WorkSpan Solution Map
Explore the use cases our customers leverage today to drive exponential value in their ecosystem programs.
Partner Programs
Collaborative Partner Planning
Business Needs
- Remove limitations on partnering
- Gain greater partner participation in your partner programs
- Gain greater visibility for the value and benefits of your program to attract new partners.
Business Outcomes
- Improve visibility of your partner program to more potential partners
- Set, measure and track performance against program goals
- Expedite partner onboarding
- Improve partner participation in your partner program
Capabilities
- Define programs for bilateral partnerships or multi-partner ecosystem programs
- Align partnership and program strategies across build-with, market-with and sell-with motions
- Set program objectives including areas of investment, expected business outcomes
- Set quantitative goals for spend, revenue, market share and overall ROI
- Define partner incentive plans, that align with your business goals
- Design program onboarding, with steps for partners to sign agreements and register partner profiles
- Publish partner onboarding and enablement content
360 - Degree Planning
Business Needs
- Remove limitations on partnering
- Gain greater partner participation in your partner programs
- Gain greater visibility for the value and benefits of your program to attract new partners.
- Create innovative GTM solutions
Business Outcomes
- Improve visibility of your partner program to more potential partners
- Set, measure and track performance against program goals
- Expedite partner onboarding
- Improve partner participation in your partner program
- Holistic multi-way solutions
Capabilities
- Define annual sales plans, track opportunities and review sales metrics across the program
- Define annual marketing plans, track campaigns and review marketing metrics across the program
- Partner Locator identifies best fit partners based on their location and expertise
- Engage a partner on a specific opportunity or a campaign based on their profile and contributions in the program
Partner to Partner (P2P)
Business Needs
- Remove limitations on partnering
- Gain greater partner participation in your partner programs
- Gain greater visibility for the value and benefits of your program to attract new partners.
- Create innovative GTM solutions
Business Outcomes
- Improve visibility of your partner program to more potential partners
- Set, measure and track performance against program goals
- Expedite partner onboarding
- Improve partner participation in your partner program
- Holistic multi-way solutions
Capabilities
- Drive partner to partner connections, and accelerate the pace of innovations and go-to-market
- Discover partners and solutions in the program, based on partner profile and solution profile attributes.
- View recommended solutions from partners that match the opportunity profile such as customer region, industry, use case.
- Facilitated “handshake” to request access to solution, start collaborating, and create a whole solution for your joint customers.
Manage Incentives
Business Needs
- Management of partner incentive programs
- Deploy new incentives and measure effectiveness against critical KPIs
- Deploy incentive programs at a per partner level
Business Outcomes
- Accelerate revenue and market expansion
- Drive partner behavior for improved customer outcomes
- Measure incentive results against target KPIs
Capabilities
- Award incentives (monetary and non-monetary)
- Incentives can be auto-computed, based on a factor of other achievements as input e.g. # new customers, $ value of deals, # certified resources, # joint webinars.
- Partners and program owners track accrued incentives in real-time, driving urgency to increase their engagement and contributions to the program
Review Performance
Business Needs
- Remove limitations on partnering
- Gain greater partner participation in your partner programs
- Gain greater visibility for the value and benefits of your program to attract new partners.
- Create innovative GTM solutions
Business Outcomes
- Set, measure and track performance against program goals
- Measure improved partner participation in your partner program
- Demonstrate delivery of better whole solutions and customer experience to your joint customers
Capabilities
- Track partner engagement metrics on the program – # users, # connections, # asset downloads
- Measure overall ROI from the program and per partner in the program, as revenue and spend metrics are consolidated in a single page view
- Award incentives (monetary and non-monetary) based on partner’s achievements in the program
Joint Sales
Collaborative Sales Planning
Business Needs
- Align sales across sales, partner management, and your ecosystem partner teams
- Empower alliance teams
- Generate new revenue streams
Business Outcomes
- Grow joint partner revenue
- Increase in joint pipeline
- Increase deal velocity
Capabilities
- Build a joint sales plan. Define joint objectives including revenue and pipeline targets by region, industry, use case.
