Co-selling Cycle Overview
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Questions and Answers

What is the main goal of co-selling in the sales cycle?

  • To focus solely on internal sales strategies
  • To create competition between sales teams
  • To combine resources from two sales teams to close deals faster (correct)
  • To maximize individual sales performance

Which practice is recommended to improve deal closure?

  • Presenting as a unified group with aligned goals (correct)
  • Working independently without engaging Shopify resources
  • Avoiding the use of case studies or examples
  • Ensuring misalignment in planning and timelines

What is the first step in the sales cycle?

  • Closing the deal
  • Engaging with customers directly
  • Conducting market research
  • Submitting a lead (correct)

How can partners best utilize Shopify resources?

<p>For technical scoping and validation of solutions (A)</p> Signup and view all the answers

What should partners do when they engage with Shopify's sales team?

<p>Collaborate and share data or resources (B)</p> Signup and view all the answers

What is a key aspect of aligning with Shopify during the sales process?

<p>Creating a comprehensive understanding of each other's timelines (B)</p> Signup and view all the answers

What role do case studies play in closing deals?

<p>They provide relevant examples that can persuade potential clients (A)</p> Signup and view all the answers

Why is it important to ensure correct routing of leads?

<p>To avoid unnecessary delays in the sales process (D)</p> Signup and view all the answers

What happens if a lead is not engaged with in a timely manner after submission?

<p>It can be disqualified. (A)</p> Signup and view all the answers

What is the maximum timeframe within which all leads must be converted to be eligible for revenue share?

<p>90 days (B)</p> Signup and view all the answers

Who determines the appropriate representative to connect with after a lead is qualified?

<p>The Shopify sales representative (B)</p> Signup and view all the answers

What is a responsibility of the Shopify Solutions Engineering Team?

<p>Technical scoping for prospective merchants (A)</p> Signup and view all the answers

Which of the following can disqualify a submitted lead?

<p>Not responding to outreach from Shopify (B)</p> Signup and view all the answers

What is the role of the Shopify Account Executive following lead qualification?

<p>Connect with new prospects or existing customers (D)</p> Signup and view all the answers

What might indicate that a lead is ineligible?

<p>The team is already engaged with the lead. (C)</p> Signup and view all the answers

In what stage do Shopify Launch Consultants become involved?

<p>After a contract has been signed (D)</p> Signup and view all the answers

Flashcards

Co-selling definition

Collaborating between Shopify and Partner sales teams to close deals with prospects or existing customers.

Sales cycle steps

Attracting merchants, educating them on Shopify's offerings, and converting them into paying customers.

Co-selling benefits

Combining Shopify and Partner resources to improve deal closure and customer experience.

Co-selling best practices

Communicating early, aligning on plan, showing relevant case studies, and using Shopify resources efficiently.

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Partner lead submission

The initial step, where a lead submitted by a partner is reviewed for eligibility and completeness.

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Ineligible lead handling

The lead form process needs to be checked in different situations, such as leads routed for Plus, Enterprise, and POS products

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Shopify resources

Tools like discovery, scoping (or evaluating if the product is feasible for the project), and solution validation to support partners.

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Lead submission form

A specific form required, depending on the type of lead (e.g., Plus, Enterprise, POS), that the partner needs to submit to process the lead properly.

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Ineligible Lead

A lead that doesn't meet the minimum criteria or is already being worked on by the team.

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90-day Lead Conversion

Leads must be converted to revenue share within 90 days of submission.

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Sales Development Representative (SDR)

Handles new prospects and deals.

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Account Executive

Works with existing customers on larger deals.

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Technical Scoping

Determining the technical requirements for a project based on a prospective merchant's needs.

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Shopify Solutions Engineering Team

Provides technical support, and partners with the user to properly scope the project.

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Lead Submission

The act of submitting a potential client, who is a possible customer for a product or service, to the appropriate team for follow-up.

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Shopify Launch Consultants

Support the migration and launch process of a contract.

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Study Notes

Co-selling Cycle

  • The sales cycle involves attracting prospects, educating them on offerings, and converting them into paying customers
  • The cycle is broken down into pre-contract and post-contract stages
  • Key Shopify resources are identified at each stage

Pre-contract Stages

  • Submit Lead: Initial submission of a prospect
  • Co-sell: Collaboration between Shopify and Partner organization sales teams
  • Scope: Defining technical and commercial details of the deal

Post-contract Stages

  • Build and Launch: Building and launching the Shopify solution
  • Long-term Support: Ongoing support for the merchant

Co-selling Definition

  • Co-selling combines two sales teams (Shopify and Partner) to close deals
  • Aims for the best experience for merchants
  • Combines resources from Shopify and Partner organisations

Best Practices for Closing Deals

  • Engage: Early collaboration with Shopify's sales team
  • Align: Ensure mutual planning and timelines
  • Provide relevant case studies: Show successful examples in the same industry
  • Leverage Shopify resources: Use existing Shopify tools for discovery, scoping, and validation

Submitted Lead Process

  • Lead submission initiates the sales cycle
  • Leads are reviewed, vetted, lead eligibility is confirmed
  • Specific lead forms may be required for Plus, Enterprise, or POS customers
  • Leads can be tracked in the Partner Dashboard

When to Submit a Lead

  • Contact with the merchant indicates readiness
  • Submit as early as possible without hindering progress
  • Understand the merchant's annual revenue, budget, and timeline

Lead Conversion and Eligibility

  • All leads need conversion within 90 days to be eligible for revenue share
  • Respond promptly to Shopify's outreach
  • Meet deadlines and maintain engagement to remain eligible

Roles in the Shopify Sales Process

  • Sales Development Representatives (SDRs): Qualify prospective merchant leads, deep dive into Shopify value propositions, ensure a smooth transition.
  • Account Executives (AEs): Support Partners with a direct point of contact for product fit or commercial questions during the sales process. Share realistic timelines, and provide custom demos.
  • Shopify Solution Engineering Team: Advisors on technical product capabilities and functionality.
  • Shopify Launch Consultants: Manage the build and launch stage following contract signing, and support the migration process.
  • Shopify Merchant Success Team: Ongoing support for merchants. They serve as internal Shopify advocates, help define roadmaps, and provide strategic data.

What is not included in various roles in Shopify Sales Process

  • Some things are excluded from certain roles, e.g., customer support, onboarding for partners, technical implementation,
  • These tasks are handed off or performed by other teams at Shopify.

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Related Documents

Shopify Co-Selling Fundamental Course PDF

Description

Explore the comprehensive co-selling cycle involving Shopify and partner organizations. This quiz covers both pre-contract and post-contract stages, detailing key practices and resources that facilitate successful sales. Understand how collaboration enhances merchant experiences and leads to effective deal closures.

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