2 slides on how to persuade AEs to work with partners
Mar 24, 2025
Here's a photo of me at our Partner Summit in New York highlighting a referral partner competition. 🏆
This is a fun, motivational way to get the competitive energy flowing with your partners - I highly recommend it!
For today's topic, I wanted to share two slides to help you ideate on how to persuade your sales teams to engage partners.
Rule #1: Be super specific about the value your partners provide to sales teams.
No fluff.
Rule #2: Immediately back up that up with a proof point (a real life partner case study).
Let me give you real examples:
Fluffy:
Our partners can help you in the pre-sales motion.
Specific:
Our partners will build customers a custom POC with up to 10 hours of free services, totaling $5,000 in value and will most importantly show them the art of what's possible. Here's an example of how we did this at (insert customer) with partner XYZ that led to $___ in revenue.
Fluffy:
Our partners can get the customers a great sales proposal to move forward on the deal.
Specific:
Our partners can do one discovery call and craft a customized proposal detailing the problem, solution and business outcomes + relevant customer case studies within 24 hours if it's a straightforward use case to help you win the deal. Here's an example of how we did this at (insert customer) with partner XYZ that led to a closed won opportunity in 10 days, 50% faster than our typical sales cycle!
Fluffy:
Our partners can provide technical guidance.
Specific:
Our partners can host a half day workshop and map the technical solution to their business needs. Here are 2 customer examples of success through this workshop that unlocked $100K in pipeline!
What's my point with this?
Your job is to build confidence with the sales teams so they want to work with partners.
Be hyper specific.
Own the details.
Know your stories cold.
That's how you persuade them.
On that note, I'm leaving you with two slides you can leverage below to help you ideate further on this. Check it out here:
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