January 17, 2024 Over the past few months, we’ve written a couple of articles on the value of Ecosystem Clusters (see the series here). These focus on how ecosystem orchestration, leveraging Nearbound co-selling, and assisting across more than one tech partner program, can drive new ARR. The...
November 3, 2023 Co-selling is getting a lot of attention these days as organizations realize that selling with partners yields higher returns, faster time to revenue, and longer-lasting customer relationships. It helps direct Sales teams counter declining returns from traditional outbound motions. Co-sell opportunities and requirements Much of the...
August 16, 2023 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...
August 10, 2023 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...
July 13, 2023 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...