If you have an amazing clinic culture, you can use it to attract new patients using these four strategies.
By: Bianca Buliga, Digital Marketing Manager
On Tuesday, April 9th, 180+ members of the Washington, DC startup community gathered at the Woolly Mammoth Theatre Company to watch ten innovative impact-driven ventures pitch their game-changing business ventures at our Impact Accelerator Demo Day. The ventures were competing to win over $20,000 in prizes from sponsors including Booz Allen Hamilton, Davis Wright Tremaine LLP, and SEED SPOT.
The event was sponsored by Booz Allen Hamilton as the Title Sponsor and WeWork as VIP Reception Sponsor and Program Host. Capital Impact Partners and Salesforce also joined as additional Demo Day sponsors. This was the culminating event for our Spring 2019 Impact Accelerator, which kicked off eight weeks of intensive programming back in February.
C’pher Gresham, Chief Strategy and Operations Officer, kicked off the event by reminiscing about SEED SPOT’s impact, stemming from our first Demo Day seven years ago. As of our most recent Impact Report, the SEED SPOT team has served 557 adult alumni who have created 1,500 jobs and raised over $30.5 million.
Opening remarks were also made by: Susan Penfield, Chief Innovation Officer at Booz Allen Hamilton and SEED SPOT Board Chair; Kelly O’Malley and S. Lovey Parker, the Impact Accelerator Program Lead and Program Associate responsible for leading the Impact Accelerator; and Traug Keller, Director of WeWork Mid-Atlantic.
Haven, a venture working to bring in-network medical, dental, and vision insurance coverage to one easy-to-use platform, won both the $10,000 Audience Impact Award and $7,500 Most Promising Social Innovation Award from Booz Allen Hamilton. herDomain, on a mission to mobilize female tech talent in the developing world through training and remote work opportunities, won the $2,500 #GrowTheGood Award from Booz Allen Hamilton. Amäzi Foods, a venture ethically sourcing vegan and paleo snacks to promote job creation in Uganda farming communities, rounded out the winners with the Fundraise Readiness Award from Project W by Davis Wright Tremaine LLP. Keith Washington, mentor for Elder Nourish, was recognized with the Mentorship Excellence Award.
The other ventures that pitched were:
Elder Nourish, LLC
Founded by Kimberly Lipinski, Elder Nourish provides elderly adults with visiting chefs who prepare customized menus that meet their individual nutritional requirements.
Co-founded by Kyle Miller, Goodfynd makes food more accessible by connecting users to food trucks in their area while integrating small food businesses within the community.
My Active Senior
Founded by Shememe Williams, My Active Senior is an online senior-friendly tool that connects seniors and their family members with local senior service providers and products.
Co-founded by Emmett Ferra, PAKKE is an events and experiences platform that boosts members of the creative economy by connecting them with audiences searching for experiential moments.
Founded by Michele Heyward, PositiveHire’s mission is to provide women of color STEM professionals equal access to management roles to retain them in STEM industries.
Co-founded by Andrea Gilliam, Unwanted empowers every member of an organization, from entry level to C-suite, to be a change agent by providing a confidential platform to safely and effectively address unwanted behavior and reduce harassment in their company.
Founded by Deborah Owens, WealthyU is closing the investment confidence and wealth gap for women of color by providing access to curriculum, coaching, and community that teaches wealth building.
After over $20,000 in prizes were awarded to the entrepreneurs, the night finished up with mingling, networking, and celebrating the end of yet another SEED SPOT Impact Accelerator. Big thank you to each and every generous sponsor who made the Impact Accelerator and Demo Day possible – we couldn’t have done it without the support of partners who believe in the power of entrepreneurship to make the world a better place.
Want to get involved with SEED SPOT?
- Become a SEED SPOT 500 Member: Donate $42 a month or $500 annually to sponsor an up-and-coming entrepreneur and gain VIP access to SEED SPOT events
- Apply for a 2-Day Launch Camp: Apply to our upcoming 2-Day Launch Camp running 4/26 – 4/27 in Washington, DC at WeWork 80 M St SE
- Apply to Mentor: Leverage your professional expertise to guide the growth of early-stage, impact-driven entrepreneurs strengthening the DMV’s local economy
Related articles from SEED SPOT:
The post 10 Impact-Driven Entrepreneurs Pitch for $20,000+ in Cash Prizes appeared first on SEED SPOT.
