Name/Title: David Chirakal, Senior Director of Marketing Technology
Agency URL: quarry.com
Do you run Gmail? Yes
Services: B2B Lead Generation, Content Marketing, Data / Analytics, Email Marketing, Videography, CRM Implementation / Integration, Research
Best Clients: B2B Software, Enterprise
Employee Count? 50-200 employees
Who’s in your stack now?
Internally = Oracle Eloqua, Salesforce, Leandata, Uberflip, FullCircle, Tableau, Alterix, ZoomInfo, Mintigo, Bombora and Demandbase. We’re platform agnostic, but we see these a lot and fill in holes with = Oracle Eloqua, Marketo, Uberflip, Vidyard, Mintigo, Bombora and Demandbase.
Who are your current partners?
Oracle, Uberflip, Vidyard, Mintigo, Demandbase, Leandata, Drift
Do you receive referrals from any partners?
Yes, Demandbase and Uberflip
How long after becoming a paid user did you decide to join your largest partners’ partner program?
Tell us about the tools you partner with and why?
Demandbase and Uberflip are committing referrals at the moment – both because they know how we take care of clients. Demandbase has a ton of confidence in our Account-Based Marketing strategy. We help their clients think through this strategy which they know makes their platform ‘stickier’. Uberflip appreciates Quarry’s philosophy around content marketing as a foundation for demand marketing. And again, they experience lower attrition when they refer to us. We meet with their alliance and sales teams regularly. The feedback is that sales velocity is sped up when a partner is involved.
What has prevented you from partnering with software?
- Dealing with Partner Managers is a headache,
- Lack of alignment all around,
- Remaining unbiased / agnostic.
Why have you passed on software partner offers in the past or chosen to leave former software partner programs you were affiliated with?
The biggest challenge we have with saas partnerships is the management of expectations – we are not a reseller of tech. Dealing with the partner teams that have revenue KPIs is usually difficult. We are agnostic with every new project/client. And most partner teams want us to push their software when we are not set up to do that.
Do you sell retainers?
Do any of these retainers require new software licenses for your clients?
Most of our services are bespoke and creative. That being said, we do have some services that rely on certain software. i.e. Procurement is an issue to get onto new saas – it will take too long to get approval. i.e. A security assessment would put them off the timeline. These situations require us to white-label our saas account outputs to them.
1. Account intelligence – like intent data.
2. Contact data services – analysis and enrichment.
3. Data dashboard development – using tools like Tableau.
4. Content hub creation – using Vidyard and Uberflip.
Expected ANNUAL revenue from your partners?
$10,000 – $50,000 / year
Do you pay for software subscriptions that actually belong to the client?
Yes, we do that through every client and provider – where we pay for software on behalf of a client.
What type of new software would benefit your goals most in the coming months/year?
DSPs or CDPs, Intent data, Direct Mail providers as well.
Do you white-label any of your services for other agencies?
Yes, it’s rare, but we do white label for other agencies.