1. Our call will begin in just a moment Please dial in to GoToMeeting...

2. 2 HubSpot Partner Success Workshops Thursdays, Bi-Monthly @ 2pm EST Your Host: Nick “Sal”vatoriello Senior Inbound Marketing Consultant http://nicksalinbound.com/

3. Recognition Polaris PR – IM Success KBK Communications – Sales Success VAR Announcements/Calendar 1 2 3 4 Our Agenda Attitude/Final Thought 5 3

4. Partner Success Workshop Archive Page http://bit.ly/VARPSW

5. PC MAC CHAT WITH US! MESSAGE ME USING THE QUESTION PANEL: -1.) Who you are, where you’re calling from -2.) Name of business -3.) What you’re excited about

6. 1 Recognition…

7. Recognizing [Movers + Shakers!]

8. Leaders in: Activation + Usage + Results VAR All-Star Board:

9. Your Partner All-Star Product Usage Leader Board: 11-09-2012

10. Question: If you haven’t begun, when will you start? What can we help you with?

11. Which VARs just got HubSpot Certified since last meeting?

12. 3 Solutions 8! (IMC = Tim Dearlove) 2 Canopy Media (IMC = Al Biedrzycki) Revenue River! (IMC = Al Biedrzycki) Movable Content (IMC = Adrianne Mayshar) 4 1

13. Month 1 (Integration and Lead Gen) Month 2 (Campaign Development) Month 3 (Advanced Campaign) Months 4-8 (Selling and Onboarding) Months 9+ (Account Management and Retention) HubSpot VAR Training Overview  PARTNER TRAINING: Campaign Building: Lead Generation  PARTNER TRAINING: How to Run an Account Review with your Client  1:1 Goal Setting & Planning  1:1 Campaign Progress Assessment  Landing Pages Session  CTAs and Thank You Pages Session  Email Training Session  Contacts and Prospects Training  PARTNER TRAINING: Campaign Building: Promote  1:1 Marketing Performance Evaluation  PARTNER TRAINING: Driving ROI  PARTNER TRAINING: Pricing and Packaging for Agencies  PARTNER TRAINING: Winning with a Consultative Sales Process  PARTNER TRAINING: How to Onboard HubSpot Clients  1:1 Onboarding Strategy  PARTNER TRAINING: How to Renew & Retain your HubSpot Clients  Ongoing Product Training  VAR Orientation Session  Workflows Training Session  Keywords Training  Blogging Training  Social Media Training  Sources and Competitors Training Register for Product Training Sessions: http://academy.hubspot.com/hubspot-product-training-classes-registration-page/http://academy.hubspot.com/hubspot-product-training-classes-registration-page/ Register for Partner Training (Mandatory) Sessions: http://academy.hubspot.com/Partner-Classes/hubspot-partner-training-main-page/http://academy.hubspot.com/Partner-Classes/hubspot-partner-training-main-page/ Schedule 1:1’s with your consultant or Deedee (dperry@hubspot.com) **The training classes must be completed PRIOR to each 1:1 session in order to make your consulting hours the most effective

14. Question: Have you completed the VAR Campaign Courses?VAR Campaign Courses If not now, when? If not you, who?

15. Sales Tiers Success MOVIE

16. VAR On-Boarding Success Training: GUEST STAR…

17. Shelley Pringle is principal and founder of Polaris PR Inc. We’re a hybrid agency that helps clients build their profile, get found online and convert leads into customers. PolarisPRInc.com @ShelleyPringle | linkedin.com/shelleypringle

18. 18 POLARIS PUBLIC RELATIONS 3 2 1 HubSpotter Since: June 2012 www.polarisprinc.com Shelley Pringle: Principal Number of HubSpotter Powered Clients : Onboarding our first client now Success with HubSpot: UV +136%; Visits to contacts +594%

