The Art & Science of Co-selling - Session Sponsor Nasscom SMB - India.

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How to #Cosell - Targetted at SMBs, Courtsey - NASSCOM SMB India. Copyrights - Akshay Shah - CEO, iWeb Technology Solutions Pvt.Ltd.

Sales

THE ART & SCIENCE OF CO-SELLING!
Akshay Shah
CEO – iWeb
9322655704 / akshay@iwebtechno.com
Twitter - agilewiz

WHAT IS CO-SELLING?
• PARTNERSHIPS – BENEFITS & PASSION
• PRODUCT / SERVICE MIX
• FACILITATORS
• WIN WIN FOR BOTH
• MERGER / BUY-OUT / STRATEGIC INVESTMENT
• BREAK-UP POSSBILITY – THE WAY FORWARD
• DO’s and DON’T’s for SMBs
• CHALLENGES for SMBs

MERGER / BUY-OUT / STRATEGIC
INVESTMENT
9

BREAK UP POSSIBILITY?
THE WAY FORWARD
10

DO’s AND DON’T’s OF CO-
SELLING FOR SMBs
• Don’t oversell yourself / solution / technology / product
• Don’t be over / under passionate – ensure a fine line!
• Focus on the partner’s benefit more than your benefit
• Show it a marriage of convenience for both
• Make it a win win for both
• Ensure a level playing field
11

CHALLENGES OF CO-SELL FOR
SMBs
• Over-expectations
• Under-expectations
• Biggest Challenge is managing & delivering on those
expectations to stakeholders, partners & the customers
therein
• Ensuring momentum
• Keeping alive interest at either ends
• Performance, Performance, Performance!
12

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