INTRODUCTION TO ECOSYSTEM ORCHESTRATED SALES - GTM PRACTITIONER

Training fundable through your OPCO (Qualiopi compliant)

Formation créée le 21/07/2025. Dernière mise à jour le 10/12/2025.
Version du programme : 1

Type de formation

Distanciel

Durée de formation

4 heures (0 jour)

Accessibilité

Oui

Financement Fundae

Formation finançable Fundae
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INTRODUCTION TO ECOSYSTEM ORCHESTRATED SALES - GTM PRACTITIONER

Training fundable through your OPCO (Qualiopi compliant)


This is a four-hour comprehensive training program (e-learning) designed for Go-to-Market (GTM) executors. It moves beyond high-level strategy to focus on actionable skills required to leverage the partner ecosystem for success in daily workflows. It covers how to identify joint opportunities, articulate multi-partner value propositions, co-sell effectively, and drive customer success through a partner network.

Objectifs de la formation

  • The core objective is to empower GTM executors with the practical understanding, techniques, and confidence needed to seamlessly integrate partner ecosystems into their daily workflows for collaborative growth. The program aims to cultivate an "Ecosystem Navigator" mindset.
  • KEY CONCEPTS & SKILLS MASTERED Participants will master the following: Partner Roles & Mapping: Understand various partner types (Resellers, System Integrators, ISVs, Referral Partners) and their contributions throughout the customer lifecycle and deal stages. Joint Opportunity Identification: Master techniques for mapping client pain points and recognizing complementary partner solutions to discover joint opportunities. Joint Value Proposition (JVP): Learn to articulate the differentiated value of complex multi-partner solutions, moving beyond individual product features. Co-selling & Engagement: Gain confidence to facilitate initial partner engagement, schedule joint discovery calls, and orchestrate multi-partner sales motions for complex client needs. Execution & Tracking: Develop and execute joint account plans with partners, track shared pipeline, and actively drive deals to close in collaboration. Cultural Alignment: Nurture direct, honest relationships with partner counterparts and secure internal buy-in for joint initiatives.

Profil des bénéficiaires

Pour qui
  • Software vendors
  • Companies from the manufacturing industry
  • Companies from the pharmaceutical industry
Prérequis
  • This path is specifically designed for Go-to-Market (GTM) executors: Account Executives (AEs) Account Managers (AMs) Customer Success Managers (CSMs) Business Developers (BDRs/SDRs)

Contenu de la formation

I. INTRODUCTION & PRE-LEARNING ASSESSMENT
II. LEARNING PATH MODULES:
  • Module 1: Your Role as an Ecosystem Navigator Lesson 1.1: Understanding the Ecosystem Landscape for GTM Executors Lesson 1.2: Identifying Joint Opportunities & "Better Together" Stories
  • Module 2: Tactical Partner Engagement & Co-Selling Lesson 2.1: Orchestrating Joint Account Planning & Pipeline Management Lesson 2.2: Driving Success Through Co-Selling & Co-Marketing
  • Module 3: Sustaining Ecosystem-Driven Growth Lesson 3.1: Building Strong Relationships with Partner Counterparts Lesson 3.2: Championing Partner Success Internally
III. KET TAKEWAYS, CONCLUSION & POST-LEARNING ASSESSMENT
IV. END OF TRAINING CERTIFICATION EXAM
BIBLIOGRAPHY & MARKET STATISTICS

Équipe pédagogique

The training is led by Thomas Dussarrat, a founder and Senior Consultant with two decades of GTM experience in the software industry. Core Philosophy: Your partners are the vital "glue" connecting you directly to your Ideal Customer Profiles (ICPs) in your market. The mindset empowers leaders to embrace an "orchestrator" mindset, moving beyond direct sales to strategically build a robust Customer Partner Experience (CPX). The goal is to forge an agile, company-wide "Partners Ecosystem" culture.

Qualité et satisfaction

All the training modules will need to be completed. Also, the trainee has the opportunity to have the exam and pass it.

Vidéo de présentation

Modalités de certification

Résultats attendus à l'issue de la formation
  • Expected Results at the End of the Training Upon completion, participants are expected to: Amplify their impact within the organization. Win more deals. Deepen client relationships. Achieve and exceed individual sales, retention, and growth targets by actively involving partners. Develop a stronger understanding and perception of the strategic value and operational complexities of a partner ecosystem. Feel more confident in articulating the quantifiable ROI of partnership initiatives. Contribute directly to key company-wide partnership KPIs by tracking partner-influenced opportunities and co-selling efforts.
Modalité d'obtention
  • To pass the exam, the trainee will need to obtain a score of 80% or more. Among 20 questions, this represents a total of 16 correct answers minimum.
Détails sur la certification
  • If the trainee passes the exam, VIVA GTM will share with him his digital certificate. The trainee will be able to share it into his linkedin profile
Durée de validité
  • 2 ans

Délai d'accès

4 semaines

Accessibilité

Online training (e-learning)