Blog

The Co-Selling Movement

The Co-Selling Movement

I co-founded PartnerTap in 2016 to help sales reps co-sell and win more with partners. This wasn’t an easy problem to solve and there weren’t any co-selling solutions in the market. I know - because I was at SAP Concur at the time and I searched far and wide for a...

The Rise of Co-Selling Trailblazers

The Rise of Co-Selling Trailblazers

TL/DR The Salesforce Salesblazer Community was excited to learn about co-selling trends, best practices, and career opportunities. This article shares highlights from a recent Ask-Me-Anything session with PartnerTap’s CRO, Autum Grimm. Last week I had the opportunity...

New Ecosystem Role: Co-Sell Quarterback 

New Ecosystem Role: Co-Sell Quarterback 

TL/DR: The Co-Sell Quarterback is a very cool role emerging in companies with large partner ecosystems. A Co-Sell Quarterback gets to be very strategic and proactive, drive top-of-funnel co-selling conversations at scale, track and get credit for net new pipeline...

Shifting Vendor and Partner Power Dynamics in Co-Selling

Shifting Vendor and Partner Power Dynamics in Co-Selling

In May this year our CEO, Cassandra Gholston, delivered a keynote at the Women of the Channel West conference in Palm Springs about the shifting power dynamics between partners and vendors and the new opportunities this creates for co-selling.  During this talk she...

Five New Co-Selling Leadership Opportunities

Five New Co-Selling Leadership Opportunities

Earlier this year I delivered a keynote at the Women of the Channel West conference in Palm Springs about the shifting power dynamics between partners and vendors and the five new co-selling leadership opportunities this creates within companies.  If you missed it,...

The Modern B2B Customer Journey

The Modern B2B Customer Journey

I was recently asked to map PartnerTap’s capabilities to the B2B customer journey. When I got off the phone, I realized I should have asked “Which one? The old B2B customer journey or the modern one?” For the past 20 years the customer journey has started with a...

Co-Sell Transformation Tech Stack

Co-Sell Transformation Tech Stack

Co-selling is suddenly the hottest topic in partner, channel, and sales circles. Why? Because companies are realizing the old sales playbook is broken and finally making sales transformation a top priority in 2024. Co-selling transformation is a journey that requires...

Co-Sell Transformation Pitfalls

Co-Sell Transformation Pitfalls

As outlined in The Sales Transformation Imperative in 2024, companies realize they need a new sales playbook to support modern buyers and win deals with more complex dynamics. Building a high-performing co-selling motion with your best partners is the answer. When...

The 11-Step Co-Sell Transformation Playbook

The 11-Step Co-Sell Transformation Playbook

We know that the old sales playbook no longer works and sales transformation is a top priority in 2024. Companies have changed how they buy products and services for their companies, and sales deals today are exponentially more complex than they were 10 years ago. The...