ON THE BENCH INSIGHTS

An alternative way for your solution partners To fill their pipeline

As a software company traditionally events have always been a great place for you to make product announcements and connect your customers with solution partners — all underneath one roof.  But with events being cancelled all around the world, what does that mean for your solution partners pipeline? 

This got me thinking —  it’s not business as usual. We all have to adapt in order to continue with operations to generate new leads and better serve our customers.

Before we dive in, here are two key points:

  1. Conferences are one of the ways to share ideas, network, build stronger professional relationships and find new business. But with it being cancelled all around the world, we need to explore new ways to connect.

  2. It’s not “business as usual”, but with technology advances, you’re still able to continue with operations and grow. 

Cancelled events - “Oh no, our pipeline is going to dry up.”

This seems to be the general shared concern among many professional services firms. Everyone is worried about how they’ll find and win new business with some of the biggest conferences all around the world being cancelled.

So should they all rush off and start dialing in to events to find new business?

Maybe. 

If you've made your event available to attend virtually — people should attend. But this shouldn’t be the only alternative new way to fill that pipeline. 

David Gerhadt from Privy.com couldn’t have said this any better:

“Don’t do what everyone else is doing!!!”

 

 

Consumer behaviour will always change

Finding new ways to help your partners grow their pipeline isn’t only a challenge you might be faced with now. You need to continuously adapt and find new ways to offer value — both now and in the future. 

They don’t have to reinvent their business or offering.

Help them explore different ways of packaging their services and help to get it out there. Partner programs go beyond just selling software. The real value lies within partners being able to execute professional services related to your software in order to better serve your end-customers. 

Right now marketplaces like On The Bench connect accredited solution partners with customers from all around the world via pre-packaged services related to the tech stack they support. And then to tie it all together, use technology like Zoom to connect virtually with your customer and get the job done. 

If you're a HubSpot solution partner, read more about creating your own set of pre-packaged services here

create-professional-service-bundles

Posted by Graeme Wilson on Mar 13, 2020 2:20:52 PM
Graeme Wilson

Graeme Wilson

Co-founder of On The Bench and ex co-founder of a Diamond HubSpot Agency. He has a strong commercial background and ample go-to-market experience with startups.

Topics: Service Providers, Gig Economy

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