common sense sales, marketing, and business development principles.


2WHY WE DID IT

THIS WAY


• profitability• focus• lifestyle


3WHY YOU CAN

STAY SMALL AND SUCCEED


You do not need to be a 30 person firm to work with a

large client.

You just need to be valuable.

#inbound12

Business owners want results

• revenue growth• profitability• building management processes• strategy• people development• execution


Other reasons to stay small

• outsourcing/contingent workers• technology enables it• risk reduced• many headaches eliminated • profitability Increased• become a trusted advisor – longer

relationships, consult on broader range of issues

• Lifestyle


IF YOU SELL RESULTS….. SIZE

DOES NOT MATTER


4HOW?


Specialize in specific ‘business needs’ not Inbound Marketing tactics

Create real expertise – add Inbound Marketing to it

Diagnose in your marketing, deliver the answers in the engagement

USE inbound marketing to reach goals


5PICKING THE

RIGHT CLIENTS

#inbound12

Walt

Walt does not usually hire an agency - he hires people he trusts and knows


Selling

• ONLY deal with the economic buyer

• build relationship first, not a proposal or menu

• come to agreement on the issues, the benefits they should expect, and your role in delivering value

• then present a summation of your agreement


How do you add value?

Help them reach their business goals

Create meaningful engagements – not projects.

You are a business person, a peer to your clients, not an account manager.

A consultant helps set the goals and keep the client on track to meet them.


6STRUCTURE

FOR SUCCESS


Structure

• build you own marketing engine

• focus on core client personas

• partnerships• outsourcing

#inbound12

Marketing

• inbound • service Marketplace• referrals• networking• up sell, cross sell


Build strategic partnerships

Do what you do best and outsource the rest

• design• graphics• P/R• PPC• writing


What to outsource?

• Is it core to the goals of your company?• Is it critical to the success of engagements?• Is it a commodity or easily replaced?• Is it efficient for you to do the work?• Do you make high margins on this work?• Do you enjoy it?


Cut to grow

Cut the bottom and replace with higher value clients

Do you like working with them?


Set limits

do not be afraid to make your clients follow them


@toplineresults.com

www.top-line-results.com

[email protected]



QUESTIONS?

Let’s BrainstormWhat’s 1 key take

away? What’s 1 next

step?

53

Promotion [Calendar + Resources!]

Upcoming Training Opportunities:

Chip & Dan HeathChip & Dan

Heath

PRODUCT: Landing Pages Live Training Session: Fridays from 9-11amChris LoDolche, Inbound Marketing Professor : Register Here

VAR BIZ: How to Renew & Retain HubSpot Clients: Fridays from 1pm-2pm EST Register Here

PRODUCT: Blogging on HubSpot Live Training Session: Fridays from 2-3pm ESTSarah Bedrick, Inbound Marketing Professor: Register Here

PRODUCT: Contacts & Prospects Tools Live Training: Tuesdays from 1-2pm EST Alan Perlman, Inbound Marketing Professor Register Here

VAR BIZ: Making Happy, Successful Clients with HubSpot: Wednesdays from 1-2pm EST Adrianne Mayshar, VAR Consulting Team: Register Here

VAR BIZ: Partner Success Workshops, Episode 4: Thursday, 11/1 from 2-3pm ESTGuest Starring …. bit.ly/VARPSW

http://learning.hubspot.com/landing-page-Training-Class-Registration/

http://academy.hubspot.com/Partner-Classes/var-training-overview/how-to-renew---retain-your-hubspot-clients/

http://academy.hubspot.com/blogging-Training-Class-Registration/

http://academy.hubspot.com/contacts-and-prospects-class-registration/

http://academy.hubspot.com/Partner-Classes/var-training-overview/making-happy-and-successful-clients-with-hubspot/




More Free Consulting Help Available…

Academy.hubspot.com/register

57

BOOK OF THE MONTH: SWITCH

5

4

3

2

1 Chip & Dan Heath

What looks like a people problem,

is often a situation problem

What looks like laziness may actually

be exhaustion

What looks like resistance, may

actually be a lack of clarity

Tools you need to

motivate change in

your organization

& clients

58

Mission: 30 minutes a day, every day,

then publish a recommendation

5

4

3

2

1 Consider recommendin

g vs. reviewing

Share the learning. What juicy nuggets?

Keep it short: (250-500

words, 2-3 links, 1

descriptive image)

Check the facts (author history, where to buy,

stats ect.)

Draft a bit of the post each

day after reading.

Consulting Guide of the Month:On-Page SEO Worksheet

Updated SEO Strategy + SEO Template from HubSpot's SEO Expert, Rebecca Churt: 10-1-2012

Final Thought….

PSW Speakers –Where Are they Now?IMR Corp: “Schools

Sales Webinar”

IMR Corp –Sales that Scales!

Share the love & support: @imrcorpInbound Marketing for Schools Webinar

http://11795.sites.hubspot.com/inbound-marketing-for-schools-webinar

http://11795.sites.hubspot.com/inbound-marketing-for-schools-webinar

THANK YOUTHANK YOUTHANK YOU

QUESTIONS?

Our call will begin in just a moment Please dial in to GoToMeeting...

Documents

recognition slide

lyvarpsw slide

comnicksal slide

leadership speaker movie

var campaign courses

hubspot clients goal

boarding success training

austrialia var