02 — Capability · BC-440.40
Partner Sales & Deal Support
Share opportunities with partners and protect the ones they bring, so the organization and its partners pursue customers together instead of competing for credit.
- Deal Registration
- Co-Selling
- Channel Sales Support
In scope
- Deal registration and protection
- Distributing leads to partners and taking theirs back
- Co-selling and technical support on partner deals
Out of scope
- The organization's own opportunity pursuit (see BC-430)
- Lead generation campaigns run for partners (see BC-420)
Realized by · 1
Used in · 1
Build it · 0
- Nothing in the library points here yet.
Decomposes into · 3
- BC-440.40.10Deal RegistrationLet a partner register an opportunity it found, confirm it is not already claimed, and protect its margin for a defined period.
- BC-440.40.20Partner Lead DistributionRoute qualified leads to the right partner by territory, skill and performance, and track whether and how fast they are worked.
- BC-440.40.30Co-Selling SupportProvide sellers, specialists and demo resources to partner-led deals where the size or complexity justifies it.