How To Build An Effective Co-Sell Program?

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When it comes to co-selling, the waters can be murky. For those used to working alone, a co-sell program is an unknown map of potential problems. Distributing your products through another party is a minefield of misunderstanding. We produced this short guide to help you navigate those troublesome waters and coming out the other end with something spectacular.

How to Build an Effective Co-Sell Program

If you want to co-sell effectively, work through the following stages.

1 – Choosing your Partners

Choose partners to co-sell with where your services and their products, or vice versa, have some overlap. So, if you are a Point of Sale app development company that helps diners order ahead and pay using contactless technology, then you should look in the restaurant industry for partners. There’s overlap in other businesses, too. Bars, diners, cafes, rest stops, and even takeaway food vendors, could all use your service. 

2 – Cultivate your Ecosystem

Once you have chosen your partners, the next stage is to cultivate those partnerships into better links, creating the ecosystem of effective partnerships you need to grow together. Collaborations should involve showcasing branding and marketing materials across both platforms. You should have ongoing relationships on your social media accounts, and you should share testimonials, reviews, and referrals. 

Cultivating an effective partnership ecosystem means that both partners gain equal benefits from the systems you put in place. This could mean a specialized team assignment, where both parties contribute to the costs and spilt the profits. You can help this along by hiring those that are familiar with your new brand partner. 

A specialized team can contribute to the reputation and marketing of both firms. WorkSpan’s comprehensive partnership selling guide gets you focused on shared applications, operations, and expertise, as well as opportunities to exchange data and insights with your ecosystem partners.

3 – Devise Strategies that Work

You should draw up a co-selling map which highlights the strengths and weaknesses of each firm and how to use these to your advantage. You should assign your team, then allow them to focus on mutually beneficial projects. 

Offering complimentary services should be the starting point for your team. Next, the team should work on long term plans which benefit both parties. Using strategic management of projects, you can build co-selling guidance which helps keep the rules clear cut.

4 – Implementation

When you decide on this route of collaboration with a new partnership, you don’t rush in headfirst. You need to take time and do things properly, and that starts from the moment you scout for partners. It doesn’t end until your scheduled review period, which could be months or years away. It’s important to do things right. So lay down plans and strategies before you implement potential products. 

Implementation is the last step of any co-selling agreement. New projects have to be carefully planned out before this, especially when dealing with business law. Protect yourself with ongoing guidance reviews and strategies for future growth as you continue. 

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