- Invite your partners to collaborate, review and approve the plan
- Run your QBRs and pipeline review calls with a shared view of joint opportunities
- Accelerate deals with built-in collaboration features such as comments and task assignments
Manage Pre-Pipeline
Business Needs
- Track cross-company joint sales opportunities between 2 or more partners
- Create actionable insights to drive revenue
- Report on pre CRM joint pipeline across partners, regions, solutions, industries.
Business Outcomes
- Accelerate joint opportunities
- Improve engagement and partner navigation
- Increase customer centric joint solution creation
Capabilities
- Identify target accounts for joint pursuit with one or more partners
- Assess accounts for solution and use case fit
- Source opportunities from your ecosystem partners
- Develop pre-pipeline opportunities with your partner teams, and hand-off partner qualified leads to sales
- Plan customer and partner meetings, and coordinate tasks to move the deal forward
- Mobile app to collaborate on-the-go. Capture notes on the opportunity, share comments and send messages to partners
Nominate to Close
Business Needs
- Drive more joint revenue in a predictable way
- Track and reward alliance activity / contribution
- Build accountability
- A shared system of record
Business Outcomes
- Lift joint partner (ecosystem) revenue growth
- Improve partner check-ins and timing
- Increase execution and partner connects
Capabilities
- Source opportunities from your ecosystem partners
- Orchestrate the deal with reviews and approvals across partners
- Manage development of joint sales assets e.g. PoC and Architecture proposals
- Track partner activities and contribution on the deal – # meetings, # assets
- Build a prescriptive sales playbook with automated check-list and tasks by stage (Path to Revenue)
- Integrate with CRM systems:
- Receive partner opportunities sourced by field sales and send to partners
- Send partner nominated opportunities to sales
- Updates automatically synced between your sales team and partner team
- Mobile app to collaborate on-the-go. Capture notes on the opportunity, share comments and send messages to partners
Co-Sell
Business Needs
- Combine forces to drive joint revenue with ecosystem partners
- Create multi-partner selling motions between partners
- Leverage skill sets, brand value, and executive relationships of multiple parties
Business Outcomes
- Accelerate joint partner (ecosystem) revenue growth
- Increase joint pipeline
- Increase sourced and influenced revenue
- Increase execution and partner connects
Capabilities
- Co-sell and collaborate with multiple partners to close joint opportunities together
- Identify and invite partners with complementary offerings to expand the deal size and increase win rates
- Attach recommended solutions that match the opportunity profile including customer region, industry, use case
Review Performance
Business Needs
- A real-time source of truth on pipeline and revenue performance with ecosystem partners
- Validation of alliance influenced revenue
- Push real-time updates on performance against KPI’s to key decision makers
Business Outcomes
- Reduce manual reporting
- Provide real-time pipeline visibility and status
- Make investment adjustments to GTM strategies based on real-time market trends and opportunities
- Increase execution and partner connects
Capabilities
- Report on sales performance by partner, region, industry, solutions
- Report revenue influence (%) per contributing partner, partners who sourced and/or influenced the deal
- Determine which partners are sourcing the highest value deals
- Full reporting and analytics based on a single, real-time database of sales activities across partners
Joint Funds
Funds Planning
Business Needs
- Measure ROI from funded activities
- Compliance tracking against business policies Improve fund utilization
- Drive more revenue with funds allocated to more effective marketing programs
Business Outcomes
- Drive more revenue with funds allocated to more effective marketing programs
- Better alignment on funds allocation and program execution
- Better auditability and reduced misappropriation of funds
- Bi-directional allocation of funds to run the most effective programs across multiple partners
Capabilities
- Set MDF budgets by partner and region
