.png){kind=logo}
Partner Intros
Introduction
Your objective with this play is to enlist the help of a Partner to introduce you to an executive at the target company, or potentially the target buyer. Partners can be great sources of introductions because they may have been through other sales cycles with the target company where they built relationships, and they should have an understanding of your product and value proposition. Partners can come in different forms. It may mean that you sell together or implement together. Or it may be that you’ve got parallel products, a common buyer, and maybe even a common enemy. Sometimes SDRs are able to develop relationships with the partners directly, but often times they’ll setup up the play and play a role behind the scenes. It’s the AE’s job to use warm Intros to develop long-term relationships in their patch. To get to a meeting through a partner, and ultimately a sales cycle, you need to think about the motivations of each person in the chain, and make it easy to say yes.
Sequence of Events
Option a) Ask your partner for account intelligence
From: Anna Perlitz [Requestor - Account Executive]
To: Ernesto Silva [Partner in Your Ecosystem]
Subject: Ryan Daniels @ Bonobos
Hey Ernesto,
We haven’t met yet, but I work the Central Region at Tukatu. It looks like you’ve done a lot of work with Chris Mills in the past and know our product well.
Looking at CTD.ai I saw that you know Ryan Daniels the VP of Marketing at Bonobos.
He recently moved from Marine Layer (where they didn’t use us) to Bonobos. From their earnings call it was clear that investing in digital experiences is a top priority.
- Is there any insight on Andy you could provide?
- Would he be a good influencer or champion to reach out to?
- Would you be open to making an intro?
Happy to jump on a quick call to talk it through if that’s easier. Also, I’d love to grab lunch next time I’m in Denver if you’re up for it.
Thanks, Anna
Option b) Ask your partner for a warm introduction
From: Anna Perlitz [Requestor - Account Executive]
To: Ernesto Silva [Partner in your ecosystem]
Subject: Introduction to Andy Dunn, CEO of Bonobos
Hey Ernesto - I see you know Andy Dunn, CEO of Bonobos.
He recently moved from JCPenny (not a customer) to Bonobos (target account). From their earnings call it was clear investing in digital experiences is a top priority this year.
Would you mind making an introduction to see if we can get a meeting? I’ve drafted an email below that you can copy/paste to Ryan. Modify as you see fit.
Thanks, Corey
---------Draft Email Below---------
From: Ernesto Silva [Partner in your ecosystem]
To: Ryan Daniels [Target - VP of Marketing at Bonobos]
Cc: Anna Perlitz [Requestor - Account Executive]
Subject: Tukatu
Hi Ryan,
Hope you’re doing well.
I was connecting with Anna Perlitz over at Tukatu and offered to make a quick intro.
We’ve got quite a lot of customers who overlap and I’ve heard nothing but great things. They have delivered impressive results for retailers similar to you, including Trunk Club and the Gap. I thought it’d be worth connecting you.
I will let you two take it from here.
Best, Ernesto for you.
Email #2 – Exec at target company makes the handoff
From: Ryan Daniels [Target - VP of Marketing at Bonobos]
To: Ernesto Silva [Partner in Your Ecosystem], Kingsley Joseph [Decision Maker at Bonobos]
Cc: Anna Perlitz [Requestor - Account Executive]
Subject: Re: Tukatu
Hi Ernesto, Great to hear from you.
It seems like a quick call to hear what Tukatu is doing with x,y, and z may make sense.
Kingsley Joseph (cc’d) manages our website and app development.
- Ryan
Email #3 – Partner with the relationship jumps in
From: Ernesto Silva [Partner in Your Ecosystem]
To: Kingsley Joseph [Decision Maker at Bonobos], Ryan Daniels [Target - VP of Marketing at Bonobos]
Cc: Anna Perlitz [Requestor - Account Executive]
Subject: Re: Tukatu
Ryan - Thank you for the introduction.
Kingsley - Very good to meet you. I’ll have Anna Perlitz at Tukutu follow up to find time to connect.
Ernesto
Email #5 – Close the loop and thank your partner
From: Anna Perlitz [Requestor - Account Executive]
To: Kingsley Joseph [Decision Maker at Bonobos]
Cc or Bcc: Enesto Silva [Partner In Your Ecosystem], Ryan Daniels [Target - VP of Marketing at Bonobos]
Subject: Re: Tukatu
Andy - Thank you for the introduction.
Hi Kingsley,
Very nice to meet you.
Could we set up a 30 min call to share more about what we’re seeing across our customers, and how we’ve been able to help them drive conversions and exceed revenue targets?
Here is a link with real-time availability where you can pick a time that works for you: http://calend.ly/30-min-call
In advance of getting together, attached is a short deck providing a company overview.
Best, Anna
Email #4 – Account executive jumps in to lock down a meeting
From: Anna Perlitz [Requestor - Account Executive]
To: Enesto Silva [Partner in Your Ecosystem]
Subject: Re: Tukatu
Ernesto I wanted to thank you again for your help with this introduction.
As you know Ryan passed us along to Kingsley and we had a great kickoff call today. It sounds like we may be able to solve a pressing need for them.
We owe you one! Let me know if I can ever return the favor!
Best, Anna