Far too often, alliance managers are unable to influence the sales team to pursue an opportunity with their alliance sales counterparts. The sales teams lack the visibility and knowledge of the successful contributions of the alliance manager and are not committed to taking proactive action on new opportunities brought in by them.
By gaining more visibility and influence with the partners, you can drive more value with sales teams and reduce time to market for new solutions.
You should work with your alliance partners and create an opportunity management process that proactively identifies pre-pipeline opportunities. It can be supported by the customer’s success to influence sales team alignment between partners and accelerate deal management and closure.
