1. Our call will begin in just a moment Please dial in to GoToMeeting...

2. 2 HubSpot Partner Success Workshops Thursdays, Bi-Monthly @ 2pm EST Your Host: Nick “Sal”vatoriello Senior Inbound Marketing Consultant http://nicksalinbound.com/nick-sal

3. Recognition Guest Speaker Skillz Training VAR Announcements/Calendar 1 2 3 4 Our Agenda Attitude/Final Thought 5 3

4. Partner Success Workshop Archive Page http://bit.ly/VARPSW

5. 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

6. 1 Recognition…

7. Recognizing [Movers + Shakers!]

8. 3 PR Success: What VARs are Making Headlines? 2 Inbound Marketing Success: What content have you been creating in HubSpot? On-boarding success: What VARs recently were certified? Sales Tiers Success: Who are our newest leaders on the rise? 4 1

9. [Webinar]: The Art & Science of Selling Agency Services: How to Stop the Churn 1 Which VAR Featured on HubSpot’s VAR Webinar Series?

10. 500 Registered Attendees….

11. Question: Why aren’t there more partners making headlines? ….Do you have an inbound-oriented event coming up you’d like to promote?

12. Who has begun publishing on HubSpot? 1 st Offer 1 st Email 1 st Blog 2

13. 13 Current Section Title Highlight the current section if using agenda slides as section breaks 1 2 3 Who published a Hubspot Blog Post for the first time? Recognizing: CONTENT CREATION SUCCESS Who on the call published a lead-gen offer for the first time? Who on the call published a marketing email in HUBSPOT for the first time?

14. VAR All-Star Board: Leaders in… Activation + Usage + Results 2

15. Your Partner All-Star Product Usage Leader Board: 10-12-2012

16. Question: If you haven’t begun, when will you start? What can we help you with?

17. Which VARs just got HubSpot Certified since last meeting? 3

18. 3 Anchor MobileAnchor Mobile, (IMC = Tim Dearlove) 2 RocketFuel, LLC (IMC = Nick Sal) Crocodile MarketingCrocodile Marketing, Austrialia VAR! (IMC = Tim Dearlove) Fruition Interactive (IMC = Al Biedrzycki) 4 1

19. Month 1 Month 2 Month 3 Months 4-8 Months 9+ VAR Training Overview  Campaign Building: Lead Generation  How to Run a 6 and 12 Month Check In  Goal Setting & Planning  Campaign Progress Assessment Goal: Review Advanced Campaign Performance Goal: Integration & Lead Generation  Landing Pages Session  CTAs and Thank You Pages Session  Email Training Session Goal: Campaign Development & Execution  Contacts and Prospects Training  Campaign Building: Promote  Campaign Performance  Driving ROI Session  Analytics & Sources Session  Growing Your Business with HubSpot  Winning with a Consultative Sales Process  Making Happy and Successful Clients with HubSpot  Onboarding Strategy  How to Renew & Retain your HubSpot Clients Goal: Selling & Onboarding  Ongoing Product Training Goal: Account Management & Retention  VAR Orientation Session

20. Question: Have you completed the VAR Campaign Courses?VAR Campaign Courses If not now, when? If not you, who?

21. Sales Tiers Success MOVIE 4

22. 2 Leadership Speaker… MOVIE

23. VAR On-Boarding Success Training: GUEST STAR…

24. The Case for Staying Small – Building a Successful HubSpot VAR Presented by: Todd Hockenberry, Top Line Results GOLD Tier HubSpot VAR

25. #inbound12 Things we will discuss…. Top Line Results – Who we are Why we did it the way we did Thinking small Building big Picking the right clients Structure for success

26. #inbound12 1 WHO WE ARE

27. 27 Top Line Results 3 2 1 HubSpotter Since: 2010 www.top-line-results.com Todd Hockenberry – Owner, Founder, Salesman Number of HubSpotter Powered Clients: 17 New Accounts, 28 HS customer projects Visits and Leads Generated with HubSpot: way more for our customers than for us!

28. 28 TLR’S G P C T 3 2 1 Goals For HubSpot Plan/Strategy Challenges You Faced Before HubSpot Use it to add value for our clients – not to reach a certain revenue level for TLR Integrate HubSpot with our marketing and sales expertise to deliver extraordinary value to B2B clients Lead generation for B2B clients Timeline As long as HubSpot is the industry leader

29. #inbound12 Our value statement We help B2B companies grow their top line by helping people implement common sense sales, marketing, and business development principles.

