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PC MAC CHAT WITH US! MESSAGE ME USING THE QUESTION PANEL: 1.) Who you are/name of business 2.) Where you’re calling from 3.) What you’re excited about with HubSpot and Inbound Marketing?!

3 HubSpot Partner Success Workshops Thursdays, 2pm EST Your Host: Nick “Sal”vatoriello Senior Inbound Marketing Consultant

4 Your HubSpot Partner Success Training Team: Adrianne Mayshar Nick Salvatoriello Timothy Dearlove Al Biedrzychi Deedee Perry Partner Success Training Program Main Resource Page:

Recognition Sales Success – Market8.com Our Workshop Agenda Attitude/Final Thought 5 Onboarding Success – ITDInteractive.com

Partner Success Workshop Archive Page

1 Recognition…

Recognizing [Movers + Shakers!]

Leaders in: Activation + Usage + Results VAR All-Star Board:

Which VARs just got HubSpot Certified since last meeting?

3 Steam Companies Groove Creative (IMC = Tim Dearlove) 2 DK New Media IMC = Nick Sal David Caron Design IMC = Al Biedrzycki FusionFarm + CeeonSoft 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  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: Register for Partner Training (Mandatory) Sessions: Schedule 1:1’s with your consultant or Deedee **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?VAR Campaign Courses If not now, when? If not you, who?

Sales Tiers Success MOVIE

On-Boarding Success Training: GUEST STARS

facebook.com/itdinteractive Itdinteractive.com facebook.com/itdinteractive Itdinteractive.com Partner Success presentation

WHO IS ITDINTERACTIVE? MARCUS LEDBETTER ERIC MCCARTY Opened our doors in early 2010 Web services centered around client growth & success. Our main differentiator. Provided traditional Web Design, SEO & SEM

ITD Interactive + Hubspot Spring 2012

Success Highlights: Website Performance

Success Highlights: Growth 1 Year Organic Search Traffic 650% Increase

Success Highlights: Newsletter

Success Highlights: Campaigns High Open & Click Rates on Campaigns w/ Segmented Lists

ebooks ToFu MoFu Most Downloaded BoFu Consultation What Is Inbound Marketing Sample 9-Step Campaign Sample Design Proposal

ebooks Most Downloaded DesignersProspects ToFu MoFu BoFu Consultation

What’s Next for ITDi? We Developed a new way of pitching Inbound Marketing

Eric’s Dream

A New Marketing Model

“EXISTING SCHEMAS”

A new marketing model

Gravitational Marketing Promotion Developed a new eBook Created necessary landing pages and CTAs Developed accompanying Infographic for blog / social distribution Currently rolling out supporting blog articles

facebook.com/itdinteractive Itdinteractive.com facebook.com/itdinteractive Itdinteractive.com Partner Success presentation

Let’s Brainstorm What’s 1 key take away? What’s 1 next step?

2 Leadership Speakers… MOVIE

Leveraging the Power of Partnerships 1/10/2013

Thank you for having me

It took some work to build Rome 51

“As you navigate through the rest of your life, be open to collaboration. Other people and other people's ideas are often better than your own. Find a group of people who challenge and inspire you, spend a lot of time with them, and it will change your life.” - Amy Poehler 52

Introducing, The Ecosystem

3 Core Pillars of Inbound Marketing – Pick (at least) one Creating & publish optimized content (get found) Transforming websites into conversion machines (convert) Tweak & design campaigns based on lead intel + metrics (measure)

The Startup Inbound Marketing Agency Challenge It is extremely difficult to be good at everything If you attempt, you will fail.

