Co-selling in a multi-partner world
What does co-selling mean in today’s multi-partner world? Every sales opportunity is shaped by partners long before your customers ever speak with an account executive.
PartnerTap blog
Best practices and thought leadership from the frontlines of multi-partner selling
These articles are written for humans by humans. Unlocking all the untapped value in your existing partner ecosystem requires a new approach, new technology, and new best practices. Every article on the PartnerTap blog is written by an expert on the frontline of multi-partner selling and multi-partner GTM transformations at the largest companies in the world.
Articles
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The opportunity cost of not building a multi-partner selling program in 2026
Every CRO wants more partner-involved deals — they are bigger, close faster, and close at higher amounts. So why do most companies still lack the data to run them at…
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Impress Your CRO in 2026 with a Multi-Partner Selling Program that Delivers New Pipeline and Revenue
The issue most partner executives face in Q1: how to walk into the room with numbers the CRO and the rest of the c-suite already care about.
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Revenue is Now Multi-Partner
The highest-performing revenue organizations win on how effectively they orchestrate multiple partners around accounts and opportunities at scale.
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“Power of 3” Sales Program Playbook
SAP’s industry-leading blueprint for multi-partner sales, written with Laura Merkelo (SAP), Rebecca Jones (Bridge Partners), and Judy Loehr (PartnerTap).
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The Multi-Partner Selling Imperative for 2026
Whether you are a hyperscaler driving consumption or a tech company building next year’s plan, scaling multi-partner selling belongs at the top of it.
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The Wake Up Call: What Does Your Operating Plan Say About Partnerships?
Does the partner team show up on the revenue side of your operating plan, or the cost side? The answer should be simple: to sell more. Period.
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How Ecosystem Aware Agents are Rewriting Enterprise Sales
Inside the largest companies in the world, AI is no longer a pilot program — and the partner ecosystem is the context those agents are missing.
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The Happy Hour I Wasn’t Invited To and the Billion Dollar Vision It Sparked
There is always that one moment that changes everything. For me, it was a happy hour I wasn’t invited to.
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The biggest shift happening in enterprise sales (and how to win it)
Over the next five years sales teams will look nothing like they do today. AI is changing the work — but partners are changing the deal.
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Co-Selling Best Practices
What to do, what not to do, and best practices for building a productive co-selling relationship with salespeople at your partners.
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The Co-Selling Manifesto
The hard truths, choices, urgency, and principles revenue leaders must embrace to avoid relegation.
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Co-Selling First Principles
The first principles of common decency companies must embrace and enforce when selling with partners.
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Partner KPIs Next-gen Sales Leaders Will Track in Every Account
Next-gen sales leaders will track partner KPIs in every account and intentionally increase selling with partners over time.
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9 Step Co-Selling Enablement Framework
A 9-step process to give companies a clear framework to enable their sales teams to co-sell effectively with partners.
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The official definition of co-selling
Co-selling is the active collaboration between sales people across companies to source, influence or accelerate a sales process.
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The Co-Selling Movement
Reflections on eight years pioneering the co-selling category, and why the transformation movement really took off in 2024.
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The New Salesforce State of Sales Report Explains Why Co-Selling Is So Important
Salesforce Research data shows selling with partners aka co-selling is a top priority for sales professionals and CROs.
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The Rise of Co-Selling Trailblazers
Co-selling Trailblazers are inspired by new co-selling best practices and emerging career opportunities. Highlights from an AMA recap.
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New Ecosystem Role: Co-Sell Quarterback
The Co-Sell Quarterback is an emerging role that drives top-of-funnel co-selling conversations at scale and tracks net new pipeline.
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Shifting Vendor and Partner Power Dynamics in Co-Selling
A PartnerTap CEO keynote about the shifting power dynamics between vendors and partners in co-selling.
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Five New Co-Selling Leadership Opportunities
Five new co-selling leadership roles and opportunities shared in a PartnerTap CEO keynote at WOC-WEST 2024.
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