Gartner Research

Tech Go-to-Market: Improve Co-selling Activities With Partners When Selling Digital Business Solutions

Published: 21 June 2017

ID: G00321161

Analyst(s): Mark Paine


TSPs selling digital business solutions must present the "whole product" collectively with partners for enterprises to visualize how it can improve business outcomes. Technology business unit leaders responsible for sales execution should follow the three "C's" of co-selling to improve results.

Table Of Contents
  • Key Challenges



  • What Is Co-selling?
  • When Do You Co-sell?
  • What Are You Co-selling?
  • Collaboration
  • Coordination
    • Rules of Engagement
    • The Sales Process
  • Commitment

Case Study

  • Summary

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