This article address the issue most partner executives are facing in Q1 – how to impress the CRO and rest of the c-suite.
Revenue is Now Multi-Partner
Revenue is Now Multi-Partner The highest-performing revenue organizations no longer measure success by how many reps they hire or how many calls they make. They win based on how effectively they orchestrate multiple partners around accounts and opportunities at scale....
“Power of 3” Sales Program Playbook
SAP’s Industry-leading Blueprint for Multi-Partner Sales Authors: Laura Merkelo, Senior Director, Power of 3 Partner Sales Program, SAP Rebecca Jones, Chief Growth Officer, Bridge Partners Judy Loehr, Chief Product Officer, PartnerTap Partners have been co-selling...
The Multi-Partner Selling Imperative for 2026
TL/DR Whether you're a hyperscaler that needs to drive more consumption, or a tech company building your strategic plan for next year, scaling multi-partner selling better be a top priority for 2026. 50% of sellers miss their targets Most revenue executives have...
The Wake Up Call: What Does Your Operating Plan Say About Partnerships?
Take a look at your company’s operating plan. Does the partner team show up on the revenue side of the equation, or the cost side? You’re spending money on partner programs, but why? The answer should be simple: To sell more. Period. I’ve talked to several executives...
How Ecosystem Aware Agents are Rewriting Enterprise Sales
I’ve spent my career selling into enterprises. What I’m seeing right now is unlike anything before. Inside the largest companies in the world, AI isn’t a pilot program anymore. They’ve built internal AI boards, they’ve selected LLMs and are actively training...
The Happy Hour I Wasn’t Invited To and the Billion Dollar Vision It Sparked
There’s always that one moment that changes everything. For me, it was a happy hour I wasn’t invited to. I consistently kept the #1 spot in a division and team I helped build from the ground up. Top performer. Accountable. All in. And yet, I still became the outsider....
The biggest shift happening in enterprise sales (and how to win it)
Enterprise sales is undergoing a seismic shift. Over the next five years, sales teams will look nothing like they do today. AI is revolutionizing the way we work, helping us focus on solving complex problems, accelerating execution, and amplifying human potential. But...
Co-Selling Best Practices
TL/DR You received an introduction to talk with a partner sales person about a mutual account…..now what? This article breaks down what to do, what not to do, and best practices for building a productive co-selling relationship with salespeople at your partners. These...
The Co-Selling Manifesto
TL/DR It’s hard to scale beyond billions by yourself. The Co-Selling Manifesto spells out the hard truths, choices, urgency, and principles revenue leaders must embrace to avoid relegation. I wrote this article for people to share with revenue executives who...