INTRODUCTION TO ECOSYSTEM ORCHESTRATED SALES - GTM PRACTITIONER

• Here are the details for the "ECOSYSTEM ORCHESTRATED SALES for GTM PRACTITIONER" learning path: Educational Objective The core educational objective of this program is to empower Go-to-Market (GTM) executors, including Account Executives, Account Managers, Customer Success Managers, and Business Developers, with the practical understanding, techniques, and confidence needed to seamlessly integrate partner ecosystems into their daily workflows for collaborative growth. It aims to cultivate an "Ecosystem Navigator" mindset. Overall Program Description This is a comprehensive training program designed to move beyond high-level strategy and focus on actionable skills. It covers how to identify joint opportunities, articulate complex multi-partner value propositions, co-sell effectively, and drive customer success through a partner network. The estimated completion time is approximately 3 hours 45 minutes to 4 hours, including content review, games, a certification exam, and surveys. Pedagogical Objectives The program is structured around several pedagogical objectives aimed at developing specific skills and mindsets: Understanding Partner Roles: Participants will learn to identify and understand various partner types (Resellers, System Integrators, Independent Software Vendors, Referral Partners) and their contributions throughout the customer lifecycle and deal stages. Joint Opportunity Identification: The training equips participants to discover joint opportunities by mapping client pain points and recognizing "trigger events" or "signals" that indicate a need for combined solutions. Crafting Joint Value Propositions (JVPs): Participants will learn to create compelling "Better Together" narratives that focus on combined business outcomes and quantifiable ROI, rather than just features, and to customize these JVPs for different client stakeholders. Collaborative Sales Execution: The program covers best practices for co-selling, including joint prospecting, lead sharing, joint discovery and qualification, co-presented demos and presentations, and navigating negotiations and closing deals with partners. oint Account Management: Participants will gain skills in maintaining shared account visibility, collaborative account planning, consistent communication, and constructive conflict resolution with partners on shared accounts. Leveraging Partner Resources: The training emphasizes utilizing partner events, enablement resources (training, sales tools, battle cards), and co-marketing opportunities to amplify reach and effectiveness. Driving Customer Success with Partners: Participants will learn how to partner for seamless onboarding and implementation, proactive issue resolution, defining shared success metrics, and identifying renewal and expansion opportunities with partners.
• MASTER THE: Practical understanding of partner ecosystems, techniques for integrating partner ecosystems into daily workflow, identification of joint opportunities, articulation of complex multi-partner value propositions, co-selling effectiveness, customer success through partner network, proactive identification of synergistic opportunities, collaborative sales execution, value proposition articulation (for joint solutions), stakeholder alignment, building internal consensus, joint account planning, joint pipeline management, joint deal acceleration, cross-functional collaboration, negotiation (in a joint context), problem-solving (in joint engagements), internal and external communication, relationship building (with partner counterparts), basic conflict resolution, data utilization (CRM for global activities, partner influence), reporting (quantifiable impact, "better together" narrative), advocating for partner success, continuous learning, agile adaptation, and ecosystem navigation.
• LEARN HOW TO: Seamlessly integrate partner ecosystems into your daily workflow, amplify your impact, win more deals, and deepen client relationships by truly becoming an Ecosystem Navigator, proactively identify synergistic opportunities with partners within your accounts or territory, use the "Ecosystem Navigator" framework to pinpoint where partners add value, develop the skill to identify and articulate "better together" stories for combined solutions, actively seek out opportunities where your product combined with a partner's creates a stronger solution, facilitate initial partner engagement by connecting with partner counterparts, schedule joint discovery calls with customers, orchestrate multi-partner sales motions for complex client needs, effectively communicate the differentiated value of joint solutions to prospects and clients, prepare compelling messaging highlighting combined benefits, secure internal buy-in for joint initiatives, develop and execute joint account plans with partners, track shared pipeline and actively drive deals to close in collaboration with partners, address and resolve challenges in joint engagements, actively participate in co-selling motions and co-marketing campaigns to generate leads, progress deals, and maximize visibility of joint solutions, nurture direct, honest relationships with partner counterparts using clear communication and mutual trust, ensure successful joint account management and expansion, effectively communicate partner-driven successes within your organization, highlight quantifiable impact and the "better together" narrative of joint solutions, reinforce the value of the ecosystem internally, encourage further collaboration, enhance individual performance, and significantly contribute to the organization's ecosystem-first GTM strategy to drive collaborative growth and achieve remarkable outcomes.

Online training only.