As a new vendor in GlassHive, we created this guide to help you understand what to expect from the program and maximize your potential results for you and your partners.

The ultimate goal of this program is to help your partners generate leads. GlassHive does that in a few ways that add tremendous value to you as a vendor. Creating campaigns and executing marketing in an efficient and scalable manner is easy for GlassHive. This program will shine by having the visibility to understand the dynamics that make partners successful in generating revenue.

When going through the program, you should expect to see your partners generate leads, but also expect to have the visibility to understand:

The value of visibility is paramount in this program. It will provide you with the necessary information to support your partners and understand where they need help.

Many factors affect revenue generation, and you should consider all of these to understand what to expect. Here are a few key points to consider:

Consider what your partners are selling and their target market. For example, a backup service sold to a 20-employee business can have a sales cycle (lead to close) as short as 15 days and up to 45 days, depending on that partner's skills. However, suppose your partners sell enterprise-level products with a relatively high fee to a business with many employees and a larger leadership structure. In that case, you can expect a sales cycle of 6 months or more. You may be on a 3-month program that will generate leads, but you may not see partners enter proposals or generate revenue for three months after the program is complete, depending on the sales cycle.

General marketing philosophy shows us that a good campaign considers three primary phases:

Whether you are on a 3-month program or a 12-month program, these phases always apply, but what can change is the amount of time you are in each stage based on solution type and audience. For example, complex solutions geared towards knowledgeable CIOs can benefit from a more prolonged consideration phase since they most likely are aware of the service but need specific details to be more willing to talk to a consultant about the possibilities. If you have a brand new list of prospects who don't know you very well, they can benefit from a more extended awareness/education phase that will prime them to be more responsive during the consideration phase of the campaign. This can affect how fast or slow leads move through the sales process and may warrant a longer overall campaign to achieve the desired outcome.

Your primary lead type will be top-of-funnel leads in this program. This means they show interest through activities but are not necessarily a “please call me to take my money” form submission. The form submissions may come, but we suggest that partners selected for this program should be able to drive sales velocity by proactively engaging with leads as they interact with your content via emails, assets, and landing pages. Partners in this program will have selected prospects that meet their basic MQL qualifications, such as company size, vertical, location, and contact type before any campaigns are launched. When leads are generated in GlassHive, they will be from the pre-selected prospects that are now Leads because they have taken actions to click, read, download, and/or submit it on your marketing content. A partner’s willingness, sales activity consistency, and quality of follow-up will affect both the speed of revenue generation and the number of deals within a given timeframe.