Deepwatch's early adoption of WorkSpan played a pivotal role in their journey. Recognizing the need to go all in and establish a strong presence within the AWS ecosystem, they leveraged WorkSpan's capabilities to accelerate their operations. This early adoption allowed them to gain AWS credits and build a strong partnership foundation, setting them on a path to success.

WorkSpan integrated seamlessly with AWS ACE and their Salesforce instance, enabling two-way data sharing and enhanced automation. As a result, Deepwatch could more effectively manage and amplify its co-sell activities with AWS.

They were able to drive the following as a result:

• 30 day reduction in average sales cycles
• 98% reduction in manual effort of sharing leads with cloud partners
• 100% increase in deal volume with cloud partners

This brief describes WorkSpan Marketplace Listing Management for AWS, a service offering to help companies launch a transactable offer on AWS Marketplace.

It outlines the challenges of publishing and managing marketplace listings, including a complex listing process, limited time and resources, and missed access to customers' committed AWS spend (EDP/PPA).

The service covers preparing marketplace content, developing API integrations, end-to-end testing and post-launch support, while the customer owns and controls its listings.

WorkSpan Private Offer Management solution brief.

This paper argues that building partnerships remains human, relationship-driven work, and that generative AI's role is to support partner managers rather than replace them.

It describes the gap between what a partnership delivers today and its potential, and how that gap depends on support from sales, marketing and operations at both companies.

The paper introduces WorkSpan's Co-sell Copilot and examples of what it is designed to do, such as onboarding with a partner's handbook, matching account records, syncing opportunities across systems and forecasting partner-influenced pipeline.

This paper explains WorkSpan's approach to building its Co-sell Copilot and what it calls Co-sell Depth AI: AI that understands the context of each partnership at a strategic and operational level.

It outlines the limits of general-purpose large language models for go-to-market work and compares surface, market-depth and co-sell-depth AI, using examples such as account matching and AWS ACE referrals.

The paper describes the techniques involved, including fine-tuning on partner program documentation and retrieval-augmented generation, and notes that WorkSpan AI is partitioned at the customer and partnership level.

One-pager that lists out a 8 point strategy on how organizations can elevate their channel partner programs from resell to co-sell using WorkSpan.

This Cloud Sales Ready primer explains how pre-committed cloud spend agreements work and how that budget can be applied to solutions listed on a cloud provider's marketplace.

It describes how AWS, Microsoft Azure and Google Cloud have built marketplaces that extend cloud transactability to their ecosystems, and how private offers let sellers close deals with custom terms.

The primer walks through a scenario where a late-stage deal is blocked by budget, registered with the cloud partner, and closed as a marketplace transaction using the customer's cloud commitment.

This Cloud Sales Ready primer explains why a cloud marketplace listing alone is unlikely to generate significant new demand, and why the marketplace is best understood as built for sellers rather than buyers.

It argues that the most effective way to use a cloud marketplace is to co-sell with your cloud provider, and that getting the attention of the cloud provider's sales team depends on putting referrals on the table.

The primer describes co-sell automation, which codifies the business logic of a partnership so the right opportunities are referred and synced to the cloud provider at the right time, and walks through how that builds referral pipeline.

One-Pager on WorkSpan's Co-Sell Automation capabilities.

This is the slide deck from IDC's Strategic Alliances Virtual Leadership Discussion held on June 8, 2021, led by Chris Webber, Research Director for Strategic Alliances at IDC. Participants included Amit Sinha, Founder and Chief Customer Officer at WorkSpan, and Cherie Gartner, SVP of GTM Strategy at PTC.

The agenda covered three topics: examining alliance orchestrator roles, multi-partner engagement and implementation challenges and best practices, and enhancing alliance relationships through roadmaps and related investments.

The deck includes IDC's view of how the software industry is shifting from transaction-centric and as-a-service models toward ecosystem digital services, and why an orchestrator role is emerging in alliance and ecosystem models.

This Gartner presentation by Alastair Woolcock, from the Gartner Tech Growth & Innovation Conference, covers how technology and service providers can use ecosystems to drive digital strategy and customer centricity.

It covers why ecosystems are growing, the different types of ecosystems, three ecosystem stages, and the attributes of top performers: interoperability, an external mindset and interdependence. Industry examples include an ecosystem map for upstream oil and gas and a look at Salesforce and Cerner in healthcare.

