structure-a-co-sell-motion

name	structure-a-co-sell-motion
description	Build a co-sell motion around a named rep-to-rep play — mapped account overlap, a joint value proposition, and a shared incentive — not a 'we'll co-sell' press release. Reach for this when activating an alliance.

Skill: Structure a co-sell motion

Co-sell dies without a named rep-to-rep motion (§3 #3).

Step 1 — Prove the account overlap

Map where both parties have accounts/relationships. No overlap, no co-sell — say so and stop. This is the co-sell-readiness gate.

Step 2 — Write the joint value proposition

State the specific customer outcome neither party delivers alone (§3 #4). Two logos is not a JVP; a measurable joint outcome is.

Step 3 — Name the reps and the incentive

Map individual reps on both sides for the target accounts, and define the shared incentive (SPIFF, quota relief, referral fee) that makes each pick up the phone. Cite any referral/rev-share norm with source + date.

Step 4 — Define the plays by segment

Give reps a repeatable play per segment: the trigger, the joint pitch, the hand-off, the deal-registration step.

Step 5 — Pick the first three accounts

Name three target accounts to prove the motion, each with a rep pairing and a next action. A motion with no first accounts is a plan, not a play.

Output

A co-sell playbook: the account-overlap map, the joint value proposition, named rep pairings with a shared incentive, plays by segment, and the first three target accounts with owners and next actions. See ../../templates/partner-business-plan.md.