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How do you get buy-in and attention from your partner sales force in order to even enable them?

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4 Answers
Partner Product Marketing
  1. Alexandra Sasha Blumenfeld
    Alexandra Sasha Blumenfeld

    Sentry Director of Product Marketing • 5y

    Build joint customer stories and clearly showcase the value you + partner deliver. It might seem basic, but the way we've found to get buy-in and attention from the partner's sales team is by 1) Driving joint wins (this is typically done in partnership with the BD team) 2) Documenting those wins in the form of case studies or customer webinars where you highlight the joint solution and how it unlocked business impact for the customer 3) Providing enablement via one-pagers or lunch and learns on ...Read More

    1,768 Views
  2. Priya Ramamurthi
    Priya Ramamurthi

    Okta Former Sr. Director Platform Product Marketing • 4y

    In order to get the best attention from the sales teams, it is important to create a plan in conjunction with them. Early buy-in drives engagement through the process. Also, as with any product marketing engagement with sales, it is an ongoing collaboration and discussion to apply the best learnings and keep the feedback loop going.

    981 Views
  3. Harsha Kalapala
    Harsha Kalapala

    AlertMedia Vice President Product Marketing | Formerly TrustRadius, Levelset, Walmart • 4y

    Sales will always welcome your support when you can clearly demonstrate that you are helping them drive more sales. Map out how your partnership initiatives will help deals directly or indirectly. How will you help them hit their numbers faster? Get buy-in from sales leadership, and then enable the sales team with any materials and training they need to take the next step. Make their job easy and rewarding, and they'll do it with you. One approach that always helps is to pick 1 salesperson who o ...Read More

    449 Views
  4. Sharon Markowitz
    Sharon Markowitz

    Intuit Principal Product Marketing Manager | Formerly Zoom, Atlassian, LinkedIn, Intuit + CPG • 2y

    Its critical to get buy-in and attention from your sales organization and the partner sales organization. Partners should be part of the solution, and therefore, an integrated effort as part of the sales motion at your company. Educating the sales team with the necessary training on how to use and collateral is key, inclusive of user stories, as well as who the target customer is, what the partnership is, why its better together (joint partner message), and key benefits. Incentives and/or leader ...Read More

    662 Views

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