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M&A: The Sales Enablement Revenue Opportunity [Part 3]

M&A: The Sales Enablement Revenue Opportunity [Part 3]

The Answer: An Account Mapping Sales Enablement Platform So, now you know what Sales Enablement Teams and Sales Reps need to succeed after a merger, but you don’t know how to get them across the finish line.... We have the solution for you. To drive revenue...

M&A: The Sales Enablement Revenue Opportunity [Part 2]

M&A: The Sales Enablement Revenue Opportunity [Part 2]

Whether your company has acquired three companies, or 300 companies, you know how hard it is to get sales teams working and selling together. Many acquisitions fail to generate the expected revenue growth because they can’t operationalize a joint sales motion. But if...

M&A: The Sales Enablement Revenue Opportunity [Part 1]

M&A: The Sales Enablement Revenue Opportunity [Part 1]

This article series explains the challenges and then lays out a clear framework to accelerate cross-selling and revenue growth immediately after a merger or acquisition.  Getting two distinct enterprise sales teams to work together is difficult for three reasons:...

What Does Digital Transformation REALLY Mean for the Channel?

What Does Digital Transformation REALLY Mean for the Channel?

“Digital transformation is not a product or a solution. It’s a continuous process involving new technologies and ways of working to compete successfully through continued innovation.” -Red Hat Digital transformation is really about fostering a culture within your...

Four Roadblocks Partnerships Hit within the First Year

Four Roadblocks Partnerships Hit within the First Year

There are four common roadblocks that partnerships hit within the first year that are often fatal. If you want to have a successful partnership (one that drives revenue for both firms), you must avoid these four pitfalls... 1. Lack of a Clear Partner Strategy There...

How to Make Strategic Co-Selling a Primary Revenue Driver

How to Make Strategic Co-Selling a Primary Revenue Driver

If you want to make strategic co-selling a primary revenue driver, building connections with your partner’s field teams is critical. Microsoft perfectly explains the benefit of co-selling: “co-selling with partners typically results in a larger sale on average than...

COVID-19 and the Digital Transformation of Alliance Management

COVID-19 and the Digital Transformation of Alliance Management

COVID-19 has drastically changed the way we do business. As companies continue to shift to a remote model, it’s important to understand the impact and digital transformation strategic alliances have gone through. Dinners and face-to-face meetings have been replaced...

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