The Co-Sell Management Standard
Drive partner-sourced revenue at higher win rates and lower costs
with Co-Sell Collaboration on WorkSpan
Managing Co-Sell is Hard.
Scaling Co-Sell is Impossible.
It's hard enough to manage co-selling opportunities with a handful of partners, so how do you scale co-selling with your top 100 partners across thousands of active deals?
Co-Sell is a
Customers want full-stack solutions from multiple vendors sold together as one. Co-sell is when partners collaborate together on sales joint opportunities to meet the needs of shared customers. Today, co-sell partner collaboration is estimated to easily exceed $300 billion.
Co-Sell Needs a
The biggest impediment to managing and scaling co-sell is the lack of useful tools. Partner managers must rely on spreadsheets, slide decks, and emails to share leads and exchange updates on opportunities with partners.
Co-Sell Must Efficiently
Scale Revenue Growth
Manual processes and disjointed tools result in disrupted sales momentum, inconsistent sales cadences, lost or delayed revenue, high operational costs, and a perception of failure. COVID-19 only amplifies partner leaders’ need to drive incremental revenue.
Co-Sell Collaboration on WorkSpan
WorkSpan is a shared system for you and your partners to build joint sales plans and drive joint opportunities from pre-pipeline to closed-won
Create and manage metrics-driven joint business plans with your co-sell partners
Bring together leads and targets to build an actionable pre-pipeline and uncover new joint business opportunities with your co-sell partners
Share joint sales opportunities with your partners and vice versa create a singular, shared joint pipeline with your co-sell partners
Collaborate with transparency and accountability with tasks, comments, and direct messages to keep everyone in sync on every deal, in every region
Run pipeline reviews and QBRs with simple, powerful, on-demand visualizations of real-time data to track progress to plan and revenue impact
WorkSpan Digitizes Co-Sell for the World's Leading Technology Companies
With WorkSpan, you and your partners are now perfectly aligned on each joint opportunity and closing deals faster.
"You have two choices. You can go the traditional way with tons of email attachments, slides, and spreadsheets. Or, you look for a tool like WorkSpan where you enhance the collaboration between partners in an almost automatic way. "
Synchronize and Unite Your Co-Sell Data
Collaborate with your partners on Co-Sell Sales Plans with a single view of all joint sales opportunities
With many options for importing, exporting, and integrating data on WorkSpan, you and your partners have a flexible, powerful shared system of record from which to run your co-sell business together as one.
Prior to WorkSpan, SAP was unable to quantify value of GSI partnerships and make data-driven decisions on joint sales opportunities.
Today, SAP can now accurately attribute the impact of partner activities and find more opportunities with a quantified pre- pipeline, achieving 154% revenue growth with partners and reduced sales cycle by 9 days.