The Market 8 Case [I] started Market 8 [alone] in 2010 Tried to do everything for clients Tried the partnership early on Some went (and are still going) great Some went horrible and made us risk our own reputation Market 8 is now a strong go-to partner for Inbound Marketing web redesign Have now formed better and stronger partnerships 70+ website launches in 2013, up from 5 in 2012 Tripled in size 2012 vs. PY 8 full time employees and growing

The Market 8 Case – Phase 1 – Outsource to a partner agency Select a partner agency with resources in house to do the design and development of new sites Market 8 focus on managing the engagements and doing the inbound marketing thing It was perfectly conceived, sounded great…

But… Our partner started missing deadlines Was taking too long to respond Communication was clumsy We spoke different languages – marketing vs. creative Our partner proved “too big” for us

The Market 8 Case – Phase 2 – Outsource to Partner Soloists Selected a partner agency smaller partner that we could grow with - to do the design and development of new sites We wanted someone that could be trained Market 8 focus on managing the engagements and doing the inbound marketing thing It was perfectly conceived, sounded great…

But… Quality wasn’t that great Project management was difficult We still spoke different languages Our partner’s objectives were incompatible with ours

Now What? something was missing…

Understand Your Strength Decide: specialist vs. disruptor vs. connector Specialists: focus on your craft leave the rest to Partnerships Disruptors & Connectors: choose partners within the Inbound Marketing ecosystem

The Perfect Partner 1. Understands loves inbound marketing 2.Values partnerships 3.Does not charge everything by the hour 4.Has a healthy and stable business

The Perfect Partner 1. Understands loves inbound marketing 2.Values partnerships 3.Does not charge everything by the hour 4.Has a healthy and stable business

The Perfect Partner Understands Loves Inbound Marketing Web Designers may do great graphics but understand little about what makes a site convert What am I suppo sed to do here ?

The Perfect Partner Understands Loves Inbound Marketing Copywriters may write beautifully but not customer- centric and might not be vested in tracking metrics. Did you get what this comp any does? “ACME is not about best practices: it is about next practices. What we can do to transform our business and reexamine the model and build this business to create, capture, and deliver value in ways that we haven't even imagined…”

The Perfect Partner Understands Loves Inbound Marketing An SEO firm may know how to do effective white hat SEO for websites but might lack the context of what keywords are relevant Do not try to get irrel evan t traf fic Our own example: Market 8 ranks in first page for Online Marketing Advantages of New Media And also drive up our bounce rates 

The Perfect Partner 1. Understands loves inbound marketing 2.Values partnerships 3.Does not charge everything by the hour 4.Has a healthy and stable business

The Perfect Partner Values Partnerships Process Structured Pricing Quality Communication

The Perfect Partner 1. Understands loves inbound marketing 2.Values partnerships 3.Does not charge everything by the hour 4.Has a healthy and stable business

The Perfect Partner Does Not Have an Hourly Rate Hourly Rate Mentality Unpredictable costs Errors cost Learning curves cost Focus on the task Value Mentality Predictable costs No paying for learning No paying for errors Focus on the value delivered Fixed pricing shows mastery of a discipline

The Perfect Partner 1. Understands loves inbound marketing 2.Values partnerships 3.Does not charge everything by the hour 4.Has a healthy and stable business

The Perfect Partner Has a Healthy and Stable Business Signs of a Healthy Business Growth YOY Low employee turnover (there is more than one employee) Has clear investment initiatives Expresses his expertise clearly Do not be shy asking about the financial health of your partner

Partnerships Made In [Inbound Marketing] Heaven Disciplines must complement each other Conversion Optimization Web Design Content Marketing

Partnership Example We do the sites – they do the content One combined methodology for discovery Both firms can offer a more complete package while focusing on their strengths Websit es for lead gen + Content that adds value

A Unified Discovery Process The result- from a single discovery process we get: Content & Conversion Plan Site Architecture Goal setting Learn more at What does the custom er want? How do they buy?

Coming up next…

How To Manage a Web Redesign Project Different types of websites Design & conversion principles Content Toolbox Project structure How to price a project Coming up March 1 st, How to Manage a Web Redesign Project A Comprehensive Guide for Inbound Marketing Professionals

Partner Program 79

Thank You!

Let’s Brainstorm What’s 1 key take away? What’s 1 next step?

83 Final Thought….

Partner Success Workshop Archive Page

THANK YOU