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 10/12/2025.
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 a 3-hour e-learning path for Go-to-Market (GTM) practitioners. The program provides strategic insights and practical tools to navigate GTM strategies by collaborating with partners and partial competitors. This helps participants embrace a "coopetition mindset" to acquire new clients, foster deeper collaborations, and achieve sustainable growth. Each module includes focused learning games to reinforce key concepts.

Objectifs de la formation

  • The program's core objective is to define "coopetition" and understand its principles of simultaneous collaboration and competition in a modern GTM context.
  • Key Concepts and Skills Mastered: Coopetition Definition: Master the definition of coopetition and its importance in modern GTM strategy. Partner Evaluation: Master the framework for identifying and evaluating potential collaborators, including partial competitors, for coopetition. Value Articulation: Master the skills to articulate a compelling joint value propositionwhen working with a partner or partial competitor.
  • Learners Will Learn How To: Win new clients by embracing a coopetition mindset. Foster deeper collaborations and unlock new avenues for sustainable growth. Navigate complex 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
  • The training is designed for Go-to-Market (GTM) practitioners.

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
Key takeways, Conclusion and Post-Learning Assessment
Final Exam (20 Questions)
Bibliography and 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. The Core Philosophy is that partners are the vital "glue" connecting the organization directly to its Ideal Customer Profiles (ICPs) in the market. This 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.

Vidéo de présentation

Délai d'accès

4 semaines

Accessibilité

Online training (e-learning).