WorkSpan Solution Map

Explore the use cases our customers leverage today to drive exponential value in their ecosystem programs.

Partner Programs

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

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Join Our Growing Team!

We’re always on the lookout for talented people in design, marketing, customer success, integration and full stack engineering. If you’re interested in learning more, drop us a note.

WorkSpan Solution Map

Explore the use cases our customers leverage today to drive exponential value in their ecosystem programs.

Partner Programs

Joint Sales

Joint Funds

Joint Marketing

Joint Solutions

Join Our Growing Team!

We'd LOVE to hear from you

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