It’s no secret that conferences are some of the best places to network, hear thought leaders speak and learn some of their most exclusive information. This year Allbound had the opportunity to attend SaaS Connect 2019! Meeting fellow SaaS professionals was one of our key takeaways, but we also know that some of you couldn’t attend, so here are some of the things we thought you should know:
1. Keep your partners in the loop on changes
Picture this: you log into your partner’s portal and it’s different. You get a notification about new processes and immediate changes. It’s happened to all of us and we all know that it’s less than ideal.
Your partners are an extension of your team and it’s essential to treat them as such. Partners help your annual revenue and you have multiple meetings with them in a month, so when are you going to start clueing them in on changes? Consistent communication builds trust with your partners and strengthens those relationships.
2. Roundtable discussions are essential
Our very own, Ryan Sherman, participated in the “Channel Distribution through Resellers and Agencies” round table on the first day of the conference. We learned so much information from Keap, LogMeIn and more about their channels! Roundtables are a fantastic way to hear what thought-leaders have to say, then continue the conversation with other attendees. Typically there will be multiple roundtables going on at once, so those in attendance are all interested in the same subject and will want to talk about it.
3. Exchange ideas!
The partner landscape is always evolving. We loved hearing about industry challenges and ideas during SaaS Connect. We all know that the main draw to a conference is simple, it’s all about being around like-minded people and getting to connect with them, but understanding everyone’s thoughts, opinions, and learning opportunities are what we enjoyed most.
We hope to see you at SaaS Connect 2020! Want to learn more about SaaS? Check out these articles: 3 Ted Talks Every SaaS Executive Should See and 30 of the Best SaaS Partner Programs (and Why They’re so Good).
Do you have any questions or comments about the blog? Let’s start a conversation, contact us here.
The post We Attended SaaS Connect 2019: Here’s Are The Key Takeaways appeared first on Partner Relationship Management Software (PRM).
The post How to Create a Great Customer Experience Outside of Your Veterinary Clinic appeared first on PetDesk.
Your partners are the bread and butter of your business, but getting them to choose you in the first place can be a major source of frustration for some companies. More often than not, your partners are snowed under with options from other vendors, which means it’s up to you to stand out and show them why they should go with you over anyone else.
This is where your onboarding process can really make a difference. It’s the perfect time to show new partners the value they can get from you and highlight why they should stick around.
What is Partner Onboarding?
Partner onboarding is the process of signing up new partners with your company. It’s not just getting them to sign a form though, it’s about solidifying early engagement, initiating training, and helping them get the most out of working with you.
It might start with a simple workflow that notifies the channel manager of a new application. From there, it can spider out into sending contracts, providing useful resources, and offering personalized training.
Because it’s the first contact new partners will have with you, it’s one of the most important steps in a channel-partner relationship. This very first phase is all about making a good initial impression – and remember, first impressions are everything in the business world.
If your onboarding process doesn’t live up to partner expectations or partners have a confusing or frustrating time, your relationship will start off on the wrong foot.
Your Strategic Partner Onboarding Process
It’s vital that you put an onboarding process in place before you start building partner relationships – particularly if you’re juggling several different partner accounts. There’s a lot that can go wrong when it’s not all tight and well planned out; for example, you might experience communication issues, lose credibility, and misplace documents in the ether.
This is why you need to be strategic about your process right from the very start.
There are two key elements that you should consider during the onboarding process, both of which require a strategic and streamlined process:
1. The business element, and how you’re going to pass around important documents in a timely fashion
2. The relationship element, and how you’re going to communicate with your partners in the long-term
Streamlining the process means creating a system that can be partly automated and consistently replicated, which is where a PRM (Partner Relationship Management) solution comes into play.
These tools provide a portal where all documents and information can be accessed in one place, and somewhere for you and your partners to communicate quickly and easily. These are just two of the benefits of a PRM solution, though.
