Making It Personal: Create Meaningful, Win-Win Relationships With Advocacy

@influitive | #advocamp

Lindsay FariaSenior Partner Marketing ManagerIntronis

2

Making It PersonalCreating Meaningful, Win-Win Relationships With Advocacy

3

IntronisPartners

(Our Customers)

SMBs(Partners’

Customers)

A Little Context…

100% Channel Model → Partners = Customers

Our success is tied to our Partners’ success

4

In order to grow your accounts, you need to know your accounts.

(And the people at them.)

TrustGoals

ConnectionsInsight

Data

5

It is 6-7x more expensive to attract a new customer than it is

to keep an existing one.

TrustGoals

ConnectionsInsight

Data

6

Rewards – Recognition – The “Warm And Fuzzies”

How We Create Wins for Customers

Premium Access

Performance Improvemen

t

Better Enablement Resources

Marketing Opportunitie

s

Networking Opportunitie

s

7

How We Create Wins Internally

ContentTestimonials, blog

posts, e-books, webinar presenters, press release quotes

SalesReferrals, references

Partner Success

More engagement, An extension of their team

Product Management

More Feedback, Beta Pool

EventsFuller rooms

Demand Generation Leads, social

shares, reviews, webinar

attendees Partner Marketing

Better output

SupportFewer tickets

8

3 Tips for Getting Started

Express sincere gratitude, always.

AcknowledgementSpontaneous

Personalization

Show them that you’re human, too.

Humor Empathy

Experiences

Make it about them.

GoalsIndividualitySuccesses

9

Thank You

#Advocamp

Lindsay FariaSr. Partner Marketing Manager Intronis

Top 3 Takeaways:

1. Make your marketing about your customers' goals, individuality and success.

2. Show your customers you're human through humor, empathy and experiences.

3. Express sincere gratitude, always.

Making it Personal: Creating Meaningful, Win-Win Relationships with Advocacy