The deck closes with questions to consider when creating and managing an ecosystem, such as which partners to prioritize, geographic strategy, go-to-market approach and rules of engagement.

This Gartner presentation from the Tech Growth & Innovation Conference (June 2019, San Diego) looks at why technology and service providers are joining ecosystems to sell digital business solutions, with Gartner expecting ecosystem participation to grow to 60% within a few years.

It covers the drivers behind ecosystems, such as global competition, the pace and complexity of technology innovation and the need to go where customers are, and how large vendors are competing for partnerships.

WorkSpan has clinched the title of ‘Champion’ in the Global Co-Sell Software Leadership Matrix 2023 by Canalys.

This Cloud Sales Ready primer explains how to tie a cloud sales program to business objectives and reflect it in your revenue planning model.

It walks through key metrics in a revenue plan that cloud sales can affect, and for each one discusses the improvement range, the maximum potential impact, the time to reach that impact, and how to model it.

The primer notes that results depend on field enablement and adoption, and that some offerings, such as security, data and AI/ML solutions, have done especially well on cloud marketplaces.

• Win rate improvements
• Increased pipeline creation
• Faster deal cycles
• Planning and reporting impact

Before building or revalidating a roadmap for Cloud Marketplace presence, organizations should self-assess with their team on what objectives and outcomes should their marketplace strategy serve. Customers can answer these simple self-assessment questions to bring their teams on single page on their marketplace strategy.

The State of Co-Selling Report 2023, Hyperscaler Edition, surveys industry professionals on how they co-sell with cloud service providers and what it takes to succeed with them.

Findings cover which hyperscalers respondents partner with most (AWS was the most common primary partner, followed by Microsoft Azure and Google Cloud), expectations of direct introductions from hyperscalers, the challenge of getting hyperscaler attention, and how much partner-sourced revenue respondents expect from hyperscalers.

The report also includes expert insights from WorkSpan and perspectives from contributors at Vectara, Meylah Corporation, Quantum Metric and Partner1, along with the survey methodology.

View this short video to understand how WorkSpan Co-Sell works for your partner ecosystem.

This guide explains partner relationship management (PRM) and how PRM systems fit into today's partnering landscape, where companies co-innovate, co-market, co-invest and co-sell with ecosystem partners.

It defines PRM as software that helps companies automate work with distributor, reseller, MSP and VAR partners, and lists the many aspects of PRM, from partner recruitment and onboarding to deal registration, MDF management and performance management.

Sections cover what PRM is, how PRM systems work, the difference between CRM and PRM, key features and benefits, the challenges of PRM solutions, and how to decide whether you need one.

This solution brief covers why DevOps teams partner with cloud providers and how DevOps organizations can co-sell with them by aligning sales strategies and messaging.

It describes the WorkSpan Salesforce application, which integrates with AWS ACE or Microsoft Partner Center so teams can share and accept referrals, track pipeline and control data sharing from inside Salesforce.

The brief includes quotes from Orca Security and ActionIQ.

This solution brief covers how companies building AI-based products can benefit from co-selling with cloud providers, and why hyperscaler co-sell processes are often manual.

It describes the WorkSpan Salesforce application, which integrates with AWS ACE or Microsoft Partner Center so teams can share and accept referrals, track pipeline and control data sharing from inside Salesforce.

The brief includes a quote from ActionIQ.

This solution brief covers how managed service providers (MSPs) work with hyperscaler sales teams to co-sell MSP services and deliver end-to-end solutions to joint customers.

It describes the WorkSpan Salesforce application, which integrates with AWS ACE or Microsoft Partner Center so teams can share and accept referrals, track pipeline and control data sharing from inside Salesforce.

The brief includes quotes from Microsoft and Deloitte.

This solution brief looks at why startups, with a focus on Israel's startup market, need global partners to expand, and how co-selling with cloud hyperscalers can help them reach new markets.

It describes the WorkSpan Salesforce application, which integrates with AWS ACE or Microsoft Partner Center so teams can share and accept referrals, track pipeline and control data sharing from inside Salesforce.

The brief includes quotes from Orca Security and ActionIQ.

Learn how to scale your revenue growth by co-selling with top cloud service providers.

Learn how to get your partner co-solutions to market 6x faster.

Learn how to ensure that partners see mutual value in co-marketing opportunities.

• Who’s on your email list?
• How to identify the top 3 partners to GTM with
• How to find your three best co-marketing allies
• Business models aligned? Equally motivated? Network that will help out? Are you competitors?
• Finding great marketing partners and building a campaign together

Learn how to automate and simplify co-selling with your partners between any CRM.

