Ecosystem-Led Growth

A Blueprint for Sales and Marketing Success Using the Power of Partnerships

Inbunden, Engelska, 2024

279 kr

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A blueprint to new levels of company growth leveraging your firm’s Partner EcosystemIn Ecosystem-Led Growth: A Blueprint For Sales and Marketing Success Using the Power of Partnerships, veteran entrepreneur and tech leader Bob Moore delivers an intuitive and insightful guide to using your company’s Partner Ecosystem to unlock countless leads, break sales records, scale your organization, and build a once-in-a-generation business. In the book, you’ll discover why partnerships are no longer the domain of “partner people” schmoozing at conferences. Instead, they can be used to unlock vast amounts of data, new relationships, and scalable growth plays.You’ll learn about: Transformational technologies that bring partner data to your fingertipsSavvy companies and executives who convert that data into untapped growth opportunitiesReal-world examples of go-to-market leaders at dozens of leading tech companies implementing a powerful new perspective on growth An indispensable roadmap to an exciting new strategy for scaling your firm, Ecosystem-Led Growth will earn a place on the bookshelves of managers, executives, founders, entrepreneurs, salespeople, marketers, and anyone else interested in taking their company to new heights.

Produktinformation

Utgivningsdatum2024-03-04
Mått158 x 231 x 25 mm
Vikt454 g
FormatInbunden
SpråkEngelska
Antal sidor240
FörlagJohn Wiley & Sons Inc
ISBN9781394226832

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Försäljning och marknadsföring inom Ekonomi och Ledarskap

Acknowledgments ixIntroduction 1Part 1 My $2.6 Billion Mistake 51 Muscle Memory and Scar Tissue 7A Revolution in Business Intelligence 8The Rollercoaster of Product- Market Fit 102 Disruption Is Cool Until It Happens to You 13Amazon’s Big Move 13The Modern Data Stack Is Born 17The Ecosystem Effect 183 How Partner Ecosystems Saved My Career 21Part 2 The Ecosystem Revolution 254 Decoding the Confusing Language of Partnerships 27Tech Partnerships 32Channel Partnerships 36Strategic Partnerships 38Marketplaces 40Partner Relationship Management 425 Why Legacy Partnerships Were Set Up to Fail 476 The Ecosystem Data Layer Arrives 557 Why Now? The Disruption of Growth as We Know It 63Inbound Marketing and the Great AI Reset 64Outbound Sales: A Negative- Sum Game 70A Targeted Attack on Targeted Ads 74Sales Intelligence: The Bundling Era 76Product- Led Growth: A Different Animal 81Another Door Opens 85Part 3 Beginning Your ELG Journey 878 Is ELG Right for Me? 89Value Proposition 89Company Scale 91The ELG Readiness Matrix 919 Getting Buy- In for ELG 95Setting the Right Goals 95Attributing Success to ELG 97Eliminating Partner Team Baggage 10110 Overcoming Security and Privacy Objections 107Can I Trust My ELG Platform? 108Does ELG Itself Expose Me to Risk? 11111 Powering Up Your Account Mapping Matrix 121Part 4 The ELG Playbooks 12512 The ELG Playbook Map 12713 Ecosystem Development: Populate Your Partner Ecosystem with Winners 131Prioritizing Partners 133Curating Data Access 137The Partner Prioritization Matrix 13914 Ecosystem- Led Marketing: Fill Your Funnel with Ecosystem Qualified Leads 143The Ecosystem Qualified Lead (EQL) 144Generating EQLs with Second- Party Data 146Marketing Automation and Account- Based Marketing 148Outbound: Upgrade Your SDRs to PDRs 151Reinventing Event Strategy 155Turning Investors into Pipeline Generation Engines 15915 Ecosystem- Led Sales: Close Bigger, Better Customers Faster 163Strategy and Buy- In: The ELG Sales Tetrahedron 164Meeting Sellers Where They Are 170Co- Selling 177Hyperscaler Cloud Marketplaces 185Training, Enablement, and Accountability 18716 Ecosystem- Led Customer Success: Eliminate Churn and Grow Accounts 193Driving Customer Success with Tech Partners 195Driving Customer Success with Channel Partners 198Conclusion: The Future of ELG 203Glossary 205Bibliography 217Author Bio 223Index 225