SALES MAPPING WITH ISVS

Everyone wants to partner with software companies, but few companies have the right infrastructure to operationalize ISV partnerships enough to actually drive revenue. It doesn’t matter if you’re a category leading software company partnering with hundreds or thousands of smaller ISVs in your ecosystem, or a smaller ISV partnering with a giant, it’s hard to align your sales teams and unlock net new pipeline without the right platform, data and tools. Just adding more headcount is expensive and doesn’t scale if they’re all still taking a manual approach with each partner.

Whether you’re partnering to fill a product hole, reach new customers, or create a competitive differentiator, the key to successful ISV partnerships is knowing exactly where your teams should focus together. Some partners are helpful in the SMB market, others are experts in the enterprise space. Some partners have deep healthcare, financial services, or other industry-specific expertise that could help you win or expand in those accounts. And some partners are well established in some regions, but don’t yet have any customer relationships in others.

The first step toward driving more revenue with your technology partners is to quickly sales map and understand each partners’ existing customer base and strengths. This can help you identify specific accounts to go after with each partner as well as net-new greenfield accounts to add to your CRM. As you sales map with more and more partners you will build up a holistic ecosystem-wide view of your market, customers, prospects, installed products, and sales opportunities.

PartnerTap’s ecosystem platform gives partner, channel, marketing, sales and success teams a real-time look at the customer and prospect overlap with each partner. It also gives teams an actionable list of companies each side could go market and sell to immediately. Using sales map data from PartnerTap your team will be able to prioritize co-build initiatives, focus co-marketing efforts, connect sales teams to co sell on shared accounts, and align customer success teams to collaborate on co-retention and expansion strategies.

• Invite unlimited partners to connect and share real-time data with you, or start by uploading all the partner customer spreadsheets you already have
• Control what data you share with each partner
• Instantly map millions of accounts and opportunities to see your mutual customer and prospect overlap
• Prioritize product integrations based on co-build partner analytics and the mutual target accounts you could go co sell the new product to
• Identify new cross-sell and up-sell to go after with each partner at each customer
• Identify net-new “greenfield” accounts or new logos your partners could introduce you to and get those added to your CRM
• Empower sales teams to co-sell with the partners that already have the strongest relationship with each company
• Push partner data back into your CRM so sales, marketing, and customer success can see the partners engaged on each account and opportunity