Founded in Athens, Greece in 2015, Welcome Pickups set out to revolutionize the way travelers experience new destinations. The company offers fully automated private transfer and leisure travel services to hotel guests, providing multiple benefits:

1. Enhanced customer satisfaction
2. Additional revenue streams for hotels
3. Valuable guest data collection

To accelerate growth and expand its market presence, Welcome Pickups partnered with Bond to optimize its partnership strategy. The collaboration focused on leveraging existing integration partners and establishing new connections, particularly with hotel Property Management Systems and Channel Managers. These integrations are crucial for delivering a seamless experience to end users.

 The partnership with Bond outlined four key objectives:

1. Boost lead generation from existing target connectivity partners
2. Establish multiple new connectivity partnerships within a 12-month timeframe
3. Implement cross-marketing initiatives with partners to enhance brand visibility
4. Develop one or more value-driven partnership programs

This strategic approach aimed to support Welcome Pickups' product growth in new target markets while strengthening its position within the travel technology ecosystem.

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• Partner Education: Low awareness of Welcome Pickups’ benefits for hotels and integration partners within the community
• Relationship Building: Need to establish connections with target partners in local territories and markets
• Marketplace Visibility: Need for a robust  Welcome Pickups visibility on various partners marketplaces
• Lead Generation: Absence of engagement strategies to drive lead generation opportunities through existing and new partnerships

The strategy involved engaging existing partners to introduce Welcome Pickups’ solution and create opportunities to present to their customer-facing teams.

Our goals were to:

1. Ensure partners recognise Welcome Pickups as a powerful, easy-to-implement solution within their ecosystem.
2. Demonstrate to partners how Welcome Pickups can maximize their clients' success while increasing product loyalty - a win-win-win situation.

We implemented this through:‍

1. Online partner demos and face-to-face meetings in local territories and languages.
2. Providing resources for partners' internal knowledge bases.
3. Enhancing visibility on partner marketplaces by regularly updating Welcome Pickups’ profile with improved content, visuals, and links.
4. Creating a Partner Directory on Welcome Pickups’ website to reciprocate visibility.

Measuring partnership effectiveness:‍

Despite not using dedicated Partner Relationship Management software, we optimized Welcome Pickup's Hubspot CRM to track partner-generated leads and form downloads. This allowed us to:

1. Allocate leads to the correct partners.
2. Train the sales team to properly tag partner-sourced leads.
3. Track key metrics such as new leads, conversion rates, and top-performing partners.
4. Report on specific KPIs, providing clear data-driven insights.

Engagement strategies:‍

After establishing these foundational elements, we focused on engagement and cross-marketing opportunities with existing partners. This approach:

1. Improved results from partnerships.
2. Facilitated sharing opportunities within our customer base.
3. Increased visibility, supporting sales teams in co-selling initiatives with partners.

Our efforts paid off when Welcome Pickups was recognized by Siteminder, a major player in Hotel Tech, as a finalist in three categories:

1. App Partner of the Year
2. Industry Champion of the Year
3. Innovation Partner of the Year

Ultimately, Welcome Pickups won the title of App Partner of the Year in 2023, validating our partnership strategy.

Welcome Pickups also became an official Mews Stacks Partner - a recognition that is surely helping to shed more light about the partnership and that addresses direct visibility towards their clients:

We also started to coordinate many more cross- activities and campaigns with partners such as:

1. Co-hosted Webinars with key partners: split of the responsibilities about the creation of assets, registration links, invitation prospects & customers, etc..
2. Case Studies: https://www.welcomepickups.com/blog/welcome-pickups-hotel-brighton-d-edge/‍
3. Sponsoring events, joining panels and speaking opportunities at tradeshows
4. Co-marketing materials such as custom landing pages for partners
5. Guest Blogs

Through direct communication with partners and assessing their needs, we developed a more tailored value proposition for Welcome Pickups' integration partners, both existing and potential. This approach has yielded several benefits:

1. Enhanced Partner Incentivization: We now have a clear understanding of how to motivate new connectivity partners effectively.
2. Stronger Relationship Building: Our refined strategy allows us to establish robust relationships from the outset.
3. Improved Go-to-Market (GTM) Strategy: We can now craft and implement more effective GTM strategies in collaboration with our partners.

This proactive approach ensures that for each new partnership opportunity, Welcome Pickups is well-equipped to:

• Articulate its unique value
• Align with partner objectives
• Foster mutually beneficial relationships
• Execute joint market entry plans efficiently

By adapting our approach based on partner feedback, we've created a more dynamic and responsive partnership model that supports both Welcome Pickups' growth and our partners' success.

Progress on Partnership Goals (January - July 2024)

1. Sales Pipeline Growth:some text
   • Target: 100 new deals from integration partners by the end of 2024
   • Current Status: Achieved 2/3 of the target in just 6 months
   • Projection: Pipeline expected to significantly exceed initial goal
     
     
2. New Integrations:some text
   • Target: 10 new integrations on the roadmap by the end of 2024
   • Current Status: 5 new integrations developed since January
   • Impact: Bond's expertise in partner identification and go-to-market strategy has been crucial 

Key Success Factors:

1. Effective partner qualification based on Welcome Pickups' criteria
2. Strong go-to-market launch strategies for newly integrated partners
3. Continuous collaboration between Bond and Welcome Pickups teams
4. Emphasis on learning and A/B testing to optimize performance

Future Focus:

• Exceeding established goals
• Enhancing Welcome Pickups' partnership performance
• Innovative, out-of-the-box thinking
• Positioning Welcome Pickups as a model partner and desirable brand for collaboration

This collaborative approach is establishing Welcome Pickups as a leader in effective partnership management within their industry.