This solution brief looks at why global system integrators (GSIs) partner with a broad range of providers, including software vendors, cloud providers and network carriers, and why co-selling with them is often manual and unstructured.

It covers the goals GSIs have when working with cloud hyperscalers, such as gaining customer opportunities and leads and improving win rates, and when working with technology partners on joint business plans and partner funds.

The brief describes how WorkSpan supports co-selling for GSIs and includes quotes from Wipro and Accenture.

Demo of a GSI partnering with an ISV and Cloud Hyperscaler on WorkSpan.

WorkSpan ISV multi-partner planning demo.

Co-Sell with Hyperscalers Solution Brief for the DB Campaign for Security Providers.

This solution brief describes how ISVs and SaaS companies partner with GSIs, cloud providers, hardware vendors and other ISVs, and how co-selling with these partners is often a manual and unstructured process.

It covers what ISVs gain from working with GSIs and hyperscalers, and the need for standard processes, workflows and reporting to co-sell at scale.

The brief explains how WorkSpan supports co-selling for software vendors and includes quotes from ActionIQ and SAP.

Co-Sell with Microsoft demo. Learn how to:

• Create and submit a new opportunity to MSFT Partner Center
• Work with an existing referral opportunity
• Work with inbound referrals from MSFT
• Use standard reporting
• Set default values
• Use the WorkSpan web app

Co-Sell with AWS demo. Learn how to:

• Create and submit a new opportunity to AWS ACE
• Work with an existing referral opportunity
• Work with inbound referrals from AWS
• Use standard reporting
• Set default values
• Use the WorkSpan web app

This solution brief covers how hyperscalers provide a technology foundation for Industry 4.0 and manufacturing, and how technology partners co-sell with AWS, Microsoft and other hyperscalers.

It describes the WorkSpan Salesforce application, which integrates with AWS ACE or Microsoft Partner Center so teams can share and accept referrals, track pipeline and control data sharing from inside Salesforce.

The brief includes quotes from SAP and ActionIQ.

Cloud Data Management Industry focused solution brief for Digital Business Marketing Campaign.

A business case for clients who want to run co-sell business with cloud hyperscalers. The document will help key decision makers understand both the quantitative and qualitative benefits of using WorkSpan.

WorkSpan has designed an exclusive 90-minute workshop to help you understand these challenges and opportunities. In this workshop, you can assess where your organization stand on achieving your partner co-selling potential.

WorkSpan has developed this Build vs. Buy analysis to help clarify the pros and cons of building a new custom solution or buy from an established or leading vendor in the market.

Like any industry, there are many competing solutions available that claim to provide a holistic solution to manage your ecosystem. Evaluating these solutions based on their capabilities, adaptability, ease of use, technology support and future upgrades can help in your decision-making process.

Download this checklist and use it to guide your EBM vendor selection process.

Ecosystem Maturity Model - Find out how your company stacks-up on the Partner Ecosystem maturity curve.

On April 13th, we had a blast hosting our Ecosystem Business Summit with the best from the industry – Deloitte's Mary Sawyer, VMware's Sandy Hogan, and Microsoft's Gavriella Schuster. With more than 770 ecosystem professionals registered and watching live and on-demand, we had an engaging event discussing the latest topics and trends in the partner ecosystem.

This business case summarizes how partnership and sales teams use WorkSpan to collaborate with partners on deals, exchange co-sell referrals from inside their CRM, manage shared pipelines and automate cross-company processes.

It sets out the benefits WorkSpan users report, including revenue growth, higher win rates, productivity gains and faster time to market for joint solutions, along with sample customers and testimonials from Microsoft, SAP and Cognizant.

Overview of ecosystem operating model as the flywheel to revenue by co-selling, co-investing with partners to augment sales, co-innovating with partners to develop and refine offerings for the future and co-marketing with your partners to identify and create markets.

Co-Marketing Leads Management Solution Brief.

Webinar recording: Co-Sell With Me is Here, March 16, 2022.

Harness the power of Microsoft P2P with Microsoft Partner Center and WorkSpan Ecosystem Cloud.

Supercharge partner-sourced revenue at lower costs with EcosystemNXT, a Wipro + WorkSpan partnership.

Amit Sinha, CCO and Co-Founder at WorkSpan gives a great overview of WHY WorkSpan has been so successful and why every company should be using WorkSpan TODAY to find new revenue streams and get your partners motivated to drive business together!

