Co-selling is a journey, not a destination

It does not start with the referral.

It does not end with the referral.

It’s about nurturing long-lasting, symbiotic partnerships.

It’s about keeping partners involved, engaged, and excited.

and

Co-selling is not a transaction.

It’s just one moment in time in a relationship.

Thanks for contributing to this section of the PhD, Rob Rebholz.

How do we generate revenue together?

I’m not in the business of partnerships. I’m in the business of relationships that make money together. - Cory Snyder

Cory Snyder, VP of Partnerships at Sendoso, joined Sam and Jason Yarborough to talk sales, partnerships, and balancing work and life on the Friends with Benefits podcast.

He reveals how he got his start in partnerships and the tactics he’s used to get to cash quickly.

Cory discusses everything from what he looks for in partners to how he prioritizes showing up for his kids to how partner tech has evolved.

3 lessons from a Partner Pro

Last week, I spoke with Partner Pro, Greg Sweeney, Partner Manager at Recurly.

He shared his insights on Partnerships and Nearbound that he’s learned over the years to drive pipeline and close deals.

Here are a few key lessons I learned:

1. Importance of Partner Expertise: Partners have specialized knowledge. Use that knowledge to influence the evaluation and sales cycle.

2. The Power of Nearbound Selling: Greg was able to secure a $250,000 purchase order by using connections to build trust and influence to secure the sale.

3. Use the Crawl, Walk, Run Approach: Get started, then iterate. Learn as you go. Sometimes you have to build the car while driving down the freeway. Get started with partners now so you can run faster together later.

Help Tackle understand partnerships

Tackle wants to learn from your experience co-selling and partnering with the hyperscaler Cloud Providers. They are looking for professionals in Cloud Alliances & Partnerships, Revenue & Sales, and related roles to fill out the State of the Cloud GTM Survey.

To the first 100 respondents, they are giving away a chance to win a Free Virtual Advisory Workshop with Tackle. In addition, all participants will get an early copy of the report.

Complete the State of the Cloud GTM Survey here.

📆 Happenings

• Aug 16, 2 PM EST – Partnerships Career Power-Up: Leveraging Transferable Skills – Join Christiannah Oyedeji (Former Head of Partnerships at MailChimp) and Scott Pollack (CEO at Firneo) as they explore how to build transferable skills that can help you evolve throughout your partnerships career.

Video of the Day

The Nearbound Blueprint is here; check out Ademola’s take on this momentous document.

🤝 Take the Partnerships journey with a Partner Pro. Share the PhD

Share the PhD and get some PartnerHacker swag while you’re at it.