Nearbound Podcast Nearbound.com

Jared and Isaac discuss the internet's re-platforming towards AI and GPU tech, and potential challenges for SaaS due to automation and consolidation. Listen in to learn how to navigate the "Who Economy" through strategic partnerships and build resilience in a changing market.

Takeaways
The book 'Nearbound and the Rise of the Who Economy' has been well-received, with people implementing the ideas and strategies discussed.Partnerships are an important aspect of marketing, and if people are not talking about you, they are not thinking about you.New terminology, such as 'Nearbound', is necessary to facilitate discussions and explore new strategies.Partnerships play a role in social media and events, and their importance should not be underestimated.Partner-led growth focuses on GTM resources on accounts nearest to the business and its partners. Partnerships are crucial for reaching buyers and should be based on understanding customer preferences and trusted voices.The tech industry is witnessing the emergence of unlikely partnerships, such as Apple and Google, as companies navigate the replatforming of the internet.The SaaS industry is facing disruption and consolidation, with AI and automation potentially reducing the need for certain tools and services.Interdependence and resilience are key in times of disruption, and companies should seek out partnerships that allow them to survive and thrive.The pace of change is accelerating, and companies have a limited time to adapt and create interdependence within their departments.Chapters

00:00 The Reception of 'Nearbound and the Rise of the Who Economy'

08:49 The Debate and Criticism Surrounding Nearbound

25:07 Unlikely Bedfellows: Emerging Partnerships in the Tech Industry

38:37 The Re-platforming of the Internet and the Disruption of the SaaS Industry

Clint Oram, CSO of SugarCRM, dives into the origins of the company as an open-source CRM platform and explains the importance of building an ecosystem and community around a product. Clint shares insights on the challenges and benefits of embracing open source and API-first approaches, as well as the value of creating loyal customers through partnerships. They also explore the mindset of successful founders and the need to balance product development with go-to-market strategies.

Takeaways
Building an ecosystem and community around a product is essential for creating loyal customers and driving growth.Embracing open source and API-first approaches can enable developers to build on top of a product and create value-added solutions.Successful founders understand the importance of letting go and empowering others to drive success.Creating a killer product that solves a real pain point is crucial for long-term success.Balancing product development with go-to-market strategies, including marketing, sales, and customer success, is essential for creating loyal customers. Growing beyond the early adopter market is crucial for sustained growth.Partnerships should be a two-way street, with both sides bringing value and customers.AI has the potential to augment human productivity and solve complex problems.Blockchain can address privacy concerns created by AI.The future will be shaped by AI and blockchain, leading to a more productive and trustworthy world.Chapters
00:00 Introduction and Background
01:20 The Origins of SugarCRM as an Open-Source Platform
08:13 Embracing Open Source and API-First Approaches
13:09 The Importance of Well-Designed APIs
24:34 Creating a Killer Product that Solves a Real Pain Point
25:26 Balancing Product Development with Go-to-Market Strategies
26:06 Growing Beyond the Early Adopter Market
29:52 The Evolution of Partnerships
34:31 The Potential of AI
41:57 The Role of Blockchain in Addressing Privacy Concerns
48:35 Shaping a Productive and Trustworthy Future

Nelson Wang, the Global Head of Partnerships at Airtable, talks about the importance of transitioning from tactics to principles in building successful partner programs. Nelson shares his experience in building partner programs and emphasizes the value of customer interviews and first principles. He also addresses the challenge of long-term thinking in a short-term job market and the importance of assessing customer needs and building trust. 

Takeaways
Transitioning from tactics to principles is crucial in building successful partner programs.Customer interviews and understanding their pain points are essential for building customer-centric partner programs.Sharing lessons and experiences can help others be more successful and make their lives easier.Balancing short-term wins with long-term trust is important in building sustainable partner programs.Assessing customer needs and building trust are key components of successful partnerships. Being customer-obsessed is crucial for long-term success in partnerships.Helping customers reach their desired outcomes is the key to creating value.Saying no and prioritizing key initiatives is essential for success.Quality is more important than quantity in partnerships.