Automation is a key part in keeping your onboarding process as quick and as smooth as possible without having to navigate pesky bottlenecks that happen when things are done manually. PRM solutions can automate the contract signing stage by using integrated e-signature apps, or automatically activate users once they’ve signed a contract and agreed to your terms.
From there, you can store important documents in the portal so that partners can access them as and when they need them, as well as information on training and any digital workshops or education.
A Place to Store Your Resources
PRM solutions are intuitive from both the company side and the partner side of things, and keeping all your resources in one safe place can save the inevitable backwards- and forward-ing that comes from sending important documents out via email.
In your PRM portal, you can store resources like:
- Customer references, testimonials, and reviews, so partners have easy access to information from satisfied customers to send to their prospects.
- Customer use cases, so the partner can gain a deeper understanding of how past customers put your solution or product into practice.
- Partner playbooks, to help partners with any questions they might have about your product or solution. This might include information like pricing, links to sales tools, and your value propositions.
- Key pieces of training that help partners put sales and marketing techniques into practice or that help educate them on the things your product or solution can do.
One of the other major things you’ll be looking out for when you’re generating new partnerships is key influencers. These are the people you’ll want to engage the most and give special attention to if you can.
While the onboarding process will be as long as you need it to be to get people signed up and armed with all the information they need, you also want to focus on engaging key influencers or prominent partners from the get-go to avoid stalled relationships or their interest in your product fizzling out.
By now you know that new partnerships are an expensive proposition for both you and your partners. Not only does it require you to invest in key resources, training, and marketing, but it also requires you to create a strategic onboarding process that gives a great first impression. If your partner onboarding process misses the mark, you could end up losing out on great partnerships and seeing your whole partner program flop entirely.
To put it bluntly, the stakes are too high for you to get it wrong.
About the Author: Scott Miraglia
Scott is the CEO of Elevation Marketing. He is a balanced risk-taker with nearly three decades of experience starting and growing advertising and marketing agencies. His business acumen is matched with a drive to build creative teams that thrive in open, collaborative work environments. Scott seeks out the best creative individuals, not only to provide quality service to clients, but to also help shape the future direction of Elevation Marketing. He remains dedicated to helping his talented teams develop unique and effective integrated marketing programs that help employees realize their full potential while serving up impressive business wins for clients.
The post Why It’s Crucial to Get Your Partner Onboarding Process Just Right appeared first on Partner Relationship Management Software (PRM).
Lead tracking is the process of determining the source of leads, actively monitoring where leads are in the sales and marketing funnel, and pursuing the appropriate actions to move the lead to the next stage and close the sale.
Jules Tompkins and Carolyn Lyden contributed to this post.
Why do sales and marketing need lead tracking?
Lead tracking helps sales and marketing departments seamlessly work together to find more qualified potential leads and close more sales. Additionally, lead tracking will often help you create a better user experience for your audience.
Effective lead tracking can help marketing departments determine where their leads came from, and how those leads reached out or were contacted, which helps marketing teams discover which campaigns are bringing in the most qualified leads. From there, the marketing team can pass qualified leads to their sales department with all the information needed to close the lead and complete the conversion.
Implementing proper lead tracking means that your sales team has all the data they need to customize and individualize their approach for each prospect, making a conversion or sale that much more likely.
Where and how do you capture leads?
Above all other considerations, it’s critical to first know how you’re capturing a lead’s information, and where that information is stored. Most organizations capture lead data from a variety of inputs and activities: Trade shows and other in-person engagements, data entered in web forms, and inbound phone calls to the business, to name a few.
Consolidating information from these inputs is critical to this process. Most sales and marketing organizations use CRMs like Salesforce or HubSpot to keep information on their leads and prospects.
How to collect lead information (and what to collect)
By collecting and sorting data on your lead’s identity and needs, you’ll be able to properly track their progress through the sales funnel. You’ll also want some piece of contact information — typically, the prospect’s email address or phone number — so you can follow up with them.
In digital marketing, lead information is primarily collected through web forms. The more information you can collect about your lead, the better, as this can be used to not only further engage them but also to inform future marketing efforts.
