Making It Personal: Create Meaningful, Win-Win Relationships With Advocacy
@influitive | #advocamp
Lindsay FariaSenior Partner Marketing ManagerIntronis
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Making It PersonalCreating Meaningful, Win-Win Relationships With Advocacy
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IntronisPartners
(Our Customers)
SMBs(Partners’
Customers)
A Little Context…
100% Channel Model → Partners = Customers
Our success is tied to our Partners’ success
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In order to grow your accounts, you need to know your accounts.
(And the people at them.)
TrustGoals
ConnectionsInsight
Data
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It is 6-7x more expensive to attract a new customer than it is
to keep an existing one.
TrustGoals
ConnectionsInsight
Data
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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
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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
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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
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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