Published: 10 May 2024
As buyer demand for end-to-end solutions increases, so does the need to carefully orchestrate co-selling activities between partners. This research identifies common pitfalls and provides steps product marketers can take to mitigate challenges with co-selling in partner ecosystems.
Poor planning by technology vendors and their partners when co-selling end-to-end solutions leads to mixed messaging, lack of sales readiness and misalignment with buyers.
Efforts by partners to develop opportunities with joint prospects fail to reach their goals when there is limited account mapping, no clear sales process or a lack of rules of engagement.
After a deal is won, without a clear strategy for customer support or for managing upsell and cross-sell opportunities, customer success is at risk.
Avoid lack of clarity and sales readiness among sellers by providing a planning process that includes partner selection, routes to market,
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