Identify more co-sell opportunities and
close more co-sell revenue with WorkSpan
What CRMs and PRMs Can't
WorkSpan powers co-selling with your ecosystem of partners
Co-Sell is a
Customers want full-stack solutions from multiple vendors sold together as one. Co-Selling is when partners collaborate together on joint sales opportunities to meet the needs of shared customers. Today, partner co-sell 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 platform for co-sell partners to
manage joint account plans, referrals, and co-sell opportunities
Create and manage metrics-driven joint business plans with your co-sell partners
Share Referrals and Opportunities
Manage referrals and co-sell opportunities with your partners
Collaborate with transparency and accountability with tasks, comments, and direct messages to keep everyone in sync on every deal, in every region
Win together faster, with larger deal sizes and a better experience for your shared end-customers
Run pipeline reviews and QBRs with simple, powerful, on-demand visualizations of real-time data to track progress to plan and revenue impact
WorkSpan Co-Sell Platform for Salesforce
- Automate referral sharing from inside Salesforce
- Manage and track your co-sell opportunity pipeline
- Scale your co-sell business with speed
The World's Leading Technology Companies Drive Co-Sell Revenue with their Partners on WorkSpan
With WorkSpan, you and your partners are now perfectly aligned on each co-sell opportunity, efficiently executing your sales processes, and closing more business together.
"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 from a single view of co-sell opportunities
WorkSpan has many options for importing, exporting, and integrating data
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 identify more co-sell opportunities, achieving 154% revenue growth with partners and reduced sales cycle by 9 days.
Exceed Your Revenue Targets with Partners
Nominate Accounts and Orchestrate Joint Account Planning
Nominate accounts and orchestrate joint account planning. View a workflow of nominated opportunities along each stage and a dashboard of cross-company pipeline metrics to track your joint sales funnel with ease. Record partner contributions in joint opportunities.
Forecast and Track the Progress of Your Joint Pipeline
Connect opportunities to your joint solutions. You can view joint opportunities by plan, solution, region, partner, theme, industry, and more.
Track pipeline velocity to quarterly goals agreed upon in your joint sales plans so you can take corrective action and get them closed.
Prove Alliance Contribution to Closed Revenue
Report on your joint pipeline and revenue. You can run the numbers any way you want: by region, stage, forecast, or target quarter close date.
No more measuring partner contribution as a yes/no proposition. Partner contributions are recorded, measured, and reported — giving you the power to show positive impact.
Drive Fast and Effective Account Qualification Using Assessments
You can build assessment questionnaires to enable your partners at scale and drive high-velocity account qualification.
You can convert high-scoring assessments to qualified opportunities. This enables you to save your and your partner’s time, invest in accounts that are a good fit for your offerings, and increase win rates.
Bring Multiple Partners Together to Close Big Deals
WorkSpan is the only EBM platform where you can invite multiple partners to work together to close your top deals.
Every company in the partnership gets an unprecedented level of secured visibility and collaboration to drive the deal forward.
Frequently Asked Questions
Co-selling is a modern partnering process where two or more peer-level partners with complementary offerings come together to provide a holistic solution to more fully address customer needs and work collaboratively to sell together.
Co-selling with your partners helps you boost your revenue, bring value to your customers, foster customer trust, gain access to unexplored markets, strengthen ecosystem partnerships, increase your brand awareness, reduce channel sales cycles, enhance customer experience, and increase business efficiency.
Co-selling is entirely different from reselling. In reselling models, partners resell your company’s offerings. However, in a co-selling model, each partner has its own set of solutions or services to sell to the customer that comes together as a whole solution for joint customers. Therefore, active collaboration and an aligned sales process are required between the ecosystem partners’ sales teams in a co-sell motion, whereas in a resell motion, you have minimal or no participation in the sales cycle that your reseller partner leads.
You can pick the right co-sell partners by getting clarity on factors like changing market demands, your target market, your and your partners' strengths and weaknesses, your support offerings, and your expectations from your co-sell partners.