Channel and sales leaders are facing a tough market in 2023. Every team is expected to hit higher targets, but with fewer resources. Quotas are going up while teams are shrinking due to hiring freezes and attrition. There’s only one way to consistently sell and win in...
In most partnerships today, spreadsheets are often shared manually, with one partner emailing another a spreadsheet of all of their customers. Usually, the entire list of customer accounts is shared, regardless of whether or not it maps to an existing customer or...
From the moment he founded Salesforce, Marc Benioff believed that he was creating the future of CRM software. The Legacy CRM companies, like SAP and Oracle, didn’t want to switch from the on-premise software model that they had controlled for so long. However, Benioff...
Multi-partner plays (co-selling with ecosystem partners) are the fastest way to grow your channel programs in 2021 and beyond. In order to meet your customers' unique business needs, you must bring together a best-of-breed solution from multiple partners. It is your...
At PartnerTap, we set out on a mission to build a platform that drives revenue for every partnership. According to HBR partnerships have a 70% failure rate, which is abysmal. Globally, companies are losing billions of dollars annually because they’ve invested in...
Data sharing is essential to driving revenue with your partners. Channel and sales teams need visibility into global ecosystem overlap in order to refer, upsell, resell, co-sell, and target specific accounts with their various partners. Considering how necessary it is...
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...
Building and scaling a successful co-sell program is challenging because effective co-selling requires engagement between partnering field sales teams. We’ve seen many companies establish co-selling programs where their smaller partners pay for an elite co-sell status...
