Complementary vendors
A second source of pipeline
Partners whose sellers meet your buyers before you do.
Solutions / Co-selling & co-marketing partnerships
Sell together with the companies your customers already trust
Companies whose customers are your prospects can bring you into deals, share campaigns and events, and lend you their credibility. Partnex helps you find them, agree how leads and costs are shared, and make the partnership happen in the field.
Covers co-selling, co-marketing, sponsorships and content partnerships.
A co-selling partnership lives in the field.
Two partner teams can agree everything and still produce nothing, because neither sales team has a reason to bring the other in. The partnerships that work name the moment a seller introduces the partner, and give both sides something to show for it.
What co-selling partnerships take
Logo exchanges that produce no deals
A joint announcement is easy. Joint pipeline needs a trigger that each seller recognises.
With Partnex
Each value proposition names the situation in which one side introduces the other, and the first joint activity with a date.
Who owns a lead both sides had
Disputes over shared leads and fees on joint deals poison the relationship.
With Partnex
Terms set out what is shared, how a shared opportunity is registered, and when a fee is earned.
Events and campaigns paid for by one side
Sponsorship requests arrive dressed as partnerships.
With Partnex
Co-marketing commitments are tied to deliverables and measures, so a fee buys something visible.
Finding partners without product overlap
The best co-selling partners share customers and compete nowhere, which is harder to establish than it looks.
With Partnex
Research maps each candidate’s customers, products and roadmap against yours, with sources.
Momentum after the launch
The first quarter is enthusiastic. The second is quiet.
With Partnex
Measures and a review date are part of the terms, and quiet partnerships are flagged.
What a co-selling partnership can deliver
Joint proposals
Shorter sales cycles
A combined offer answers the buyer’s whole problem.
Co-marketing partners
Reach into a new segment or region
Campaigns and events in front of audiences you do not have.
Sponsorships and content partnerships
Credibility by association
A recognised name beside yours, with the visibility agreed in advance.
From objective to partnership strategy
Partnex finds the vendors who share your customers, designs the exchange each side can act on, and prepares the first joint activity.
- Shortlists of partners with shared customers and no overlap
- Contacts in partnerships, sales and marketing
- A two-sided proposition with the trigger for introductions
- Co-selling terms covering leads, fees and joint activity
Objective
A quarter of new pipeline from co-selling partners within a year
Partnership strategy
- Vendors in your customers’ stackCo-selling
Their sellers are already in the account.
- Agencies and consultancies serving your segmentCo-marketing
They run the events and content your buyers attend.
- Industry media and communitiesSponsorship
Visibility in front of a buying audience, with deliverables.
Built for how co-selling partnerships work
Propositions sellers can act on
Each proposal names when a seller introduces the partner and what both sides gain.
Fees only where work was done
Terms tie any fee to a registered, sourced opportunity.
A partnership with measures
Joint activity, measures and a review date are in the terms, and the pipeline shows what the partnership produces.
See where your partnerships stand
A free assessment of your partnerships against your competitors’, with the first new one already started for you.