Course Description:

Forecastable’s Co-Sell Activation course (and workshop) is the first of its kind; helping B2B companies brave a new economy that demands corporate profitability for survival. This means lower customer acquisition costs and higher customer lifetime value is top of mind for boards across the globe.

CROs are turning to partnerships in a big way. Even though partnerships have been around for many decades, the economic climate is very different today than it was just a few years ago. And the pace of change in partnerships and GTM more broadly is increasing even more rapidly, quarter after quarter. 

The partnerships organization shouldn’t be siloed. When you plan to meaningfully increase production in partnerships, it’s not like you can simply increase headcount in the partnerships org and call it a day. 

Partnerships touch every area of the organization, so it’s important to think through the changes that will occur as you begin embracing a more partner-centric strategy. You must proactively create processes around them to minimize revenue leakage, minimize internal conflict across departments, and minimize external conflicts with partners.

This course explores the essential strategies and tactics needed to build, deploy, and scale a results-driven B2B co-selling program, no matter what type of co-selling partnerships you have, no matter how many of them you manage, and no matter how big you expect the program to get. The process is infinitely scalable if enough time and thoughtful attention is invested in program structure and process.

The workshop is organized into six lessons, across six weeks. 

Within each lesson/week, I’ll cover between two to six topics, which equates to 15-30 minutes of on-demand video, alongside homework assignments that will require one to three hours to complete, while your colleagues and partners collaborate with you throughout. This is a highly-interactive workshop, so don’t expect to sit back and take notes. Be prepared to think deeply and take action quickly.

If you fall behind or don’t complete homework assignments on time, it is almost impossible to catch up. There are many concepts that I cover and we move quickly. If you fall behind, we will assign you to a new cohort to start over. We will do that up to two times, for a total of three “Workshop Attempts”.

At the conclusion of the workshop, you will have a blueprint for your co-selling program’s structure, with every aspect of your co-selling program having been carefully architected and suited to your solution(s) and how you sell it. 

You will also have stood up a real co-sell motion with a partner, who is taking the workshop alongside you. So this is more than just education. It’s a hands-on workshop that’s expected to deliver results, and by results, we mean revenue in the form of closed/won co-sell business.

You will also walk away with a visual map of your current program, as well as one of your future programs with areas of improvement or gaps identified and prioritized for closing or fixing, alongside tactics to do so systematically.

Be sure to download the free PARTNERNOMICS mobile app so you can take your courses and engagement platform with you, everywhere you go!

Course Learning Objectives:

1. Articulate the core parts and complexities involved in a co-sell motion
2. Describe the three main partner purpose
3. Be able to use the Co-Sell Scenario Planning Matrix tool
4. Articulate what Light Green and Dark Green Co-Selling Zones are
5. Describe the 4 steps of Co-Sell GTM order of operations
6. Explain the difference between a Co-Sell Plan and a Mutual Action Plan
7. Articulate how to use a stakeholder concentration curve
8. Explain the three Ps of opportunity health
9. Describe the top co-sell communication considerations
10. Articulate how to systematically prioritize improvements across each area of co-sell activation and execution