We love to hear from our WorkSpan customers! Here are a few quick comments from our amazing customers Thack Brown and Tom Roberts at SAP, John McAtee at VMware, and Margaret Synan at Microsoft.

Joan Richards, Director, Global Alliances and Partner Marketing at Red Hat, shared the results she and the Red Hat team have achieved since implementing WorkSpan to manage their global MDF program:

• 67x ROI (400% above goal)
• 62% increase in campaign volume
• 75% reduction in campaign cycle times
• 800% increase in contra fund amounts
• All with the same team

Microsoft customers are accelerating their digital transformation and this shift in the market is creating exponential growth opportunities and new challenges for partners as customers look for complete end-to-end solutions.

If you’re looking to deliver customers’ increasing expectations or push the technology boundaries, going it alone is not the answer. By joining forces with the right partners from the Microsoft ecosystem, you can increase the success of your efforts and grow your business exponentially.

Enter, Microsoft Partner-to-Partner Collaboration Program powered by the WorkSpan platform and designed to facilitate joint go-to-market activities between partners in the Microsoft ecosystem to accelerate each partner’s time to market, increase sales, and grow joint revenue.

This Microsoft program offers you valuable resources to drive results like:

1. Increase your profitability by 10-20% by selling solutions from one or more of Microsoft’s partners

2. Achieve 3 times faster time to market leveraging pre-built joint solutions

3. Close deals up to 6 times larger by including solutions from one or more of Microsoft's partners

4. Reach more customers by co-selling with other Microsoft partners for 3 to 5 times larger joint pipeline

The bottom line - gain access to solutions from Microsoft and Microsoft's partners that today result in $8 Billion+ annual sales.

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Are you ready to unlock your Ecosystem's value?

https://aka.ms/JoinP2P

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WorkSpan’s Co-Sell with Me is the SaaS application for efficiently managing and scaling your co-sell business. Our solution integrates your CRM with your partner’s CRM instance.

On January 13th, we had a blast hosting our Ecosystem Business Summit with the best from the industry – Cisco’s Jose Van Dijk and Wipro’s Jyoti Banda. With more than 600 ecosystem professionals registered and watching live and on-demand, we had an engaging event discussing the latest topics and trends in the partner ecosystem.

Partners can maximize value by leveraging their core competencies to co-create joint solutions. With WorkSpan, partners can easily propose, package, and launch joint solutions to the market. Instead of disjointed processes backed by no common system of record, WorkSpan’s robust Ecosystem Cloud enables joint innovation.

With WorkSpan, you can connect multiple CRM systems, within and across organizations, to keep your partners aligned and your joint sales opportunities current and secure.

Open source software company SUSE achieved an 85 percent increase in Market Development Fund (MDF) utilization by moving to a dedicated Ecosystem Cloud.

A “Big Four” business and technology consulting company frequently works with a Fortune 500 enterprise software company to launch new joint go-to-market solutions.

A Fortune 500 enterprise business software company drives real-time reporting, a scalable process for nominating and engaging accounts, and accurate pipeline, forecasting and revenue uplift with WorkSpan.

WorkSpan has completely reimagined how companies go to market together. For the first time, with the WorkSpan Ecosystem Cloud, alliance and ecosystem leaders are finally able to build-with, market-with & sell-with their ecosystem partners in a single, secure, cloud-based network to grow business & abundance together.

As the title says this video is worth watching to know how these two giant industry leaders Accenture and Google together are ahead of the Digital Transformation Ecosystem game. Tom Stuermer, Global Managing Director, Google Business Group, Accenture also talked about how WorkSpan has been impactful to collaborate with multiple partners and bringing the right solution to customers.

“In a few short years, the ranking of most valuable companies by market capitalization has totally shifted to being dominated by one business model – digital platforms and ecosystems.”

“The World Economic Forum has launched the initiative on Digital Platforms and Ecosystems not only because it is a topic on almost every corporate board’s agenda, but also because digital platform models already dominate our daily lives and our experiences as consumers, employees, community members and citizens.”

“Most saliently, digital ecosystems have the ability to help redefine the boundaries between the public and private spheres, creating new models of ‘invisible infrastructure’ while allowing entrepreneurs to provide the ‘scaffolding’ for new products and services.”

“The true potential of such collaboration will be realized if the technological, operating and regulatory innovations proceed in lockstep, rather than in isolation.”

