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How to Create a High-Impact Partnership Program with Sean Paulseth
Manage episode 334422895 series 2802476
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“‘Why you?’ is the multi-million dollar question,” Sean Paulseth, SVP Partnerships at WedgeHR, says about getting your company noticed in a sea of other, often bigger, competitors. Incentive programs can pay off big time and this is an area where you can get creative with offers, including schwag, referral rewards, contests, and paid-for trips. Of course, deciding this depends on several factors like, knowing the market segment you’re targeting, and the size of the enterprise. Larger companies love their own “ecosystems” Sean explains, and will prioritize their established partner programs and keep the promotion on-brand.
A huge component of this, and of getting a business off the ground in general, is facetime. Sean emphasizes the importance of in-person events, networking with both investors and customers. Even in the tech space, the business world is still very relationship driven. When there are several similar products, often the one who gets chosen is the one with the most memorable person attached to it.
On this episode of Billion Dollar Tech, how to be strategic networking, why storytelling is crucial particularly in small business sales, and why reading is an underrated pastime for sales people.
Quotes:
“Within the tech landscape, and in SaaS generally, partnerships seem to be crucial, particularly from a customer-centric capability, you’re going to have to do the best of the breed. (3:42-3:56 | Sean)
“It’s the smaller markets where you have to get a lot more creative on how to budge them.” (15:07-15:13 | Sean)
“Starting with the most relevant channel partners and/or your integrated partners that you may need just to get your feet on the ground is going to be super important.”(24:06-24:20 | Sean)
“Having a general sense of curiosity is crucial in sales.”(37:47-37:51 | Sean)
“A top-down approach is always going to be important, particularly if you’re smaller. But if they’re not budging…what’s going to be the best incentives for their teams at the end of the day.”(13:03-13:33 | Sean)
Connect with Brendan Dell: LinkedIn: https://www.linkedin.com/in/brendandell/ YouTube: https://www.youtube.com/c/BrendanDell Instagram: @thebrendandellTikTok: @brendandell39 Buy a copy of Brendan’s Book, The 12 Immutable Laws of High-Impact Messaging: https://www.indiebound.org/book/9780578210926
Connect with Sean Paulseth:Website: WedgeHR: https://www.wedgehr.com/LinkedIn: https://ca.linkedin.com/in/sean-paulseth Check out Sean’s top recommended books:Talking to Strangers by Malcolm Gladwell: https://www.indiebound.org/book/9780316478526 The Silk Roads by Peter Frankopan: https://www.indiebound.org/book/9781101912379 Blood Meridian by Cormac McCarthy: https://www.indiebound.org/book/9780679728757
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