Shopify Co-Selling Fundamental Course PDF

**CO-SELLING** The sales cycle refers to the steps it takes to attract a prospective merchant, educate them about the offerings, and convert them into a paying customer. We'll be breaking down each step in the Shopify sales cycle in this course and highlight who your key Shopify resources are at ea...

**CO-SELLING** The sales cycle refers to the steps it takes to attract a prospective merchant, educate them about the offerings, and convert them into a paying customer. We'll be breaking down each step in the Shopify sales cycle in this course and highlight who your key Shopify resources are at each stage of the process. -------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ### Pre-contract 1. 2. 3. ### Post-contract 1. 2. What is co-selling? ------------------- During the sales cycle you'll get to work with teams at Shopify to close the deal and ensure the best experience for your merchants. Co-selling involves bringing two sales teams together, one from Shopify and one from our Partner organization (that's you, again!). We're combining resources with the intention of converting prospects or existing customers. This involves sharing data, resources, introductions, contacts, or information to aid the successful closure of a deal, faster. ### ### Best practices to close more deals **Engage** We encourage you to engage with our sales team early and be ready to collaborate when the time comes. **Align** Ensure we're aligned with mutual planning and timelines to give us a clear runway to closing deals. Whether you or Shopify are leading the deal, we want to present as a unified group with the same focus. **Provide relevant case studies** Have examples of relevant client case studies where you worked within the same vertical or industry, and built similar technical features that the client is requesting. **Leverage Shopify resources** Take advantage of the Shopify resources available to Partners for things like discovery, technical scoping, and solution validation. Submitted lead The very first step of the sales cycle kicks off when the lead is submitted. Someone will review your submission, vet the lead, and confirm we have all the information needed to move forward. Please note that in some cases a specific lead form must be submitted to route them correctly. This could include leads for Plus, Enterprise, and POS. All lead forms can be accessed through the Partner Dashboard. What happens if a lead is marked ineligible? -------------------------------------------- A lead may be marked as ineligible if it does not meet the minimum criteria. Most often however, it simply means that our team is already engaged. If you are a managed Partner, you can work with your Partner Manager to see if there's an opportunity to co-sell. It's important that you respond to the outreach from Shopify after you submit a lead. If you're not engaging in a timely manner after submitting a lead, this can disqualify it as well. You can check the status of your submitted leads from the Leads page of the Partner Dashboard. When is the right time to submit a lead? ---------------------------------------- - - - All leads must be **converted within 90 days to be eligible for revenue share**. Look for and respond in a timely way to any outreach from the Shopify Sales team after you submit a lead to ensure you remain within the eligibility deadline. Once a lead has been qualified you'll be connected with either the **Sales Development Representative** for new prospects or an **Account Executive** forexisting customers. Who you work with will be determined based on the deal type, merchant size, and where the merchant is located. ### What the Shopify Sales Development Representatives can do: - - - - ### What the Shopify Sales Development Representatives do not do: - - - - ### What the Shopify Account Executives can do: - - - - ### What the Shopify Account Executives do not do: - While some scoping is happening as part of discovery to determine if the prospective merchant is a good fit, at this stage in the Shopify sales cycle we're focused specifically on technical scoping. We're moving beyond addressing "why Shopify" and now asking "what is needed to make this work" for the prospective merchant. If your Shopify sales representative determines there's a need, this is when you can request to connect with someone from the Shopify Solutions Engineering Team. They would then partner with you to help in the technical scoping process. ### What the Shopify Solution Engineering Team can do: - - - - ### What the Shopify Solution Engineering Team do not do: - - After a contract has been signed, a deal moves into the build and launch stage. During this stage, you may work with the **Shopify Launch Consultants** to support the migration and launch process. ### What the Shopify Launch Consultants can do: - - - ### What the Shopify Launch Consultants do not do: - - - - - The final stage of the sales cycle after a customer has launched is their ongoing long-term support. The **Shopify Merchant Success Team** will provide continued support to merchants as they build on the platform. As a Shopify partner, you can also continue to leverage Partner Support for any support needs. ### What the Shopify Merchant Success team can do: - - - - - - - ### What the Shopify Merchant Success team does not: - - - -