CRO · Playbook · Intermediate · Saves 55+ hours
Partner Co-Selling Playbook
A playbook for effective co-selling with partners.
What's included
- Co-Sell Strategy
- When to co-sell
- Engagement model
- Role definition
- Co-Sell Process
- Opportunity identification
- Joint planning
- Customer engagement
- Proposal and close
- Coordination
- Communication cadence
- Resource sharing
- Decision making
- Success Tracking
- Performance metrics
- Feedback process
- Best practice sharing
Best used when
- Improving co-selling effectiveness
- Defining joint selling process
- Reducing role confusion
- Accelerating partner deals
The template
The Template
CO-SELL STRATEGY
Co-Selling Framework
CO-SELLING STRATEGY
WHEN TO CO-SELL:
☐ Partner-sourced opportunity
☐ Partner has customer relationship
☐ Complex technical requirements
☐ Competitive situation
☐ Strategic account
ENGAGEMENT MODELS:
Partner-led:
☐ Partner owns relationship
☐ Vendor provides support
☐ Partner closes deal
Vendor-led:
☐ Vendor owns relationship
☐ Partner provides implementation
☐ Joint close
Joint:
☐ Shared relationship
☐ Combined resources
☐ Collaborative close
RESOURCE COMMITMENT:
Partner: _____% of effort
Vendor: _____% of effort
SE support: ☐ Full ☐ Limited ☐ On-demand
Co-Sell Decision Matrix
| Scenario | Lead | Support | Economics |
|---|---|---|---|
| Partner-sourced | Partner | Vendor SE | Full margin |
| Vendor-sourced | Vendor | Partner impl | Referral fee |
| Joint | Shared | Shared | Split |
CO-SELL PROCESS
Joint Selling Workflow
CO-SELLING PROCESS
OPPORTUNITY IDENTIFICATION:
☐ Partner registers opportunity
☐ Vendor assigns support
☐ Kickoff call scheduled
☐ Strategy aligned
JOINT PLANNING:
☐ Account research completed
☐ Stakeholder mapping
☐ Competitive intelligence
☐ Win strategy defined
☐ Resource allocation
CUSTOMER ENGAGEMENT:
☐ Joint discovery meeting
☐ Coordinated messaging
☐ Demo delivery
☐ POC support
☐ Proposal development
DEAL CLOSE:
☐ Negotiation coordination
☐ Pricing alignment
☐ Contract execution
☐ Handoff to implementation
POST-CLOSE:
☐ Joint kickoff
☐ Success criteria defined
☐ Ongoing coordination
☐ Renewal planning
COORDINATION
Communication Framework
CO-SELLING COORDINATION
COMMUNICATION CADENCE:
☐ Deal kickoff: Day 1
☐ Weekly sync: 30 min
☐ Ad-hoc as needed
☐ Post-close review
COMMUNICATION CHANNELS:
☐ Shared Slack/Teams channel
☐ Joint CRM visibility
☐ Shared document folder
☐ Email coordination
DECISION MAKING:
Pricing: Vendor approval required
Discounting: Joint discussion
Timeline: Customer-driven
Resources: Vendor allocation
ESCALATION PATH:
Level 1: Partner Manager + Partner Sales Lead
Level 2: Channel Director + Partner Executive
Level 3: VP Sales + Partner C-level
Frequently asked questions
What is the Partner Co-Selling Playbook?
A playbook for effective co-selling with partners.
Who is the Partner Co-Selling Playbook for?
It is built for CROs and their teams working on Channel & Partners. The AI coach adapts it to your company, stage, and goals.
How long does the Partner Co-Selling Playbook take to use?
It saves roughly 55+ hours versus building from scratch. Our AI coach can tailor the playbook to your situation in minutes, then hand you a step-by-step plan.
Is the Partner Co-Selling Playbook free?
Yes. You can read the full playbook and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Partner Co-Selling Playbook?
The coach teaches you the framework, asks a few questions about your business, tailors the playbook to you, and gives you measurable next steps to execute.