How HubSpot Scaled Channel Sales to 40% of their New Business w/Peter Caputa @HubSpot

Peter Caputa joined HubSpot as employee 15. After petitioning to start HubSpot's Agency Partner program, HubSpot's CEO reluctantly let him in 2009. Pete was responsible for the program and the team as recently as January 2016. The program is now responsible for 40% of HubSpot's new customers and cited as a major factor for leading HubSpot through a successful IPO and its accelerated growth rate since going public, not to mention the success of many marketing agencies and their clients.

In This Episode You'll Learn Four Steps to Optimize Your Partner Program:

• Step 1: Think Marketing (Not Sales) When Recruiting Resellers


• Step 2: Solve Your Resellers’ Challenges First, Then Focus on Their Clients’ Challenges


• Step 3: Don’t Sell a Product — Sell a Platform


• Step 4: Keep the Barriers to Entry Low

Links and Resources Mentioned in This Episode:

• 7 Steps HubSpot Used to Scale It's Channel Sales Program


• 22: How Client Success Accelerates Sales w/Dean Robison @InsideSales, Dan Steinman @ Gainsight, Jim Steele @InsideSales


• More sales advice from Pete Caputa