Through Co-Selling, Relationship Mapping, Structured Close Plans, and Tightly-Aligned Sales Processes
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Why Co-Selling?
Leveraging your ecosystem increases revenue, net revenue retention, lifetime value and significantly reduces customer acquisition costs.
Co-Selling
When sales teams, from two or more companies, combine forces to close deals.
What Industry Experts Say
Partnerships contribute an average of 28% of overall company revenue for high-maturity companies
Most global companies are now actively considering the ecosystem business model given its value-generation potential: growing the core business, expanding the network and portfolio, and generating revenues from new products and services. The integrated network economy could represent a global revenue pool of $60 trillion in 2025 with a potential increase in total economy share from about 1 to 2 percent today to approximately 30 percent by 2025
84% of executives say ecosystems are important to their strategy of disruption
Co-Selling Problems
If not executed effectively, misaligned sales motions, between co-selling partners, leads to frustrated and indecisive buying groups (slipped deals, no decision, etc.).
Forecastable brings all co-selling teams together to communicate, collaborate and operate from the same foundational deal information, regardless of which CRM they’re using.
This results in complete alignment across co-selling partners, which becomes the catalyst for creating an informed and decisive buying group that will not only buy faster, but spend more.
The Secret is Out
The co-selling movement is happening TODAY and some of the biggest brands in the world are doubling down on their partnership strategy as a result.
Google Cloud CEO Thomas Kurian tells CRN about his channel goal to attach 100 percent of customer engagements to a partner, while also touting ‘zero channel conflict’ in the sales field.
“We’re truly doubling down on working with partners in service of our customers. We want to continue to grow co-sell with them and help them transform our customers together”
“PARTNERS KEY TO $1 TRILLION OPEN HYBRID CLOUD MARKET” – “There are industries where partners will have that last-mile knowledge for us. And most of those partners probably need our platform and success to bring software innovation to industry. So it is a phenomenal opportunity for us.”
Rodney Clark: Corporate Vice President of Global Channel Sales and Channel Chief at Microsoft – “The fastest-growing partner segment is expanding at 140%, according to Clark. That group, in addition to pursuing specializations, invests in digital sales via cloud marketplaces, emphasizes partner-to-partner engagement and participates in Microsoft’s Co-Selling Programs”
Karl Fahrbach – Chief Partner Officer at SAP – “The flex co-sell model already accounts for roughly 70% of SAP’s indirect revenue. It’s catching on very, very quickly. I feel that the alignment has never been better with our partners.”
