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How a top enterprise salesperson and agency went to market together successfully w/ Jill Rowley and David Lewis
Manage episode 406241494 series 3236589
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Situation: It’s early days at Eloqua and David Lewis sees a huge opportunity to build an agency focused on helping companies adopt marketing automation - specifically on Eloqua to start. He allies with Jill Rowley who is a top salesperson at Eloqua at the time.
Result: Together they close huge deals with Eloqua - building David’s agency while making Jill the top salesperson - then shifting focus to Marketo and adding other platforms until David’s successful exit in 2021.
Agency guest: David Lewis, Founder of DemandGen
His GTM partner: Jill Rowley, Nearbound Strategist
Companies referenced: DemandGenEloquaMarketo
Reveal
Listener takeaways:
Why David decided to launch DemandGen as a power partners
Why Jill chose to sell against “Smart Starts” internal service packages
The partner playbook they created used to succeed
How David’s partners lifted his exit
Why and how salespeople should bring partners into the deals
Why in-house service packages are a bad idea
Pre-selling software with partners
Why your solutions partners are (or should be) the insurance policy for your largest customers
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