In our latest episode of The Allbound Podcast, Jared Fuller, VP of Business Development and Partnerships at PandaDoc, joined me to share how he scaled the channel program at PandaDoc from <1% of total revenue to over 13% in his first six months at the company. What are a few key strategies you’ve implemented to make PandaDoc’s channel program such a success? I reached out to channel leaders who have built something from scratch with a similar SaaS portfolio. I berated Pete Caputa, the VP of Sales at Hubspot, and convinced him to join our board of advisors and get on a weekly call with me. I found someone who was much better than me at building a channel program. When it comes to boosting inbound leads, what types of content are you producing to do that, and what has been the biggest driver for PandaDoc? There are two types of partners at PandaDoc that I’m responsible for: our channel program and our strategic alliances. How we drive inbound traffic is by co-hosting events ––thought leadership webinars, where we’ll bring out a topic, for instance, “The Sales Enablement Stack: How to Build a Process from Lead to Close.” We’ll evaluate best practices with a partner like Close.io. They bring the thought leadership on how to make sure deals don’t fall through in the pipeline and we’ll supplement it with how to put together the right content, how to send the right proposal, how to customize the content, etc., and…
Read More: The Allbound Podcast: How to Scale Channel Sales and Exceed Quota