How To Structure a Co-Selling Partnership

Every partnership is unique in terms of team members, products, and goals. Learn how you can effectively structure your co-selling partnership.

The key to a successful business partnership starts with finding a "match made in heaven" level partner. However, once you have met your match, it is equally as vital to effectively structure your co-selling partnership. Every partnership is unique in terms of team members, products, and goals. In this article, we are going to cover the many ways you can go about structuring a partnership.

Reseller Relationships and Channel Partners

Collaboration in the way of channel partners and reseller relationships are arguably the most common and effective form of co-selling. By co-selling in this manner, your business will partner with another company to mutually boost sales. Your partner has an established salesforce with abundant resources and a complimentary product or service. This partner ecosystem saves you the time and expense of managing an in-house sales team. On the other hand, your partner will add value to their current customers and earn a commission on your sales. Everybody wins!


Channel Partners in Action

In the world of SaaS (Software as a Service) the reseller relationship is proving to be a vital sales tool. In fact, studies show that B2B companies make upwards of 30-80% of overall revenue from partnership sales. Better yet, the power of channel partnerships is a home-run for companies of all sizes. SaaS bigwigs like Oracle and Salesforce are benefitting from reselling just as much as fresh startups are. To further demonstrate, the wildly successful B2B company Hubspot became what it is today through the power of channel sales. 


Cross Marketing and Promotion

In the age where the internet is king, cross-marketing is an incredibly valuable business tool. Social media is a more powerful advertising tool than ever before. Sometimes, business partnerships can be as simple as a single sponsored #ad post on Instagram. Conversely, you may partner with a company on producing a series of video advertisements for social media rollout. To illustrate, the SaaS startup ClickMeeting is partnering with aligned social influencers on a series of webinars produced for social media. These are just a few ways in which cross-promotion can add immense value to your partnership potential. 


How to Structure a Co-Selling Partnership: In Summary

At the end of the day, there is more than one way to collaborate with other companies. Please enjoy CoSell's comprehensive guide on How to Structure of Co-Selling Partnership Template to learn more about what may work best for you.

If you’d like to explore how partnership co-selling can help you and your team boost sales and win major clients fast - check out our selection of free eBooks.



Similar posts

Relationship-led growth is the future. Join our community.