Partner GTM with Barrett King from HubSpot

I cannot say enough about our guest today. Barrett King, Sr. Manager - GTM Strategy, Global Partner Ecosystem at HubSpot, joins me to run through how go-to-market with solutions partners. We’ve spent some time on previous episodes (refer to the episode with Justin Graci if you like this topic) on partner GTM, but I cannot tell you the listeners we have given you enough on the subject until we hear from Barrett.

In this episode, we will highlight 3 key areas of partner GTM: 

1. Inception of a partner program

• When you’re ready for partnerships
• What partnerships are and will for your org
• And how can you further develop that output
• Are partners offense or defense
• Misconception of “Affiliates” vs “Partners”

2. Discovery of partners 

• Defining personas
• Attracting partners
• How much of this is on sales vs marketing

3. Enablement

• What is bare bones enablement
• What matters most to early partners
• When and where certifications come in
•  What partners need in year 2

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As usual, before we dive in, there is a brief word about our sponsors. 

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Sponsors:

Reveal - A free account mapping solution.

Partnerstack - Partner tracking and payouts.

‍Partnerhub® - for finding and managing your partnerships.

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