Getting the Ecosystem To Sell Together

SaaS Connect - SaaS Partnerships & SaaS Leaders

On this episode, Amit Sinha, President at WorkSpan — a platform for automating and scaling co-selling businesses — talks about getting ecosystems to sell together.

Amit starts by explaining that organizations that lack internal structures, mechanisms and policies to govern their ecosystem involvement can easily fail. He outlines the challenges surrounding business ecosystems, such as using risky tools (e.g., spreadsheets, emails and presentations), disjointed processes, inconsistent data as well as culture and mindset.

Amit discusses the ecosystem operating model and adopting the flywheel by co-selling and investing to serve customer needs, co-innovating in order to develop and refine partnering offerings, co-marketing in order to share resources and reach in order to identify and create markets together.

He displays the results WorkSpan achieved by adopting this model, including $47 billion in the pipeline through its network last year alone.

Amit characterizes the key capabilities required for ecosystem management, such as processes, data hubs, access control, intelligence and multi-party ecosystems. And he details the six ecosystem best practices and trends.

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