Selling and Servicing Frameworks from a Growing Partner

Owning the Outcome

This week's guest is Tom Richard, CEO and Co-founder of Unlimited Tech Solutions. As his organization knocks on the door of becoming an Elite-tiered solutions partner, Tom shares the selling and servicing frameworks that have proven to be successful in aiding his team's growth. We start with how he frames his organization in the ecosystem (and the name Unlimited Tech Solutions provides a great hint). We talk about the win-win approach his team takes to selling—regardless of whether it's pitching net-new services, reselling software, co-selling with HubSpot, or all of the above. He goes into detail as to how he prioritizes transparency and proper expectation setting. On the servicing side, he talks about his approach to scoping integrated tech stacks and complex configurations of HubSpot, something I know is top of mind for many. And although it can present a great revenue opportunity, we also discuss the occasional headache-inducing experience of being hired to "rewire” the work done by others in a customer's HubSpot portal.