30. #inbound12 2 WHY WE DID IT THIS WAY

31. #inbound12 profitability focus lifestyle

32. #inbound12 3 WHY YOU CAN STAY SMALL AND SUCCEED

33. #inbound12 You do not need to be a 30 person firm to work with a large client. You just need to be valuable.

34. #inbound12 Business owners want results revenue growth profitability building management processes strategy people development execution

35. #inbound12 Other reasons to stay small outsourcing/contingent workers technology enables it risk reduced many headaches eliminated profitability Increased become a trusted advisor – longer relationships, consult on broader range of issues Lifestyle

36. #inbound12 IF YOU SELL RESULTS….. SIZE DOES NOT MATTER

37. #inbound12 4 HOW?

38. #inbound12 Specialize in specific ‘business needs’ not Inbound Marketing tactics Create real expertise – add Inbound Marketing to it Diagnose in your marketing, deliver the answers in the engagement USE inbound marketing to reach goals

39. #inbound12 5 PICKING THE RIGHT CLIENTS

40. #inbound12 Walt Walt does not usually hire an agency - he hires people he trusts and knows

41. #inbound12 Selling ONLY deal with the economic buyer build relationship first, not a proposal or menu come to agreement on the issues, the benefits they should expect, and your role in delivering value then present a summation of your agreement

42. #inbound12 How do you add value? Help them reach their business goals Create meaningful engagements – not projects. You are a business person, a peer to your clients, not an account manager. A consultant helps set the goals and keep the client on track to meet them.

43. #inbound12 6 STRUCTURE FOR SUCCESS

44. #inbound12 Structure build you own marketing engine focus on core client personas partnerships outsourcing

45. #inbound12 Marketing inbound service Marketplace referrals networking up sell, cross sell

46. #inbound12 Build strategic partnerships Do what you do best and outsource the rest design graphics P/R PPC writing

47. #inbound12 What to outsource? Is it core to the goals of your company? Is it critical to the success of engagements? Is it a commodity or easily replaced? Is it efficient for you to do the work? Do you make high margins on this work? Do you enjoy it?

48. #inbound12 Cut to grow Cut the bottom and replace with higher value clients Do you like working with them?

49. #inbound12 Set limits do not be afraid to make your clients follow them

50. #inbound12 @toplineresults.com www.top-line-results.com todd@top-line-results.com

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

53. 53

54. Promotion [Calendar + Resources!]

55. Upcoming Training Opportunities: Chip & Dan Heath PRODUCT: Landing Pages Live Training Session: Fridays from 9-11am Chris LoDolche, Inbound Marketing Professor : Register HereRegister Here VAR BIZ: How to Renew & Retain HubSpot Clients: Fridays from 1pm-2pm EST Register Here Register Here PRODUCT: Blogging on HubSpot Live Training Session: Fridays from 2-3pm EST Sarah Bedrick, Inbound Marketing Professor: Register HereRegister Here PRODUCT: Contacts & Prospects Tools Live Training: Tuesdays from 1-2pm EST Alan Perlman, Inbound Marketing Professor Register HereRegister Here VAR BIZ: Making Happy, Successful Clients with HubSpot: Wednesdays from 1-2pm EST Adrianne Mayshar, VAR Consulting Team: Register HereMaking Happy, Successful Clients with HubSpotRegister Here VAR BIZ: Partner Success Workshops, Episode 4: Thursday, 11/1 from 2-3pm EST Guest Starring …. bit.ly/VARPSW…. bit.ly/VARPSW

56. More Free Consulting Help Available… Academy.hubspot.com/register

57. BOOK OF THE MONTH: SWITCH 57 5 4 3 2 1 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

58. Mission: 30 minutes a day, every day, then publish a recommendation 58 5 4 3 2 1 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.

59. Consulting Guide of the Month: On-Page SEO Worksheet Updated SEO Strategy + SEO Template from HubSpot's SEO Expert, Rebecca Churt: 10-1-2012

60. Final Thought….

61. PSW Speakers – Where Are they Now? IMR Corp: “Schools Sales Webinar”

62. IMR Corp –Sales that Scales! Share the love & support: @imrcorp Inbound Marketing for Schools Webinar

63. THANK YOU