INTRODUCTION TO WORKING WITH COOPETITORS - GTM PRACTITIONER

Training fundable through your OPCO (Qualiopi compliant)

Formation créée le 04/08/2025. Dernière mise à jour le 19/11/2025.
Version du programme : 1

Type de formation

Distanciel

Durée de formation

3 heures (0.5 jour)

Accessibilité

Oui

Financement Fundae

Formation finançable Fundae

INTRODUCTION TO WORKING WITH COOPETITORS - GTM PRACTITIONER

Training fundable through your OPCO (Qualiopi compliant)


The "Introduction to working with Coopetitors" is an e-learning path for go-to-market practitioners. The program aims to provide strategic insights and practical tools to navigate Go-to-Market (GTM) strategies by collaborating with partners and partial competitors. This program will help participants embrace a "coopetition mindset" to acquire new clients, foster collaborations, and achieve sustainable growth. Each module includes learning games to reinforce key concepts. The program is estimated to take 3 hours to complete.

Objectifs de la formation

  • The primary objective is to define "coopetition" and understand its core principles of simultaneous collaboration and competition in a modern GTM context. The course also aims to provide a framework for identifying and evaluating potential partners, including partial competitors, for coopetition. A key objective is to equip leaders with the skills to articulate a compelling joint value proposition when working with a partner or partial competitor.
  • Master the: Definition of coopetition and its importance in modern GTM strategy. Framework for identifying and evaluating potential partners for coopetition. Skills to articulate a joint value proposition.
  • Learn how to: Win new clients by embracing a coopetition mindset. Foster deeper collaborations and unlock new avenues for sustainable growth. Navigate the complex world of GTM strategies by collaborating with both partners and partial competitors. Host an internal workshop to brainstorm a list of "frenemies" and how to collaborate with them. Use a partner scoring matrix to evaluate potential collaborators. Craft a compelling, unified message that highlights the unique benefits of a combined solution

Profil des bénéficiaires

Pour qui
  • Software companies
  • Industrial Companies
  • Pharmaceutical Companies
Prérequis
  • Learner's Profile: The training is designed for C-level executives and business leaders, such as CROs, CEOs, Chief Sales Officers, Heads of Sales, VPs of Sales, and Heads of Business Development
  • Prerequisites: There are no right or wrong answers in the pre-training survey, which is simply used to gauge the learner's starting point and comfort levels with coopetition concepts.

Contenu de la formation

Intoduction and Pre-Training Assessment
Module 1: Understanding the Coopetition Mindset (Approx. 1 hour) Lesson 1.1: What is Coopetition and Why Does It Matter? Lesson 1.2: Identifying Potential Coopetition Partners Lesson 1.3: The Art of the Joint Value Proposition
Module 2: Navigating the Coopetitive GTM (Approx. 1.5 hours) Lesson 2.1: Structuring a Deal with a Partial Competitor Lesson 2.2: The Role of Sales Leaders in Fostering Coopetition Lesson 2.3: Building a Resilient Coopetition Framework
Module 3: Measuring Success & Cultivating a Coopetitive Culture (Approx. 1 hour) Lesson 3.1: Defining and Tracking Coopetition KPIs Lesson 3.2: Fostering a Coopetitive Organizational Culture
Conclusion and Post-Learning Assessment
Final Exam (20 Questions)

Équipe pédagogique

Our founder, Thomas Dussarrat is a visionary with two decades of go-to-market experience in the software industry, facilitating the localization of go-to-market motions from North America to Western Europe. Thomas isn't just a Senior Consultant; he's an orchestrator, an artisan of go-to-market motions. Thomas's core belief? Your partners are the vital "glue" connecting you directly to your ICPs in your market. His mindset empowers leaders to embrace an "orchestrator" mindset, moving beyond direct sales to strategically build a robust Customer Partner Experience (CPX). VIVA GTM® delivers actionable training and consulting bundles to forge an agile, company-wide "Partners Ecosystem" culture. This ensures every department truly values and actively collaborates with partners, guaranteeing a seamless, exceptional customer experience.

Vidéo de présentation

Délai d'accès

8 semaines

Accessibilité

Online training only (e-learning).