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While account mapping is an important first step, it is just that. The first step of identifying who, at each partner, should be involved in an account. Next comes the work of getting all those people connected for a coordinated effort. But getting those people in the same room is no easy feat and requires persisting through the inevitable game of phone-and-email tag and then keeping track of who’s opted-in to what and when. There are much more valuable uses of your time than rifling through email trying to remember who you need to follow up with on an opportunity.
Instead of trying to keep a tally in your head or build another spreadsheet, you can automate “next-steps” with Co-Sell Automation workflows. These workflows allow you to send separate lists of accounts to all of your team at once rather than one at a time. You can kick off dozens of opt-in or introduction emails and simply be notified when reps from both sides have opted in or out. No need to keep track of individual responses or set reminders to follow up.
Send Account Lists Workflow
After you’ve carefully curated your target list of accounts, you can set up a “Send Lists” workflow to get that data to all of the members of your team in just a few clicks. The “Send Lists” workflow will automatically divide and distribute the relevant portion of the action list to the right account owners so they can get started working the accounts immediately.
Rep Introduction Workflow
This is the bread-and-butter of co-sell workflows. With “Rep Introductions” you can take your target list of accounts and set up an introduction sequence between your reps and their counterpart at partner organizations. For your friendly partner reps, you can jump straight to an introduction email with the list of accounts you want your sales reps and partners to work together. For those partners that are newer or more formal, you can kick off an opt-in sequence, letting either the partner or sales rep opt-in before an introduction is made, or letting both parties opt-in before introducing.
Nudge Reps Workflow
When things get busy it’s not uncommon to neglect or miss an email. But keeping the momentum going to take action on accounts that are hot is exactly what our “Nudge Reps” workflow does. Pre-schedule a nudge workflow to kick off if reps or partners are not responding to initial opt-in or introduction emails in a timely manner. This eliminates the need for you to keep track of responses and ensures you can get those accounts reassigned if needed.
Track Records in CRM
Giving your team insight into which co-sell activities have already taken place is important to keep everyone aligned on the status of an account. By setting up a “Track Activity in CRM” workflow PartnerTap will automatically create a task on the account record in your CRM so you can track all the co-sell activity. Come month or quarter end, you can run a report on co-sell activity to help with pipeline attribution.
To learn more about how you can leverage Co-Sell Automation check out our webinar.
