# 34 - Sixten & Martin - Ecosystem Sales and Partner Management
Update: 2024-06-21
Description
In this episode, Martin Nyvang Mariussen and Sixten Schultz dive into ecosystem selling and partnership sales, exploring the evolving sales dynamics and the importance of nurturing relationships with various companies. They examine the critical considerations for assessing product suitability for partnership selling, emphasizing the need to avoid channel conflicts and establish clear rules with partners.
Highlighting the role of partners in enhancing customer service and extending product lifespan, they stress the value of investment in partner enablement and collaboration.
Strategic partner selection, mutual success contributions, and setting standards for effective partnerships are key aspects discussed for building successful partnership ecosystems.
In today's episode, we cover:
0:00 : Introduction and Weekend Plans
0:14 : Introduction to Ecosystem Selling
7:01 : Importance of Service in Ecosystem Selling
8:48 : Starting Small in Partnership Sales
12:36 : Importance of Selective Partnerships
14:55 : Balancing Partner Revenue Contributions
16:30 : Setting Requirements for Healthy Partnerships
22:11 : Integration of Touchpoints in Sales Management
23:23 :Ownership of Customers in Partnerships
24:05 : Ensuring Communication and Alignment in Partnerships
32:30 : Structuring Partner Programs
36:25 : Common Partnership Pitfalls
39:09 : Leveraging Informal Partnerships
42:47 : Balancing Partnership Resources
44:49 : Healthy Partnership Approach
47:03 : Importance of Trust in Partnerships
50:10 : Organic Partnership Growth
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