IDC Predictions for 2020

“By 2022, at least one vendor will crack the code in integrating its cloud platform, marketplace, and partner program to provide partners with a single source of truth.

Algorithms (i.e. using analytics and big data) will provide living partner dashboards.

Early examples of greater integration are starting to emerge.

Digital transformation of vendor and partner businesses will be crucial.”

IDC Predictions for 2020 - Full Report

“By 2022, at least one vendor will crack the code in integrating its cloud platform, marketplace, and partner program to provide partners with a single source of truth.

Algorithms (i.e. using analytics and big data) will provide living partner dashboards.

Early examples of greater integration are starting to emerge.

Digital transformation of vendor and partner businesses will be crucial.”

Gartner names WorkSpan as “Cool Vendor” for 2019/2020

"Why Cool: Managing complex sales, marketing and solution building that involves multiple partners and technologies requires expert coordination and relationship management skills. This type of opportunity or situation becomes almost unmanageable without automation when selling digital business solutions that target accounts with large buying teams both from IT and business departments."

"WorkSpan has developed a partner ecosystem cloud solution that provides all the functionality required for alliance managers to manage joint marketing and sales programs with numerous partners and allow free flow of information (subject to managed permissions) between them. It provides support for complex solution formation, campaign management, and lead and opportunity management. It provides management of campaign funds across the sales cycle. Finally, it provides comprehensive reporting of campaign success and ROI to measure campaign and sales effectiveness and provide reports that can be used to learn from past activities to improve on future ones. With these features, WorkSpan can help alliance managers manage complex solution sales across multiple vendors and service partners to drive revenue, reduce time to market, and minimize the effort of project management and coordination. This in turn frees up alliance managers to drive the sales process and manage partner relationships."

"This functionality alone makes the WorkSpan solution cool. But when the functionality is applied to partner ecosystems, it solves a management problem that has been top of mind for many TSPs that have started forming ecosystems with partners. This is what sets WorkSpan apart from traditional partner relationship management systems."

IDC Defines the category of Ecosystem Business Management

This IDC Market Perspective discusses the necessity and creation of ecosystem business management (EBM) applications to address the complexity of properly supporting alliance and ecosystem partners' business requirements.

"The emergence of EBM applications is an encouraging sign that strategic alliance and ecosystem partners' business requirements are a priority. The adoption of these applications will establish common business practices, reduce redundancy, improve collaboration, and manage costs while maintaining a focused perspective of the desired customer experience," says Chris Webber director, Strategic Alliances Research at IDC.

Gartner Takes a Big Step Forward in its Position on Ecosystem Business Management Category, including Marketplaces

Key Recommendation: Invest in an ecosystem management solution best suited to your ecosystem type instead of building a completely custom solution.

“Ecosystems can increase revenue and retention, but deriving this value from them takes considerable investment. Product leaders can improve ecosystems’ time to value and success by buying, not building, solutions that provide the necessary infrastructure and enforce best practices.”

This solution brief covers co-selling with AWS and Microsoft and the manual work it often involves, from entering referral data to keeping pipeline visibility up to date.

It describes WorkSpan's Salesforce application, which integrates with AWS ACE or Microsoft Partner Center and your Salesforce CRM so teams can share and accept referrals without leaving Salesforce.

• Submit Salesforce opportunities to AWS ACE or Microsoft Partner Center and accept inbound referrals
• Sales stage mapping, referral form autofill and validation
• Opportunity linking to avoid duplicate records
• Pipeline and performance tracking with KPI reports
• Configurable data sharing, access and security policies

We love to hear from our WorkSpan customers! Here are a few quick comments from our amazing customers Marc Rolfe at SAP, Jack Miller at Cognizant, Tracy-Ann Palmer and Sanjay Jindal at VMware.

This Constellation Research offering overview by L. Nicole France, Vice President and Principal Analyst, was published on July 26, 2019. It looks at how partnerships and alliances have shifted from traditional channel sales to ecosystems and networks, and how that changes the way technology companies work with partners.

The report reviews WorkSpan's Ecosystem Cloud, which is designed to support multiple partner teams working together on joint development, marketing and sales, and contrasts it with traditional partner relationship management (PRM) systems.

Sections cover the market segment and trends, ecosystem players, functional capabilities, use cases, industry vertical solutions, customer references, pricing, analysis of strengths and weaknesses, and recommendations for large and midsize technology providers.