Teaching How To Fish…


Every Friday, I prepare the agenda for my 1:1 meeting with Reed Overfelt, our GM.

I send him a snapshot of our scorecard for each month (here's February)

Then, I try to provide some commentary around it...what's going on. For example:

Commentary

  1. We’re starting to break through to the next level of ability to drive registrants. This month, we’ve already hit our reg goal, but the big news is that 50% of our partners have over 20 registrants (6 of them over 30). We still have a ways to go, but getting a bit more scale from the engine.
  2. We’re very heavily backloaded in events this month. 9 of our events are scheduled for 2/20 or later
  3. The snow hurt our first 2 blitzes. The 2nd was cancelled and the first was very reduced attendance (only 10)

This morning, within 20 minutes of each other, I got some nice validation of Comment 1.

From Salena Hauck at BeckIT Systems for their event next Wed. 

the news came that they have hit 32 registrants (whereas 1 week ago they had under 10).  I had offered them some $ if they hit 30 by yesterday and they did. Nice, focused effort.

From Guido Davids and his event next Tuesday.
Now, I had tried to get Guido a speaker, but couldn't. He then said to me, "How about you attending the event and making your Office 2007 spiel part of it?"

After some negotiating, I said, "if you hit 47 by Tuesday 2/20, I'm there."  He's got 52 right now. I'll be in Annapolis next Tuesday morning.

 

It's great to see more and more partners improve their marketing capabilities.


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