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HubSpotPartner Success

WorkshopsThursdays, Bi-Monthly @ 2pm EST

Your Host:Nick “Sal”vatorielloSenior Inbound Marketing Consultanthttp://nicksalinbound.com/

Recognition

Polaris PR – IM Success

KBK Communications – Sales Success

VAR Announcements/Calendar

1234

Our Agenda

Attitude/Final Thought53

Partner Success Workshop Archive Page

http://bit.ly/VARPSW

PC

MAC

CHAT WITH US!MESSAGE ME USING THE QUESTION PANEL:-1.) Who you are, where you’re calling from-2.) Name of business-3.) What you’re excited about

1Recognition…

Recognizing [Movers + Shakers!]

Leaders in:Activation

+Usage

+Results

VAR All-Star Board:

Your Partner All-Star Product Usage Leader Board: 11-09-2012

Question:If you haven’t

begun, when will you start? What can we help you

with?

Which VARs just

got HubSpot Certified since last meeting?

3

Solutions 8! (IMC = Tim Dearlove)

2 Canopy Media (IMC = Al Biedrzycki)

Revenue River! (IMC = Al Biedrzycki)

Movable Content(IMC = Adrianne Mayshar)4

1

Month 1 (Integration and

Lead Gen)

Month 2 (Campaign

Development)

Month 3 (Advanced Campaign)

Months 4-8 (Selling

and Onboarding)

Months 9+ (Account Management

and Retention)

HubSpot VAR Training Overview

PARTNER TRAINING: Campaign Building: Lead Generation

PARTNER TRAINING: How to Run an Account Review with your Client 

1:1 Goal Setting & Planning

1:1 Campaign Progress Assessment

Landing Pages Session

CTAs and Thank You Pages Session

Email Training Session

Contacts and Prospects Training

PARTNER TRAINING: Campaign Building: Promote

1:1 Marketing Performance Evaluation

PARTNER TRAINING: Driving ROI

PARTNER TRAINING: Pricing and Packaging for Agencies 

PARTNER TRAINING: Winning with a Consultative Sales Process

PARTNER TRAINING: How to Onboard HubSpot Clients

1:1 Onboarding Strategy

PARTNER TRAINING: How to Renew & Retain your HubSpot Clients

Ongoing Product Training

VAR Orientation Session

Workflows Training Session

Keywords Training

Blogging Training

Social Media Training

Sources and Competitors Training

Register for Product Training Sessions: http://academy.hubspot.com/hubspot-product-training-classes-registration-page/Register for Partner Training (Mandatory) Sessions: http://academy.hubspot.com/Partner-Classes/hubspot-partner-training-main-page/Schedule 1:1’s with your consultant or Deedee (dperry@hubspot.com)

**The training classes must be completed PRIOR to each 1:1 session in order to make your consulting hours the most effective

Question:Have you

completed the

VAR Campaign Courses?

If not now, when?If not you, who?

Sales Tiers Success

MOVIE

VAR On-Boarding Success Training:

GUEST STAR…

Shelley Pringle is principal and founder of Polaris PR Inc.

We’re a hybrid agency that helps clients build their profile, get found online and convert leads into customers.

PolarisPRInc.com 

@ShelleyPringle | linkedin.com/shelleypringle

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POLARIS PUBLIC RELATIONS

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2

1 HubSpotter Since: June 2012

www.polarisprinc.com Shelley Pringle: Principal

Number of HubSpotter Powered Clients: Onboarding our first client now

Success with HubSpot: UV +136%; Visits to contacts +594%

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POLARIS PR’s G P C T

3

2

1 Goals For HubSpot:

Plan/Strategy:

Challenges You Faced Before HubSpot

Increase revenue 300% in 18 months; Move from project- to retainer-based clients (0 in June); Add additional expertise to agency services

Use Polaris PR case study to show new clients the benefits of inbound marketing

Behind the times; Difficult to show ROI of traditional PR & social media

TimelineIt’s taking longer than we thought; Difficult to create good content regularly; Need to leverage online efforts more with offline

Web visits: + 136%; Visits to Contacts: +594%

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Polaris’ Inbound Story

5

4

3

2

1 Securing our first HubSpot customer

HubSpot’s process connected the dots between PR, social media and the bottom line

This opportunity didn’t knock at the best time—we weren’t yet certified.

Strategy trumps tactics; Work with your Channel Manager; 1 step ahead of your client is OK

Augment our core services of strategy & content creation with SEO & PPC

Big agency thinking. Small agency attitude.Subscribe to our blog: www.polarisprinc.com/blog

Follow me on Twitter: @shelleypringleSend me an idea for a guest post (SEO, PPC, other): shelley@polarisprinc.com

Resources: “HubSpot Items that helps us in our new business pitch”

11 What is Inbound Marketing? GREAT SUMMARY DOC

2 HubSpot Product Overview to use with Qualified Opportunities

QUESTIONS?

Let’s BrainstormWhat’s 1 key take

away? What’s 1 next

step?

2LeadershipSpeaker… MOVIE

VAR Inbound Marketing

Success Story

www.kbkcommunications.com

Katie GutweinDirector of Marketing & Social Media

@kbkcommkfassl@kbkcommunications.com

Ramona GutweinAssistant

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2

1 HubSpotter Since: July 2011

Number of HubSpotter Powered Clients: Six

Industries Served: Healthcare Manufacturing & Distribution

KBK’s G P C T

3

2

1 Goals For HubSpot:

Plan/Strategy:

Challenges You Faced Before HubSpot

•ANSWER THE “NOW WHAT’S” FOR OUR CLIENTS•FORGE LASTING RETAINERS WITH OUR NEW & EXISTING CLIENTS

•GET BUY-IN FROM OUR CLIENTS’ ENTIRE TEAM

Timeline

•BECOME INBOUND MARKETING EXPERTS•CONTINUALLY OPTIMIZE & IMPROVE OUR CRAFT AND THE

RESULTS WE DELIVER

•SHOWING ROI•SHORT, SPORADIC TIMELINE

•THREE MONTHS

KBK’S Inbound Story1 Process: DEVELOP OUR OWN VERSION OF

‘SMARKETING’ FOR OUR CLIENTS

2 Why was this so successful? TWO WORDS: INTERNAL BUY-IN

3 Were there any struggles? “THIS IS YOUR NEW NORMAL.”

4 What did you learn? MAKE OUR CLIENTS LOOK LIKE ROCKSTARS.

Weekly Sales & Marketing Email

Sales Representative ‘Login’Welcome Company XYZ Sales Reps. Please sign in below.

@xyz.com

Sales Representative Landing Page

You can do it too....

http://bit.ly/RSSuByeBook: Tweet me: @kbkcommemail: kfassl@kbkcommunications.com

QUESTIONS?

Let’s BrainstormWhat’s 1 key take

away? What’s 1 next

step?

Promotion [Calendar + Resources!]

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BOOK OF THE MONTH: SWITCH

543

21 Chip & Dan

Heath

What looks like a people problem,

is often a situation problem

What looks like laziness may actually

be exhaustion

What looks like resistance, may

actually be a lack of clarity

Tools you need to

motivate change in

your organization

& clients

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Mission: 30 minutes a day, every day,

then publish a recommendation

543

21 Consider

recommending vs.

reviewing

Share the learning. What juicy nuggets?

Keep it short: (250-500

words, 2-3 links, 1

descriptive image)

Check the facts (author history, where to buy,

stats ect.)

Draft a bit of the post each

day after reading.

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Final Thought….

THANK YOUTHANK YOUTHANK YOU

Partner Success Workshop Archive Page

http://bit.ly/VARPSW

QUESTIONS?