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Sellers from an acquiring company and an acquired company mapping shared accounts for a post-acquisition cross-sell motion

Post-Acquisition Cross-Sell: Live in the First 100 Days

The post-acquisition cross-sell window is short. Here is how to treat two sales teams and two partner ecosystems like co-sell partners, set credit rules, and get the first GTM motion live in weeks, inside 100 days.

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Editor's Picks

Partner Channel Marketing: What It Is and How It Works

Short answer Short answer: Partner channel marketing is marketing you run with and through your partners to reach their customers, instead of only marketing direct to your own. It covers co-branded campaigns, through-partner demand generation, market development funds, and partner enablement content, and it works when it is tied to a sales motion and to […]

Channel Marketing Best Practices That Actually Work

Short answer Short answer: The channel marketing best practices that hold up are the ones that tie every joint activity to attributable pipeline: a real joint value proposition, funds tied to outcomes, plays that fit the partner’s audience, agreed lead routing, and attribution that shows what produced. They work because they treat channel marketing as […]

Partner Marketing Program: What It Is and How It Works

Short answer Short answer: A partner marketing program is the structured way you plan, fund, and run demand generation together with your partners so both companies create pipeline neither would create alone. It works when the joint activity produces attributable pipeline and both sides can see it, and it fails when it turns into logo […]

A vendor AE and a partner AE jointly presenting to a customer buying committee in a conference room with a shared account plan on screen, deep navy and warm amber palette

Co-Sell Motion: The Five-Part Operating Model

What is a co-sell motion? Short answer: A co-sell motion is the repeatable operating model two companies use to find, work, and win deals together. It is the structured how of selling with a partner, distinct from the relationship that makes a partnership exist, and it is what turns a signed agreement into shared revenue. […]

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A partner manager and an account executive filling in a printed co-sell plan template on a conference table, a joint account list and a deal-stage map visible between them, deep navy and warm amber palette

Co-Sell Plan Template: A Field-Ready Structure

What is a co-sell plan template? Short answer: A co-sell plan template is a reusable structure two companies fill in to define how they will find, work, and win deals together. It replaces the vague intent of a signed partnership with named accounts, named owners, and a cadence, so the partnership has an operating plan […]

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Two colleagues in business attire point at a large screen displaying a spreadsheet with a bar chart and a deal-registration form.

Co-Sell Platform: What It Is and How to Choose

What is a co-sell platform? Short answer: A co-sell platform is the software two companies use to find shared accounts, register joint opportunities, and track the pipeline they build together. It connects two CRMs so that overlap, deal status, and attribution are visible to both sides without anyone exporting a spreadsheet. The phrase covers more […]

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Two account executives from different companies running a joint discovery call with a customer, a printed co-sell playbook with deal stages open on the table, deep navy and warm amber palette

Co-Sell Playbook: The Repeatable Deal Structure

What is a co-sell playbook? Short answer: A co-sell playbook is the repeatable structure two companies follow to take a joint deal from a shared account to a closed win. It defines the stages, the moves at each stage, and the owner of each move, so every joint deal runs the same way instead of […]

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A vendor account executive and a partner account executive presenting a joint business case to an economic buyer across a conference table, a one-page value summary visible, deep navy and warm amber palette

Co-Sell Playbook for the Economic Buyer

What is a co-sell playbook for the economic buyer? Short answer: A co-sell playbook for the economic buyer is the structure two companies use to bring a joint deal to the person who controls the budget. It coordinates both sellers around one business case aimed at one decision-maker, so the budget holder hears a single […]

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A partnerships leader walking two account executives through a co-sell playbook template on a wall monitor, a printed roles-and-ownership matrix on the table, deep navy and warm amber palette

Co-Sell Playbook Template: Sections That Matter

What is a co-sell playbook template? Short answer: A co-sell playbook template is a reusable document structure two companies fill in to run joint deals the same way every time. It standardizes the sections of a co-sell playbook, so the fifth partner playbook is a configuration exercise rather than a blank page. A template is […]

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A partnerships leader running a co-sell program review with two partner managers and a chief revenue officer, a program scorecard on the wall monitor, deep navy and warm amber palette

Co-Sell Programs: How They Actually Produce

What is a co-sell program? Short answer: Co-sell programs are the structured systems companies use to run joint selling across many partners at once. They are the layer above an individual co-sell motion, governing partner selection, the operating model, enablement, attribution, and review, so co-sell becomes a predictable revenue source rather than a set of […]

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A partnerships leader walking a chief financial officer through a co-sell reporting dashboard on a wall monitor showing sourced and influenced pipeline, deep navy and warm amber palette

Co-Sell Reporting: Metrics Finance Will Fund

What is co-sell reporting? Short answer: Co-sell reporting is the practice of measuring joint selling so finance can fund and forecast it. It captures what a co-sell motion sources, influences, and closes, in the same fields and with the same rigor as direct-sales reporting, so partner pipeline becomes a number a chief financial officer trusts. […]

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A revenue operations lead and a partner manager mapping a co-sell tool stack on a whiteboard with three labeled layers, a laptop showing an overlap account list nearby, deep navy and warm amber palette

Co-Sell Tools: The Three-Layer Stack

What are co-sell tools? Short answer: Co-sell tools are the software two companies use to find shared accounts, work joint deals, and report on the pipeline they build together. They span three distinct layers, ecosystem data, partner program operations, and marketplace co-sell operations, and most teams need a tool from more than one layer. The […]

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A partner manager and a partner marketing lead reviewing a joint plan on a wall monitor split between a campaign calendar and a deal-review agenda, deep navy and warm amber palette

Co-Sell vs Co-Marketing: Where They Differ

What is the difference between co-sell and co-marketing? Short answer: Co-sell vs co-marketing compares two partner motions that work at different stages of the same funnel. It is not a question of which to pick: co-marketing creates joint awareness and demand, co-sell works joint deals to a close, and a mature partnership runs both with […]

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