- Fund can be owned by one or many partners
- Combine your funds and amplify your marketing to reach an extended ecosystem
- Invite one or multiple partners to apply to the fund
- Build fund proposal and claim templates to capture data and metrics, tailored to your business policies
Propose to Done
Business Needs
- Measure ROI from funded activities
- Compliance tracking against business policies
- Improve fund utilization
- Drive more revenue with funds allocated to more effective marketing programs
Business Outcomes
- Drive more revenue with funds allocated to more effective marketing programs
- Better alignment on funds allocation and program execution
- Better auditability and reduced misappropriation of funds
- Bi-directional allocation of funds to run the most effective programs across multiple partners
Capabilities
- Source funding proposals from your ecosystems for any partner activity – marketing campaigns, or sales and solution development activities
- Build fund proposal template to request data and metrics, that match with your business policies
- Design a collaborative workflow, include approval steps across your company and the partner (regional and global approvals)
- Track ROI based on pipeline/revenue of opportunities sourced from or influenced by approved campaigns
- Mobile approvals so you can approve on the go
Claim to Reimbursement
Business Needs
- Measure ROI from funded activities
- Compliance tracking against business policies
- Improve fund utilization
- Drive more revenue with funds allocated to more effective marketing programs
Business Outcomes
- Drive more revenue with funds allocated to more effective marketing programs
- Better auditability, compliance tracking, and reduced misappropriation of funds
- Funds spending can be tied to partner program proof of performance for true co-marketing value reporting
Capabilities
- Partners register claims for approved funding proposals
- Submit claim packages that include proof of execution and proof of performance
- Design a collaborative workflow for claims approval, include approval steps across your company and the partner (regional and global approvals)
- Track status of payments against the claim
- Mobile approvals so you can approve on the go
Review Performance
Business Needs
- Measure ROI from funded activities
- Compliance tracking against business policies Improve fund utilization
- Drive more revenue with funds allocated to more effective marketing programs
Business Outcomes
- Drive more revenue with funds allocated to more effective marketing programs
- Better auditability, compliance tracking, and reduced misappropriation of funds
- Funds spending can be tied to partner program proof of performance for true co-marketing value reporting
Capabilities
- Comprehensive reports for the funding lifecycle, including funds available, funding proposals requested and approved, claims requested and approved
- Guide partners towards planning for activities that generate highest ROI
- Optimize fund allocations to the top performing partners and campaigns
Joint Marketing
Collaborative Marketing and Enablement Plan
Business Needs
- Get “outside-in” ideas for effective in-market joint campaigns
- Plan your marketing with your partners across regions, industries and LOB
- Inform your field of events from you and your ecosystem
Business Outcomes
- Increase joint marketing campaign effectiveness
- Expedite and empower field teams
- Improve cross partner accountability
Capabilities
- Plan your joint marketing strategy. Define the markets, industries and use cases to target
- Set goals by year, including # leads and pipeline
- Solicit marketing campaign ideas from your field and partners with tight approval and funding processes
- Invite your partners to collaborate, review and approve the plan
- Share marketing calendars and track joint events – webinars, conferences
Propose to Market-Ready
Business Needs
- Build your marketing campaigns with your partners across regions, industries and LOBs
- Avoid conflict and optimize campaigns between partners across time, region, solutions, industries
- Ensure consistent messaging across your ecosystem
Business Outcomes
- Optimized marketing campaigns across time, regions, solutions, industries.
- Take advantage of the best ideas to drive greater market awareness and results.
