What are keys to enabling your service partners to sell your product to SMB customers?

First and foremost: Align with your service partners what value their service and your solution provide to SMB customers. This joint value proposition should be the cornerstone of your selling process as that ensures both parties benefit from the partnership.

Prioritize working with your service partner to understand the most effective content to train and enable their selling process. Some examples of content include:

Internal enablement content

• Persona training: Teach partners about your key personas to help them understand their challenges and critical buying criteria.

• Product training: Teach partners about your product and provide them with sequences they can use based on customer challenges or use cases your product serves.

• Sales training: Teach partners sales best practices to help them close more deals at scale.

• Industry training: Teach partners about your competitive landscape and key industry trends to help them be trusted partners to their customers.

Customer facing content

• Pitch deck: Provide them with a sales presentation they can use to pitch your solution to their customer base.

• Product demos: Provide them with pre-recorded videos or demo environments to help them showcase your product to their customers.