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?

For technical scoping and validation of solutions Signup and view all the answers

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

Collaborate and share data or resources Signup and view all the answers

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

Creating a comprehensive understanding of each other's timelines Signup and view all the answers

What role do case studies play in closing deals?

They provide relevant examples that can persuade potential clients Signup and view all the answers

Why is it important to ensure correct routing of leads?

To avoid unnecessary delays in the sales process Signup and view all the answers

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

It can be disqualified. Signup and view all the answers

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

90 days Signup and view all the answers

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

The Shopify sales representative Signup and view all the answers

What is a responsibility of the Shopify Solutions Engineering Team?

Technical scoping for prospective merchants Signup and view all the answers

Which of the following can disqualify a submitted lead?

Not responding to outreach from Shopify Signup and view all the answers

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

Connect with new prospects or existing customers Signup and view all the answers

What might indicate that a lead is ineligible?

The team is already engaged with the lead. Signup and view all the answers

In what stage do Shopify Launch Consultants become involved?

After a contract has been signed Signup and view all the answers

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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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.