CO-SELLING IN A UNIFIED SALES PROCESS

Technology company

Organization

The client was a global technology company who rely on partners to sell and implement their solutions.

Type of project

The client wished to unify pipeline management across subsidiaries and partner organizations. Hedera was asked to help make this a reality.

The challenge

  • The sales model at the time could be not scaled to support future growth
  • To growth, the client sought to utilize the reseller sales channel more effectively
  • A shared framework, with responsibilities and activities was required for resellers and internal teams to collaborate

What we did

  • Examined current sales process and pain points including deliverables per sales stage, roles and responsibilities per sales stage, required tooling and reporting
  • Designed a preferred sales process with change roadmap, sessions to realize internal and partner input and buy-in, manage change, learning sessions
  • Implemented KPIs for progress tracking, progress updates, change tooling and reporting

The result

  • New, successfully implemented sales structure
  • Clearly delineated tasks and accountabilities for sales teams and partners e.g. identifying leads, developing solutions, closing deals etc.

“Out of all countries we visited, this was the most successful co-selling session we’ve seen”

– Worldwide Director Corporate Accounts

hedera-adminCo-selling in a unified sales process [Technology]