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Co-selling: It's a BIG Deal! - Cisco Blogs
blogs.cisco.com
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A paradigm shift: Successful co-selling also requires a shift in people, processes, and technology. Sales teams need to expand their relationships and evolve from a resell to co-sell motion, from single partner to multi-partner, from serving only the IT buyer to serving new buying centers, and from relying on existing compensation to cultivating new compensation plans. “It will be important to demonstrate the impact co-sell has on the partners’ business such as securing new customers, expansion opportunities, and renewal stickiness, to name a few.” Digitization: And finally, you need to digitize by creating an online infrastructure for co-sell collaboration, tracking and reporting. This makes the process easier, faster, and improves trackability (and ultimately, viability) of multi-partner co-sell motions so you can scale growth.