Chapters
00:00 Introduction and Teaser of the Book
01:10 Using Airtable for Workbook Creation
03:06 Transitioning from Tactics to Principles
05:39 The Importance of Customer Interviews
07:17 The Value of First Principles
08:56 Nelson Wang's Motivation to Share Lessons
10:38 Balancing Short-Term Wins and Long-Term Trust
19:17 The Challenge of Long-Term Thinking in a Short-Term Job Market
20:49 Assessing Customer Needs and Building Trust
25:31 Customer Obsession and Long-Term Success
26:27 Setting Up a Partner Program for Long-Term Success
27:04 The Importance of Being Customer-Obsessed
28:01 Helping Customers Reach Their Promised Land
28:29 Making Hard Asks in Pursuit of Customer Outcomes
29:54 Outside-In Approach and Focusing on Customer Outcomes
30:15 Being Bold in Pursuit of Customer Outcomes
31:32 The Importance of Saying No and Prioritizing
32:36 Knowing Your Customers and Partners
33:31 Focusing on Key Priorities at Different Company Stages
34:31 Quality Over Quantity in Partnerships
36:46 Avoiding Shiny Object Syndrome
37:12 The Importance of Making Good Decisions
38:11 The Power of Compound Interest in Partnerships
41:23 Getting Buy-In from Leadership
42:20 Presenting Strategy to CXOs and Boards
44:17 Sharing Strategy and Getting Feedback
46:49 The Importance of Quality in Partnerships

Join Max Traylor, Isaac Morehouse, and Jared Fuller on a rollercoaster ride through the agency ecosystem, where  AI looms large. In this episode, Max unpacks the future of consulting, shares tales from the trenches, and offers a preview of his upcoming book, 'The World's Worst Book for Consultants.' This episode is a MUST listen for those eager to challenge the status quo of the consulting world.

Takeaways
Building trust and confidence with clients is crucial for agencies.Documenting and recording the process can help agencies navigate challenges and build credibility.Strategic agencies that have experience in implementing new services are more likely to succeed.The rise of AI will disrupt the agency industry, but strong relationships with clients' leadership teams will remain valuable. Building strong relationships with trusted partners is crucial in uncertain times.Humor can be a valuable tool in consulting and building connections.Questioning traditional consulting advice and exploring unconventional approaches can lead to innovative solutions.Breaking into people's physical world and providing tangible, memorable experiences can enhance the impact of consulting services.Chapters
00:00 Introduction and Excitement
01:13 The Challenges of Agencies
06:29 Building Trust and Confidence
08:20 Documenting and Recording the Process
10:32 Customer Success as the Foundation
12:00 The Importance of Experience and Trust
13:41 The Role of Strategy in Agency Programs
15:05 Balancing Strategy and Implementation
21:31 The Impact of AI on Agencies
24:52 The Future of Go-to-Market and Trust
30:09 Building Strong Relationships
32:08 The World's Worst Book for Consultants
33:14 The Worst Advice from Consultants
36:39 Humor in Consulting
38:44 The Secret Project
40:19 The Beers of Max
41:20 The Pirate Island Problem
42:34 Breaking into the Physical World

