Partner Teams are now poised to unlock ecosystem potential armed with co-sell motions that result in predictable revenue. Through business-case alignment with their Revenue Teams, Partner Teams, and Partners can finally receive the support required if they follow a planning and execution-based program that orchestrates and standardizes their approach to co-selling. 

This article explains the why, what, and how of Co-Sell Orchestration. 

There is a BIG sales problem in B2B SaaS

When 60% of sales teams have an average of 75% of their sales team missing their closed/won quotas, you have a target-rich environment to introduce new selling motions that can deliver predictable top-line results and address quota shortfalls. (Source: SaaStr 2023)

When B2B SaaS spends over $20B on lead generation and BDR motions and delivers a 3% conversion rate, you know that SaaS companies are bleeding cash while still failing to make their numbers and that there has to be a more efficient way to create opportunities. (Source: Blossom Street Ventures, Aspireship, Openview Partners, Think Impact)

Co-Selling and Nearbound to the rescue, but not without standardization

Luckily, co-selling with trusted partners who are Nearbound to your prospects holds a ton of promise.

next week’s column, we’ll dig into the details on each of these program sections.

Conclusion

A big reason why partner teams cannot show predictable co-selling results is that we don’t adopt a standardized, business-case-justified approach to garner the required alignment with Revenue Teams. Applying the 6 steps in the above playbook outline is a proven way to overcome the challenges and rescue your Revenue Team.