Partner GTM with Barrett King from HubSpot

HOW THEY DID IT! Unique stories partnerships-led sales and success.

I cannot say enough about our guest today. Barrett King, Sr. Manager - GTM Strategy, Global Partner Ecosystem at HubSpot, joins me to run through how go-to-market with solutions partners. We’ve spent some time on previous episodes (refer to the episode with Justin Graci if you like this topic) on partner GTM, but I cannot tell you the listeners we have given you enough on the subject until we hear from Barrett.

In this episode, we will highlight 3 key areas of partner GTM:

• Inception of a partner program

When you’re ready for partnerships

What partnerships are and will for your org

And how can you further develop that output

Are partners offense or defense

Misconception of “Affiliates” vs “Partners”

• Discovery of partners

Defining personas

Attracting partners

How much of this is on sales vs marketing

• Enablement

What is bare bones enablement

What matters most to early partners

When and where certifications come in

What partners need in year 2

Sponsors:

Reveal - A free account mapping solution.

Partnerstack - Partner tracking and payouts.

‍Partnerhub® - for finding and managing your partnerships.

‍