In this episode,  Jacco van der Kooij joins Jared and Isaac to discuss the importance of selling customers what they want and helping them succeed. He emphasizes the role of recurring revenue in driving impact and the need to focus on long-term profitability. They also explores the tension between AI and trust, with Jacco highlighting the need for time to build trust in AI-driven experiences. The delayed adoption of AI in go-to-market motions is discussed, along with the future of AI and the challenge of predicting its timeframe. Jacco predicts the rise of go-to-market quality management and the role of AI as the 'robot' of the go-to-market industry. The conversation concludes with a discussion on the replacement of SDRs by AI and the importance of passion and expertise in achieving success. 
Takeaways 
Buyers are becoming increasingly wary of traditional inbound and outbound strategies, making it challenging to reach them effectively. Trust is the new data, and buyers are more likely to trust voices that have been to the places they want to go. Education plays a crucial role in building trust with customers, but it is important to consider the source and context of the information. Aligning go-to-market motion with the product can lead to faster growth and success. Industry expertise and passion are key factors in building trust and driving sales.Reviews and recommendations from trusted sources are more valuable than ratings alone. Sell customers what they want and help them succeed to drive recurring revenue and long-term profitability. Building trust in AI-driven experiences takes time and requires a focus on delivering value to customers. The adoption of AI in go-to-market motions has been delayed compared to other industries, but its impact will be significant. Predicting the timeframe of AI's development is challenging, but it is important to anticipate changes sooner rather than later. The future of go-to-market will involve the rise of go-to-market quality management and the use of AI as a key tool. AI has the potential to replace certain roles, such as SDRs, in the go-to-market process. Passion and expertise are crucial for success in any field, and individuals should focus on aligning their work with their passions. Embrace change and be prepared to adapt to the evolving landscape of go-to-market strategies. Chapters 
00:00 Introduction and Setting the Stage 
01:21 The Challenge of Reaching Buyers 
06:26 Trust as the New Data 
09:21 The Importance of Education and Context 
13:39 The Role of Education in Building Trust 
19:33 The Challenge of GTM Alignment in Different Industries 
20:28 The Importance of Trustworthy Reviews and Recommendations 
23:37 The Future of Sales: Experts and Passion 
25:53 The Importance of Selling Customers What They Want 
28:12 The Tension Between AI and Trust 
29:06 The Delayed Adoption of AI in Go-to-Market Motions 
30:35 The Future of AI and Predicting the Timeframe 
34:57 The Rise of Go-to-Market Quality Management 
38:02 AI as the Robot of the Go-to-Market Industry
41:41 The Replacement of SDRs by AI 
42:57 Passion and Expertise as the Key to Success

In this episode, Jared and Lizzie Chapman discuss the success of the book 'Nearbound and the Rise of the Economy' and the changes happening in the MarTech and advertising industry. They delve into the concept of collaborative go-to-market (GTM) and RevOps Venture, highlighting the need for a cohesive strategy that brings together product, sales, marketing, and partnerships. The conversation explores the different growth motions, including product-led, sales-led, and partner-led growth, and how they can work together to drive success.

Takeaways:
The days of silos in go-to-market strategies are over, and companies need to adopt a collaborative approach that brings together product, sales, marketing, and partnerships.Different growth motions, such as product-led, sales-led, and partner-led growth, can work together to drive success, and companies should consider a multi-faceted strategy that leverages the strengths of each approach.Language and strategy alignment are crucial in building effective partnerships, and it's important to meet people where they are in their understanding of partnership concepts.The role of partnership leaders is evolving, and they may become more involved in overall business strategy and go-to-market planning.Partnerships require a comprehensive strategy that leverages strengths and considers all aspects of the business.Partner leaders should lean into their background and expertise to drive success in partnerships.The lack of standardization in integrations hinders efficiency and scalability.The network effect of industry standards, such as OpenRTB, can benefit all participants. Blockchain technology may play a role in standardizing integrations and ensuring data accuracy.Chapters:
00:00 Introduction and Book Success 
01:12 Changes in MarTech and Advertising
03:02 The End of Silos and the Need for Collaboration 04:09 Tools and Strategies for Go-to-Market Leaders
05:15 Expanding Across Different Growth Motions 
06:43 The Convergence of Sales and Product in SaaS 
08:31 The Evolving Role of Partnership Leaders 
09:34 Different Approaches to Growth: Product-led, Sales-led, and Partner-led 
13:09 The Overlap and Interaction of Different Growth Strategies 
21:20 The Importance of a Comprehensive Strategy 
23:08 Thinking Holistically and Leveraging Strengths 
24:35 The Role of Mindset in Partnerships 
25:30 The Potential for Growth in Partner Leadership 
28:46 Standards in the Ad Tech Industry 
29:07 The Wild West of Integrations 
33:24 The Need for Standardization in Integrations 
37:27 The Network Effect of OpenRTB 
38:21 The Potential Exhaust and Network Effects of Integrations 
42:15 The Role of Blockchain in Standardization