As an example, if you can determine that a prospect found their way to your website through a particular campaign or through searching for a specific keyword, you can use this data to build future campaigns, or double-down on the ones you’re currently running.
If you’re capturing lead information in person — say, at a tradeshow or at your place of work — you may want to use a lead scanner. Or, if you’re capturing lead information over the phone, call tracking software can be extremely helpful.
How do you qualify leads and prospects?
Sales departments use different models to determine the real value of a lead or prospect. IBM developed the BANT model (Budget, Authority, Need, and Timeline) in order to qualify their prospects. However, some thought leaders like Ash Alhashim now claim that the BANT model is outdated:
“The biggest problem with BANT, though, is that it assumes that the customer not only has budget, a need, and a timeline for evaluating and purchasing software in place: As a prerequisite, it assumes that the customer is aware of the fact that they should be buying a product like yours in the first place.”
The generally accepted sales and marketing lead qualification types include:
- Inquiry: A user whose interaction demonstrates potential interest in your service or product.
- Marketing Qualified Lead (MQL): A lead whose interaction with marketing materials indicates they had potential to become a closed opportunity.
- Sales Accepted Lead (SAL): This is exactly what it sounds like — an MQL that sales has accepted as a potential lead.
- Sales Qualified Lead (SQL): In theory, sales would use the BANT model (or another standard) to determine if the lead is ready for the next steps in the sales process.
- Closed/Won Opportunity: The lead purchased the product or service.
And according to Marketing Insider CEO Michael Brenner, “An inquiry is a person who has done something to express interest in understanding how to solve a problem… A lead is a qualified business opportunity. The only way to know whether an inquiry is a qualified business opportunity is to ask them.”
This funnel varies for different industries, but in general, requires that sales and marketing closely coordinate their efforts and share vital data about lead status.
So then how do these two departments work together to bring in inquiries and turn them into closed deals? Lead tracking.
How does lead tracking work?
Modern software and tools allow marketers and sales reps to track where inquiries came from, and monitor prospects as they develop into variations of qualified and accepted leads throughout the funnel. Multiple tools often integrate together to make this happen — this includes marketing automation tech, customer relationship and lead management software, and call tracking services). These tools usually track multiple touchpoints across channels, both online and offline.
Why is lead tracking important?
Lead tracking gives marketers the data they need to track how leads contacted them, improve campaigns, personalize their efforts, and increase ROI. Similarly, it gives sales the personalized pain point information per lead that they need to close the deal. In essence, lead tracking is the tool set sales reps and marketers use their jobs more effectively.
SiriusDecisions, a research and advisory company, reported in a recent study that, “B2B organizations with tightly aligned marketing and sales achieved 24 percent faster revenue growth and 27 percent faster profit growth over a three-year period.”
Lead tracking can also help fill gaps and blind spots in the marketing and sales processes. An estimated 75 percent of marketers have trouble calculating ROI because they don’t know the end results of their campaigns. Meanwhile, 42 percent of sales reps feel they don’t have enough information before making a call.
For modern digital marketers, lead tracking tools are mission-critical because of how they help bridge this gap between data and communication.
Why call tracking is crucial to lead tracking
Research published by Salesforce shows that 92 percent of all customer interactions happen over the phone. Once the sales team connects with a lead via the phone, call tracking is the obvious continuation of the lead tracking and attribution process.
Tools like CallRail’s call attribution and analytics features provide the data needed by sales and marketing teams to synchronize their efforts and optimize their performance. Call tracking software tells marketers:
- What campaigns drove the most leads to call
- Which keywords to continue to target
- What mediums are reaching the right target audience
Additionally, combining your lead tracking efforts with call analytics data gives sales reps and account executives the upper hand in:
- Knowing which callers are true SQLs through call scoring
- Setting up new sales reps to succeed and continue sales training with call recording
- Faster response times (30 to 50 percent of sales go to the vendor that responds first)
Today, lead tracking is critical to the sales and marketing process. The toolset available to marketing and sales departments means less manual data entry, better attribution models, more intuitive sales processes, and happier customers.