Ari Salafia

A lot of the things we're going to say here are super obvious, but we forget that simple things in execution can be phenomenal.

we'll send this out afterwards to anyone that wants to email me, but you want to plant the seeds, right?

So you want to identify the buyers, the advisors, the channels that you're going to need.

So for us, again, accountant firms, VCs, accelerators,

Then you want to build an engaging relationship.

And these are things that don't always actually take a lot of time.

But it's really important that you're consistent with these activities, right?

So just like you would with a sales cycle like building

A cadence with partners and influencers is extremely important.

So the elements.

So if you want to build an engaging relationship, you're going to have to identify what are the things that I can do on a consistent basis that are going to remind my influencers that we're around, we're here to add value, et cetera.

For us, we authentically engage with their brand.

We'll come up with co-marketing strategies that could include a shared blog post, that could include a joint hosted webinar.

A lot of folks are looking for content, so we try to pinpoint kind of

easy ways that we can consistently show up with each one of our partners.

And I mean, it's kind of funny.

Sometimes even it's like just going on LinkedIn and liking some of the things they're doing or promoting some of the things they're doing.

Like those things pay off over time.

And that's been a huge kind of a huge thing for us.

Shine, educating the referrer.