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Finding the Black Swan
between companies.
I’m Michele.
Partner Success,
Drift is the .new way. businesses
buy from businesses.
150,000+ companies have turned to Drift to convert more website vis...
Drift is Conversational Marketing..
.Conversational Marketing.
enables companies to shorten
their sales cycle, understand
their customers, and create a
more h...
INSTANTLY
RESPOND 24 x 7 x 365
1
BOOK MORE QUALIFIED MEETINGS2
WHITE GLOVE FOR
STRATEGIC ACCOUNTS
3
BONUS
We believe in an open future.
4
We want to partner with the company’s
our customers are already using.
What’s in it for me?
BLACK SWAN:
A small or large piece of information
that has a high impact on the
implementation of a negotiated
agreement.
...
The thing that neither party is aware of
when we start conversation, but if
we’re able to uncover it brings the
other part...
1
Who is Marketo?
Why was Drift looking to partner?
Marketo has the largest
immediate Ideal Customer Fits for
Drift.
For Drift, it’s the fastest path to
revenue.
Conflict:
Marketo thought we were trying to be
competitive. In late 2017 we started to
create an email product.
Resolution: We found the Black Swan.
Customers aside, Drift drives contacts
into the Marketo Database.
More Contacts = Expansion &
Adoption of Marketo .
2
Who is LinkedIn Sales Nav?
Why is Drift looking to partner?
The CDR.
(Conversational Development Rep)
The Conversation Development
Rep
→ Goal of a CDR: More qualified meetings, faster.
Bring tools that CDRs are already using
using to our platform.
Conflict: LinkedIn not interested in
chat, interested in our customers.
Resolution: Found the Black Swan.
People using LinkedIn Sales Nav drives
InMail credits .
3
Ability to personalize a web page, ABM
and more.
Why Drift was looking to partner?
We believe in an open future.
We want to meet our buyers with the
tools they’re already using.
WHITE GLOVE FOR
STRATEGIC ACCOUNTS
3
POWERED BY
THIRD-PARTY TOOLS
CLEARBIT
Conflict: What’s in it for Demandbase?
We already had a partnership with
Clearbit.
Resolution: Found the Black Swan.
We gave their product the first
opportunity to be tied to
revenue directly.
Conversational Advertising.
Conversational ABM.
We became Demandbase’s
most innovative integration
in 2018.
CTA:
Take your interests aside, through
conversations, find the unique thing
that brings the company to your side of
the t...
Always look for the Black Swan.
THANK YOU!
malbanese@drift.com
@mish_albanese
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)
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Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)

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Publié le

SaaS Connect 2019 (San Francisco, CA).

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VIDEO: https://youtu.be/FgWtYxjxwbs

Can you make sales reps actually care about your strategic partnership?
by Michele Albanese, Partner Program Manager, Drift

Publié dans : Marketing
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Can you make sales reps actually care about your strategic partnership? (Michele Albanese, Drift)

  1. 1. Finding the Black Swan between companies.
  2. 2. I’m Michele. Partner Success,
  3. 3. Drift is the .new way. businesses buy from businesses. 150,000+ companies have turned to Drift to convert more website visitors & create a faster path to revenue.
  4. 4. Drift is Conversational Marketing..
  5. 5. .Conversational Marketing. enables companies to shorten their sales cycle, understand their customers, and create a more human buying experience on your website.
  6. 6. INSTANTLY RESPOND 24 x 7 x 365 1
  7. 7. BOOK MORE QUALIFIED MEETINGS2
  8. 8. WHITE GLOVE FOR STRATEGIC ACCOUNTS 3
  9. 9. BONUS We believe in an open future. 4
  10. 10. We want to partner with the company’s our customers are already using.
  11. 11. What’s in it for me?
  12. 12. BLACK SWAN: A small or large piece of information that has a high impact on the implementation of a negotiated agreement. Chris Voss, Never Split the Difference
  13. 13. The thing that neither party is aware of when we start conversation, but if we’re able to uncover it brings the other party to our side of the table.
  14. 14. 1
  15. 15. Who is Marketo?
  16. 16. Why was Drift looking to partner?
  17. 17. Marketo has the largest immediate Ideal Customer Fits for Drift. For Drift, it’s the fastest path to revenue.
  18. 18. Conflict: Marketo thought we were trying to be competitive. In late 2017 we started to create an email product.
  19. 19. Resolution: We found the Black Swan.
  20. 20. Customers aside, Drift drives contacts into the Marketo Database. More Contacts = Expansion & Adoption of Marketo .
  21. 21. 2
  22. 22. Who is LinkedIn Sales Nav?
  23. 23. Why is Drift looking to partner?
  24. 24. The CDR. (Conversational Development Rep)
  25. 25. The Conversation Development Rep → Goal of a CDR: More qualified meetings, faster.
  26. 26. Bring tools that CDRs are already using using to our platform.
  27. 27. Conflict: LinkedIn not interested in chat, interested in our customers.
  28. 28. Resolution: Found the Black Swan.
  29. 29. People using LinkedIn Sales Nav drives InMail credits .
  30. 30. 3
  31. 31. Ability to personalize a web page, ABM and more.
  32. 32. Why Drift was looking to partner?
  33. 33. We believe in an open future. We want to meet our buyers with the tools they’re already using.
  34. 34. WHITE GLOVE FOR STRATEGIC ACCOUNTS 3 POWERED BY THIRD-PARTY TOOLS CLEARBIT
  35. 35. Conflict: What’s in it for Demandbase? We already had a partnership with Clearbit.
  36. 36. Resolution: Found the Black Swan.
  37. 37. We gave their product the first opportunity to be tied to revenue directly.
  38. 38. Conversational Advertising.
  39. 39. Conversational ABM.
  40. 40. We became Demandbase’s most innovative integration in 2018.
  41. 41. CTA: Take your interests aside, through conversations, find the unique thing that brings the company to your side of the table.
  42. 42. Always look for the Black Swan.
  43. 43. THANK YOU! malbanese@drift.com @mish_albanese

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