Mark Roberge on Scaling Strategies From Pitch to Partnership

The GTM Cheat Code | Season 2: Partnerships - Episode #41

The Cheat Code wraps up Season2 with an incredible FINALE where hosts Justin Gray and Josh Wagner sit down for amazing conversation with Mark Roberge , current co-founder of Stage 2 Capital (and former CRO at partnerships juggernaut HubSpot ), on his insights and experiences with partnerships. In this episode, Mark emphasizes the importance of not rushing into partnerships too early and highlights the need for founders to first establish product-market fit and go-to-market fit. Mark also discusses the misconception that partner value propositions are about pitching and emphasizes the importance of asking questions and understanding the customer's needs. He provides valuable advice on building successful partnerships and gaining mindshare within partner organizations.

Takeaways:

1. Partnerships should not be pursued too early in the growth stage of a company. It is important to first establish product-market fit and go-to-market fit.
2. When pursuing partnerships, it is crucial to understand the partner organization's top strategies and how your partnership can address them.
3. To gain mindshare within partner organizations, founders need to motivate sales teams to prioritize their product over others. Strategic partnerships can be instrumental in scaling a business.
4. Understanding the internal value proposition for sellers is important in motivating them.
5. Different types of partners require different approaches and strategies.

Quote of the Show:

"The top third of performing salespeople in the industry speak less than half of the time on the first sales call." - Mark Roberge

Links:

• LinkedIn: https://www.dhirubhai.net/in/markroberge/?
• Website: https://www.stage2.capital/

Shoutouts:

• https://www.hubspot.com/
• https://www.salesforce.com/
• https://www.dhirubhai.net/in/marcbenioff/

Ways to Tune In:

• Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8
• Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190
• Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912
• YouTube: https://www.youtube.com/@CheatCodePodcast