“Plan how to treat a solution researcher who is having trouble with a company`s tool in a solution and map the full extent of how the global relationship works,” he says. “These notions can be confusing and constantly evolving. Make sure that each party to the solution is informed of what co-selling is, what other sales strategies are (such as resale) and why they are different. The key to maintaining the right co-sales partnership is that your go-to-market strategy can dictate optimal coverage based on the uniqueness of the supplier`s offerings. Consider this: In three words or less: of course not. Co-selling has received a lot of attention lately, because there are many big names in the industry who have finally understood the benefits. As a market strategy, solution providers have been selling with vendors for years, but the growth of cloud solutions has delayed the number of products and services delivered and sold. Customers buy what they want, when they want, and the company, entrepreneur or business they want these days, which has put pressure on the market to find and create better routes, which in turn leads to a new form of co-sale. As part of a technology or integration partnership, co-selling often involves two software vendors who simultaneously sell each of their solutions to the same customer in partnership (also known as “solution sales”). An example of co-sale can be a data warehouse and a data visualization tool that sell their solutions with both salespeople. Does everyone have experience of such agreements? Thank you for your understanding. Everyone, from large companies and small businesses to entrepreneurs, benefit greatly from promoting turnover with selected co-sales partners. Using another company`s marketing and distribution resources can be a fantastic resource and a way to expand your reach and attract new customers. And yes, co-sale is indeed very popular.
When industry giant Microsoft announced its Co-Sell program in July 2017, a very large hat was thrown in the ring and, according to this article at RCP Mag, it is booming. Several factors are advancing co-sales partnerships in the sector, says Shawn Ragell, head of chain partnerships and marketing at Close, a CRM for startups and small businesses. Microsoft has done this successfully with several partners. OSIsoft, a company focused on real-time data management, completed 12 transactions through Microsoft`s Co-Sell program. DataStax, another data management company, has expanded its pipeline by 140% through this co-sales partnership.