Meet in the Channel - Joint solution selling formula (Why do we need to do…
Meet in the Channel - Joint solution selling formula
Understand the Play
Is it mutually beneficial?
Is it easy to communicate?
How do we plan on supporting this effort?
Dedicate Pre-sales SE's to understanding Joint Messaging
Build in F9 Questions to ask when selling jointly
Understand the Stakeholders
Does the vendor have an overlay role?
Have the vendors met each other?
Do we know internally, how to route a lead?
Cube of Influence?
Execute on Campaign
Vendor Sponsored SPIF
Partner and Sales Rep Enablement
Develop Sales Play
Sales Rep Selling Kit
Partner Selling Kit
Coordinate with Marketing from Vendor
Develop Marketing Message
Re-purpose Developed marketing Messages already
Why do we need to do this?
Because no one else can.
Makes us sticky
Once we execute on this no one can touch us
We become that much more integral in our vendors buisness
We know where VMware and Splunk Install Base is Implemented -- if we cannot execute on this no one can
We have to get better as we get bigger, do more with what we have and build off our success
Plan for Success
Make introduction to Vendor Sales Rep
Identify Joint Targets
Create Map of Influence
Understand Mutual Benefits
Enable Partners and Carahsoft Sales Reps
Develop Sales Kit Packet
Schedule Partner Led Event
Identify Top Partners that sell both Solutions
Devlop Joint Sales Campaign
Devlop Partner Led Event
Develop Carahsoft Led Event