- Reduce manual activities
- Create one source of truth
- Improved performance with real-time reports
Capabilities
- Source marketing campaign proposals from ecosystem
- Define ROI metrics by activity type – # attendees, # clicks, # conversions
- Design a collaborative workflow that include approval steps across your company and the partner (regional and global approvals), track the progress of marketing assets
- Optimize marketing budgets across regions, partners, solutions, industries
- Invite marketing agency partners to participate in the campaign build
- Track opportunities sourced from or influenced by this campaign
Market-Ready to Done
Business Needs
- Execute your marketing with your partners across regions, industries and LOBs
- Track performance across each activity for every partner in your ecosystem
Business Outcomes
- Scale campaigns across partners, solutions, regions, and industries
- Double market reach at half the cost
- Accelerate time to market
Capabilities
- Execute joint marketing campaigns across company boundaries for coordinated joint marketing programs
- Connect to your and your partner’s marketing automation systems for real-time updates on campaign results across companies
- Invite marketing agency partners to participate in the campaign build
- Track opportunities sourced from or influenced by this campaign
- Build a Content Library to securely share assets with partners
- Partners use content templates to accelerate go-to-market
Review Performance
Business Needs
- Systemized and consistent partner sync
- Accelerate decision cycle times
Business Outcomes
- Reduce manual tracking/tracing activities
- Driving performance and business impact with increased visibility
- Apply feedback faster (fail fast, pivot)
Capabilities
- Integrate results from marketing automation systems (Eloqua, Marketo)
- Review performance by marketing campaign
- Analyze top performing campaigns by partner, industry, region
- Determine ROI on marketing campaigns and get end-to-end reporting on your joint marketing funnel—from leads, to MQLs, SQLs, pipeline, & closed revenue
Joint Solutions
Collaborative Portfolio Planning
Business Needs
- Improve experience of customers / prospects
- Provide a holistic solution to customer needs
- Align and integrate your solutions with your ecosystem partners’ offers
Business Outcomes
- Increase joint solution nominations
- Faster launch of new initiatives / solutions
- Increase partner driven revenue
Capabilities
- Plan your joint solution portfolio
- Set goals for solutions, by industries and use cases
- Plan budgets and spend for joint development
- Invite your partners to collaborate, review and approve the plan
Idea to Launch / Apply to Publish
Business Needs
- Reduce risk of underperforming partners
- Grow digital initiatives that require multi-partner components
- Assemble holistic offerings
Business Outcomes
- Accelerate speed to market
- Improve connectivity and collaboration
- Create more design wins
- Scale joint solutions faster
Capabilities
- Source joint solution ideas from your partner ecosystem
- Design a cross-company collaborative workflow that includes approval steps across your company and the partners, track the progress of build assets (Business Case, Solution Architecture)
- Build a stringent certification process that ensure partner solutions meet your requirements and standards
- Built-in notifications to inform users of progress, upcoming tasks and milestones, resulting in higher partner engagement and accelerated time to market
- Plan launch activities for demand generation and awareness
Launch to Scale
Business Needs
- Reduce barriers for partners
- Deliver superior whole solutions to customers
- Work across company boundaries
- Streamline GTM motions
- Increase revenue
Business Outcomes
- Increase deal size
- Accelerate speed to market
- Grow revenue with increasing co-sell transactions
Capabilities
- Promote in-market solutions to larger ecosystem – Resellers, MSPs
- Import existing solutions from your catalog or other marketplaces
- Enable Partners:
- Maintain joint solution enablement assets (Datasheets, Case Studies)
- Attach solution assessments to enable all ecosystem partners to sell at scale
- Engage and collaborate with solution experts across companies, on a specific deal
- Track how many partner resources are certified for the solution
- Partners are notified on solution and asset updates
- Nominate opportunities and track solution pipeline and closed revenue in real-time across geographies
- Find complementary solutions, for recommendation on opportunities to drive deal expansions
Review Performance
Business Needs
- Track partner performance
- Ideation and creative flexibility
- Speed to market
Business Outcomes
- Eliminate manual spreadsheet tracking/tracing activities
- Driving performance and business impact with increased visibility
- Take advantage of hidden market opportunities
- Apply feedback faster (fail fast, pivot)
Capabilities
- Review solution performance in real-time, track pipeline and revenue metrics
- Analyze top performing solutions by partner, industry, region and use case
- Invest in top performing joint solutions
- Retire poor performing joint solutions
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