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

Our call will begin in just a moment Please dial in to GoToMeeting . HubSpot Partner Success Workshops. Thursdays, Bi-Monthly @ 2pm EST. Your Host: Nick “ Sal”vatoriello Senior Inbound Marketing Consultant http:// nicksalinbound.com/. Our Agenda. 1. Recognition . 2.

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

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

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

  3. Our Agenda 1 Recognition 2 Polaris PR – IM Success 3 KBK Communications – Sales Success 4 VAR Announcements/Calendar 5 Attitude/Final Thought

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

  5. PC 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 CHATWITH US! MAC

  6. 1 Recognition…

  7. Recognizing [Movers + Shakers!]

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

  9. Your Partner All-Star Product Usage Leader Board: 11-09-2012

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

  11. Which VARs just got HubSpot Certified since last meeting?

  12. 1 Solutions 8! (IMC = Tim Dearlove) 2 Canopy Media (IMC = Al Biedrzycki) 3 Revenue River! (IMC = Al Biedrzycki) 4 Movable Content (IMC = Adrianne Mayshar)

  13. HubSpot VAR Training Overview Register for Product Training Sessions: http://academy.hubspot.com/hubspot-product-training-classes-registration-page/ Register for Partner Training (Mandatory) Sessions: http://academy.hubspot.com/Partner-Classes/hubspot-partner-training-main-page/ Schedule 1:1’s with your consultant or Deedee (dperry@hubspot.com) • VAR Orientation Session • 1:1 Campaign Progress Assessment • PARTNER TRAINING: Pricing and Packaging for Agencies  • Contacts and Prospects Training • PARTNER TRAINING: How to Run an Account Review with your Client • 1:1 Goal Setting & Planning • Sources and Competitors Training • Keywords Training • PARTNER TRAINING: Winning with a Consultative Sales Process • Ongoing Product Training • Blogging Training • Landing Pages Session • PARTNER TRAINING: Driving ROI • Social Media Training • CTAs and Thank You Pages Session • PARTNER TRAINING: How to Onboard HubSpot Clients • PARTNER TRAINING: Campaign Building: Promote • 1:1 Marketing Performance Evaluation • PARTNER TRAINING: Campaign Building: Lead Generation • 1:1 Onboarding Strategy • Email Training Session • PARTNER TRAINING: How to Renew & Retain your HubSpot Clients • Workflows Training Session **The training classes must be completed PRIOR to each 1:1 session in order to make your consulting hours the most effective

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

  15. Sales Tiers Success MOVIE

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

  17. Shelley Pringle is principal and founder of Polaris PR Inc. We’re a hybrid agency that helps clients build their profile, get found online and convert leads into customers. PolarisPRInc.com  @ShelleyPringle | linkedin.com/shelleypringle

  18. POLARIS PUBLIC RELATIONS www.polarisprinc.com Shelley Pringle: Principal 1 2 HubSpotter Since: June 2012 3 Number of HubSpotter Powered Clients: Onboarding our first client now Success with HubSpot: UV +136%; Visits to contacts +594%

  19. POLARIS PR’s G P C T 1 Goals For HubSpot: Increase revenue 300% in 18 months; Move from project- to retainer-based clients (0 in June); Add additional expertise to agency services 2 Plan/Strategy: Use Polaris PR case study to show new clients the benefits of inbound marketing 3 Challenges You Faced Before HubSpot Behind the times; Difficult to show ROI of traditional PR & social media Timeline It’s taking longer than we thought; Difficult to create good content regularly; Need to leverage online efforts more with offline

  20. Web visits: + 136%; Visits to Contacts: +594%

  21. Polaris’ Inbound Story Securing our first HubSpot customer 1 HubSpot’s process connected the dots between PR, social media and the bottom line 2 This opportunity didn’t knock at the best time—we weren’t yet certified. 3 Strategy trumps tactics; Work with your Channel Manager; 1 step ahead of your client is OK 4 Augment our core services of strategy & content creation with SEO & PPC 5

  22. Big agency thinking. Small agency attitude. Subscribe to our blog: www.polarisprinc.com/blog Follow me on Twitter: @shelleypringle Send me an idea for a guest post (SEO, PPC, other): shelley@polarisprinc.com

  23. Resources: “HubSpot Items that helps us in our new business pitch” 1 1 What is Inbound Marketing? GREAT SUMMARY DOC 2 HubSpot Product Overview to use with Qualified Opportunities

  24. QUESTIONS?

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

  26. 2 Leadership Speaker… MOVIE

  27. VAR Inbound Marketing Success Story

  28. Katie GutweinDirector of Marketing & Social Media @kbkcomm kfassl@kbkcommunications.com www.kbkcommunications.com Ramona GutweinAssistant

  29. 3 2 1 HubSpotter Since: July 2011 Number of HubSpotter Powered Clients: Six Industries Served: Healthcare Manufacturing & Distribution

  30. 3 2 1 KBK’s G P C T Goals For HubSpot: • ANSWER THE “NOW WHAT’S” FOR OUR CLIENTS • FORGE LASTING RETAINERS WITH OUR NEW & EXISTING CLIENTS • GET BUY-IN FROM OUR CLIENTS’ ENTIRE TEAM Plan/Strategy: • BECOME INBOUND MARKETING EXPERTS • CONTINUALLY OPTIMIZE & IMPROVE OUR CRAFT AND THE RESULTS WE DELIVER Challenges You Faced Before HubSpot • SHOWING ROI • SHORT, SPORADIC TIMELINE Timeline • THREE MONTHS

  31. 2 3 1 4 KBK’S Inbound Story Process: DEVELOP OUR OWN VERSION OF ‘SMARKETING’ FOR OUR CLIENTS Why was this so successful? TWO WORDS: INTERNALBUY-IN Were there any struggles? “THIS IS YOUR NEW NORMAL.” What did you learn? MAKE OUR CLIENTS LOOK LIKE ROCKSTARS.

  32. Weekly Sales & Marketing Email

  33. Sales Representative ‘Login’ Welcome Company XYZ Sales Reps. Please sign in below. @xyz.com

  34. Sales Representative Landing Page

  35. You can do it too.... eBook: Tweet me: @kbkcomm email: kfassl@kbkcommunications.com http://bit.ly/RSSuBy

  36. QUESTIONS?

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

  38. Promotion [Calendar + Resources!]

  39. BOOK OF THE MONTH: SWITCH 1 Chip & Dan Heath 2 What looks like a people problem, is often a situation problem 3 What looks like laziness may actually be exhaustion 4 What looks like resistance, may actually be a lack of clarity 5 Tools you need to motivate change in your organization & clients

  40. Mission: 30 minutes a day, every day, then publish a recommendation 1 Consider recommending vs. reviewing 2 Share the learning. What juicy nuggets? Keep it short: (250-500 words, 2-3 links, 1 descriptive image) 3 4 Check the facts (author history, where to buy, stats ect.) 5 Draft a bit of the post each day after reading.

  41. Final Thought….

  42. THANK YOU THANK YOU THANK YOU

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

  44. QUESTIONS?

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