1. Co-Engagement Workshop
12/8/2018
Co-Engagement Workshop
The Rhythm of Our Business
SMS&P Corporate Accounts
& Partner Sales
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2. Establishing a Rhythm of Our Business (ROB)
When
Management Rhythm
How
Standard Reviews
What
Business Requirements
Establishing a Rhythm of Our Business (ROB)
WEEKLY
MONTHLY
QUARTERLY
AS NEEDED
Pipeline Management
Gap Analysis
Data Scrub
Pipeline Volume
Opportunity
Generation sessions
Pipeline Velocity
Key Opportunity
Reviews
Forecasting
Forecast Reviews
Joint Execution Plan 2

3. Measuring Joint Success
What are the metrics you want to track to measure success?
Amount of additional pipeline
Volume
Workload
Lead to opportunity conversion rate
Velocity
Win Rate
Cloud opportunities closed
P-Seller Program engagements

4. Discussion Establish the Rhythm of Our Business Oct Nov Dec 1 2 3 6 78 9 10 13 14 15 16 17 20 21 22 23 24 27 28 29 30 31 3 4 5 6 7 10 11 12 13 14 17 18 19 20 21 24 25 26 27 28 1 2 3 4 5 8 9 10 11 12 15 16 17 18 19 22 23 24 25 26 29 30 31
Use this slide to explain that we want to divide the group in smaller groups with a mix of roles, CA-roles, Partner Sales-roles, Marketing-roles. Each group should contain enough roles to be able to look at the sales blockers from the different teams and leverage the Co-Selling set-up. So where in the past these blockers were handled by each “discipline”, they now should be solved jointly leveraging the different experiences & skills.
Explain that there will be 4 scenario’s that need to be discussed within the group and presented back to the broader team.

5. Thank You!