Internal Co-Selling Video One Sheeter

Internal Co-Selling Video A guide for Salesforce PAMs, AEs, partner AEs, and marketing contacts Timeline Week 1 Week 2 Week 3 Week 4 Note: While we What: 30-minute What: Confirm five What: 30-minute What: 3-hour final encourage authentic kickoff call interview questions dry-run call filming conversation and do Who: AMP team, and the final filming Who: AMP team, Who: AMP team, not recommend a Salesforce PAM, date Salesforce PAM, Salesforce AE, script, please use the partner marketing Who: Salesforce partner marketing partner AE required; dry-run call as a time contact PAM, Salesforce AE, contact, Salesforce Salesforce PAM, to refine your talking partner marketing AE, partner AE partner marketing points. contact, partner AE contact optional Filming Information AMP covers the cost of sending a production company to your chosen filming location. We have multiple filming options to suit your comfort level: Recommended Contactless: A drop kit is sent to your Partially Onsite: A videographer, in full Fully Onsite: A videographer, in full PPE, is chosen filming location, and the production PPE, comes onsite to set up the filming fully onsite handling the filming logistics, company will support you virtually to set up equipment and leaves the room while you’re and will be in the room with you through- the equipment. filming. They are available nearby to help out the recording. You don’t need to worry with any technical issues. about any technical setup. Sample AE Interview Questions 1. Please provide background information 3. Why did you bring the partner in? What 5. What does the partner bring to the table? on how your relationship with the customer white space did the partner help fill? In what circumstances should you think of evolved. 4. How is the customer currently benefiting this partner when you are working on a deal 2. What was the customer challenge? from the combination of Salesforce and the with a customer? partner solution? 6. Please offer any closing thoughts or advice to other Salesforce AEs. Tips for Partner AE Tips for PAM You will be interviewed alongside the Salesforce AE for this asset. • Post-launch, this internal-only asset should be shared with relevant When deciding which joint customer deal to highlight, make sure Slack channels based on the partner’s market segment and industry. that you consider customer stories where: • Send it to AEs you know are working on deals in the industry. • You have a good relationship and established communication • If AEs/SEs ask questions, post it in the #all-about-partners group. with the Salesforce AE, and you can anticipate that person dedicating a total of 3.5 hours of time to creating this asset. • Bring up in meetings with relevant teams. • There is a future opportunity to upsell and grow the customer • Listen for key words in conversations with AEs. account. This conversation is a good relationship-builder and jumping-off point between you and the Salesforce AE to integrate even further into the customer account. Time is money for AEs. Consider cc’ing an executive sponsor on your ask to the Salesforce AE.