In last week’s GoToEco article we introduced the need for a standardized 6-step Co-Sell Orchestration Playbook & Program. The 6 steps are broken into Planning (Focus, Alignment and Ops) and Execution (with Partner, Process and Reporting): In this week’s article, let’s dig into the details of each of

Partner Teams are now poised to unlock ecosystem potential armed with co-sell motions that result in predictable revenue. Through business-case alignment with their Revenue Teams, Partner Teams, and Partners can finally receive the support required if they follow a planning and execution-based program that orchestrates and standardizes their approach to

It's not a walk in the park either Partnerships isn't the same as sales and marketing. Anyone can learn it by adding just a little nuance to what they already know. I had a 20min chat with a Marketing Leader at a fast-growing SaaS company. He was struggling with deciding

In last month’s column, we talked about Co-Sell Orchestration as the new imperative for every partner team. We explained the different co-sell segments, Co-Sell Orchestration objectives, and key processes and roles, and responsibilities. Today, we’re excited to present the story from the POV of the Revenue Team, starting

Use these tips to crush quota: 1. Use easy-to-understand words that mean something to people — like co-sell. 2. Solve big pain/problems — like $MM wasted on SDRs when there is a 4x better solution — co-sell with folks our prospects and oppts trust. 3. Only mention Partnering or Ecosystems because it

If you want growth, make sure to stretch Structured, tech-enabled processes are the cornerstone for scaling partner-led growth. But there's a secret ingredient - adaptability! Embrace the art of flexibility. Don't be afraid to bend the rules and make exceptions. You'll ignite growth, and foster deep relationships and continuous improvement.

In last month’s column, we talked about why it was important for partner teams to reposition themselves as partner co-sales experts, given the critical importance of generating net new revenue for struggling revenue teams in B2B SaaS. Today, let’s dig in and explore additional dimensions of co-selling and

Find 'em Imagine you knew that there was a group of existing and potential partners that account mapping showed to have massive customer and prospect overlap with your business. You know who those partners are? 👉 Your Tribe What astonishes me about this is: 1️⃣ Many B2BSaaS companies have these overlaps

I have a terrific hack for partnership teams that want to highlight their ability to drive revenue above and beyond just managing a “channel,” and get the attention of CROs and gain access to their budgets. 👉 Position partnering as a Co-Sell Team and focus on driving intel, intros, and influence