How to convert new co-marketing partners to co-selling partners.

How to convert new co-marketing partners to co-selling partners.

This is a strategy purposed to: Gain and convert ideal partners using co-marketing and co-selling in specific progressive stages.

Get these emailed!

Our newsletter includes actionable strategies on how to execute partnerships effectively.

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.

This is a strategy purposed to: Gain and convert ideal partners using co-marketing and co-selling in specific progressive stages.
The benefits are: Create valuable content for the brand, social proof alongside top companies, and create new alliances in the process.
Success: Will = Signing on new partners who are willing to submit their leads so they get credit if any convert.
Requirements:
- Buy-in from marketing
- Link tracking (UTMs, affiliate links, codes, hidden form fields on designated landing pages)


Step 1 = In a Google Sheet or Airtable, define the data segments (users and/or leads in pipeline stages) that you can bring to the table (co-sell with a partner).
 Include totals. In a separate tab, ask marketing for email newsletter optin, web/blog traffic, and social followers.

Step 2 = Then define the partner persona who are also after that segment - agencies and tech.

Step 3 = List out co-marketing campaign types, with the reach and target audience, you have the ability to host with them that also work for their brand and target persona.


*Suggestion - create a progressive 'course' or 'masterclass' with 6-12 classes that will be recordings with the experts (your potential partners), video first, but then made into articles for the blog, and invite traffic to RSVP/Op-in/Subscribe to that course alone. The reason for this is to not only extend the value fo the content for you and your partners, but to have a reason (email RSVPs) to ask that partners share their lists as well - by offering them access to that list.

Step 4 = Approach the partner prospects with the first "ask' of collaboration.

"We believe our audience of [total social exposure + segment definition and size] would gain a lot from your expertise. Would you be open to a collaboration in some marketing content?"

Step 5 = Create/record the first co-marketing collaboration.

Step 6 = After recording, but before you publish, reach back out to the partner with a mention that "We are going to promote this content to ____ number of your ____ pipeline contacts who are ____ types of companies, and if you are going to promote to your pipeline, please create a partner account and add the company names so you get credit (commission) if they sign up."

Step 7 = Publish the first collaboration.

*Suggestion - Host it on YouTube unlisted for the promotional timeline, then switch it to public.

Step 8 = Send all content/course links and the process by which users gain access to the articles vs the videos explanation to the partners/instructors.

Step 9 = [Regardless of whether they shared pipeline] Reach back out and mention that you use an account mapping tool (Crossbeam or Sharework.co, both have free accounts) and that you would like to see if your audiences overlap for the purpose of approaching those who are customers, or also in your target prospects lists, with an offer to join (as their referrals).

Step 9 = IF they agree, proceed with account mapping - looking first at overlap, then creating an agreed upon strategy for outreach.

Step 10 = [If you did video content] After all of the videos are recorded and published to the video hosting page/site (we recommended uploading as "unlisted" on youtube), and all of the traffic and social marketing is done, then make the course live for all site/youtube traffic by making it public.

*Never worrying about how many leads the partner has sent.
*Never be pushy.
*Give twice before you ask for anything from them.


Timeline for this agenda:

Week 1 = Outline the content agenda and target partners to match the content types/titles.
Week 2 = Internal meetings with marketing, sales, product to get the agenda approved and the content hosting format decided.
Week 3 = Outreach to partners.
Weeks 4-8 = Recording.
Weeks 5-10 = Publishing the articles with the opt-in email capture for the course.
Weeks 12-16 = Promote the course.
Weeks 16+ = Convert the course to be available for all site/youtube traffic.

More great resources for tech companies

When, why and how to use an LMS and Partner Certifications

When, why and how to use an LMS and Partner Certifications

View Resource
Account mapping - Moving co-marketing agency partners into co-selling routines

Account mapping - Moving co-marketing agency partners into co-selling routines

View Resource
How to Activate Agency Partners

How to Activate Agency Partners

View Resource