MASTERING ECOSYSTEM ORCHESTRATED SALES

Training fundable through your OPCO (Qualiopi compliant)

Formation créée le 06/11/2025. Dernière mise à jour le 13/12/2025.
Version du programme : 1

Type de formation

Distanciel

Durée de formation

8 heures (1 jour)

Accessibilité

Oui

Financement Fundae

Formation finançable Fundae
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MASTERING ECOSYSTEM ORCHESTRATED SALES

Training fundable through your OPCO (Qualiopi compliant)


The "MASTERING ECOSYSTEM ORCHESTRATED SALES" program is a strategic e-learning path designed for Go-to-Market Leaders within software vendor organizations. It aims to provide strategic insights and practical tools for transitioning to an ecosystem-led growth (ELG) approach. The program focuses on infusing a deep ecosystem mindset into a company's GTM strategy and empowering operational teams to thrive in this new paradigm. Each module incorporates learning games to reinforce concepts and aid practical application. The estimated total completion time for the entire program is 8 hours. This full learning path is the bundle of 3 complementary trainings: - INTRODUCTION TO ECOSYSTEM ORCHESTRATED SALES - FOR GTM PRACTITIONER - INTRODUCTION TO ECOSYSTEM ORCHESTRATED SALES - FOR GTM LEADER - MASTERING ECOSYSTEM ORCHESTRATED SALES - FOR GTM LEADER To get fully certified for "MASTERING ECOSYSTEM ORCHESTRATED SALES". it is required to follow and pass all three exams.

Objectifs de la formation

  • The primary educational objective is to define the ecosystem mindset, differentiate it from traditional direct sales, and highlight its critical importance and benefits for modern GTM leaders in software vendor organizations. Participants will learn how to: Define a business ecosystem specifically for software vendors and understand its core characteristics of interdependence, co-creation, and shared outcomes. Differentiate between the core tenets of direct software sales and Ecosystem-Led Growth (ELG). Develop compelling joint value propositions that articulate the unique, amplified benefit customers receive from the combined software offerings. Understand the strategies and key elements required for effective co-selling of software solutions. Champion, resource, and culturally embed the ecosystem mindset within their software organization.

Profil des bénéficiaires

Pour qui
  • Software vendors
  • Company from the manufacturing industry
  • Company from the pharmaceutical industry
Prérequis
  • The program is specifically designed for Go-to-Market leaders such as CEOs, COOs, Heads of Sales, VPs of Sales, and Sales Directors within software vendor organizations. Prerequisites: First, you need to complete the 2 other trainings (INTRODUCTION TO ECOSYSTEM ORCHESTRATED SALES - for GTM Leaders & for GTM Practitioners). A "Pre-Training Knowledge Perception Survey" is used to gauge current perceptions and comfort levels with ecosystem-led growth concepts

Contenu de la formation

I- Introduction & Pre-Training Knowledge Perception Survey
II-E-Learning Path Modules
  • Module 1: Introduction to the Ecosystem Mindset Lesson 1.1: What is a Business Ecosystem for Software Vendors? Lesson 1.2: The Paradigm Shift: From Linear to Networked Growth in Software Lesson 1.3: Direct Software Sales vs. Ecosystem-Led Growth (ELG) Lesson 1.4: Why Now? Drivers of ELG for Software Vendors Lesson 1.5: Strategic Benefits of ELG for Software Vendors Lesson 1.6: Leadership's Role in Fostering the Shift in a Software Company
  • Module 2: Identifying and Mapping Your Ecosystem Lesson 2.1: Understanding Ecosystem Archetypes for Software Vendors Lesson 2.2: Value Chain Analysis in a Software Ecosystem Context Lesson 2.3: Assessing Current Software Partnerships Lesson 2.4: Identifying White Spaces and New Opportunities for Software Vendors Lesson 2.5: Tools and Frameworks for Software Ecosystem Mapping Lesson 2.6: Partner Persona Development for Software Vendors
  • Module 3: Building Ecosystem Strategies & Value Propositions Lesson 3.1: Defining Shared Goals and Mutual Benefit in Software Partnerships Lesson 3.2: Crafting Joint Value Propositions for Software Solutions Lesson 3.3: Developing Joint GTM Motions: Co-selling Software Solutions Lesson 3.4: Developing Joint GTM Motions: Co-marketing & Co-innovation for Software Lesson 3.5: Structuring Ecosystem Agreements for Software Vendors Lesson 3.6: Incentive Models and Measuring Success for Software Ecosystems
  • Module 4: Operationalizing Ecosystem GTM Lesson 4.1: Integrating Ecosystems Lesson 4.3: Product & Engineering Collaboration for ELG in Software Lesson 4.4: Enabling Technologies for Software Ecosystem Management Lesson 4.5: Internal Alignment & Change Management for Software Vendors Lesson 4.6: Training and Empowerment for Software Operational Teams
  • Module 5: Measuring, Optimizing & Scaling ELG Lesson 5.1: The Leader as Software Ecosystem Architect Lesson 5.2: Communicating the Vision and "Why" for a Software Ecosystem Lesson 5.3: Fostering a Culture of Collaboration and Trust in a Software Company Lesson 5.4: Continuous Learning & Adaptation for Software Ecosystems Lesson 5.5: Risk Management in Software Ecosystems Lesson 5.6: Building Your Software Ecosystem Roadmap
III- Key Takeways, Conclusion & Post-Learning Assessment
IV- Final Exam: Embracing an Ecosystem Mindset for Software Vendors
V - 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. 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

Modalités de certification

Résultats attendus à l'issue de la formation
  • Upon completing the e-learning path, participants should have: A clear understanding of what an "ecosystem mindset" means in the context of Go-to-Market strategy for a software vendor. Confidence in their ability to identify and map potential partners within their software vendor's business ecosystem. Preparation to develop and implement effective joint Go-to-Market strategies with external partners for their software solutions. A clearer vision of how their organizational structure and culture can evolve to effectively adopt an ecosystem-led growth approach. The feeling of being equipped and motivated to lead and champion a significant shift towards an ecosystem-centric GTM within their software organization.
Modalité d'obtention
  • To obtain the "MASTERING ECOSYSTEM ORCHESTRATED SALES" certification, participants are required to: Have completed the three trainings in the bundle (INTRODUCTION TO ECOSYSTEM ORCHESTRATED SALES FOR GTM PRACTITIONER, INTRODUCTION TO ECOSYSTEM ORCHESTRATED SALES FOR GTM LEADER, and MASTERING ECOSYSTEM ORCHESTRATED SALES). Pass a final quiz for each of the three trainings with a minimum score of 80%. The training aims to build a resilient and adaptive global GTM machine that can thrive amid evolving market dynamics. Pre- and post-learning assessments are designed to measure the impact of the training on a participant's understanding and confidence.
Durée de validité
  • 2 ans

Délai d'accès

8 semaines

Accessibilité

Online training (e-learning).