Co-selling: It's a BIG Deal! - Cisco Blogs

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1. Recipe for a Successful Co-sell Model: “IT vendors must identify, engage, and nurture an ecosystem of partners to meet customers where they are and how they want to buy.” 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.

   In Partnerships

2. 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.

   In Joint value proposition and messaging

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