Welcome back to another episode of PartnerUp!: The Partnership podcast. Today our hosts welcome the powerful Pete Caputa of HubSpot channel fame as their guest.

These are some topics they discuss:

·      Jared introduces Pete as his long-time mentor and talks a bit about Pete and how he built himself up in the market. Pete mentions a site to find other SAS companies and their partners and Kevin asks him a question regarding the usage of the site in his company.

·      Jared asks for some selling advice for others and Pete explains his special way how he handles it. Pete mentions the trick with referrals and how it helps him chase a more productive goal. Pete continues to talk about the importance of correct education in the sales market and how he handled one-to-one coaching.

·      Pete mentions how he changed his technique when teaching people sales and how it helped him and others around him to sell more. He continues to explain how he sold speed of growth and how he packaged into different separate packages and sold it based on customer needs. Pete also talks about his secret trick to selling marketing packages.

·      Kevin asks Pete about the importance of patience and Pete explains his position. Pete talks about his personal experience and how he managed to “ruin” Christmas due to not having enough time and being angry about not reaching his quotas. Pete continues to explain how his position in the company was changed after this period and how in the long-term it helped him.

·      Pete talks about his advice on what to do differently from Hubspot. He continues to explain how to not find partners and offers a more productive alternative.

·      Pete talks about his checklist for partner enablement. He continues to explain the need for training programs and how it generally helps. Jared asks Pete about more advice about active participation and training. Pete shares his top two methods to do so. Kevin continues to ask about adaptation to new companies and which skills do you take with you and which skills you leave at your old workplace.

·      Pete shares his thoughts on conflict elimination and self-service. Jared and Pete talk more about help documentation and whether they should be formal or less formal. Pete talks more about certification and where exactly does it help. 

·      Pete expresses his opinion about webinars and how they tried to implement it at his company. He also continues to explain how he works deeply with partners and how it is important to share knowledge and technology with each other.

·      Kevin asks about the success metric concerning campaigns and Pete explains the different ways people approach it. Jared talks about the philosophical divide in partner marketing. Pete talks more about co-marketing and the benefits it may bring to your business.

·      Kevin asks Pete about how to be remembered by other companies. Pete shares a personal story and some insight on the topic. Pete also emphasized motivation and the importance of it. Pete talks about how the market has shifted and the difference between today and when he began and where he thinks opportunities are.

·      Kevin asks about the most common question Pete gets asked. Jared foreshadows what a future episode might be about and thanks to Pete for coming to the podcast.

Sources:

·      CrossBeam (Sponsor): https://www.crossbeam.com/