From LinkedIn comment → US Market Leader meeting (exact steps)

Good morning - hope you've had a good week.

Have 8 folks that have joined the email list, so welcome!

Happy with the amount of interest so far with the limited exposure I've provided about what I'm up to.

Here's the rundown:

1/ My role at Echelix has been fascinating...we've developed some incredible AI solutions that have provided some significant business value and the best part is that I have demos readily available to share with clients on my phone. I'll be doing some screen recording etc so that we have a repository of all of our solutions that are easily shareable and accessible to potential clients.

I think the biggest adjustment I'm making is the balance between being a pure seller vs a GTM leader.

I'm leaning heavier on the pure sales aspect right now to help increase revenue but also reminding myself that I'm responsible for setting the framework for how the organization markets itself, the messaging we want to convey and what our offers will look like. It's fun...I really enjoy getting out of the day to day weeds and set the tone for how this company will be perceived. I know that when I start to hire additional sellers, they're going to make a lot of money here and have fun doing it.

2/ Microsoft co-sell motions have been really positive so far as well. I've learned that the reps that know and trust me just want us to deliver...that's all they care about. I had one rep tell me that one of his go-to partners is literally a company of 3 people. Wild. Just reinforces the fact that you need to ensure a great client experience. If it goes well, expect additional business from Microsoft.

Now, more than ever, Microsoft needs reliable partners...be a good person, do what you said you were going to do and good things will happen.

Even more important that you press this on your delivery team.

You can't say "not my job"...you have to stress the importance of this to your delivery team and validate that Microsoft's interests are being served.

Remember, they are Microsoft, and your company is a fraction of their revenue.

You are dependent on them.

3/ I am currently working with a MSFT partner who really doesn't have a salesforce. They have a group of bright M365, Power Plat and D365 engineers and their business growth has been fairly organic / through relationships. They generate revenue through consulting services, support and most importantly CSP. Right now, we're reviewing their accounts, making connections with the MSFT reps on those accounts and making it easy for those reps to bring a "copy/paste" to their similar accounts.

I've also secured a meeting with the US Market Leader for another prominent Microsoft consulting partner to discuss how my efforts will build Microsoft pipeline for his organization. I was able to secure this meeting by connecting with him on LinkedIn, engaging with his content thoughtfully, speaking to one of our mutual connections and then sending a video DM. This meeting will take place in a couple of weeks and I plan to better understand their organization, the priorities, goals etc and then match my services to help him accelerate those.

Thoughtful targeting > spray and pray.

4/ Sales Navigator has been the best tool for both the 9-5 and the solo business. I've created lead lists and been able to hyper target on my ICP in both roles. Highly recommend leveraging this tool to enable focus vs trying spray and pray methods...remember that you are looking for your next client, not 100 intent signals. Get focused, make a play, win/lose, adjust.

I hope you've found this helpful - and if I can be of assistance in building pipeline for your organization through MSFT and LI, I'm your guy.

Have a great weekend & week ahead!

Matt Barron