19. 19 POLARIS PR’s G P C T 3 2 1 Goals For HubSpot: Plan/Strategy: Challenges You Faced Before HubSpot Increase revenue 300% in 18 months; Move from project- to retainer-based clients (0 in June); Add additional expertise to agency services Use Polaris PR case study to show new clients the benefits of inbound marketing Behind the times; Difficult to show ROI of traditional PR & social media Timeline It’s taking longer than we thought; Difficult to create good content regularly; Need to leverage online efforts more with offline

20. Web visits: + 136%; Visits to Contacts: +594%

21. 21 Polaris’ Inbound Story 54 3 2 1 Securing our first HubSpot customer HubSpot’s process connected the dots between PR, social media and the bottom line This opportunity didn’t knock at the best time—we weren’t yet certified. Strategy trumps tactics; Work with your Channel Manager; 1 step ahead of your client is OK Augment our core services of strategy & content creation with SEO & PPC

22. Big agency thinking. Small agency attitude. Subscribe to our blog: www.polarisprinc.com/blog Follow me on Twitter: @shelleypringle Send me an idea for a guest post (SEO, PPC, other): shelley@polarisprinc.com

23. Resources: “ HubSpot Items that helps us in our new business pitch” 1 1 What is Inbound Marketing? GREAT SUMMARY DOC 2 HubSpot Product Overview to use with Qualified Opportunities

25. Let’s Brainstorm What’s 1 key take away? What’s 1 next step?

26. 2 Leadership Speaker… MOVIE

27. VAR Inbound Marketing Success Story

28. www.kbkcommunications.com Katie Gutwein Director of Marketing & Social Media @kbkcomm kfassl@kbkcommunications.com Ramona Gutwein Assistant

29. 3 2 1 HubSpotter Since: July 2011 Number of HubSpotter Powered Clients : Six Industries Served: Healthcare Manufacturing & Distribution

30. KBK’s G P C T 3 2 1 Goals For HubSpot: Plan/Strategy: Challenges You Faced Before HubSpot ANSWER THE “NOW WHAT’S” FOR OUR CLIENTS FORGE LASTING RETAINERS WITH OUR NEW & EXISTING CLIENTS GET BUY-IN FROM OUR CLIENTS’ ENTIRE TEAM Timeline BECOME INBOUND MARKETING EXPERTS CONTINUALLY OPTIMIZE & IMPROVE OUR CRAFT AND THE RESULTS WE DELIVER SHOWING ROI SHORT, SPORADIC TIMELINE THREE MONTHS

31. KBK’S Inbound Story 1 Process: DEVELOP OUR OWN VERSION OF ‘SMARKETING’ FOR OUR CLIENTS 2 Why was this so successful? TWO WORDS: INTERNAL BUY-IN 3 Were there any struggles? “THIS IS YOUR NEW NORMAL.” 4 What did you learn? MAKE OUR CLIENTS LOOK LIKE ROCKSTARS.

32. Weekly Sales & Marketing Email

33. Sales Representative ‘Login’ Welcome Company XYZ Sales Reps. Please sign in below. @xyz.com

34. Sales Representative Landing Page

35. You can do it too.... http://bit.ly/RSSuBy eBook: Tweet me: @kbkcomm email: kfassl@kbkcommunications.comkfassl@kbkcommunications.com

36. QUESTIONS?

37. Let’s Brainstorm What’s 1 key take away? What’s 1 next step?

38. Promotion [Calendar + Resources!]

39. BOOK OF THE MONTH: SWITCH 39 5 4 3 2 1 Chip & Dan Heath What looks like a people problem, is often a situation problem What looks like laziness may actually be exhaustion What looks like resistance, may actually be a lack of clarity Tools you need to motivate change in your organization & clients

40. Mission: 30 minutes a day, every day, then publish a recommendation 40 5 4 3 2 1 Consider recommending vs. reviewing Share the learning. What juicy nuggets? Keep it short: (250-500 words, 2-3 links, 1 descriptive image) Check the facts (author history, where to buy, stats ect.) Draft a bit of the post each day after reading.

41. 41 Final Thought….

42. THANK YOU

43. Partner Success Workshop Archive Page http://bit.ly/VARPSW